The Retailer s Complete Book of Selling Games and Contests. Over

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The Retailer's Complete Book of Selling Games and Contests. Over
100 Selling Games for Increasing on-the-floor Performance

Description:    One hundred ways to motivate your sales teams to outsell each other and grow your profits

                In most retail stores, salespeople arrive at work with little enthusiasm to sell. The truth is that
                retail selling can be a little boring. It's up to owners and managers to provide the spark and
                motivation that inspires people to excel, even when store traffic is slow. One of the best ways to
                accomplish that is with selling games and contests. The Retailer's Complete Book of Selling Games
                & Contests contains more than one hundred selling games and contests that any retailer can use to
                motivate their staff, improve their sales skills, and generate extra sales during slow traffic periods.

                Geared toward retailers of all industries and all sizes, from single stores to mega chains, this book
                will appeal to those with a vested interest in improving the performance of their salespeople and
                driving sales higher.
                 - Details how to use games to sell specific merchandise, increase add-on sales, and sell higher
                priced merchandise and groups of merchandise
                 - Outlines how to structure games and contests, when to run them, and for how long
                 - Helps managers build their sales staffs' confidence and abilities through fostering a competitive
                spirit and rewarding high sellers
                 - Harry J. Friedman is an international retail authority, consultant, and the most heavily attended
                speaker on retail selling and operational management in the world today

                When you inspire your sales team to improve their skills and outsell each other, you'll boost your
                profits and outdo your competition



Contents:       Introduction When something is rewarding, it gets done. xiii

                Chapter 1 Why Have Games? 1
                The only reason to run a game or a contest is to improve a sales metric or a selling behavior.

                Chapter 2 Elements of a Game 7
                Begin with the end in mind.

                Chapter 3 Selling the Game to Your Staff 15
                You can't light a fi re with a wet match.

                Chapter 4 Making Your Case and Establishing a Reward System 23
                Make an offer they can't refuse.

                Chapter 5 Fun and Games! 41
                And the winners are . . . (See the following
                Page for a list of games and
                Page numbers. Each game may have one or more variations.)

                Appendix A Rewards 257

                Appendix B Retail Training Resources 261

                LIST OF GAMES WITH
                Page NUMBERS

                Individual

                "21" 46
Save the Sale 48

Up, Up, and Away 50

Sell Them All 52

Buried Treasure 54

Pot o' Gold 56

Treasure Chest 59

Strung on a Line 61

Pass the Buck 63

Selling High and Low 65

The Big Drawing 67

Save a Dog 69

Item du Jour 71

Mystery Prizes 73

Clue! 75

Beat Last Year 78

And They're Off! 80

Let's Play Golf 83

Miniature Golf 86

A Contest at Christmas 88

No Fun to Lose 91

Sales Poker 93

Guess and Get 95

Points per Transaction 97

Hangman 99

Make the Match 101

The Auction 103

Grab-Bag 105

Promote a Category 108

The Money Pin 110

BINGO! 113

Sabotage 116

Win the Lottery! 118
Profi tmakers 121

Wheel of Fortune 123

Let's Make a Deal 126

Secret Squares 128

The Puzzle Game 130

Secret Item 132

Monopoly 136

H-O-R-S-E 138

Hidden Words 141

A Day at the Races 145

Tour de Sales 148

10K 151

Items-per-Sale Pennant 153

A Winning Pitch on a Losing Item 155

The Bowling Game 157

First In, First Out 160

Count-Down 162

Tic-Tac-Toe 164

Add-on Madness 166

Scrabble 169

Group

Follow the Yellow Brick Road 171

Moonwalk 175

Ghost 178

Store Challenges 181

Batter Up! 183

Tug of War 186

Feed 'Em Beans! 188

Touchdown! 191

Sold by the Yard 193

Combat 196
            Making Connections 200

            Selling Around the World 202

            Championship Series 205

            Items-per-Sale Contest 207

            Go for the Gold! 210

            Skill

            Scavenger Hunt 214

            Opening the Sale Game 216

            The Probing Game 218

            Probing Questions 222

            Guess the Item 224

            Prices by Memory 226

            The Product-Feature Game 228

            Name that Product 230

            The FABG Game 232

            FABG Scramble 235

            The Add-on Game 240

            Adding-on-to-Close! 242

            The Personal Trade Game 245

            Question-and-Answer Game 247

            Retail Jeopardy



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                                       Selling Games for Increasing on-the-floor Performance
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