Over 146 Years of Service to the Furniture Industry

Most Recent Sales Education Articles

Retail Bedding & Mattress Sales: Closing The Sale
Volume 146 NO.4 July/August,  Furniture World Magazine

The start of Closing is the Presentation Step. Here’s how to do it right.

Our Leather Future?
Volume 146 NO.3 May/June,  Furniture World Magazine

Is lab-grown leather something furniture retailers might be selling in the very near future?

Sales Education Articles

Published 2004 - 2016

Retail Bedding & Mattress Sales: Closing The Sale  - 7/7/2016

The start of Closing is the Presentation Step. Here’s how to do it right.  

How Much to RSAs Matter?  - 6/2/2016

What’s the solution to under-performing sales associates?  

Our Leather Future?  - 6/2/2016

Is lab-grown leather something furniture retailers might be selling in the very near future?  

Steps of the Sale: Selection Step  - 3/25/2016

If not executed properly, the selection step can wind up badly for both RSA and the customer. Here’s how to do it right.  

Opportunity Doesn’t Knock, It Rings!  - 3/25/2016

Every day your service or sales teams end phone calls without suggesting a solution or invitation.  

Steps of the Sale Series: Qualifying Questions  - 1/4/2016

More qualifying questions RSA’s can use to keep the sale moving along.  

Good RSA, Bad RSA  - 11/27/2015

What are the most common mistakes you can stop your salespeople from making in 2016?  

Better Bedding & Mattress Sales: Qualifying Questions  - 9/28/2015

Part 6 of our Steps-Of-The-Sale series. Qualifying questions RSAs need to know to complete more mattress sales.  

EDITOR'S CORNER: You want a tiny... what?  - 9/28/2015

For those of you who haven’t heard, there’s a (big) tiny home movement brewing.  

Anticipation: It’s Making You Money!  - 9/27/2015

Anticipate these common but often ignored needs that can hinder the pathway to completing a sale.