Sales funnel on computer

Solutions to the Problem of Sales Spilling over to Unprofitable Customers

Marketing textbooks recommend that firms target profitable customers and induce greater selling efforts as a way of charging higher prices and earning superior profits. However, according to a recent publication by Alex Thevaranjan, associate professor of accounting at Syracuse University‘s…

Research Finds Preferential Procurement Programs May Help New Minority-Owned Businesses Become Gazelles

New entrepreneurship research from Professor Maria Minniti of Syracuse University’s Martin J. Whitman School of Management and Professor Lois M. Shelton of California State University, finds that government and commercial procurement programs may be a means for some minority-owned ventures…