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Business Information by Sector Retail Trade Business Information Winning Retail 2nd Edition Chapter 8 | ||
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Chapter 8: Sales ManagementWhat you will Learn
Sales Management refers to the variety of techniques used by retailers to increase store revenue through the front line sales team. It's a proven fact that sales do increase when you implement proper sales management techniques. If you're not already doing so, now is the time to start actively managing your sales performance. Most retail managers are trapped in the store for 40 to 60 hours each week. As a result, they quickly develop a syndrome known as "wearing the blinders". Surrounded by the daily barrage of minor fires and reacting to any number of crises, they begin to lose the ability to look at their stores objectively. When this happens, your stores begin to spin into an endless cycle of inefficiency and complacency. Instead of the stores making sales happen ... sales just seem to happen to the stores. Rather than being proactive, you become reactive. Sales management will help you make sense, not only of your direction, but also of your performance along the way and the things you can do to help ensure your success. Chapter 8Stay Focused on Sales
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Created: 2004-02-17 Updated: 2004-08-25 |
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