Importance Of Training For Sales Staff

Improved Essays
1. Training to sales staff : In retailing the most important person is the customer. Next in importance is the retail salesperson And the most important job the salesperson does in the shop is selling. Good selling means satisfying the customer with both merchandise and service. Good selling is more than the ability to talk or to give each customer a friendly smile. Selling can be learned by practice and study; and contrary to popular belief among salespeople as well as the general public, sale men are not born but become good salespeople through observation and experience. No matter how much a salesperson knows about selling, there is always more to be learned. No matter how little an inexperienced salesperson knows, he can learn …show more content…
Whenever, the behavior of the staff is inappropriate, the shop owner may suggest for improvement. At the same time, the retailers must rewards the sales staff for their good behavior.

2. Special service policies :
It is a commonplace that most retailers sell not merely merchandise, but merchandise plus service. Hence from a promotional standpoint, in connection with establishing consumer patronage and goodwill, retail shops are faced with problems of service policy.
Unorganized retailers cannot provide the variety of services that the organized retailers can, but they usually capitalize on two or more very special types of services for their customers, such as
• home delivery,
• Returns and adjustments – the size of the shop has little to do with its policy in regard to handling customer complaints and making adjustments. Shops vary a high degree in their policy of adjustments, from the attitude that the customer is always right to refusing to exchange or permit the return of any merchandise, replacement of defective or unfit items (never write- goods once sold will not be taken
…show more content…
Customer research: If a unorganized retailer is going to be successful in carrying the merchandise which the customers wants, it will need to do very careful, accurate planning before buying. The retailer must maintain proper inventory of the stocks. Nowadays, shops can afford a install a computer that can help to monitor the level of inventory. The unorganized retailers must conduct customer research (at least an informal one, with a few customers to find out their preferences, and reactions towards the shops. Most of the procedures which successful retailer follow in making their buying plans are based on a determination of what merchandise customers are buying or will buy. How do shops determine customer demand? By some of the methods listed here :
a. Analysis of past sales – records kept of sales will vary with the types of merchandise.
b. Analysis of customer demand for merchandise not carried in stock.
c. Analysis of potential customers – most retailers are attempting to increase sales or to expand their business by attracting a larger group of customers. To do this, buying is planned for potential customers. It is said that 20% of the customers contribute to 80% of the

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