By Christoph Preuss

The objective of this study venture is to give a contribution to powerful retail via settling on the affects of the weather of retail advertising interventions on revenues functionality in franchises and branches. The technique contains a sequence of complementary surveys of franchisees, department managers, store viewers and shoppers. this is often enriched with secondary information and sector-specific structural element to figure out the direct and mediating results of retail advertising on revenues functionality. via issue research effects offer facts that Retail advertising and marketing has a excessive and confident, direct-structural effect on revenues functionality. Christoph Preuss contributes to the improvement of the dichotomy of department and franchise administration by means of exploring their operational alterations. shops can take advantage of retail advertising and marketing extra successfully in the event that they remember the fact that structural retail advertising parameters make the best impression on an outlet’s revenues performance.

Show description

Read Online or Download Retail Marketing and Sales Performance: A Definitive Guide to Optimizing Service Quality and Sales Effectiveness PDF

Similar sales books

No B.S. Sales Success

Sales recommendation now not Swiped From different Books!

This e-book is ready getting wealthy by way of changing into much better on the promoting approach than your rivals. What it isn't is the type of warmed-over, cliché-ridden suggestion you discover replicated in a jillion different books on promoting. Dan Kennedy might by no means have it that way.

He deals a collection of No B. S. techniques for overcoming hindrances to luck, a lot of them self-imposed. Provocative, sarcastic, and irreverent, the publication reads just like the seminars Kennedy conducts worldwide - occasions that reason a stampede to the again of the corridor for his fabrics after he finishes his presentation.


* Dan's thirteen everlasting Truths approximately promoting
* The remarkable purposes you want to "position" rather than prospect for revenues
* the right way to constitution a sale in six uncomplicated steps
* The secrets and techniques to turning into a real grasp on the paintings of persuasion

The Buying Brain: Secrets for Selling to the Subconscious Mind

Up to ninety five% of our judgements are made by way of the unconscious brain. for that reason, the world's biggest and so much subtle businesses are employing the newest advances in neuroscience to create manufacturers, items, package deal designs, advertising campaigns, shop environments, and masses extra, which are designed to charm without delay and powerfully to our brains.

Shopping 3.0: Shopping, the Internet or Both?

Outlets are in tricky occasions. The recession, international festival, executive legislation and the expansion of the net suggest that bills are emerging yet margins are more and more squeezed. Cor Molenaar's procuring three. zero deals a fascinating, convincing and well-researched manifesto for the way forward for retailing; a manifesto which inspires shops to change their method from a method that's established round transactions to 1 that's established round shoppers.

Transformational Sales: Making a Difference with Strategic Customers

​Inspired by means of a brand new, transformative period in human and company family, this booklet presents a distinct standpoint at the enterprise transformation that effects from the collaboration among providers and their strategic shoppers. it's all approximately guiding organizational switch and company transformation, beginning with revenues itself.

Additional resources for Retail Marketing and Sales Performance: A Definitive Guide to Optimizing Service Quality and Sales Effectiveness

Example text

There is also a lack of conceptoal and empirical research related to the cause-and-effect mechanisms between RM, sales staff loyalty and commitment and sales performance. A dyadic approach combining internal and external perspectives has not yet been undertaken. These conceptoal deficits are addressed through the development of a new conceptoal framework in the present research project. A unique contribution is made through the separated perspective on two internal target groups within their respective sales format, franchise and branch outlets.

In this context commissions and premiums are especially relevant. 4 Location and store environment The old adage that the three most important factors in retailing are "location, location and location" is still frequently repeated. Location of the store is clearly considered a pivotal determinant of retailing success because in store-based retailing good locations are key elements for attracting consumers. , 2007: 4). It is argued that the selling environment comprises elements such as customer-<:>rientated display of goods in a convenient location, supported by well-presented merchandise.

At the same time, the risks of conflict are higher within the network. , 2000: 375-377). Basically, there are three forms of franchising. Firstly, there is productdistribution franehising in which the franchisor grants the franchisee the right to sell specific goods by using his or her name. This form of franchising is also widely understood as a form of licensing. Secondly, there is trade mark franehising. In this case a franchisor grants the franchisee the right to use a certain production system to produce certain goods.

Download PDF sample

Rated 4.39 of 5 – based on 45 votes