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Why do appliance sales people recommend one brand over another?

In the highly competitive world of major appliance retail, the margins of success for one brand over another are not only product – they are also heavily dependent on channel management strategies.

In a first project, we helped our client map out the landscape as seen by a retail sales associate: barriers, quicksand, and paths to the gold at the end of the rainbow.

Commissioned sales people do not readily reveal their secrets in a simple discussion. We used a number of game techniques in various projects to get them focused on the game while revealing their opinions.