ethics in sales & marketing in jeans apparel lifestyle

Data Sharing for TRAINING PROGRAM FOR THE APPAREL INDUSTRY: MAY 5, 2012

Research data, sample pictures from source: the internet and one on ones with selected TM FGDs with total est. of over 1,100

volunteer interviewees for point sight only.

ORIENTATION

GOAL

WHO IS MY SALES PERSON?

WHO IS MY CUSTOMER?

FASHION HISTORY

SECOND SIGHT

COMPETITION PROFILES

THE SALES TEAM

YOU HAD ME AT HELLO

IS A CUSTOMER A PERSON OR A COMMISSION?

Q & A DISCUSSION

QUOTA

INCENTIVES

GRAND REWARDS

SUMMARY

Simon Sez (Matira Matibay) ◦ Instructions:

Follow the leader’s instructions

Those who make a mistake are pointed out by the leader and is out of the game

Those out of the game become watchers who point out those that make mistakes

Only one remains to be the winner

• Salary / Allowance Both Males and Females (Males @ 39%, Females @ 61%)

Over 10k to 25k – 36%

Over 25k to 35k – 27%

Allowance – 10%

Over 35k to 55k – 10%

Over 55k – 09%

Over 5k to 10k – 08%

Both Males and Females

Department Store – 50%

Boutique – 30%

Bazaar (Tiangge, Uk2) – 18%

Abroad – 02%

Both Males and Females in M.M.

SM MALLS – 39%

AYALA MALLS – 24%

ROBINSONS MALLS – 13%

FESTIVAL MALL – 05%

Other malls – 19%

…Tops ◦ Once per quarter - 45% ◦ Once per month - 40% ◦ Once per year - 10% ◦ Once per week - 05%

…Bottoms ◦ Once per quarter - 49% ◦ Once per year - 33% ◦ Once per month - 17% ◦ Once per week - 01%

…Tops ◦ 800 to 1,500 - 40%

◦ 400 to 800 - 35%

◦ 150 to 400 - 12%

◦ 1,500 to 2,000 - 07%

◦ Above 2,000 - 06%

…Bottoms ◦ 800 to 1,500 - 54%

◦ 400 to 800 - 17%

◦ Above 2,000 - 15%

◦ 1,500 to 2,000 - 13%

◦ 150 to 400 - 01%

Working class yuppies are very trendy focusing mainly on the following buying process- style and design first followed by the fit and comfort level followed by the color and then price and then the brand.

Whether married or single, they want to stand out in the places of work they are in as well as in their social circles recognized as themselves rather than what brand or apparel they wear.

Almost happy go lucky, they seem to emulate a handle on themselves and their destiny.

They grew up on standards passed on to them by parents and friends and are most likely to stay with them all their lives. They visit boutiques influenced by their parents and friends. This is especially true of the “conio” market of 22 years and below who pointed out brands such as Zara, Dorothy Perkins and Topshop.

Choice of Style Self Empowerment – 57%

Western – 32%

Automotive – 06%

Other Styles – 05%

Buying process starts with style and then fitting followed by color and then price and lastly brand.

…Bottoms ◦ Necessity - 34% ◦ Style and Design - 21% ◦ Good Quality - 10% ◦ Great fit - 09% ◦ Comfortable - 07% ◦ Affordable - 06% ◦ Brand Popularity - 06% ◦ Durability - 04% ◦ On Sale - 01% ◦ More Sizes - 01% ◦ Parent’s choice - 01%

…Tops ◦ Necessity / Utility - 34% ◦ Style and Design - 25% ◦ Good Quality - 08% ◦ Comfortable - 08% ◦ Great fit - 07% ◦ Affordable - 06% ◦ Brand Popularity - 06% ◦ Durability - 04% ◦ On Sale - 01% ◦ More Sizes - 01%

Top 07

1. Bench – 10%

2. Levi's – 07%

3. Jag – 05%

4. Lee – 05%

5. RRJ, Guess, Folded & Hung, Zara,

6. Forever 21 – 04%

7. Penshoppe – 03%

8. Bayo, Topman, Topshop,

BNY, Mango, Dickies,

People are People – 02%

Source: NationMaster.com, census.gov.ph, newsinfo.inquirer.net, skipsbeachresort.com, Index Mundi, Emerald Garments Survey (265

respondents) 1st quarter, 2012.

