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Most Recent Furniture Industry Sales Management Articles

Rebuying and New Buying: Two Different Mindsets
Volume 145 NO.3 May/June,  Furniture World Magazine

Executing these activities properly and coordinating them improves sales and profitability.

Give The Lady What She Wants!
Volume 145 NO.2 March/April,  Furniture World Magazine

Hint: It’s not furniture!

Furniture Industry Sales Management Articles

Published 2004 - 2015

Rebuying and New Buying: Two Different Mindsets  - 6/9/2015

Executing these activities properly and coordinating them improves sales and profitability.  

Marketing Made In America  - 3/24/2015

Tips from retailers and marketing experts on how to position your company for success if you choose to promote domestically sourced furniture.  

Helping Before Selling  - 3/24/2015

Part 1: Free yourself from a “churn and burn” attitude that ignores the true value of your customers.  

Give The Lady What She Wants!  - 3/24/2015

Hint: It’s not furniture!  

Better Bedding & Mattress Sales: Should You Draw A Line In The Sand?  - 12/30/2014

How one mattress retailer decided to stop selling lower priced mattresses that accounted for 20 percent of its sales, and why.  

The Sorry Truth About Training  - 12/30/2014

Nothing much will change for the majority of furniture retailers in 2015. But for those few who do what’s necessary to get to the next level, the sky’s the limit.  

What To Do About Those RSA’s In 2015  - 11/21/2014

Tips on how to find, hire, evaluate and compensate what could be your most important assets.  

How Much Is Too Much Busy-Ness  - 9/29/2014

There are quite a few four-letter words that might offend. Perhaps one of the most surprisingly offensive and counterproductive four-letter word is BUSY.  

Better Bedding & Mattress Sales: A Bed Seller’s Guide To Customer Service  - 9/29/2014

What policies should you set to respond intelligently to a customer’s (buyer’s) after-the-sale enquiries or complaints?  

Getting Beyond Your Numbers  - 7/9/2014

The secret to selling more, earning more and improving lives.  

    
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