Home centers must upgrade selling skills

By Robert C. Vereen Senior Vice President/Director Home Center Institute

Story at a Glance

Homecenterbusiness has never been as competitive... price is the battleground...employee senrice a vital weapon ...industry must develop selling skills.

combination of other factors, but chief among these should be the quali ty of employee service and advice.

While all retailers talk about their employees and their training programs, surprisingly few make a serious and prolonged effort to upgrade performance. Programs that start out meaning well get caught up in the battle to keep payroll expenses down. The

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