Nursery Production and Management

HORT 431

IV. Marketing & Salesmanship of Nursery Products

Reading Assignment

Page
1. Wright -- Marketing vs. Selling 145
2. Hall -- Plan for Improved Marketing 149
3. Howland -- Market Research 153
4. Howland -- The Worst Marketing Advice I Ever Got 154
5. Baldwin -- Marketing and Merchandising in the 90's 156
6. Morey -- Upfront 157
7. Benson -- Statistically speaking 158
8. Benson -- Bringing the Customer Back 159
8. Good -- The marketplace of the 90's160
9.Eskilson -- Portraits of American Gardeners163
10. Rizzi -- We Must Be Market Driven 167
11.Customer service - Monrovia Nursery171
12. Trusty -- Beating the Chains 172
13. Turner -- Battling the Big Boys 174
14. Trusty -- Practical Ways to Discover and Serve Your Niche Market182
16. Newlin -- Trends in Plant Product Mix: A Retailers Perspective185
15. Harlass -- Perceived Profits 187
16. Weed -- Calculating Ways of a Young Risk-taker 188
17. Roberts -- Look at How Signs Can Help Sell Plants191
18. Higginbotham -- Impact: Advertising Award Winners 193
19. Anonymous -- Garden Council Expands Programs 196
22. Barton -- Sharpen Your Retail Image 197
23. Ball -- Nine Tips on Building Garden Center Sales 201
24. Harlass -- A Rainy Day Coupon 202
25. Roberts -- Campbell's Enjoys a High Profile 203
26.L.L.Bean -- Courtesy can be Contagious 208
27.Friedman -- Seven Customer service points209
28.Friedman -- Can You avoid it? I'm just looking210
29.Anonymous -- Guerrilla selling212
31. Williams -- Super Salespeople 215
32. Higginbotham -- Strong Salesmanship 217
33. Kinney -- Selling/Marketing 217
34. Mashburn -- WWW: Laurel Creek Retail Nursery 220
35.Wilkerson -- Cruising the Information Highway 223
35. Reinartz -- Do You Drive Your Web Site Full Throtle? 226
36. Anonymous -- Http://www.Greanbean.COM 230

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