MAIL ORDER SELLING：HOW TO MARKET ALMOST ANYTHING BY MAIL, THIRD EDITION

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.

Exploring the Exciting World of Direct Marketing.

Starting a Mail Order Business.

GETTING STARTED IN MAIL ORDER.

Targeting Prospective Buyers.

What Can You Sell by Mail?

Basic Insights into the Financial Side.

Organizing Your Mail Order Enterprise.

Automation Alert: Go on Computer as Soon as You Can!

Promotion: Your Master Key to Sales Growth.

Absorb the Fundamentals of Selling.

PRINTING, PRINT ADVERTISING, AND THE PRINT MEDIA.

The Basics of Print Production.

How to Create Effective Print Advertisements.

Direct Mail: The Powerhouse of Direct Marketing Methods.

Managing Your Direct Mail Efforts.

Building and Maintaining Your Mailing List.

Newspapers as a Mail Order Medium.

Magazines: Print Medium for the Long Pull.

THE BROADCAST MEDIA AND TELEMARKETING.

Radio and the Direct Marketing Firm.

Television and the Direct Marketing Firm.

Telemarketing.

ADDITIONAL INFORMATION FOR THE GROWING FIRM.

How to Manage Company Finances More Effectively.

Planning Your Organization.

Looking Forward in Time.

Appendix.

Index.