TEENS TARGET MARKET

March 26, 2012

400 to 800 – G 38% B 26% 800 to 1,200 – G 33% B 28%

100 to 400 – G 13% B 30% 1,400 and up – G 12% B 14% 1,200 to 1,400 – G 04% B 00%

Less than 100 – G 00% B 02% Total – G100% B100%

Category Respondents % - G 49% G 51%

Parents but my choice - G 62% B 54%

My own savings - G 19% B 43%

Parent’s choice - G 17% B 00%

Given as a gift - G 01% B 00%

Other reason - G 01% B 03%

Total - G100% B100%

Category Respondents % - G 51% B 49%

Department Store - G 43% B 70%

Boutique - G 34% B 15%

Bazzar/Tiangge/Ukay2 - G 23% B 14%

Abroad - G 00% B 01%

Total - G100% B100%


SM MALLS – G 40% B 58%

AYALA MALLS – G 34% B 30%

ROBINSONS MALLS – G 09% B 06%

GREENHILLS – G 07% B 01%

ARANETA MALLS – G 03% B 00%

Other malls – G 07% B 05%

Total – G100% B100%

Category Respondents % – G 52% B 48%

…Tops

Once per quarter - G 36% B 65%

Once per month - G 43% B 22%

Once per week - G 15% B 00%

Once per year - G 06% B 13%

Total - G100% B100%


…Bottoms

Once per quarter - G 50% B 48%

Once per year - G 21% B 42%

Once per month - G 27% B 10%

Once per week - G 02% B 00%

Total - G100% B100%


…Bottoms ◦ 800 to 1,500 - G 53% B 58% ◦ 400 to 800 - G 31% B 21% ◦ 1,500 to 2,000 - G 08% B 08% ◦ Above 2,000 - G 08% B 05% ◦ 150 TO 400 - G00% B 08% Total - G100% B100% Category Respondents % - G 56% B 44%

…Tops ◦ 400 to 800 - G 54% B 30% ◦ 800 to 1,500 - G 28% B 43% ◦ 150 to 400 - G 08% B 18% ◦ Above 2,000 - G 04% B 07% ◦ 1,500 to 2,000 - G 04% B 02% ◦ Given a s a gift - G 02% B 00% Total - G100% B100%


Choice of Style Self Empowerment - G 53% B 52% Western - G 23% B 19% Automotive - G 06% B 13% Other Styles - G 18% B 16% Total - G100% B100% Category Respondents % - G 50% B 50% Females buy according to fitting, style, price, color and

then brand. Males buy according to fitting, style or price, then color and

last, brand.

…Bottoms ◦ Necessity / Utility - G 18% B 37% ◦ Style and Design - G 31% B 23% ◦ Good Quality - G 22% B 11% ◦ Great fit - G 17% B 06% ◦ Comfortable - G 04% B 08% ◦ Affordable - G 00% B 08% ◦ Brand Popularity - G 04% B 03% ◦ For Occasions - G 00% B 03% ◦ Parent’s choice - G 04% B 01% Total - G100% B100% Category Respondents % - G 50% B 50%

…Tops ◦ Necessity / Utility - G 24% B 41% ◦ Style and Design - G 32% B 23% ◦ Good Quality - G 21% B 11% ◦ Great fit - G 06% B 06% ◦ Comfortable - G 06% B 05% ◦ Affordable - G 05% B 08% ◦ Brand Popularity - G 06% B 03% ◦ Parent’s choice - G 00% B 02% ◦ For Occasions - G 00% B 01% Total - G100% B100% Category Respondents % - G 50% B 50%

Top 3 for Male

1. Bench 18%

2. Penshoppe 13%

3. Giordano, Tribal, Dickies 04%

Top 3 for Female

1. Penshoppe 10%

2. Bench 09%

3. Artwork 07%

10,000 B.C. the history of man changed with the invention of the needle and loom. People made clothing from soaked animal skins by meshing pieces together. Prehistoric times called for mostly furs, draped skin, and simplicity.

