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The Characteristics of Successful Salespeople and Sales Managers

J. Gerald Sherman

Gerald J. Sherman is co-founder and partner of Sherman & Perlman, LLC, USA, a public relations and integrated marketing company. He has held adjunct teaching positions at the Fashion Institute of Technology in New York, Lynn University in Boca Raton, Florida, Miami International University of Art and Design in Miami, Florida and at Johnson and Wales University, College of Business, North Miami, Florida, USA. Author affiliation details are correct at time of print publication.

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S. Sar Perlman

Sar S. Perlman is a partner at Sherman & Perlman, LLC, USA, a public relations and integrated marketing company. He a veteran writer and journalist whose more than 100 articles have appeared in national and regional publications such as Car and Driver, Power and Motoryacht, Art and Antiques, Wildlife Art, Millionaire, Boca Raton, Florida International, South Florida Sun-Sentinel, among others. Author affiliation details are correct at time of print publication.

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The Real World Guide to Fashion Selling and Management

Fairchild Books, 2007

Book chapter

...Review the fundamental characteristics and behavioral patterns that are necessary for salespeople to be successful in fashion sales.See why salespeople must have a passion for their job and must be good listeners.Understand why ethics...

Getting to the Sale

J. Gerald Sherman

Gerald J. Sherman is co-founder and partner of Sherman & Perlman, LLC, USA, a public relations and integrated marketing company. He has held adjunct teaching positions at the Fashion Institute of Technology in New York, Lynn University in Boca Raton, Florida, Miami International University of Art and Design in Miami, Florida and at Johnson and Wales University, College of Business, North Miami, Florida, USA. Author affiliation details are correct at time of print publication.

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S. Sar Perlman

Sar S. Perlman is a partner at Sherman & Perlman, LLC, USA, a public relations and integrated marketing company. He a veteran writer and journalist whose more than 100 articles have appeared in national and regional publications such as Car and Driver, Power and Motoryacht, Art and Antiques, Wildlife Art, Millionaire, Boca Raton, Florida International, South Florida Sun-Sentinel, among others. Author affiliation details are correct at time of print publication.

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The Real World Guide to Fashion Selling and Management

Fairchild Books, 2007

Book chapter

...Discover why it is important for salespeople to identify their potential customers and understand the market before finding prospects.Review the methods sales-people use to reach out to and make contact with the right prospects.Analyze...

Management for the Retailer

Michele M. Granger

Michele M. Granger is a full professor in the Fashion and Interior Design Department, College of Business Administration, at Missouri State University, US. Author affiliation details are correct at time of print publication.

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Sheryl A. Farnan

Sheryl A. Farnan is Professor at Metropolitan Community College, USA, where she teaches merchandising, business and marketing courses. Author affiliation details are correct at time of print publication.

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The Fashion Industry and Its Careers

Fairchild Books, 2020

Book chapter

...If you are a person who loves the retail experience, you may envision yourself running a specialty store, an exclusive boutique, a designer outlet, a Web site, or a large department store. You may be someone who thrives in a retail...

Should Everlane Pursue Becoming a B Corporation™?

Leslie Davis Burns

Dr. Leslie Davis Burns is President and Founder of Responsible Global Fashion LLC and Professor Emerita of Apparel Design and Merchandising at Oregon State University. A scholar and educator around topics related to the international apparel industries, consumer behaviour, and corporate social responsibility, Leslie is author of Sustainability and Social Change in Fashion (2019, Fairchild Books) and co-author of The Business of Fashion (6th edition forthcoming, 2020, Fairchild Books). She is also the Editor-in-Chief of the new online resource, Bloomsbury Fashion Business Cases. Leslie is a Fellow of the International Textile and Apparel Association (ITAA) and has received the Distinguished Scholar and the Educator of the Year Awards from ITAA in addition to teaching, research, and leadership awards from Oregon State University. Leslie holds a BA from Washington State University and a Ph.D. in Consumer Sciences and Retailing from Purdue University. Author affiliation details are correct at time of print publication.

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Introductory business case

...Learning Objectives Upon completion of this case, students should be able to: Describe the mission, target customer, and organizational structure of Everlane. Describe the purpose and certification process for becoming a Certified B...

How Fashion Consumers Buy

Patricia Mink Rath

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Patricia Mink Rath, MS, is a consultant in marketing education in Winnetka, Illinois. Her fashion merchandising experience includes work as a retail executive in the fashion departments of specialty and department stores in the Chicago area, Boston, and San Francisco. She has taught college level courses in fashion marketing and merchandising, consumer behavior, retail buying and management, French culture and language for over three decades. Fluent in French, she has led fashion merchandising classes in Paris and Provence. Mink Rath has traveled in Europe, Central America, and Asia and gives illustrated lectures on fashion in both English and French. She is a lifetime member of the Alliance Francaise du North Shore, Association for Career and Technical Education (ACTE) and the Marketing Education Association (MEA). She is co-author of a number of texts and other educational materials for students and teachers. Mink Rath is co-author of Marketing Fashion: A Global Perspective (Fairchild Books, 2012), Essentials of Exporting and Importing: U.S.Trade Policies, Procedures and Practices (Fairchild Books, 2010) and The Why of the Buy: Consumer Behavior and Fashion (Fairchild Books, 2008). Author affiliation details are correct at time of print publication.

