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The Merchant Magazine men systems, which combine modified asphalt with a glass fiber and/or polyester mat. Modifying the asphalt improves the membrane's thermoplastic characteristics. Modified asphalt retains its oils longer, increasing the cold climate flexibility and UV resistance of the membrane and resulting in a more durable, longer lasting membrane with superior waterproofing. Rolls are readily installed by contractors. Popular in reroofing are elastomeric coatings, which are applied over existing roofing to repair, protect and preserve it. The energy eflicient products are affordable and easily applied by homeowners. Average effectiveness is about five vears.

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DET $100.00M/080

DET $100.00M/080

September 1991

A Manager's Secret Weapon

Good sales people aren't hired, they are developed by managers who hire good people and help them develop selling skills and knowledge.

Although sales managers should identify what motivates individual employees, they cannot motivate them. Salespeople must motivate themselves. Managers can only provide training, skills and knowledge. One sales trainer says, "You can light a fire under a snail, but you won't get a motivated snail. You'll get escargot."

Good training can have a positive effect on confidence levels. lt contributes to higher self-esteem, creating more job satisfaction and improved job performance. Knowledge is empowering.

Effective training can reduce turnover among employees. lt also improves communication among sales associates, sales managers and store management and increases teamwork.

Before training, employees should be asked specific questions to focus their attention and help the sales manager to tailor training to the needs of the group. They should be asked if they want to learn, what they specifically want help in, why they want it and how they'll use it. They also need to tell the manager how he will be able to measure their improvement (more sales, higher dollar sales, etc.) and how they absorb information best (hearing, seeing or doing).

Give Customers The Shakes

Sociologists have long talked about bonding, but now sales trainers are recommending it to retail salespeople.

Greeting a customer with a handshake, introducing yourself and learning the customer's name immediately is being taught in some sales training classes. Feedback from those practicing the technique is favorable.

Customers reportedly respond well, treat salespeople with a different attitude, are less likely to say they are just looking and remember salespeople on return visits.

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