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Where to spend your marketing dollars when a product isn't selling

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This story appears in the January 2005 issue of Entrepreneur. Subscribe »

Q: We have a few under-performing products and some that are breaking sales records. Should our marketing efforts focus on selling more of the under-performers or driving more sales to the top products?

A: I'd focus on the top product line and do some market research on why the under-performing products aren't doing as well. In addition to finding out why customers aren't responding to the under-performing products, try asking them what they like about the top products.

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