Converting a walk-in to a sale through a proper welcome and query

Scenario:- A large department store of with rows and rows of ready to wear women apparel of jeans, kurtis etc.. Priya, a smartly dressed young women is walking into the area… Lakshmi, a CCA at the department is folding and stocking the stocks, when she notices the customer walking in.. As per the training, she walks towards the customer and asks “Madam, how may I help you..”? Priya has just walked in and she is still getting a feel of the place and says, “just looking”. Then, Priya is left to shop for herself and Lakshmi will wait for to ask for any help.  Priya, then walks through and not having seen any thing in particular, go out of the department. If only the training had been changed to the following :- Lakshmi...

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Reliable Rapid Replenishment

Dear All,  I would like to bring to your attention an upcoming workshop that Goldratt India is organizing in partnership with Time n Cash, on the following topic:  Increasing Availability without increasing inventory: TOC WayDate: November 28, 2012Venue: Hotel ITC Windsor Manor, BangaloreWho should attend: Supply Chain Heads, Materials Heads, Production Planning / Production Heads, MDs, CEOs, Decision-makers of organizations Workshop Details: One-day workshop on eliminating stock-outs without increasing inventories through the application of Theory of Constraints (TOC)The workshop would address the following issues: ¦Perennial stock outs of fast moving SKUs¦Inability to meet sales targets ¦High obsolescence or discount sales¦High...

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Up selling skills

As a sales person, the first responsibility is to make the first sale. Then, to make the second sale and so on. The best example that I have come across on Upselling goes like this...( it is an extract from the book Entrepedia by Prof. Nandini Vaidyanathan, a Mentor and Coach to over 500 mentees, including this author). Quote... A week before Christmas, the Wal Mart store in Denver, USA was gearing up for the big Christmas sale. It had hired close to a hundred people in Sales and the HR Manager was exhausted. Just then a  young sardar boy walked in saying he was looking for a job. The HR Manager said that he had just finished hiring and there was no vacancy. But the boy was persistent and would not take no for an answer. That's when...

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Why is after sales service so bad in India ?

3 problems in 3 weeks ! Our washing machine, the fridge and even the water filter and have had problems . In fact two of them are even under an annual maintenance plan costing us 1000's of rupees each year. Yet, the service we have got from each of the companies, the first is a famous MNC, the second an equally famous Indian company, the third is known for its door to door sales people who pioneered water filters. Yet, there are some TV manufacturers like Samsung who are offering 10 years warranty for the first time ! On the other side of the sales cycle, I saw full page advertisements today with gifts and prizes worth Rs. 6 to 10 crores from retailers as part of the Diwali Scheme. Does it make sense for an unhappy consumer point of...

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Whose Diwali Greeting is this anyway ? No name, no identity

The Divine light of Diwali spread happiness n prosperity 2 U & ur family. Did you recognise who sent this greeting ? Neither did I. He would have thought it was a good thing to have wished me, but since I did not recognise his number, and it is not polite to ask him who is the sender, I just deleted the message ! About 10 % of the Diwali Greetings that I received this season had no name at all.  With increasing use of mobile numbers by every one, it is virtually impossible nor is it needed to store the mobile number of every person you meet. And considering that I did not store his number in this case, and he paid about Rs. 1.50 on an average during this season to send out, I presume he must have lost about Rs. 45 if...

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