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Thinking and rethinking art sales? As to the store, the customer typically has not definitely decided on the item they need rain, even if they have some information about the item previously.
Please recommend an article from the McKinsey Institute for Strategic Studies.
With the emergence of new technologies, the online sales channel efficiency, the online shops where customers freely choose and compare the products that interest you, the traditional sales channels to meet increasingly more difficult.
Many retail companies have solved this problem by reducing personnel in the traditional store sales, or cut out the policies reward sales staff. This approach reduces costs, however, it also takes away the incentive, engine sales for the remaining staff at the traditional stores.
Many retail concept company buying process simple: customers understand the products they buy and they need to the store to purchase the item. However, according to a recent McKinsey study, we found that up to 40% of customers willing to hear advice and was convinced at the store, even if they have extensive knowledge on products before through different channels of communication.
To increase sales, the retailer should have policies to develop the sales team. They need to develop a sales team just right, not too many, but not knowledgeable about the item is sold, well trained sales and consulting with customers appropriately. At the same time, these employees need to have paid off as a sales force.
Develop sales team like?
Many leading retail companies said they can not afford the cost of training a sales team depth understanding of commodity trading. That may be understandable, and not necessarily maintain traditional sales staff, knowledgeable about the item, that way before.
For example, a store selling electronics online, buyers often seek information about prices, compare product quality as well as read through the comments, discuss the product before making a purchase. With the average selling price $ 200 per product and profit margin of 10%, ie $ 10 per product, you just sold a product for each additional hour is already completely full cost of a seller good goods. If the profits are added to increase the sales and other auxiliary items, you just sell a product every two hours is enough money to hire more salespeople.
Thus, we think, the problem is you have to choose the right sales people, capable of creating new value for the customer to traditional stores. (more…)
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