Retailers try selling…again

There’s only so much cutting any retailer can do to prop up the bottom line. Eventually, merchants need to move the top line upward and that, according to a Wall Street Journal article, is why an increasing number of companies are investing in training and adding financial incentives to get store staff selling again.J.C. Penney has given workers bonuses to promote greater customer service and the sales that come with it. The department store has also planned a three-day conference to improve the sales skills of managers. Managers will take part in one-hour sessions on how to sell products in a variety of categories in Penney stores including clothing, furniture and jewelry. Managers will come out of the conference with an “action plan” for improving sales in each category.

Home Depot is also looking to translate better customer service into sales. The company now puts its cashiers through a training program that sales associates complete. Cashiers are trained to find out if shoppers found everything they were looking for and, if not, calling appropriate departments to find a product.

ADG&A continues to advise its clients to take greater control of the retail transaction by having each optician complete a comprehensive, optically specific sales training program and by carefully crafting and monitoring the dispensary customer experience.

Source: RetailWire

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About Arthur De Gennaro

My friends call me Art. Welcome to my blog. In this space you’ll find information and comments on the ophthalmology world, the optical industry, the hearing industry and medical practice management. My intent is to provide information you can use to improve your business and your own performance. Please visit often and feel free to join the discussions by leaving comments.

You can learn more about me and my consulting company, Arthur De Gennaro & Associates, LLC by visiting my web site www.adegennaro.com

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April 2010

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