Word: salesmanship
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Columbia made sure that its star stayed visible. The company assigned him to high-powered publicist Marilyn Laverty, who represented rock star Bruce Springsteen, and she soon generated reams of press clips. Wynton is the first to admit that Columbia's salesmanship had a lot to do with his popular success, but claims not to take it seriously. "It has nothing to do with artistic merit or substance," he says. Adds brother Delfeayo, who has produced more than a dozen albums for Columbia and other labels: "Sure, Wynton has the hype. He created the hype: he was cute and articulate...
Indeed, the New Kids are a paradigm of pop's renewed stress on success and salesmanship. At their appearances, vendors hawking New Kids merchandise will help pull in an estimated $400 million this year. Giant video screens keep the crowd engaged during intermission with New Kids multiple-choice trivia contests (Q.: Who is Jordan's favorite singer? A.: Frank Sinatra) and with repeated, insistent references to McDonald's, which has pitched in a bundle to sponsor the group's U.S. tour. "They're a very wholesome, all-American group that has the same kind of family values that McDonald...
Altruism -- his life for the many? No way. Loyalty to his boss, who is the real culprit? Quit kidding. Joey sees talking the would-be terrorist out of mass murder as the maximum test of his salesmanship. In his time he has cut the sticker price and upped the trade-in allowance on everything but death. He cannot resist the opportunity to do this ultimate deal. Besides, Larry is his kind of customer, infinitely suggestible, infinitely distractible...
Brokerage firms are resorting to some old-fashioned salesmanship to win back their wayward customers. Steve Hasbrouck, national sales manager for Cleveland-based Prescott, Ball & Turben, tells his brokers to meet with their clients in person rather than make perfunctory phone calls. Says Hasbrouck: "They're much better off sitting down with the client and his family over a cup of coffee." Hasbrouck's brokers, like most in the industry today, inquire more carefully about their customers' financial needs, asking about plans for retirement or children's college education. Brokers need their old clients, and the customers know...
...work has sometimes been complicit with the indulgences of the day, it was never fully in service to them. He never aimed for the lugubrious swank of Helmut Newton, whose corseted women can look like sale goods in a fancy furniture store. He never settled for the sexual salesmanship of Bruce Weber, whose boys live in a world made of equal parts Ralph Lauren and Leni Riefenstahl...