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Hot Issue: Selling Strategies

9/18/06
Stop and Smell the Greenbacks

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The sweet smell of success has taken on a whole new meaning. Retailers are increasingly turning to enjoyable scents, pumped into stores, to make shoppers comfortable and more willing to spend. Alan Hirsch, neurological director of the Smell & Taste Treatment & Research Foundation, told Forbes.com, "Smell has a greater impact on purchasing than everything else combined...." Where does scent generally rank in retailers' strategy to encourage consumer purchases?

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