{"id":5518,"date":"2017-05-16T13:22:33","date_gmt":"2017-05-16T17:22:33","guid":{"rendered":"https:\/\/www.garmento.net\/?p=5518"},"modified":"2017-05-16T14:07:31","modified_gmt":"2017-05-16T18:07:31","slug":"importance-highly-trained-salesmen-age-automation-self-checkout","status":"publish","type":"post","link":"http:\/\/www.garmento.net\/ru\/importance-highly-trained-salesmen-age-automation-self-checkout\/","title":{"rendered":"The Importance of Highly-Trained Salesmen, in the Age of Automation and Self-Checkout"},"content":{"rendered":"
MAY 16, 2017<\/div>\n

The Importance of Highly-Trained Salesmen, in the Age of Automation and Self-Checkout<\/h1>\n
POSTED AT 6:53 AM<\/div>\n
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 <\/p>\n

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\"Training<\/p>\n

\u201cFor brands and retailers, it\u2019s clear that engagement with product education is a leading indicator of sales.\u201d Alan Spalter, President of Retail Assistance Corporation<\/a>, preached at this seasons UBM SWIMLESSONS in New York.<\/span><\/p>\n

So just how much of an impact can brand knowledge and helpful expertise on the sales floor really make?<\/span><\/p>\n

 <\/p>\n

Front-line customer service is obvious<\/a>. Staff who interact directly with a customer must have a skillset and mindset to meet or exceed a customer\u2019s expectations. Some of the more important traits and abilities might be friendliness, empathy, communication skills, problem solving and patience. \u00a0But even the most empathetic salesmen need brand knowledge in order to sell successfully.<\/span><\/p>\n

 <\/p>\n

Marshall Fisher, a professor at the Wharton School of the University of Pennsylvania<\/a>, led a study involving more than 63,500 retail sales associates in 330 stores over 2 years, comparing point-of-sale data to sales associates\u2019 in the categories and brands they sell.<\/span><\/p>\n

The main conclusion?\u00a0Sales associates who engage with product education sell more. A lot more.\u00a0<\/a><\/span><\/p>\n

 <\/p>\n

When a customer enters a retail location, they are looking for help. 50% of customers walking into a store expect expert advice on a product and if they receive it, 73% of those customers walk away with a purchase.<\/span><\/p>\n

 <\/p>\n

Getting sales associates to engage with product in your retail location is one of the most effective was to increase sell-through.\u00a0 In fact, the study showed that sales associates who completed even one short training sold 69% more than those who didn\u2019t. \u2028Associates who completed six or more training modules sold 123% more than those who took none. For brands and retailers, it\u2019s clear that engagement with product education is a leading indicator of sales.<\/span><\/p>\n

 <\/p>\n

Maintaining a highly trained sales staff is not an isolated endeavor. Training must be perceived by the employer and the employee as an ongoing process in order to garner the most success.\u00a0 For a multi-brand retail location, this means new product training not only for each new brand, but every season.\u00a0 Encourage your brands to visit your retail location to speak to your staff about the benefits of the product.<\/span><\/p>\n

 <\/p>\n

For your retail store to be truly customer focused, employees must understand not only the customer, but the product.\u00a0 It\u2019s more than demographics and it\u2019s more than empathy, and it\u2019s more than automation.<\/span><\/p>\n

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Sources:\u00a0<\/em><\/span><\/p>\n

Alan Spalter,\u00a0President of Retail Assistance Corporation\u00a0<\/em><\/span><\/p>\n

Marshal Fisher, UPS Professor of Operations and Information Management at the Wharton School of the University of Pennsylvania \u2028<\/em><\/span><\/p>\n

Fast Company<\/a><\/em><\/span><\/p>\n

Entrepreneur<\/a>\u00a0<\/em><\/span><\/p>\n

Forbes<\/em><\/a><\/span><\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

MAY 16, 2017 The Importance of Highly-Trained Salesmen, in the Age of Automation and Self-Checkout POSTED AT 6:53 AM   \u201cFor brands and retailers, it\u2019s clear that engagement with product education is a leading indicator of sales.\u201d Alan Spalter, President of Retail Assistance Corporation, preached at this seasons UBM SWIMLESSONS in New York. So just…<\/p>\n","protected":false},"author":1,"featured_media":5519,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"translation":{"provider":"WPGlobus","version":"2.10.7","language":"ru","enabled_languages":["en","es","de","fr","ru"],"languages":{"en":{"title":true,"content":true,"excerpt":false},"es":{"title":false,"content":false,"excerpt":false},"de":{"title":false,"content":false,"excerpt":false},"fr":{"title":false,"content":false,"excerpt":false},"ru":{"title":false,"content":false,"excerpt":false}}},"_links":{"self":[{"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/posts\/5518"}],"collection":[{"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/comments?post=5518"}],"version-history":[{"count":3,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/posts\/5518\/revisions"}],"predecessor-version":[{"id":5522,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/posts\/5518\/revisions\/5522"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/media\/5519"}],"wp:attachment":[{"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/media?parent=5518"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/categories?post=5518"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.garmento.net\/ru\/wp-json\/wp\/v2\/tags?post=5518"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}