Transcript CHAPTER 1 Marketing Management Series Event

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CHAPTER 12
Retail Merchandising Individual Series Event
Scenario
 The owner of Luxury Furniture wants to increase
sales.
 He has asked you to develop both customer and
sales associate incentive plans to increase sales.
MARKETING
© 2009 South-Western, Cengage Learning
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CHAPTER 12
Retail Merchandising Individual Series Event
Description
 Your plan for increasing sales must include training
and development for sales associates to improve
customer satisfaction.
 You must describe follow-up communication that
sales associates will send to customers after their
purchase of furniture.
 You must also describe a special sales event that
will create excitement and increase customer traffic
in the store.
(continued on the next slide)
MARKETING
© 2009 South-Western, Cengage Learning
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CHAPTER 12
Retail Merchandising Individual Series Event
(continued from the previous slide)
Description
 You will meet with the owner of Luxury Furniture in
his office to explain your plan for increasing the
company’s furniture sales.
 You are allowed ten minutes to describe your plan
for increasing sales and maintaining a loyal
customer base.
 During or after the presentation, the judge can ask
questions.
MARKETING
© 2009 South-Western, Cengage Learning
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CHAPTER 12
Retail Merchandising Individual Series Event
Performance Indicators Evaluated
 Identify information monitored for marketing decision
making.
 Explain the types of promotion.
 Explain the selling process.
 Explain the role of customer service as a component
of selling relationships.
 Plan follow-up strategies for use in selling.
MARKETING
© 2009 South-Western, Cengage Learning