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Prosperous Retail Business: The Essential Salesmanship and Customer Service

By: Tom Associates  

Lagos State, Nigeria

01 - 03 Mar, 2017  3 days

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NGN 115,500

This course is structured to take retail sales outlet team through:

  • How to increase their mental agility so as to perform always at the very best
  • How to bring high energy to bear for top performance
  • How to develop higher creativity in sales management for profitable customer relationship
  • How to effectively manage resistance from difficult prospects so as to make successful sales
  • How to focus on cash flow and profit performance.

Course Contents

Day One

  • Defining Retail Outlet Types
  • Department Stores
  • Specialty Stores
  • Supermarkets
  • Convenience Stores
  • Discount Stores
  • Kiosk
  • Major Considerations for Successful Outlets
  • Location
  • Brand
  • Size
  • Space
  • Environment
  • Maintenance
  • Decoration
  • Hygiene
  • Layout
  • A Random Walk through a Retail Outlet - Major Considerations for Outlets Stock
  • Assortment
  • Product Life Cycle
  • Permanent sampling
  • Stock level
  • JIT
  • Display techniques
  • FIFO
  • Merchandising
  • Turnover coefficient
  • Promotion
  • Price
  • Revenue
  • Profit
  • Wastages/shortages
  • Expiry dates
  • Stock in/stock out
  • Reconciliation
  • Core  and Garnish stock

Day Two

  • Foot Traffic
  • Lifeblood of any retailer
  • Customer Contact & Relationship Management
  • What, when, and under what conditions customers buy
  • Motivations and priorities of key shopper influences
  • How should I sell?
  • How should I convince?
  • How should I appease?
  • Picking relevant and timely information from shoppers:
  • Customer problems to solve
  • Product problems to mitigate
  • Relational problems to mitigate
  • Pricing challenges to defend
  • Shop’s reputation to manage
  • Gaining prospects and customers trusts.
  • Timely information derived from the customers
  • Merchandising
  • Careful handling of stocks
  • Outlet merchandising
  • Stock arrangement and sequencing.

Day Three

  • Salespersons Competence
  • Self motivation
  • Relationship management techniques
  • Product knowledge
  • Market knowledge
  • Conversational skills
  • Negotiation skills
  • Objections handling skills
  • Sales closing skills
  • Time disciplined.
  • Attitude to Work
  • Greeting and welcoming customers
  • Answering customer questions carefully
  • Being helpful and providing support to new customers
  • Understanding instructions
  • Aggressive sales drive
  • Attendance and punctuality
  • Paying attention to details
  • Hygiene - Cleaning of the shop.
  • Performing for Profit
  • Preventing wastages
  • Accurate posting and scanning of stocks to prevent financial losses
  • Account reconciliation
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Registration: 8.30 - 9.00 a.m. Class Session: 9.00 - 4.00 p.m. Mar 01 - 03 Mar, 2017
NGN 115,500.00(Including VAT)
(Convert Currency)


Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.
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