CHAPTER 12 Retail Merchandising Individual Series Event

1
CHAPTER 12Retail Merchandising Individual Series
Event

• Scenario
• The owner of Luxury Furniture wants to increase
  sales.
• He has asked you to develop both customer and
  sales associate incentive plans to increase sales.

2
CHAPTER 12Retail Merchandising Individual Series
Event

• Description
• Your plan for increasing sales must include
  training and development for sales associates to
  improve customer satisfaction.
• You must describe follow-up communication that
  sales associates will send to customers after
  their purchase of furniture.
• You must also describe a special sales event that
  will create excitement and increase customer
  traffic in the store.

(continued on the next slide)
3
CHAPTER 12Retail Merchandising Individual Series
Event

• Description
• You will meet with the owner of Luxury Furniture
  in his office to explain your plan for increasing
  the companys furniture sales.
• You are allowed ten minutes to describe your plan
  for increasing sales and maintaining a loyal
  customer base.
• During or after the presentation, the judge can
  ask questions.

(continued from the previous slide)
4
CHAPTER 12Retail Merchandising Individual Series
Event

• Performance Indicators Evaluated
• Identify information monitored for marketing
  decision making.
• Explain the types of promotion.
• Explain the selling process.
• Explain the role of customer service as a
  component of selling relationships.
• Plan follow-up strategies for use in selling.