TITLE

'Thou shalt know thy customer.'

AUTHOR(S)
Greene, Michael
PUB. DATE
February 2001
SOURCE
Furniture/Today;02/26/2001, Vol. 25 Issue 25, p38
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Focuses on the need for businesses to know their customers. Tips for salespersons; Importance of a recommended customer; Lessons learned from retailers and manufacturers doing business in Florida; Ultimate laboratory for selling.
ACCESSION #
4148612

 

Related Articles

  • Customer Identities: Customers as Commercial Friends, Customer Coworkers or Business Acquaintances. Swan, John E.; Goodwin, Cathy; Mayo, Michael A.; Richardson, Lynne D. // Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p29 

    In an effort to better understand relationships between salespersons and their customers, in-depth interviews with salespeople were used to establish a classification schema of customer types or identities. Using identity theory, three categories of customer identities were identified and...

  • The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework. Dewsnap, Belinda; Jobber, David // Journal of Personal Selling & Sales Management;Spring2000, Vol. 20 Issue 2, p109 

    For those companies marketing branded consumer packaged-goods to an increasingly powerful retail trade, collaborative relations within the marketing function are crucial, particularly between trade customer-focused sales personnel and brand-focused marketing personnel. Yet although there is a...

  • Go Back To The Basics With The 5 Stages Of Action.  // Sales Leader;11/6/2006, Vol. 12 Issue 18, p3 

    The article provides the five stages of action of selling. The stages include: attention; interest; desire; conviction; and action. These fundamental sales techniques have been around since the 1950s. Although times and methods have changed, these basic stages remain the same. In the first...

  • DISTRIBUTION MULTI-CANAL : VERS UNE �VALUATION DE R�LE DU VENDEUR DANS L'INT�GRATION DES CANAUX DE DISTRIBUTION. Vanheems, R�gine // Revue Fran�aise du Marketing;jul2009, Issue 223, p53 

    Considered as a business model, multi-channel retailing raises numerous marketing issues, out of which the way channels must cohabit. The salesman in the company's store is a key actor of this cohabitation. This paper helps understanding why the profession of salesmen must be revisited with a...

  • THE IMPORTANCE OF BUILDING RAPPORT. Kendy, William F. // SGB;Feb/Mar2014, Vol. 47 Issue 2/3, p6 

    The article focuses on best practices in the retail industry with specific reference to the significance of building rapport and good customer relations. It presents several tips to build rapport with customers. It is suggested that salesperson has the responsibility to sell products to fit...

  • THE VALIDITY OF "MINI" SIMULATIONS FOR MEXICAN RETAIL SALESPEOPLE. O'Connell, Matthew S.; Hattrup, Keith; Doverspike, Dennis; Cober, Alana // Journal of Business & Psychology;Summer2002, Vol. 16 Issue 4, p593 

    The use of "mini" role play simulations was proposed as a means of collecting predictor data in a low-cost, time-efficient, and reliable manner. Mini role play simulations were developed for the purpose of measuring sales ability. In order to evaluate the efficacy of using the mini role play...

  • TRUST ISSUES IN SERVICES: THE THIN LINE BETWEEN LOVE AND HATE OF ATTENTION. Landers, V. Myles; Al-Houti, Sarah B.; Chang, Woojung; Davis, Lenita // AMA Summer Educators' Conference Proceedings;2011, Vol. 22, p504 

    The level of attention that a customer receives in a retail setting is important and is critical to the salesperson's and the store's ability to establish customer relationships (Gremler and Gwinner 2008). However, attention is a double-edged sword; it can negatively affect relationships if it...

  • Salespeople's efforts make the world go round. Gitomer, Jeffrey // Business Journal (Central New York);6/16/2006, Vol. 20 Issue 24, p21 

    The article presents information about different terms and concepts related to sales. Customers, as a term stands for people who provide revenue. While the term price, is often confused by salespeople for value, discount means the money that is taken off the top line which comes right off to...

  • THE EFFECTS OF PRODUCT INVOLVEMENT AND SALESPERSON/CUSTOMER RELATIONSHIPS ON RETAIL PERFORMANCE. Macintosh, Gerrard; Lockshin, Lawrence S. // AMA Winter Educators' Conference Proceedings;1995, Vol. 6, p25 

    Discusses the effects of product involvement and salesperson customer relationship on retail performance. Emphasis on factors related to retail performance; Importance of advertising and consumer decision research for market segmentation of products and services; Retail strategy towards...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

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

Try another library?
Sign out of this library

Other Topics