Retail Sales Training: Practices and Prescriptions

Abstract

The retail environment of the future is likely to be increasingly competitive. Department and specialty stores must provide services which distinguish them from the competition. One method that may be used in attaining a distinctive position entails the development of a well‐trained, skilled retail salesforce. Examines retail sales training from the perspectives of 202 retail salespeople employed by full‐service retailers. Provides insight into the amount of training which should be provided and the topics which should be included in sales training programs.

Citation

Pettijohn, L.S. and Pettijohn, C.E. (1994), "Retail Sales Training: Practices and Prescriptions", Journal of Services Marketing, Vol. 8 No. 3, pp. 17-26. https://doi.org/10.1108/08876049410065570