Since then, fashion has been inaudibly prevalent in every niche of society.

The Tribal Class Subsistence Class

Professionals Entertainers Skilled workers Rational Climbers

Religious The Connected Oligarchs

Fashion and clothing IS the "silent communicator": protection, modesty, status, affiliation, identification, comfort, superstition, religious belief systems and life style all stem from this.

◦ Knowing what a customer wants before they want it

Sharpening your perception skills

Using your powers for good

◦ Just by looking at the customer, you can immediately start with what style they are currently wearing. ◦ Know how many styles there are? Let me count the

styles…

Jeans have come a long way from their working-class origins. No longer reserved for physical labor or college campuses, today's haute

dungarees are increasingly acceptable at dinner parties, the office, all but the most formal occasions. Here are some of them.

Levi Strauss & Co. (LS&CO) is a privately held American clothing company known worldwide for its Levi's brand of denim jeans. It was founded in 1853 when Levi Strauss came from Buttenheim, Bavaria, to San Francisco, California to open a west coast branch of his brothers' New York dry goods business. In 1873 Levi Strauss and tailor Jacob Davis received a U.S. patent to make the first riveted men's work pants out of denim: the first blue jeans. The company briefly experimented (in the 1970s) with a public stock listing, but remains owned and controlled by descendants and relatives of Levi Strauss's four nephews.

Levi's Men's 501 Original Fit Jean. The 501s are what

legends are made of and can be worn by men of almost all body types and sizes because they are not too tight and not too loose either. With a style that is evergreen, a button fly and jeans that shrink to fit, the Levi's 501 jeans for men are a must have in every man's wardrobe. ◦ Body type: The 501 will look best on men with athletic body types ◦ Attitude: The 501 is a no frills jean with a raw attitude so if you

are a guy who likes bling, this jean is not for you ◦ Your style: If you are looking for a pair of jeans which have a style

that has not gone out of vogue since decades and probably never will, the 501 is a must buy for you

◦ First impression: Wearing the 501, your first impression will be that of a normal guy with a decent sense of style ◦ Peculiarities: The 501 will shrink to fit so they are best avoided by

men with extra flab around the hip and thigh area

Levi's Men's 514 Slim Straight Leg Jean. Slim, yet straight is the fundamental of the Levi's 514 jeans for men. Low rise, straight and a slim fit make this jean a must buy for men who like to deviate a bit from the traditional comfort fitting jeans but are vary of skinny jeans. ◦ Body type: The 514 will look best on athletic or slim bodies ◦ Attitude: These jeans are a great way to compliment a cool

attitude ◦ Your style: Not baggy, not slim, the Levi's 514 is just right

and can be style you want to carry off on a night out ◦ First impression: A guy who cares about his style and looks,

but never goes overboard with fashion trends ◦ Peculiarities: The 514 have one of the lowest rise of all

Levi's jeans

Levi's Men's 550 Relaxed Fit Jean. No you will not have to adjust your denims if you find yourself sitting in a small seat, nor will you have to worry about feeling stuffy on a sunny day. True to its name, the Levi's 550 jeans for men is relaxed and promises a comfortable fit anytime and every time. ◦ Body type: The 550 will look best on men having an average body

type, not too slim and not too bulky ◦ Attitude: The styling of the 550 may portray an old school attitude

because the back tends to be higher than other Levi's jeans ◦ Your style: This Levi's jean is definitely for you if you have a sense

of style that is relaxed and care free ◦ First impression: Hate to say it, but this jean can go dangerously

wrong and may give a nerdy look if it's not paired with the right t-shirt or shirt

◦ Peculiarities: As mentioned before, the 550 tends to sit higher at the back and if you are a guy who is not fond of jeans that have a higher than normal waist, stay away from these

