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RAB's Jeff Haley Looks at Radio's Current Landscape
Keywords: Radio
The following interview with RAB President/CEO Jeff Haley appeared in a recent issue of AllAccess.com.
As point man for the Radio Advertising Bureau, Jeff Haley is leading the charge to optimize radio ad revenue -- not the easiest of duties, what with the nation's slow climb out of a deep recession, new competition for the ad dollar and radio's somewhat unhip perception among the advertising community. Nevertheless, Haley has overseen an aggressive strategy to combat those obstacles and help radio's sales force attract clients through a variety of platforms. Here's how he sees the current environment and the RAB's place in it. |
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Specialty Retailers, Hardware Stores Fueling the Home Improvement Category
Keywords: Home Improvement | Hardware Stores
According to The NPD Group, Inc., a leading market research company, the home improvement industry grew two percent in the 12 months ending September 2011 vs. 2010. However, the industry is still down seven percent compared to the same time period in 2009.
Despite the industry's slow growth overall this year and sales results still below what they were two years ago, specialty retailers, hardware stores and online shopping are making significant gains. |
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Kohl's, Nordstrom, Macy's Tops for Fashion
Keywords: Women's Wear Stores
When it comes to shopping for clothes, consumers get what they want from Kohl's: Solid customer service, good atmosphere, no-hassle returns, prices they can live with, easy parking and dressing rooms that don't give them nightmares.
Nordstrom came in second in the survey from Market Force Information, a customer intelligence firm, followed by Macy's, Dillard's and JCPenney. |
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Research Quick Hits
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Daily Sales Tip: Make Objections Work for You
Objections should be sought out and resolved throughout any sales presentation. This allows the salesperson to judge how the sale is going, and to assess the buying motivation of the customer as each feature of the product or service is explained.
Some sales trainers describe this process as "taking the customer's temperature," or "trial closing," and each of these terms describes the process fairly well. I like to call it "teaching the customer to say YES!" I feel if I can get the customer into the habit of answering yes to a series of questions throughout the presentation, when the final question to buy comes, the result will be very predictable.
Source: Sales trainer Bill Fitzpatrick
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