RETAIL trade
RETAIL trade
An anthropological study seems like it ought to take place deep in untamed jungles with wildly exotic cultures, but Paco Underhill has founded a company based on applying the principals of environmental psychology to...
In Beyond the Gift Shop, Mindy Thompson-Banko explores the collaboration between two very different industries—retail and healthcare— and what is required for them to work together and create something...
In Inside the Mind of the Shopper, Herb Sorenson challenges retailers’ prevailing assumptions about shoppers’ needs, wants, and behaviors. His findings from decades of in-store research indicate that...
According to Tom Sant, professional selling is “the most important American invention of the twentieth century,” an engine that has powered our economy and the economies of nations all over the world, for the past one...
When Sam Walton died in 1992, he had amassed what was then the greatest fortune in American history. Wal-Mart, the company he founded, had grown from one tiny variety store on the main square of a small Arkansas town...
Is it possible for buyers and sellers to ever trust one another? The words “sales” or “salesperson” and “trust” are rarely used together. The reason that buyers do not trust sellers—or the sales process—is because they...
When Arthur C. Martinez was asked to take control of Sears in 1992, he found a company in disarray, despite its illustrious history and venerable name. Sales were down, morale was low, operating costs were exorbitant,...
