Table of Contents

Dedication
Acknowledgements
Introduction
How to Use This Book
A Note from the Author
Spring Training Update
Sleep Savvy

What's New

New Trends
Non-Flip Mattresses
Memory Foam and Air Beds
Waterbeds & Futons
White Covers
What Ever Happened To Box Springs?
Foam
Fire Safety Standards
The Evolution of Mattresses

Articles

If Bedding Was A Dream Purchase (Furniture Today)
Retailer – Manufacturer Partnerships - Jan 2003
Are You Asking The Right Questions? Mar 2004
Setting The Stage For Effective Sales Training
Make Sales Meetings More Productive
In Defense Of The Mattress Industry
The Basics Of Mattress Construction

Columns

What do I say when she says…?
Don’t Let Your Personal Preferences Get In The Way
Luxury Mattresses
Analogies
Carpe Diem: Preparing For Your Day On The Sales Floor
Lets’ Pretend: Role Playing
Start At The Top
Don’t Sell Comfort
Stepping Up
Balancing Product Knowledge With Selling Skills

Interviews

Be-Backs
The Real Cost Of Consumer Complaints

Endorsements

What People Say About Spring Training
Larry Thomas Column

Seminars & Workshops

Spring Training Seminars
Sample Workshop Handout
Testimonials

Addendum

The Inner Spring Logo
Order Form

 

 

Visit Gerry's SleepTrust website: www.betterbeddingsales.com