Looking back... and very little has changed
- A cross-eyed view of selling techniques. // Cabinet Maker;8/27/2004, Issue 5403, p35
Gives advice to sales personnel on dealing with furniture buyers. Ways of talking to a cross-eyed customer; Method of dealing with customers who do not speak English; Steps in convincing buyers to buy locally made furniture.
- Furniture Buying Trip Is A Disappointing Sales Exercise. // Grand Rapids Business Journal;3/14/2005, Vol. 23 Issue 11, p27
Presents an article on an experience of being ignored by salespersons in several furniture stores. Conversation with a salesperson at the fourth store visited; Advice to salespersons on the accommodation of customers; Views toward furniture buying after the experience.
- Equip salespeople to show whole line. Allegheny, Ray // Furniture/Today;7/31/2006, Vol. 30 Issue 46, p2
The author reflects on lagging sales in the retail furniture business. High gas prices, rising interest rates, a moderating housing market and rising tensions in the Middle East are noted as reasons for the recent malaise. The article advises furniture retailers to train their salespeople to...
- Move to the dark side. // Cabinet Maker;9/8/2006, Issue 5504, p25
The article presents the views of the retailers, manufacturers, importers and designers in concerning the proliferation of oak in Great Britain's cabinet industry. According to stylist Gemma Montague of BoConcept UK, the company's new collection is based on fantastic darker veneers. Ian Duckett...
- Lifestyle puts hie hopes on sales drive. // Cabinet Maker;8/27/2004, Issue 5403, p6
Reports on cabinet firm, Lifestyle Furniture's expansion of the company's British sales team. Implication of the move on the company's sales; Strategies devised by the firm to expand its market cover; Key executives of the company.
- Trainers share strategies for selling. // Furniture/Today;3/5/2007, Vol. 31 Issue 26, p22
The article focuses on the response of trainers when asked to suggest strategies for selling single-sided bedding in the U.S. Craig McAndrews of Innovative Retail Group does not see selling single-sided against anything else as a strategic issue. Bob Eilenfeldt of Spring Air Co. recommends the...
- Undercover in Tunbridge Wells. // Cabinet Maker;2/13/2004, Issue 5375, p10
Assesses sales techniques in furniture stores, Wells Interiors and Delcor Furniture, in Tunbridge Wells, England. Product display; Signage; Balance between variety of product and style; Salespeople's approach to the product.
- Change your perception--change your reality. // Cabinet Maker;8/16/2002, Issue 5300, p5
Explains how thoughts and perceptions influence sales personnel in the furniture trade industry.
- Do You Talk Too Much? // American Salesman;Dec2002, Vol. 47 Issue 12, p26
Deals with the disadvantages of talking too much in selling. Information on good personal selling; Factors to consider during personal sales presentation; Signs that a sales personnel is talking too much during a personal sales presentation.