Retailers Try on New Sales Tactics

Dodes, R. & Mattioli, D. (2010). Retailers try on new sales tactics. Retrieved April 19, 2010 from: http://online.wsj.com/article/SB10001424052702304180804575188432445576288.html?mod=rss_whats_news_us_business

This article is published on the Wall Street Journal’s Web site and discusses tactics that some of the nation’s major retailers are taking to increase their top line. During the past couple of years of recession, retailers have had to cut costs in order to make money or even just to survive. Now that the economy is starting to recover, consumers are starting to spend a little bit of their money and these retailers are making strides to try to capture some of this revenue. J. C. Penney, Macy’s, and Home Depot are putting a lot of resources into sales training, strong customer service initiatives, and incentives to help bolster their top line with less emphasis on the costs cutting they have been practicing lately. This article discusses an important subject that all managers, especially those involved in retail, should understand because the competition for business will be hard fought and as the economy continues to recover, retail outlets need to make the right moves now to be able to capture their share of this business and as stated by Home Depo’s VP of learning, “it’s about building strong relationship, so you come back…”, so it also about earning repeat business as well.