10
Domestic Fashion Markets 324
New York 324
Los Angeles 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 345
Reading Skills 345
Listening Skills 346
Speaking Skills 346
Writing Skills 348
Telephone Use 350
Computer Skills 351
Technology for Information
Management 352
Information Management 352
Electronic Communication Via
Computer Technology 353
Other Communication Aids 355
Communication Technology
Advancement 356
18 Concepts for
Successful Selling 360
The Direct Selling Function 361
Sales Clerks Versus Sales Associates 362
Customer-Oriented Selling 363
Sales Goals and Rewards 364
Creating a Selling Environment 365
Stockkeeping Duties 365
Keeping the Selling Floor in Order 366
Gaining Merchandise Knowledge 367
Using the Selling Steps
Effectively 369
Approach and Greeting 369
Classifying Customers 370
Presentation of Merchandise 371
Overcoming Objections 372
Closing the Sale 372
Supplementary Suggestions 373
Maintaining Relationships 374
Merchandise Sales Transactions 375
Methods of Payment 376
Returns, Exchanges, and Other
Adjustments 376
19 Calculating for
Best Results 379
Financial Records 380
The Operating Statement 380
Net Sales 381
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