Learning Center
Plans & pricing Sign in
Sign Out

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


More information from

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


                "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


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


            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

Ordering:   Order Online -

            Order by Fax - using the form below

            Order by Post - print the order form below and send to

                         Research and Markets,
                         Guinness Centre,
                         Taylors Lane,
                         Dublin 8,
                                                           Page 1 of 2

Fax Order Form
To place an order via fax simply print this form, fill in the information below and fax the completed form to 646-607-
1907 (from USA) or +353-1-481-1716 (from Rest of World). If you have any questions please visit

Order Information
Please verify that the product information is correct.

               Product Name:           The Retailer's Complete Book of Selling Games and Contests. Over 100
                                       Selling Games for Increasing on-the-floor Performance
               Web Address:  
               Office Code:            OC8DIRLTOMSSSR

Product Format
Please select the product format and quantity you require:


               Hard Copy :               EURO€ 20.00 + Euro €25 Shipping/Handling

* Shipping/Handling is only charged once per order.

Contact Information
Please enter all the information below in BLOCK CAPITALS

      Title:                  Mr              Mrs            Dr          Miss             Ms         Prof

      First Name:                                                 Last Name:

      Email Address: *

      Job Title:




      Postal / Zip Code:


      Phone Number:

      Fax Number:

     * Please refrain from using free email accounts when ordering (e.g. Yahoo, Hotmail, AOL)
                                                              Page 2 of 2

Payment Information
Please indicate the payment method you would like to use by selecting the appropriate box.

          Pay by credit card:                     American Express

                                                  Diners Club

                                                  Master Card

                                           Cardholder's Name

                                           Cardholder's Signature

                                           Expiry Date

                                           Card Number

                                           CVV Number

                                           Issue Date
                                           (for Diners Club only)

          Pay by check:                    Please post the check, accompanied by this form, to:

                                           Research and Markets,
                                           Guinness Center,
                                           Taylors Lane,
                                           Dublin 8,

                                           Please transfer funds to:
          Pay by wire transfer:
                                           Account number                   833 130 83
                                           Sort code                        98-53-30
                                           Swift code                       ULSBIE2D
                                           IBAN number                      IE78ULSB98533083313083
                                           Bank Address                 Ulster Bank,
                                                                        27-35 Main Street,
                                                                        Co. Dublin,

     If you have a Marketing Code please enter it below:

           Marketing Code:

      Please note that by ordering from Research and Markets you are agreeing to our Terms and Conditions at

                                              Please fax this form to:
                                  (646) 607-1907 or (646) 964-6609 - From USA
                          +353-1-481-1716 or +353-1-653-1571 - From Rest of World

To top