Creative Retail Selling And Visual Merchandising

The most important key success indicator in the business is outstanding sales. Besides the product and advertising, the presentation of the product is crucial.

Retail and Visual Merchandising is the art of displaying merchandise that is appealing to the customer. It sets the context of the merchandise in an aesthetically pleasing, presenting them in a way that would generate traffic, convert customers into ultimately buyers of the product.

Course Objectives

By the end of the program, participants will be able to:

• Develop the necessary competence and attitude to maximize sales and create long-term customer loyalty.
• Explain customer behavior in a retail environment.
• Use practical selling skills to guide their customers through a defined customer decision process.
• Create a positive customer shopping experience.
• Generate outstanding customer service.

Who Should Attend?

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

Course Outline

The Changing Retail Environment

• The Changing Business Environment
• The Buyer Decision Process
• New Roles of Retail Sales Associates
• Three Basic Tasks of Retailing
• Retailing Biggest Challenges
• The Black Hole Concept

The Retail Selling Process

• The Customers Buying Motives
• The Retail Purchase Decision Process
• Presale Planning (Gathering Information)
• TheRetail Four Fold Selling Process (Selling Cycle)
• Characteristics of a Top Retail Salesperson

The GUEST Approach Selling Format

• Greeting the GUEST
• Understanding the GUEST
• Explaining the Products’ Features and Benefits
• Suggesting Additional Items
• Thanking the GUEST

Customer Service Excellence in Retail

• Customer Service Defined (Retail Perspective)
• Determining Customer Service Levels
• Factors to Consider When Determining Customer Services to Offer
• Foundations of Great Service People
• Handling Complaints
• Dealing with Different Types of Customers

Merchandising for the Ideal Customer Experience

• Merchandising Presentation
• Store Environment Atmosphere
• Various Store Designs
• The Different Types of Fixtures
• Preparing and Conducting a Store Audit Report
• Important Retail Metrics and KPIs (Evaluating Store and Staff Performance)
• Field Visit to a Retail Shopping Centre

Course Methodology

A variety of methodologies will be used during the course that includes:

• (30%) Based on Case Studies
• (30%) Techniques
• (30%) Role Play
• (10%) Concepts
• Pre-test and Post-test
• Variety of Learning Methods
• Lectures
• Case Studies and Self Questionaires
• Group Work
• Discussion
• Presentation

Course Fees

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Course Timings

Daily Course Timings
08:00 - 08:20       Morning Coffee / Tea
08:20 - 10:00       First Session
10:00 - 10:20       Coffee / Tea / Snacks
10:20 - 12:20       Second Session
12:20 - 13:30       Lunch Break & Prayer Break
13:30 - 15:00       Last Session