Financing works best as a tool for selling

Barnes, Marc
December 2006
Furniture/Today;12/18/2006, Vol. 31 Issue 15, p22
Trade Publication
The article focuses on the importance of financing as a tool for success for retail selling in the furniture industry in the U.S. Training of retail salespeople is reflecting the trend of financing as a means to an end. It emphasizes determining customer needs and finding out early on if financing is a good fit. The best training message for using financing is to use less of a pre-planned script and more of preset attitude.


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