Creative Retail Selling and Visual Merchandising

Place- الموعد Date - المكان
2017-03-05 00:00:00 Cairo
2017-08-06 00:00:00 Dubai
2017-11-05 00:00:00 Casablanca
Course Objectives:

§ Develop the necessary competence and attitude to maximize sales and create long-term customer loyalty.

§ Understand customer behavior in a retail environment.

§ Use practical selling skills to guide their customers through a defined customer decision process.

§ Ensure a positive shopping experience.

§ Generate outstanding customer service.

Course Outline:

·         What Customers Really Want

§ Uncovering your Customers' Hierarchy of Needs

§ Understanding the Customer Decision Making Process

§ Why People Buy?

·         Helping Browsers Becoming Buyers

§ The Three Fold Process

§ The New Role of the Retail Sales People

§ First Impressions

§ Verbal and Non Verbal Responses in Sales

§ Probing and Opening

§ Supporting Customers Needs

§ Closing

§ Handling Customer Indifference and Attitudes

§ Handling Objections

§ True Relationship Selling

·         Sales Strategies

§ Fatal Errors

§ An Excellent Sales Approach

§ The Seven Secrets of Selling

§ Sales Strategies that Fail

§ The Importance of Words

·         Creating Rapport through Customer Communication

§ Body Language in Communication

§ Active Listening Skills

§ Dealing with Difficult Customers

§ Retail Phone Communication

§ Relationship Selling

·         Customer Service Excellence in Retail

§ Customer Service Core Competencies

§ Handling Customers Complaints

§ Why People Switch Service Providers

§ The Before and After Customer Service

§ Developing a Customer Retention Program

·         Field Visit to Evaluate Retail Sales Performance

§ Preparing a Store Audit Report Form

§ Evaluating the Sales Service Encounter

§ Preparing a Performance Dashboard for the Store

·         Merchandising for the Ideal Customer Experience

§ Store Environment and Atmosphere

§ Dynamic Store Elements

§ Primary and Secondary Displays

§ Space Allocation

§ The Retail Promotion Mix

§ Important Retail 

Who can benefit?

 § All retail sales staff as well as team leaders and supervisors accountable for sales.

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