The Real World Guide to Fashion Selling and Management / Edition 1

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Today’s fashion retail world is fast paced and based on quick transactions—so how does the art of personal selling stand out among the sea of flashy advertisements and slick commercials? Students often feel that selling is something that magically happens, and they find themselves unprepared when they’re on the job. But now, more than ever, the personal approach matters and can determine whether a product succeeds or fails. The Real World Guide to Fashion Selling & Management provides the essentials required for success in the industry: how salespeople define and locate their markets, the importance of developing and maintaining relationships with clients, techniques for top-notch sales presentations, basic professional dos and don’ts, dynamic "behind the label" success stories, and how to anticipate—not just keep up with—today’s global marketplace. The roles and expectations of sales managers are also detailed, from setting goals and targets to leading a successful, competitive sales force. Far from being a dirty word, selling is essential. With this book, students will get real-world information they need to put their careers on the fast track.

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Product Details

  • ISBN-13: 9781563674211
  • Publisher: Bloomsbury Academic
  • Publication date: 8/28/2006
  • Edition description: Older Edition
  • Edition number: 1
  • Pages: 320
  • Sales rank: 1,417,635
  • Product dimensions: 7.36 (w) x 9.29 (h) x 0.66 (d)

Meet the Author

Gerald J. Sherman teaches at Johnson and Wales University.

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Table of Contents

* Selling Isn't a Dirty Word
* Retail Sales
* Business-to-Business Selling
* Getting to the Sale
* The Sales Presentation
* Follow Through the Relationship Development
* Selling Yourself
* The Characteristics of Successful Salespeople and Sales Managers
* Managing a Sales Force
* Training and Tools
* Measuring Productivity
* Organizational Structure & Interaction
* The Global Marketplace
* Adjusting to Changes in Fashion Markets

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