10
Domestic Fashion Markets 324
New York 324
California 325
Dallas 326
Chicago 326
Miami 327
Atlanta 327
Other Domestic Market Centers 327
Buying Foreign Goods 327
Helpful Buying Resources 329
Resident Buying Offi ces 329
Other Buying Resources 330
Market Trip Strategies 331
Visits to Vendors 332
Making Merchandise Decisions 333
Writing the Orders 334
Types of Orders 335
Part 5 Part 5
Strategies for Retail Strategies for Retail
Success Success
17 Communicating
Information 340
Internal Business
Communication 341
Lines of Authority 341
The Communication Process 342
Nonverbal Communication 344
Verbal Communication Skills 344
Reading Skills 345
Listening Skills 346
Speaking Skills 346
Writing Skills 348
Telephone Use 350
Computer Skills 351
Technology for Information
Management 351
Electronic Retailing 353
Communication via Mobile Devices 355
Social Media Communications 356
Going Deeper with Technology 357
Analytics 358
Retail Applications for
Communication Technology 359
18 Concepts for
Successful Selling 362
The Direct Selling Function 363
Salesclerks Versus Sales Associates 364
Customer-Oriented Selling 365
Sales Goals and Rewards 366
Creating a Selling Environment 367
Stockkeeping Duties 367
Keeping the Selling Floor in Order 368
Gaining Merchandise Knowledge 369
Using the Selling Steps Effectively 371
Approach and Greeting 371
Classifying Customers 372
Presentation of Merchandise 373
Overcoming Objections 374
Closing the Sale 374
Supplementary Suggestions 375
Maintaining Relationships 376
Merchandise Sales Transactions 377
Methods of Payment 378
Returns, Exchanges, and Other
Adjustments 378
19 Calculating
Financial Results 381
Financial Records 382
The Operating Statement 382