Categories

Water<Less™

Made in the USA

Pants

Shorts

Shirts

Knits & Tees

Fleece & Sweaters

Trucker Jackets

Jackets

Accessories

Jeans By Fit Fit Spectrum Skinny Slim Straight Taper Boot Cut Relaxed Classic Fits Big & Tall See All Jeans

Jeans By Style 501® Original 501® Shrink-to-Fit 505® Straight 508™ Slim Taper 510™ Super Skinny 511™ Skinny 513™ Slim 514™ Slim Straight 517® Slim Boot Cut 520™ Taper 527™ Boot Cut 550™ Relaxed Fit 559™ Relaxed Straight 560™ Comfort Fit 562™ Loose Taper 569® Loose Straight

Sale Bottoms Tops Outerwear Accessories

Categories

Tops

Jackets & Vests

Shorts & Capris

Dresses & Skirts

Accessories

Levi's® Curve ID Slight Curve Demi Curve Bold Curve Supreme Curve

Jeans By Style Leggings Skinny Slim Straight Boyfriend Boot Cut Flare & Wide Leg Juniors Fits Heritage Fits Figure Enhancers

Jeans By Rise Lowest Low Mid High At Waist

Plus Jeans Levi's® Curve ID Figure Enhancers Jeans By Style Jackets Sale Under $20 Bottoms Tops Outerwear Accessories

Wrangler is the one of the three biggest denim brands with hundred years of denim heritage. Founded in 1909, Wrangler is firstly named Blue Bell and rooted as a work wear company specializing in Overalls, and renamed as Wrangler in 1947 which means “Cowboy” and has delivered denim innovation and authentic craftsmanship devoting to denim history.

Male Main Target Market

Age: 23 – 28 years old Masculine and Manly Strong Sex Appeal Clean-looking but rugged Can be theatrical

Look and Style

Female Main Target Market

Age: 23 – 28 years old Strong facial features “Angas” attitude Strong Sex Appeal

Look and Style

Appeals to these mood elements

WHAT MAKES GREAT FOR YOU?

Lee first produced in 1889 in Kansas. It is a leading international retailer and manufacturer of denim wear and casual wear. Lee Jeans' parent company, the VF Corporation, is the largest publicly held apparel company in the world. It is a leader in branded apparel including jeans wear, outdoor products, image apparel and sportswear. Its principal brands include Lee®, Wrangler®, Riders®, Rustler®, The North Face®, Vans®, Reef®, Napapijri®, Kipling®, Nautica®, John Varvatos®, JanSport®, Eastpak®, Eagle Creek®, Lee Sport® and Red Kap®.

Men ◦ Jeans

◦ Pants

◦ Shorts

◦ Big & Tall

◦ T-Shirts

◦ Jackets

• Women

– Jeans

– Pants

– Capri

– Shorts

– Petite Plus

– Jackets

Regular Fit Straight Leg Jean - has authentic 5 pocket styling & a traditional fit.

The Sales Team

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Business Development: Process Flow

LEGEND

BDM – Business Development Manager

ASM – Area Sales Team Leader

SS – Sales Supervisor

SA – Sales Assistant

SIA – Sales and Inventory Assistant

RO – Retail Outlet


BUSINESS DEVELOPMENT MANAGER: Responsibilities: Prepares summary reports for management information through presentation with regards to status of sales team leaders and their area sales teams:

A. Sales Training 1. Work with Admin and HR Manager to identify, formulate and execute effective training programs for the new sales force 2. Train them particularly on retail industry, building and land law, leasing, sales, marketing and retail management 3. Develop their analytical, inter-personal, negotiation and presentation skills Develop their data gathering and research skills

BDM

ASTM NCR

RO

SS

SIA

SA


BUSINESS DEVELOPMENT MANAGER: Responsibilities: Prepares summary reports for management information through presentation with regards to status of sales team leaders and their area sales teams:

B. Sales 1. Sales marketing strategies and techniques used to push sales per SKU 2. Total delivery of items per SKU in each area 3. Total items sold per SKU 4. Total summary of movements per SKU 5. Total losses per SKU 6. Projections for the following month, season, quarter, year 7. Meets with retailers for effective establishment of products 8. Other reports as seen fit from Sales

