Janet Pinkerton Hard Sell Profile

Sell the right digital camera the first time so the customer comes back, not the camera Edited by Janet Pinkerton Hard Sell Profile: In the early 1990s, Rob Anderson was a bricklayer who worked retail during the Christmas holidays—first in Dallas, Texas, later in his hometown of Omaha, Neb. He started as an audio sales person at a high-end audio shop in Dallas, then moved to a newly opened Incredible Universe. When returned to Omaha, he worked for Circuit City in audio sales, but he says "I made too much money so Circuit City made me a manager." In April 1998, he moved to

So many carriers, so many phones: Selling mobile phones requires careful qualification. Edited by Janet Pinkerton Hard Sell Profile: In 1992, Cindy Orth moved from an office job to selling mobile phones at Smith's Home Furnishings in Portland, Ore. Having already taken a Cellular One sales training course, Orth bested 80 applicants. When Smith's went out of business in 1995, she joined one of Car Toys' two Portland locations as its first wireless salesperson. Orth is now wireless manager at the Jantzen Beach, Ore., Car Toys, working for a retailer that sells multiple competing wireless carriers in each of its 39 locations.

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