Description
Book SynopsisProper selling is professional, ethical and plays a vital role in the success of any business.
The Real World Guide to Fashion Selling and Management explores the proven real-world principles of personal selling, customer relationships and sales management. The second edition is updated to reflect the latest sales methods and addresses the digital world as it applies to the sales activity. The use of social media, content marketing and time management tools are key elements covered in this revised edition. Sherman and Perlman outline 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. New to this Edition: - Expanded to cover professional selling in retail beyond fashion - New sections on Business-to-Consumer (B2C) retail sales management - New chapter digital and social media in sales including - Covers top sales management strategies and software tools, and how they can be used to increase productivity and time management Emphasizes how to find a job, networking, and building relationships
Instructor's Guide availableTrade ReviewI like the fact that this book covers selling yourself and follow-through... I would [love] to change my [current] book to this one. -- Tammy Tavassoli, The Illinois Institute of Art - Schaumburg, US
I think this book is excellent and is targeted toward Fashion majors. -- Janice Jenny, Herkimer County Community College, US
Table of ContentsPreface Acknowledgments 1 Selling Isn't a Dirty Word 2 The Characteristics of Successful Salespeople and Sales Managers 3 Retail Sales and Management 4 Business-to-Business Selling 5 Getting to the Sale 6 Selling Yourself 7 The Sales Presentation 8 Follow-Through and Relationship Development 9 Digital and Social Media in Sales (New Chapter) 10 Managing a B2B Sales Force 11 Training and Tools 12 Measuring Productivity 13 Organizational Structure and Interaction 14 Adapting to Change in the 15 The Global Marketplace Resources for the Reader References Glossary Bibliography Index
