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The Retailer's Complete Book of Selling Games and Contests: Over 100 Selling Games for Increasing on-the-floor Performance

The Retailer's Complete Book of Selling Games and Contests: Over 100 Selling Games for Increasing on-the-floor Performance

Autorzy
Wydawnictwo Wiley & Sons
Data wydania
Liczba stron 288
Forma publikacji książka w miękkiej oprawie
Język angielski
ISBN 9781118153413
Kategorie Biznes i zarządzanie
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Opis książki

One hundred ways to motivate your sales teams to outsell each other and grow your profitsIn most retail stores, salespeople arrive at work with little enthusiasm to sell. The truth is that retail selling can be a little boring. It's up to owners and managers to provide the spark and motivation that inspires people to excel, even when store traffic is slow. One of the best ways to accomplish that is with selling games and contests. The Retailer's Complete Book of Selling Games & Contests contains more than one hundred selling games and contests that any retailer can use to motivate their staff, improve their sales skills, and generate extra sales during slow traffic periods.Geared toward retailers of all industries and all sizes, from single stores to mega chains, this book will appeal to those with a vested interest in improving the performance of their salespeople and driving sales higher.* Details how to use games to sell specific merchandise, increase add-on sales, and sell higher priced merchandise and groups of merchandise* Outlines how to structure games and contests, when to run them, and for how long* Helps managers build their sales staffs' confidence and abilities through fostering a competitive spirit and rewarding high sellers* Harry J. Friedman is an international retail authority, consultant, and the most heavily attended speaker on retail selling and operational management in the world todayWhen you inspire your sales team to improve their skills and outsell each other, you'll boost your profits and outdo your competition

The Retailer's Complete Book of Selling Games and Contests: Over 100 Selling Games for Increasing on-the-floor Performance

Spis treści

Introduction When something is rewarding, it gets done. xiiiChapter 1 Why Have Games? 1The only reason to run a game or a contest is to improve a sales metric or a selling behavior.Chapter 2 Elements of a Game 7Begin with the end in mind.Chapter 3 Selling the Game to Your Staff 15You can't light a fi re with a wet match.Chapter 4 Making Your Case and Establishing a Reward System 23Make an offer they can't refuse.Chapter 5 Fun and Games! 41And the winners are . . . (See the following page for a list of games and page numbers. Each game may have one or more variations.)Appendix A Rewards 257Appendix B Retail Training Resources 261LIST OF GAMES WITH PAGE NUMBERSIndividual"21" 46Save the Sale 48Up, Up, and Away 50Sell Them All 52Buried Treasure 54Pot o' Gold 56Treasure Chest 59Strung on a Line 61Pass the Buck 63Selling High and Low 65The Big Drawing 67Save a Dog 69Item du Jour 71Mystery Prizes 73Clue! 75Beat Last Year 78And They're Off! 80Let's Play Golf 83Miniature Golf 86A Contest at Christmas 88No Fun to Lose 91Sales Poker 93Guess and Get 95Points per Transaction 97Hangman 99Make the Match 101The Auction 103Grab-Bag 105Promote a Category 108The Money Pin 110BINGO! 113Sabotage 116Win the Lottery! 118Profi tmakers 121Wheel of Fortune 123Let's Make a Deal 126Secret Squares 128The Puzzle Game 130Secret Item 132Monopoly 136H-O-R-S-E 138Hidden Words 141A Day at the Races 145Tour de Sales 14810K 151Items-per-Sale Pennant 153A Winning Pitch on a Losing Item 155The Bowling Game 157First In, First Out 160Count-Down 162Tic-Tac-Toe 164Add-on Madness 166Scrabble 169GroupFollow the Yellow Brick Road 171Moonwalk 175Ghost 178Store Challenges 181Batter Up! 183Tug of War 186Feed 'Em Beans! 188Touchdown! 191Sold by the Yard 193Combat 196Making Connections 200Selling Around the World 202Championship Series 205Items-per-Sale Contest 207Go for the Gold! 210SkillScavenger Hunt 214Opening the Sale Game 216The Probing Game 218Probing Questions 222Guess the Item 224Prices by Memory 226The Product-Feature Game 228Name that Product 230The FABG Game 232FABG Scramble 235The Add-on Game 240Adding-on-to-Close! 242The Personal Trade Game 245Question-and-Answer Game 247Retail Jeopardy 249

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