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Article: Basic sales training: earning your selling skills stripes. (includes related article on selling skills)(Cover Story)
- Article from:
- Do-It-Yourself Retailing
- Article date:
- October 1, 1997
- Author:
CopyrightCOPYRIGHT 1997 National Retail Hardware Association. 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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Once Bruce Bates has crammed ms employees' heads full of product knowledge, taught them everything there is to know about the store's cash registers and fully explained the company's policies and procedures, he is still only half done with his job. As sales director for the six-store Hardman's Supply Co. chain in West Virginia, Bates feels his work isn't complete until he teaches his employees what he considers the most important skill of all - how to sell.
According to Bates, sending employees to the salesfloor without training them to be good salespeople is just as negligent as not telling them how to run the register.
"If you skip selling skills in the ...