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Article: Sales per employee: who gets the most from their employees and why? An analysis of the wide range of employee productivity among the Top 200.(THE TOP 200: PRODUCTIVITY BY EMPLOYEE)
- Article from:
- Music Trades
- Article date:
- August 1, 2006
CopyrightCOPYRIGHT 2006 Music Trades Corp. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Some have theorized that the tremendous growth of e-commerce has all but eliminated the need for well-trained salespeople. The reasoning goes something like this: Consumers spend hours doing online research before making a purchase. By the time they actually visit a store, they're fully informed, have decided exactly what to buy, and the only function the salesperson serves is to take their money. Some transactions undoubtedly follow this pattern. However, anecdotal evidence gathered in hundreds of retail interviews indicates that others do not. For every customer who gains clarity from internet research, there are dozens who just get confused by the hundreds of product ...