Studies and Reports | Sales & Marketing

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IPA Studies & Reports
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Periodic Business Review by Chadwick Consulting
This paper, developed by Chadwick Consulting, provides a systematic approach to conducting a comprehensive business review.
Members download free.

Marketing: The Seven Deadly Sins
by John R. Graham
The seven sins of marketing can quickly drain the strength from good companies and send them careening down a destructive path. Those who feel they're the exception to the rule most often lead the way.
Members download free.

Rules of Engagement: Critical in Building Trust & Strong Relationships
by Richard P. Farrell, Vice President, Selling Dynamics
The most important part of any sales call is the first impression. That's why it's important to differentiate yourself and your company's offerings up front. Learn how to draft an initial agreement that effectively sets the ground rules between you and your prospects.
Members download free.

Digital Printing: Implementing, Selling, Marketing
This white paper is based on the IPA Webinar, "Selling Digital Printing," featuring Cary Sherburne of Sherburne & Associates. Cary and a panel of industry experts, Glenn Toole, Xeikon, Frank Kanonik, Xerox, and Richard Sand, Heidelberg, discuss preparing an organization for digital printing, fine-tuning the sales process to effectively sell digital printing, and marketing digital printing.
Members download free.

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