Channel | Direct Marketing | Print

In any sales or service situation it's critical to listen, diagnose and encourage prospects to elaborate before persuading. One way to do this in telesales is to ask open-ended, consultative questions.

One of the most common errors I encounter in ads that seem to need makeovers is a reluctance to accept that the largest word in the ad is the headline

I had an experience similar to the one Beth Negus Viveiros described in her column (Pushing the Envelope, September).

I'm looking at a mailing from a company that sells vitamins and supplements. The key copy: Scientifically formulated for all your nutrition needs. Ugh.

These days there's a social networking Web site for just about every interest group from green living and activism (Care2) to dating and even flirting

Baseball's 2007 World Series champions likely will have been crowned by the time you read this. Will the Boston Red Sox be the kings of the sandlot, or

Univenture Inc., a manufacturer of direct mail packaging products, has acquired UniKeep LLC, for an undisclosed sum.

The Federation of European Direct and Interactive Marketing (FEDMA) has blasted European Union proposals to introduce carbon dioxide warnings on automotive marketing materials, according to wire service reports.

The U.S. House of Representatives joined the Senate in voting for a seven-year extension on Internet access taxes. The bill now goes to President Bush, who is expected to sign it into law.