BDM

ASTM NCR

RO

SS

SIA

SA


BUSINESS DEVELOPMENT MANAGER Responsibilities: Prepares summary reports for management information through presentation with regards to status of sales team leaders and their area sales teams:

C. Marketing Research 1. Breakdown of customer profiles

a. Number of singles, couples, families b. Time of visit per day c. Style used by customers to match SKUs

2. Total customer visits to the store per actual day, week, month, quarter, year 3. Total number of inquiries

a. Gist of inquiry b. Initial preferences c. Final preferences

4. Recommendations for Brand Marketing 5. Geographic Information System (GIS)

a. In store recommendations b. Style recommendations c. Area marketing within 5 kilometers of the store d. Socio-cultural opportunities for marketing tie-up e. Possible tie-ups for promotions activities

BDM

ASTM NCR

RO

SS

SIA

SA



D. Inventory 1. Total movement of inventory per day, week, month, quarter, year 2. Total losses in inventory per day, week, month, quarter, year 3. Total sum of inventories and projections

BDM

ASTM NCR

RO

SS

SIA

SA



E. Marketing Direction 1. Effectiveness of Marketing campaign as per relayed by Sales to customers 2. Projections for better promotions 3. Planning for better executions of marketing strategy

BDM

ASTM NCR

RO

SS

SIA

SA



F. Business Development 1. Plan geographically to maximize

exponential top of mind sales marketing through store events, advertising and other opportunities that may arise

2. Monitoring of personnel for effective sales marketing

BDM

ASTM NCR

RO

SS

SIA

SA

ASTM NCR

RO

SS

SIA SA


AREA SALES MANAGER/S Responsibilities:

1. Makes the rounds as designated by the Business Development Manager in their area 2. Helps plan the geographic information system scope with the Business Development Manager for recommendations for Brand Marketing, Advertising, sales growth 3. Has overall sales co-supervision with the Business Development Manager of their assigned area 4. Ensures achievement of agreed sales targets with area store supervisors 5. Submits reports to the Business Development Manager for processing at the area level 6. Communicates action plans from upper management to store supervisors to increase sales Initiates tactical activity in assigned area 7. Ensures high morale of assigned team mates and coach area sales teams on store operation issues 8. Reviews store performance and monitors sales trend in assigned area on daily monthly, seasonal, annual basis 9. Negotiates with retail sales managers for sales and marketing activities 10. Compiles market and competitor surveys research from sales teams 11. Assists marketing in execution of programs 12. Ensures sales teams approval on operational standards and procedures 13. Ensure safe keeping of store funds as well as audits monthly 14. Recommends hiring and promotions of team mates and give monthly performance appraisal 15. Coordinates with inventory assistant to ensure maximum capacity store equipment

ASTM NCR

RO

SS

SIA SA


AREA SALES MANAGER/S Qualifications:

1. Male or Female; Not older than 30 years old; Must be a college graduate preferably Psychology, Marketing, Advertising or Business Management; Prior experience in apparel retail business an advantage but not necessary; Must have all around interpersonal and communication skills 2. Has the persistence and determination to turn any chance into a sale; Knowledge in various sales strategies and techniques an advantage; Knowledge in implementation of marketing programs and promotions as advantage; Can organize, is independent and keen to minute details; Can relay information gained in the field daily 3. Can work with customers of varied cultures, backgrounds, idiosyncrasies and preferences; Willing to work long hours and shifting schedules; Can work under pressure and in a stress filled environment; Can easily adjust to different situations; Can multi-task and can perform more than one role depending on the situation; Fast learner, eager to learn and can communicate gained information effectively; Can record data on daily basis; Can work knowing that position is part of a whole (has holistic work ethic); Willing to undergo extensive trainings; People oriented with convincing personality; Of sound mind and body Go getter.

