Joe Calamusa's Books

More Than a Showroom

Strategies for Winning Back Online Shoppers

By: Daniel G. Bachrach,Jessica Ogilvie,Adam Rapp,Joe Calamusa IV

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More Than a Showroom

Strategies for Winning Back Online Shoppers

By: Daniel G. Bachrach,Jessica Ogilvie,Adam Rapp,Joe Calamusa IV

The growing phenomenon of showrooming plagues sales managers and small retailers in ever increasing numbers as technology has evolved to create smarter and more empowered consumers. Showrooming refers to the phenomenon of consumers – or potential consumers - browsing products in a retail store, and then ultimately purchasing online at a lower price through another store. In the age of the Internet, the sight of a customer who will visit a store and use their smartphone to scan the barcode, hoping to find the same item at a cheaper price from a different vendor has become commonplace. Through exhaustive research, the authors of this book investigate this exploding trend and offer strategies, tools, and training approaches that can help to transform showrooming customers into in-store sales. Offering retail managers and owners deep insight into how they can stem the loss of resources to showrooming, this book, through a close, systematic examination of showrooming, provides insight and understanding of the value added through customer service and expert salesperson knowledge. Retailers will learn how to implement essential, incremental changes to infuse value in the customer experience and entice significantly improved in-store sales while building core customer relationships and enhancing loyalty.

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Age

Page Count

189

Publisher

Springer

Published Date

ISBN 10

1137551895

ISBN 13

9781137551894

More Than a Showroom

Strategies for Winning Back Online Shoppers

By: Daniel G. Bachrach,Jessica Ogilvie,Adam Rapp,Joe Calamusa IV

Write a review Read reviews Take a Quiz Solve Book Puzzle

More Than a Showroom

Strategies for Winning Back Online Shoppers

By: Daniel G. Bachrach,Jessica Ogilvie,Adam Rapp,Joe Calamusa IV

Average ratings

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Solve jigsaw puzzle

Age

Page Count

189

Publisher

Springer

Published Date

ISBN 10

1137551895

ISBN 13

9781137551894

Transformative Selling

By: Adam Rapp,Joe Calamusa,Associate Professor of Management and Morrow Faculty Excellence Fellow Daniel G Bachrach,Daniel G. Bachrach

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Transformative Selling

By: Adam Rapp,Joe Calamusa,Associate Professor of Management and Morrow Faculty Excellence Fellow Daniel G Bachrach,Daniel G. Bachrach

As much as selling has changed, in many ways the fundamental aspects of selling have remained the same. Sellers still need to engage in a systematic process to find prospects, collect research, get prospects' attention, ask questions, deliver solutions, and close sales. What has changed is the rate at which these events occur and the amount of knowledge and insight necessary from the very first prospect interaction. With the availability of information today, customers have considerably more power than they did just a few years ago. This power demands a better understanding of customer needs prior to the sales call. Customer power also imposes more demands on their time and more complicated decision-making processes. It is no longer possible to sell to one person. Rather, an entire buying center in a matrix-form environment requires a range of versatile value propositions. In light of increased time pressures, questioning can no longer be initiated with broad inquiries like: "Tell me about your business"; or "What keeps you up at night." Salespeople are the experts in the sales process and, to be successful, must behave like experts. Sales organizations have increasingly introduced more complicated products and solutions that come with higher internal expectations. These demands require smarter sales and customer goals and team-selling approaches. Salespeople must understand how to navigate not only the customer organization, but also their own sales organization. Sales professionals must become knowledge managers, knowledge brokers, and information dealers. In Transforming Selling you will learn how to become a Resource Manager, Knowledge Manager, and Account Manager. These three sets of skills are the critical triumvirate for becoming a successful seller.

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Age

Page Count

150

Publisher

Wessex, Incorporated

Published Date

ISBN 10

0989701336

ISBN 13

9780989701334

Book's by Joe Calamusa

More Than a Showroom

More Than a Showroom

More Than a Showroom

More Than a Showroom

Transformative Selling

Transformative Selling

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