ACTION PLAN

Fawaz Al Hokair & Co. Fashion Retail

Action Plan to identify, Define,

And Manage the East Region current

situation and Specialized Training needs.

Project Objectives:

To find out the weakness & strength points of the store sales team

To identify the training level for the current employee’s

To help me out to conduct a new training and action plan

Prepare the training report for all the training issues regarding the current situation

To provide a snapshot of where our training may have the greatest impact.

Weekly , Daily Process and Action plan Timeframe

Period Of The

Action Plan :

Beginning – First Of April 2012Ends At the End Of May 2012

Weekly Process Days:

Each Saturday And Tuesday Of the Week

Location: And

Week Number

#

MOD

#1

MODex

#2

Khaldoon

#3

Ehsa

#4

Rashid

#5

Marina

#6

KhobarCorniche

#7

Shatiee

#8

Dareen

#8

Fanateer

#8

Othaim

#8

Venicia

#7

The Day Process :

Attending the Mall Manager briefing , Visiting Each Store and Getting The Required Information From And about The Store Sales Team

Action:

•Meeting with the mall manager’s to Prepare training report regarding the current situation.What:

•Saturday 31/Mar 12:00pm•Saturday 31/Mar 1:00pm

Start:Ends:

•Ibrahim / Zack•All mall managers

Owners: Assist Of:

Meeting

What Start End Owners

Assist Of

Remark

Status

Observe the sales team performance in the East region by Each mall And check the bellow action’s:1. How salespeople generate business leads and establish contact with customers.2. Analyze which sales methods work and which require changes3. Understand under what circumstances sales goals are not met, and try to develop a plan to ignite sales performance.

Saturday of each week in all the East region malls

At the End of the Week and the report will be sent At the first day of the following week

Ibrahim/ Zack

-All mall managers -Store managers

Action: Observation and Action

outlines

What Start End Owners

Assist Of

Remark

Status

Check if the team is meeting sales goals, such as:1. Identify the top five sales performers in the mall and make a schedule to meet with them2. Ask our highest performing sales team about their sales techniques for selling our company products and services to help in identifying the current area situation3. Listen to how they interact with our customers, maintain a positive attitude and meet company sales goals.

Saturday of each week in all the East region malls

At the End of the Week and the report will be sent At the first day of the following week

Ibrahim/ Zack

-All mall managers -Store managers

Action: Observation and Action

outlines

What Start End Owners

Assist Of

Remark

Status

1. Mall Managers Briefing Feedback Form  2. Evaluating The Store Manager Participation and Understanding

Every Morning brief in Every Mall

I’ll be Sending the feedback via E mail Every Day

Ibrahim/ Zack

-All mall managers -

Action: Observation and Action

outlines

Preparation and implementing the process and what topics will be covered in the

process

1. Customer Service

Understand the importance of good customer service & how to give it.

Understand the importance of customer service in a competitive environment.

Practice the skills of dealing with customer & handling their complaints.

Understand customer needs.

Understand importance of the customer feedback.

Understand & practice Steps to Making a Sale

Preparation and implementing the process and what topics will be covered in the process

2. Product Knowledge

Pricing structure

Styles, colors or models available

History of the product

Any special manufacturing process

How to use the product

Preparation and implementing the process and what topics will be covered in the process

3. Store Standard And Visual Display

Use of daily checklist

Windows clean and well presented

House keeping

Visual standards maintained

Maintenance problems reported

Cash Desk organization

All merchandise correctly priced, sized and steamed

Fixtures / lightings correctly positioned

Preparation and implementing the process and what topics will be covered in the process

4. Sales Process

Establishing a relationship with the customer

Analyzing the needs of the customer

Making a recommendation to satisfy those needs

Completing the sales process by taking a commitment

Ensuring prompt delivery of the service and follow-up with the customer for any feedback

Preparation and implementing the process and what topics will be covered in the process

5. Knowing The Competition

How well does our team know the competition?

Differentiate themselves and our company against the competition?

Are they position well against the competition?(them self, the company, the product, the service)

Preparation and implementing the process and what topics will be covered in the process

6. Understanding On KPI

Unit Per Transaction (UPT)

Average Transaction Value (ATV)

Conversion Rate

Target Setting And Bonus scheme

Preparation and implementing the process and what topics will be covered in the process

7. Communication Skills

Communication Skills With the prospective customers

Communication Skills With The Store Sales Team

Communication Skills With The Store Manager And The Company Management

Result And Chart statistics Result Of the Action plan will Be Measured And filled in the Following Chart To Identify the weakness &

strength points of the store sales team in Each Mall.

MOD

Ehsa

Mal

l

Khob

ar C

orni

che

Fana

teer

012345678

Mall’s Current Situation Statistics .

Customer Service Product KnowledgeStore Standard Sales ProcessKnowing The Competi-tion

Understanding On KPI

Communication Skills

Thank You For Your Attention !

East Region Sales Trainer

Oday . Ghaly