RO

SS

SIA SA


SALES SUPERVISOR/S Responsibilities:

1. Has overall sales supervision of the assigned outlet Ensures achievement of agreed sales targets Submits reports to the Business Development Manager for processing 2. Communicates action plans to increase sales Initiates tactical activity in assigned store 3. Ensures high morale of assigned team mates and coach sales team on store operation issues 4. Reviews store performance and monitors sales trend in assigned area on daily monthly, seasonal, annual basis 5. Negotiates with retail sales managers for sales and marketing activities 6. Compiles market and competitor surveys research from sales teams 7. Assists marketing in execution of programs Ensures sales teams approval on operational standards and procedures 8. Ensure safe keeping of store funds as well as audits monthly Recommends hiring and promotions of team mates and give monthly performance appraisal 9. Coordinates with inventory assistant to ensure maximum capacity store equipment with convincing personality; Of sound mind and body Go getter.


SALES SUPERVISOR/S Qualifications:

1. Male or Female; Not older than 30 years old; Must be a college graduate preferably Psychology, Marketing or Advertising; Prior experience in apparel retail business an advantage but not necessary; Must have all around interpersonal and communication skills 2. Has the persistence and determination to turn any chance into a sale; Knowledge in various sales strategies and techniques an advantage; Knowledge in implementation of marketing programs and promotions as advantage; Can organize, is independent and keen to minute details; Can relay information gained in the field daily 3. Must have an average height of at least 5'5" to 5'7" and above; Can work with customers of varied cultures, backgrounds, idiosyncrasies and preferences; Willing to work long hours and shifting schedules; Can work under pressure and in a stress filled environment; Can easily adjust to different situations; Can multi-task and can perform more than one role depending on the situation; Fast learner, eager to learn and can communicate gained information effectively; Can record data on daily basis; Can work knowing that position is part of a whole (has holistic work ethic); Willing to undergo extensive trainings; People oriented with convincing personality; Of sound mind and body Go getter.

RO

SS

SIA SA


SALES ASSISTANT/S

Responsibilities: Makes sure that sales are gained everyday

Front lines for the brand in selling merchandise

Submits reports to the team leader for processing

Ensures that customers get what they want quickly and effectively

RO

SS

SIA SA


SALES ASSISTANT/S Qualifications:

1. Male or Female; Not older than 30 years old; Must be a college graduate preferably Psychology, Marketing or Advertising; Prior experience in apparel retail business an advantage but not necessary; Must have all around interpersonal and communication skills 2. Has the persistence and determination to turn any chance into a sale; Knowledge in various sales strategies and techniques an advantage; Knowledge in implementation of marketing programs and promotions as advantage; Can organize, is independent and keen to minute details; Can relay information gained in the field daily 3. Must have an average height of at least 5'5" to 5'7" and above; Can work with customers of varied cultures, backgrounds, idiosyncrasies and preferences; Willing to work long hours and shifting schedules; Can work under pressure and in a stress filled environment; Can easily adjust to different situations; Can multi-task and can perform more than one role depending on the situation; Fast learner, eager to learn and can communicate gained information effectively; Can record data on daily basis; Can work knowing that position is part of a whole (has holistic work ethic); Willing to undergo extensive trainings; People oriented with convincing personality; Of sound mind and body Go getter.

RO

SS

SIA SA


SALES / INVENTORY ASSISTANT

Responsibilities: In charge of all inventory items within the store Makes sure of healthy inventory in the store

Keeps track of all items of the store and records the status of items on a daily basis

Submits reports to the team leader for processing

Ensures that customers get what they want quickly and effectively

RO

SS

SIA SA


SALES / INVENTORY ASSISTANT

Qualifications: 1. Male; Not older than 30 years old; Graduate of any Business course related to Supply Chain Management; Prior experience in apparel retail business an advantage but not necessary; Possess adequate verbal communication skills

2. Knowledge in inventory management an advantage; Can record data on daily basis; Ability to multi-task; Ability to organize and analyze data; Flexible; Can work under pressure and in a stress filled environment; Can easily adjust to different situations; Can work knowing that position is part of a whole (has holistic work ethic); Willing to undergo extensive trainings; Trustworthy, responsible, and accountable

