15/08/2018
• Steven Van Belleghem
Retailers require a mix of human services and new technologies to meet the needs of today’s demanding consumer. STEVEN VAN BELLEGHAM reports.
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15/08/2018
• Gretchen Gordon
Telling is not selling, but telling is not coaching either. GRETCHEN GORDON discusses why telling is an ineffective way to train a sales team.
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31/07/2018
• Dale Furtwengler
Too often, stores are paranoid about price without realising that a high pricing strategy brings benefits that outweigh discounting. DALE FURTWENGLER reports.
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31/07/2018
• Steven Van Belleghem
As online shopping increases, STEVEN VAN BELLEGHEM says that customer relationships remains an important driver of loyalty in the minds of consumers.
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31/07/2018
• Barry Urquhart
The emergence of global mega-retailers on the Australian market doesn’t have to spell doom for traditional retailers. BARRY URQUHART discusses the importance of building a service culture.
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04/07/2018
• Brian Jeffrey
Closing is the hardest part of any sale because it exposes salespeople to rejection; however BRIAN JEFFREY says fearing it is not the answer- expert sales staff can use it to their advantage.
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04/07/2018
• Graham Jones
Online mega-retailers are dominating the market, yet traditional retailers remain slow to learn from them. GRAHAM JONES discusses how traditional retail techniques are failing to impress customers.
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13/06/2018
• Rick Segal
All businesses have an offer but not all offers are equally effective. RICK SEGAL discusses how to attract shoppers with offers that are irresistible and that will ultimately boost boost sales.
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13/06/2018
• Elizabeth Boyd
Retailers should evaluate the effectiveness of branding strategies in their quest to deliver upon the customer experience promise. ELIZABETH BOYD reports.
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12/06/2018
• David Brown
A store’s repair department is an often overlooked contributor of revenue and generator of future sales. DAVID BROWN explains how retailers can take advantage.
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08/05/2018
• Doug Dvorak
The sales industry is filled with people who never reach their true potential, because they fail to look for new horizons. DOUG DVORAK discusses how sales professionals can take their game to the next level.
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08/05/2018
• Chris Petersen
Customers are evolving and retail metrics must evolve with them if retailers are to leverage the information they need in an omni-channel marketplace. CHRIS PETERSEN reports.
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