Retail The Second-Oldest Profession

Waterford & Howell Publishing
This book will become available on February 26, 2019. You will not be charged until it is released.

Flora Delaney, retail expert and consultant helps retailers across the globe fix their operations. And she says retail success comes from just 7 Timeless Principles.

Each chapter dives into real-world examples of how stores capture our wallets and create lasting habits with their shoppers. Over 70 topics within the book include a "WIN Today" section that gives store owners, managers and employees specific things they can do re-focus on what really matters.

If you are struggling … If you feel as if you and your team are working hard but you are not getting the results you want, you will find specific things you can do today to WIN in retail. WIN Today elements act like a retail coach urging you to take steps to improve your retail business.This book helps every retailer and small business owner focus on what really matters.

This book is for you if you:
•Own your own retail business– and wear many hats
•Manage a team that is always busy – but is not achieving the results you want
•Aspire to a career in retail and want to understand how it all fits together
•Need help developing inexperienced managers and new hires to succeed quickly
•Feel overwhelmed with multiple priorities in your retail operation
•Are a vendor who wants to be a better partner to your retail customers.

Like Good to Great and The One Minute Manager, store leaders across every channel are sure to turn to this essential book again and again to answer questions and solve problems. Flora's optimism, easy-to-understand approach and humor energizes senior managers, business owners and casual staff members to make changes to improve their store.


"It is what has been needed in the retail world: A real world guide based on real experience!"

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Additional Information

Publisher
Waterford & Howell Publishing
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Published on
Feb 26, 2019
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Pages
455
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ISBN
9781386725299
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Language
English
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Genres
Business & Economics / Customer Relations
Business & Economics / Development / Business Development
Business & Economics / E-Commerce / Auctions & Small Business
Business & Economics / Industries / Retailing
Business & Economics / Small Business
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Content Protection
This content is DRM free.
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Read Aloud
Available on Android devices
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Eligible for Family Library

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If there were a single great "secret" to being an elite sales professional, surely one of the millions of attendees of Brian Tracy's sales seminars would have spilled the beans by now. There isn't a secret. But there is a set of consistently successful selling techniques that most companies don't teach their salespeople, and which most entrepreneurs and independent sales pros think they don't have time to learn. Based on more than 40 years of selling experience-in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable-by anyone. Highlighting practical, time-tested principles including: * The psychology of selling: your own mindset is just as important as your customer's * Personal sales planning and time management: whether you work for yourself or someone else, great planning equals great success * Prospecting power: get more and better appointments * Consultative and relationship selling: position yourself as a partner with the account * Identifying needs accurately: you'll know how to arouse their interest and overcome objections * Influencing customer behavior: learn what triggers quick buying decisions * Closing the sale: the five best methods ever discovered * And more Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional-starting today.
Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong?

 


In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. 


The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: 

Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service.


If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees?


The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. 

The rewards are there for the taking, and the pathway to achieving them is now clearly marked.




From the Hardcover edition.
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