RO

SS

SIA SA


PERSONNEL AUDITOR Responsibilities: Acts from a survey model drawn up and agreed to with the Business Development Manager which defines what information and improvement factors the company wishes to measure. Blends in to the store and evaluated as a regular shopper On surveillance, the following are considered:

1. Number of employees in the store on entering 2. How long it takes before the mystery shopper is greeted 3. The name of the employees 4. Whether or not the greeting is friendly, ideally according to objective measures 5. The questions asked by the shopper to find a suitable product 6. The types of products shown 7. The sales arguments used by the employee 8. Whether or how the employee attempted to close the sale 9. Whether the employee suggested any add-on sales 10. Whether the employee invited the shopper to come back to the store 11. Cleanliness of store and store associates 12. Speed of service 13.Compliance with company standards relating to service, store appearance, and grooming/presentation

RO

SS

SIA SA


PERSONNEL AUDITOR

Qualifications: 1. Male; Not older than 25 years old; Up to 2 years college education; Prior experience in apparel retail business an advantage but not necessary; Possess adequate verbal communication skills

2. Knowledge in marketing and sales; Can record data on daily basis; Ability to multi-task; Ability to organize and analyze data; Flexible; Can work under pressure and in a stress filled environment; Can easily adjust to different situations; Can work knowing that position is part of a whole (has holistic work ethic); Willing to undergo extensive trainings; Trustworthy, responsible, and accountable

RO

SS

SIA SA


PROCESS WORKFLOW


ORGANOZATION CHART

ADMINISTERING WORK FLOW

RESEARCH LOGS

REPORTS

COMMUNICATIONS

How does the customer perceive you? Dress nicely

Well-groomed

Confident

Be on everyone’s good side Speak slowly and clearly

Make connections

Approachable

Likable

Makes sense

Pleasant to be with

Knows what is talked about

Gain loyal customers

How do you catch the interest of the customer?

Note on Perception: ◦ Assumption – Customers

always know what they want. ◦ Reality - Customers you meet

don’t really know what they want.

How do you catch the interest of the customer? ◦ A few feet before contact

Make eye contact

Poise yourself for service

Check what style they dress and match immediately to an SKU nearest the style of the customer

Greet the customer with all glee and honesty

BEFORE CONTACT DURING CONTACT AFTER CONTACT

FOLLOW UP

How do you catch the interest of the customer? ◦ During contact Generally people comprehend: 11% of what they hear. 32% of what they see. 73% of what they see & hear. 90% of what they see hear & discuss.

An effective sales visual presentation will emphasize the

highlights of your products and provide a guide that prompts: Stimulation of interest Logical guide Creative craft Simple yet direct message


FOLLOW UP


◦ Ending the contact

Express your delight in having met the customer (whether they bought something or not)

Note your last bit of data related to a product and make a statement that will invigorate the customer positively

End the contact with last minute services that may help the customer

Gain social media data

Assist in the closing of a sale

Direct the customer to the nearest cashier


FOLLOW UP


◦ Follow up – If there is time, the opportunity is to gain the customer’s contact info for future sales Note the facts of the contact in a small tickler

Social media data for electronic selling or marketing information cascading

Gain more friends


FOLLOW UP

That is why it is important that within the short time you have with a customer (2 to 3 minutes focus), you are able to educate them in a pleasant way about what you are selling in order for them to buy again and again.

Perception ◦ It is

important to educate the customer.

◦ Play with scenarios

using this model.

Pick one of each factor box and define a situation for each

Combine them to

form the buying situation

from the customer

Deal with the situation

Practice to perfection

Moral Question: IS THE CUSTOMER A PERSON OR A COMMISSION?

Q & A DISCUSSION

Quota

Bracket

Incentives

Incentives

Monthly Incentives

Rewards

Proposed

Grand Rewards 1ST prize - Brand Castle:

Trip to Hong Kong Disneyland

2nd prize - Historic Castle:

Trip to Bangkok, Thailand

3rd prize - Sand Castle:

Trip to Boracay, Philippines

SUMMARY

ethics in sales & marketing in jeans apparel lifestyle

Education