Linda B. Tucker is Lecturer Emerita at California Polytechnic State University, USA, where she teaches Apparel Wholesale Operations in the Apparel Merchandising & Management Department. She has over 40 years’ experience in fashion design, retailing, wholesale apparel selling, sales force management and business consulting.

Invaluable in detailing the ins and outs of fashion wholesaling. It combines theory and practice in a thought-provoking way that allows the student to envision their own entry and success in the field!

• PrefaceIntroduction1. The Fashion Wholesale BusinessWholesale Selling as a Career OptionStructural Overview of the Fashion IndustryTypes of Wholesale Sales RepsVendor-Rep ContractsResources, Activities and Further Reading2. Fashion Vendors and Wholesale CustomersWholesale VendorsFashion VendorsThe Implications of ScaleBrand GoalsWholesale CustomersBuilding a Customer BaseResources, Activities and Further Reading3. The Wholesale Selling EnvironmentDifferent Types of Selling EnvironmentsFashion Trade ShowsTrend Forecasting CompaniesResources, Activities and Further Reading4. The Wholesale Fashion Selling ProcessMaking the Sales PresentationSales TerritoriesForecasting SalesAfter the Order is WrittenResources, Activities and Further Reading5. Trends in Fashion Wholesale SellingThe Changing Environment for Retailers and WholesalersTrends in Fashion Wholesale SellingWholesale Internet SellingTheories of Fashion Market ChangesResources, Activities and Further ReadingConclusionGlossaryBibliography

Linda B. Tucker is Lecturer Emerita at California Polytechnic State University, USA, where she teaches Apparel Wholesale Operations in the Apparel Merchandising & Management Department. She has over 40 years’ experience in fashion design, retailing, wholesale apparel selling, sales force management and business consulting.

Invaluable in detailing the ins and outs of fashion wholesaling. It combines theory and practice in a thought-provoking way that allows the student to envision their own entry and success in the field!

• PrefaceIntroduction1. The Fashion Wholesale BusinessWholesale Selling as a Career OptionStructural Overview of the Fashion IndustryTypes of Wholesale Sales RepsVendor-Rep ContractsResources, Activities and Further Reading2. Fashion Vendors and Wholesale CustomersWholesale VendorsFashion VendorsThe Implications of ScaleBrand GoalsWholesale CustomersBuilding a Customer BaseResources, Activities and Further Reading3. The Wholesale Selling EnvironmentDifferent Types of Selling EnvironmentsFashion Trade ShowsTrend Forecasting CompaniesResources, Activities and Further Reading4. The Wholesale Fashion Selling ProcessMaking the Sales PresentationSales TerritoriesForecasting SalesAfter the Order is WrittenResources, Activities and Further Reading5. Trends in Fashion Wholesale SellingThe Changing Environment for Retailers and WholesalersTrends in Fashion Wholesale SellingWholesale Internet SellingTheories of Fashion Market ChangesResources, Activities and Further ReadingConclusionGlossaryBibliography

Linda B. Tucker is Lecturer Emerita at California Polytechnic State University, USA, where she teaches Apparel Wholesale Operations in the Apparel Merchandising & Management Department. She has over 40 years’ experience in fashion design, retailing, wholesale apparel selling, sales force management and business consulting.

Invaluable in detailing the ins and outs of fashion wholesaling. It combines theory and practice in a thought-provoking way that allows the student to envision their own entry and success in the field!

• PrefaceIntroduction1. The Fashion Wholesale BusinessWholesale Selling as a Career OptionStructural Overview of the Fashion IndustryTypes of Wholesale Sales RepsVendor-Rep ContractsResources, Activities and Further Reading2. Fashion Vendors and Wholesale CustomersWholesale VendorsFashion VendorsThe Implications of ScaleBrand GoalsWholesale CustomersBuilding a Customer BaseResources, Activities and Further Reading3. The Wholesale Selling EnvironmentDifferent Types of Selling EnvironmentsFashion Trade ShowsTrend Forecasting CompaniesResources, Activities and Further Reading4. The Wholesale Fashion Selling ProcessMaking the Sales PresentationSales TerritoriesForecasting SalesAfter the Order is WrittenResources, Activities and Further Reading5. Trends in Fashion Wholesale SellingThe Changing Environment for Retailers and WholesalersTrends in Fashion Wholesale SellingWholesale Internet SellingTheories of Fashion Market ChangesResources, Activities and Further ReadingConclusionGlossaryBibliography