How can retailers and types higher drive gross sales of merchandise on retail gross sales flooring? It is a key query that retailers and types ask themselves every day. Particularly with the affect of showrooming and e-commerce on bodily retailer gross sales.
A method to enhance bodily retailer gross sales is to supply gross sales associates with product data. In keeping with analysis performed by Marshall Fisher of the Wharton Faculty on the College of Pennsylvania, “worker data and buyer notion of product availability have by far the strongest affect on clients’ total retailer go to satisfaction score.”
Moreover, Fisher states that “the overwhelming significance of gross sales associates’ data of merchandise, manufacturers and costs means that clients tremendously worth the function of staff as consultants serving to them to make choices on costs, manufacturers and product options.” Fisher and workforce additionally discovered that retailer associates who obtained buyer satisfaction scores (product data is included right here) of 8 or larger (on a scale of 1-10), had at the least a ten% enhance in gross sales over the shop’s deseasonalized common.
Learn the complete examine: “Retail Retailer Execution: An Empirical Examine.”
So what does this imply for retailers and types? A good way to extend gross sales is to supply product coaching to retailer gross sales associates and watch the gross sales enhance!
