The Real World Guide to Fashion Selling and Management

by Perlman, Sar S.; Sherman, Gerald J.

• ISBN13: 9781563674211
• ISBN10: 1563674211
• Format: Paperback
• Copyright: 2006-08-22
• Publisher: Fairchild Books

Summary

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 in some other department, 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 and 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 do's 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-and with this book students will get the nuts-and-bolts they need to put their careers on the fast track.

Author Biography

Gerald J. Sherman teaches at Johnson and Wales University.

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

Table of Contents provided by Publisher. All Rights Reserved.