Sell the importance of a good night's sleep

Perry, David
September 2007
Furniture/Today;9/3/2007, Vol. 32 Issue 1, p40
Trade Publication
The article discusses the discovery of retail bedding expert Craig McAndrews about how retail sales associates sell bedding in the U.S. According to McAndrews, the industry is sacrificing key selling feature when it focuses on specs and prices. He added that the industry delivers a consumer experience that falls short to expectations. INSET: Rx for selling better sleep.


Related Articles

  • Evolution to Revolution: This is the theme of our sales research. Stevens, Howard // Sales & Service Excellence Essentials;Jul2011, Vol. 11 Issue 7, p8 

    The article focuses on the results of the "World Class Sales Benchmark Research" by Chally Group, which shows the role of salespeople to be the outsource of preference to consumers. It says that salespeople know that they should see themselves as customers to clearly understand what will satisfy...

  • Industry gets low grades on selling better sleep. Perry, David // Furniture/Today;11/30/2009 Yearkbook, p24 

    The article presents the mattress industry's sleep product marketing practices according to the survey conducted by bedding veteran Craig McAndrews in the U.S. Survey shows that consumers wanted to include sleep aids, linens and pillows to better sleep products. It points out that consumers...

  • Industry gets low grades on selling better sleep. Perry, David // Furniture/Today;6/1/2009, Vol. 33 Issue 38, p15 

    The article reports on the mattress industry's low grades on retail and consumer behavior per assessment by bedding veteran Craig McAndrews. It notes that Andrews, founder of the Retail Institute which is a consumer research and sales education firm, has examined how the bedding industry has...

  • Customer Benefits and Company Consequences of Customer-Salesperson Relationships in Retailing. Reynolds, Kristy E.; Beatty, Sharon E. // Journal of Retailing;Spring99, Vol. 75 Issue 1, p11 

    Building customer relationships is a top priority in many firms. This study examines the benefits customers receive from relationships with clothing/accessories salespeople. We found that relationship benefits are positively associated with satisfaction, loyalty, word of mouth and purchases....

  • A Relationship Customer Typology. Reynolds, Kristy E.; Beatty, Sharon E. // Journal of Retailing;Winter99, Vol. 75 Issue 4, p509 

    Focusing on retail clothing salesperson-customer relationships, we develop a relationship customer typology based on specific consumer characteristics related to the maintenance of these relationships. We then profile the different relationship customer types in terms of demographics and also...

  • A Framework for Classifying Concepts of and Research on the Personal Selling Process. Reeves, Robert A.; Barksdale, Hiram C. // Journal of Personal Selling & Sales Management;Nov84, Vol. 4 Issue 2, p7 

    This article focuses on personal selling process. Traditionally, personal selling has been viewed as an interpersonal interaction process, but only the most recent conceptualizations of selling have captured the real meaning of this definition. There are two interrelated aspects of the shift in...

  • How's your 'carside manner?'. Croswell, Wayne // Tire Business;11/6/2006, Vol. 24 Issue 16, p11 

    The article discusses carside manner, which is the way a retail sales person handles a customer. Carside manner is affected by attitude, body language and the ability to serve a customer better than the competitor. Poor carside manner leaves the customer feeling unsatisfied, frightened or...

  • Customer Service Behavior in Retail Settings: A Study of the Effect of Service Provider Personality. Hurley, Robert F. // Journal of the Academy of Marketing Science;Spring98, Vol. 26 Issue 2, p115 

    Researchers have suggested that service orientation is an aspect of personality that affects service performance. Four studies were done to explore the effect of personality on customer service behavior among frontline sales personnel in a fast-food convenience store chain. An exploratory...

  • Why salespeople are being pushed aside. Baker, Michael // Australian Horticulture;Nov2011, p26 

    The article discusses how technological advances in Australia's retail industry will affect the kinds of skills that will be required of salespeople. It describes ways in which sales personnel will need to have the so-called soft or people skills to improve customers' shopping experience as well...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics