The perspiration zone

Abstract

Buying “flair” is like a scrumptious meringue, it may look wonderful and taste delicious, but its sustenance value is nil compared to the infinitely more protein‐packed buyer's bread and butter — training. As buying, claims Bob Forrester, is one of the most important functions of the retail trade then the training of buyers should be one of the most important training functions. That this has been dawning on retailers over the years is borne out by the thousands who have passed through the St Helens School of Management Studies, where a successful DITB scheme has been established. Here the author outlines the courses offered by the school and makes a plea for this kind of training to continue.

Citation

Forrester, R. (1981), "The perspiration zone", Retail and Distribution Management, Vol. 9 No. 4, pp. 31-33. https://doi.org/10.1108/eb018106