TITLE

Financing works best as a tool for selling

AUTHOR(S)
Barnes, Marc
PUB. DATE
December 2006
SOURCE
Furniture/Today;12/18/2006, Vol. 31 Issue 15, p22
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
23469596

 

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