Trainers share tips on getting consumers to lie down

April 2007
Furniture/Today;4/9/2007, Vol. 31 Issue 30, p40
Trade Publication
The article presents tips on training sales associates to encourage consumers to lie down on the beds. According to Craig McAndrews of Innovative Retail Group, the invitation to lie down should be offered once or even twice if the customer is resistant. Sales associates should point out to the customer that they do not buy a pair of shoes without trying them on, says Bob Eilenfeldt of Spring Air. Donna Favia of Restoric advises sales associates to ask a customer if he or she is a side sleeper.


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