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Most Recent Sales Management

The Sorry Truth About Training
Volume 145 NO.1 January/February,  Furniture World Magazine

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.

Better Bedding & Mattress Sales: Should You Draw A Line In The Sand?
Volume 145 NO.1 January/February,  Furniture World Magazine

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

Sales Management

Published 2004 - 2015

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.  

Open This Box If You Dare!  - 5/22/2014

Four out-of-the-box ideas for retailers who do the same things year after year.  

Managing Change: 2+2=5  - 5/22/2014

How to tell your staff that you plan to do things differently, and motivate them to do it your way!  

Managing Change: Eight Reasons Why Change Initiatives Fail  - 5/22/2014

There are eight main reasons why 90 percent of companies, large and small, fail at bringing new ideas to their businesses. Here’s what you can do to improve your odds of success.  

Better Bedding & Mattress Sales: Control Every Mattress Sale!  - 3/17/2014

The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.  

    
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