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Stefani Bay

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Stefani Bay, M.A. is an Associate Professor at The Illinois Institute of Art-Chicago, USA, where she teaches Global Marketing and Entrepreneurship. She is co-author of The Why of the Buy and In an Influential Fashion: An Encyclopedia of 19th & 20th Century Designers and Retailers Who Transformed Dress (Greenwood Publishing). Her background includes the 10-year ownership and operation of a chain of retail stores and multi-level marketing company as well as an engagement as Director of Public Relations for several well-known restaurant chains. Author affiliation details are correct at time of print publication.

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Richard Petrizzi

Richard Petrizzi is based at the Illinois Institute of Art, Chicago. Author affiliation details are correct at time of print publication.

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Penny Gill

Penny Gill is a writer and journalist. Author affiliation details are correct at time of print publication.

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The Why Of The Buy : Consumer Behavior and Fashion Marketing

Fairchild Books, 2015

Book chapter

...✓ The influence of the fashion Life cycle on consumer purchasing✓ What is meant by fast fashion and how it has changed the fashion life cycle✓ What omnichannel retailing is and how it is being driven by consumer buying behavior✓ The variety...

Servicing the Fashion Shopper

Jay Diamond

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Jay Diamond is Professor Emeritus at Nassau Community College, where he served as the Chair of the Fashion, Marketing, and Retailing Department as well as the Dean of Business. His honors include the Distinguished Professor of the State University of New York, as well as the first Distinguished Achievement Award at Nassau Community College. Diamond has written numerous textbooks on fashion, retailing, and marketing. In addition, he is the creative force for Diamond Educational Productions, a company that specializes in fashion, retailing, marketing, and professional development videos. Author affiliation details are correct at time of print publication.

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Ellen Diamond

Ellen Diamond is Professor Emerita at Nassau Community College in the Fashion, Marketing, and Retailing Department. She is an internationally recognized artist specializing in original acrylics on canvas and giclee prints. Her works are in public and private collections throughout the world. She has co-authored many texts on fashion and retailing, including The World of Fashion, 5th Edition (Fairchild Books, 2013) and Retail Advertising and Promotion (Fairchild Books, 2011). Author affiliation details are correct at time of print publication.

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Sheri Litt

Sheri Litt is Academic Dean at Florida State College at Jacksonville. She is co-author of Retailing in the 21st Century (Fairchild Books, 2011). Author affiliation details are correct at time of print publication.

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Fashion Retailing : A multi-channel approach

Fairchild Books, 2015

Book chapter

...After reading this chapter, you should be able to:Discuss the role of the fashion sales associate in brick-and-mortar operations.Describe the sales associate’s role as intermediary between the company’s buyers...

Retailing Formats

John Donnellan

John Donnellan was Dean of Business and Computer Information Systems at Holyoke Community College, USA. For 20 years, he held management, merchandising, and sales promotions positions in various department and specialty stores. Donnellan frequently addresses trade and professional associations on current retailing topics. Author affiliation details are correct at time of print publication.

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Merchandise Buying and Management

Fairchild Books, 2014

Book chapter

...After reading this chapter, you will be able to discuss the following:The distinctions among various retailing formats.The current marketplace status of these formats.Nonstore retailing.By definition, all retailers sell goods and/or...

The Sales Presentation

J. Gerald Sherman

Gerald J. Sherman is co-founder and partner of Sherman & Perlman, LLC, USA, a public relations and integrated marketing company. He has held adjunct teaching positions at the Fashion Institute of Technology in New York, Lynn University in Boca Raton, Florida, Miami International University of Art and Design in Miami, Florida and at Johnson and Wales University, College of Business, North Miami, Florida, USA. Author affiliation details are correct at time of print publication.

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S. Sar Perlman

Sar S. Perlman is a partner at Sherman & Perlman, LLC, USA, a public relations and integrated marketing company. He a veteran writer and journalist whose more than 100 articles have appeared in national and regional publications such as Car and Driver, Power and Motoryacht, Art and Antiques, Wildlife Art, Millionaire, Boca Raton, Florida International, South Florida Sun-Sentinel, among others. Author affiliation details are correct at time of print publication.

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The Real World Guide to Fashion Selling and Management

Fairchild Books, 2007

Book chapter

...Understand the importance of maintaining a positive mental attitude before, during, and after a sales presentation.Learn how to proactively plan the sales presentation so that it highlights a product's features and benefits.Explore...

Rothy’s

Introductory business case

...Learning Objectives Upon completion of this case, students will be able to: Describe sustainability and identify the differences between creating economic and social value. Analyze Rothy’s value proposition. Evaluate Rothy’s branding...

Selling

V. Ann Paulins

V. Ann Paulins is director and associate professor of retail merchandising at Ohio State Universitys School of Human and Consumer Sciences. She publishes regularly in academic journals,such as the Journal of Fashion Marketing and Management, and presents her findings on consumer behavior at industry conferences. Her research interests include internship development, ethics and customer service quality, as well as examining the social psychology of consumption decisions. The American Association of Family and Consumer Sciences (AAFCS) presented her with the New Achiever award in 1997. Author affiliation details are correct at time of print publication.

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Julie L. Hillery

Julie L. Hillery is associate professor of textiles, apparel and merchandising at Northern Illinois University. In 2003, she was awarded a professorship with Kohls, a large clothing retailer based in Wisconsin, for her work as an internship coordinator between NIU students and the company. Author affiliation details are correct at time of print publication.

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Ethics in the Fashion Industry

Fairchild Books, 2020

Book chapter

...Upon completion of this chapter you will be able to:Identify important factors and ethical issues surrounding the sales transactionIdentify common conflicts impacting sales personnel and consider how they may negatively affect the sales...