Bath & Body WorksLUIS LOPEZLUISA ROSASKETAKI BAHADURAMANPREET KAURMANPREET MATHARU

Company Overview

Founded in 1990, Ohio More than 1600 stores in U.S. and

Canada 80 stores in other 23 countries Product lines

Body Care Hand soaps and sanitizers Home fragrance

Sales Strategy

Personal selling

PhilosophyRelationship

Strategy

Product Strategy

Customer Strategy

Presentation Strategy

Added Value Sales Model

Personal Selling Philosophy: Associates problem solvers Decisions based on customer choice

Relationship Strategy Win-Win situations Connecting with customers emotionally Deliver experiences

Added Value Sales Model

Product Strategy Expertise salesperson Value added solutions Changing store decoration every 3

weeks Customer Strategy

Customer Oriented Presentation Strategy

In-store demonstrations

Sales Tactics

Emotive approach through trained associates

Provide shopping bags Lower cost products at the checking point

Sales Tactics

Deal with buyers: Demonstration Questions Feel-felt-found

Closing Tactics Trial Closing Assumptive Close Direct appeal close

Transactional Pricing Quantity Discounts Seasonal Discounts

Sales Monitoring

Sales Goals Sales Success Rates Customer Review’s Customer feedback

Sales Reward Program

Associate benefits Extra Sales Incentives

Salary: not commission based Not personal growth, promotes growth of the store

as a whole

Rating Vs. Peers

No direct Competition No celebrity endorsement or validation

for their product Focus on emotional connection with

customer

Tactics to Promote Sales

Target customers Higher quality as compared to drugstore

products Affordable prices

Seasonal appeal leads to better turnover Taking contact information of customer to

offer promotional deals Emotional connectivity with customer Return policy Special combination packages

Strategy Vs. Reality

Matches with the course material Added value sales model

Personal selling philosophy Relationship strategy Product strategy Consumer strategy Presentation strategy

Strong Demonstration Techniques Dealing with buyer concerns Closing tactics Pricing strategies Selling tactics

Suggestions

Use flexing communication styles Make customers more comfortable Don’t push customers for purchases

THANK YOU!

Questions?