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Mail Order Selling: How to Market Almost Anything by Mail » (REV)
Authors: Irving Burstiner, Burstiner
ISBN-13: 9780471097914, ISBN-10: 0471097918
Format: Paperback
Publisher: Wiley, John & Sons, Incorporated
Date Published: July 1995
Edition: REV
Author Biography: Irving Burstiner
Book Synopsis
A user-friendly, practical guide to starting and running a successful mail order operation. Describes what sells best through mail order, how to target prospective buyers, how to manage the new business and how to market through direct mail, print ads as well as TV and radio advertising. This revised, updated and expanded edition covers using a PC, telemarketing, promotion and publicity and more on direct marketing. The appendix contains examples of filled-out federal income tax forms.
Table of Contents
| 1 | Exploring the Exciting World of Direct Marketing | 3 |
| 2 | Starting a Mail Order Business | 10 |
| 3 | Targeting Prospective Buyers | 39 |
| 4 | What Can You Sell by Mail? | 48 |
| 5 | Basic Insights into the Financial Side | 57 |
| 6 | Organizing Your Mail Order Enterprise | 71 |
| 7 | Automation Alert: Go on Computer as Soon as You Can! | 93 |
| 8 | Promotion: Your Master Key to Sales Growth | 101 |
| 9 | Absorb the Fundamentals of Selling | 110 |
| 10 | The Basics of Print Production | 123 |
| 11 | How to Create Effective Print Advertisements | 131 |
| 12 | Direct Mail: The Powerhouse of Direct Marketing Methods | 143 |
| 13 | Managing Your Direct Mail Efforts | 155 |
| 14 | Building and Maintaining Your Mailing List | 165 |
| 15 | Newspapers as a Mail Order Medium | 176 |
| 16 | Magazines: Print Medium for the Long Pull | 187 |
| 17 | Radio and the Direct Marketing Firm | 205 |
| 18 | Television and the Direct Marketing Firm | 211 |
| 19 | Telemarketing | 217 |
| 20 | How to Manage Company Finances More Effectively | 225 |
| 21 | Planning Your Organization | 237 |
| 22 | Looking Forward in Time | 245 |
| Appendix: Sample Federal Income Tax Forms | 263 | |
| Index | 287 |
Subjects
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