Equip salespeople to show whole line

Allegheny, Ray
July 2006
Furniture/Today;7/31/2006, Vol. 30 Issue 46, p2
Trade Publication
The author reflects on lagging sales in the retail furniture business. High gas prices, rising interest rates, a moderating housing market and rising tensions in the Middle East are noted as reasons for the recent malaise. The article advises furniture retailers to train their salespeople to sell the full depth and breadth of their products. He notes that salespeople often fall into the habit of predetermining what the "best values' on their respective floors are and then steer customers toward that group.


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