The Heart Of The Business

Selling is what makesthe engine hum, what gets the juices flowing. Here, in time for the Christmas selling season, are scores of hints and suggestions which will help turn a good sales staff into a squadron of high performers Selling is the heart of any retail business and the care and feeding of salespeople one of the prime tasks of managers. That's why this edition of The JCK Management Study Center focuses on many aspects of sales, offering tips ranging from role playing as a training tool to handling dismissals and from measuring performance to boosting add-ons. The advice gathered here is condensed from seminars presented during the conference program preceding The 1995 JCK International Jewelry Show, held in June in Las Vegas, Nev. The JCK Management Study Center is sponsored by JCK and the Jewelers Education Foundation of the American Gem Society. This report was prepared by G

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