The craft of selling in department stores

Abstract

How salespeople actually sell, their attitudes and behaviour, has been largely overlooked by retail management and journals alike, immersed as they have been in pressing issues such as survival in a modern technological world. That such little consideration has been given to the salesperson has relegated her/him to the bottom rung of the retail ladder, with scant attention paid to the skills involved in selling transactions. E D Clark attempts to counterbalance this, and underlines the need for further research.

Citation

Clark, E. (1983), "The craft of selling in department stores", Retail and Distribution Management, Vol. 11 No. 1, pp. 35-39. https://doi.org/10.1108/eb018172