Zella Jackson The Gallery Management Manual

ISBN 13: 9780913069509

The Gallery Management Manual

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9780913069509: The Gallery Management Manual

The Gallery Management Manual details a systematic set of procedures for managers to effectively manage their sales and marketing staff. This book is also a guide that provides tried and proven management strategies that empower gallery owners and managers to successfully manage their art sales and collector development programs. Author, Zella Jackson stresses that successful sales management in a gallery setting involves the administration of three essential elements - Personnel, Planning and Persistence. These factors are the keys to increased sales and profits. These strategies are applicable to private dealers, small galleries, and multilocation dealers. This book includes sample forms and scripts and is considered an essential reference work for gallery directors and sales managers. It is a companion book to Zella's The Art of Selling Art and The Art of Creating Collectors.

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From the Author:

In The Gallery Management Manual I detail the procedures and routines required to successfully manage an art gallery. Good gallery management results in increased profits for you. There are a few talented but disorganized art professionals who succeed. The majority of us, however, find that planning and structure leads to increased professionalism and financial rewards. A second and significant benefit of good gallery management is that it decreases stress and creates a superior selling environment for you, your staff, and your collectors. My manual makes specific suggestions relating to: organizing your client files, organizing your appointments, personnel scheduling, the physical set-up of your gallery, gallery floor procedures, effective phone contacts, exhibition protocol, mail campaign procedures, phone sales techniques, measuring the success of your program. A bonus feature of my manual is a selection of management forms that I have found useful. You may freely duplicate them for use in your gallery.

About the Author:

Zella Jackson is a Fine Art Business Development Consultant. She teaches sales techniques to gallery personnel in both public and private seminars. Her methods have enabled them to achieve sales increases of 30% to 200% within 6 to 24 months. She is an expert in gallery management and in the art of creating collectors. Ms. Jackson is a frequent speaker and panelist at art expositions. She is widely recognized as the expert in increasing retail sales of fine art. Ms. Jackson has in M.B.A. in Operations Management from Michigan State University. Before entering professional art consulting she worked for both Fortune 500 firms and small retail establishments. She served as a marketing specialist with Dow Chemical Company. In that capacity she headed a successful national marketing campaign. As IBM's General Products Division Systems Operations Manager she managed a multimillion dollar budget and coordinated projects affecting over 1,000 people. Zella Jackson has conducted more than 200 training programs and is the author of The Art of Creating Collectors and The Art of Selling Art (Second Edition). She successfully combines her academic and Fortune 500 training with experience in the marketing of art, gallery management, and the creating of programs designed to assist gallery personnel in developing an active collector base for a lifetime of repeat business.

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Zella Jackson
Published by Consultant Pr (1995)
ISBN 10: 0913069507 ISBN 13: 9780913069509
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