Retail Sales Presentation 2020Tips & Tricks to becoming a SUCCESSFUL Salesperson

Prepared by Theresa A Garcia > Pets 4 People in Colorado

Title and Content Layout with Chart

ONLINE E-COMMERCE & RETAIL SALES

Increasing online sales is the primary goal of countless businesses, large and small alike.

Whether you run a mom-and-pop retail business or work for a vast e-commerce giant like

Amazon, increasing sales through online channels is a little like bowling a strike-it looks a lot easier than it actually is – If your focused this industry is growing FAST!

RETAIL SALES Vs SALES

What is the difference between Retail Sales and Sales?

Retail is the sale of goods to end users, not for resale, but for use and consumption by the purchaser. Retail involves the sale of merchandise from a single point of purchase directly to a customer who intends to use that product.

Sales is selling any amount of services and/or behaviors to an organization(s) or to the public - This includes medical services, tax preparation or legal services, elective & needed services, etc.

A retailer performs the dual functions of buying and assembling of goods. The responsibility of a retailer is to identify the most economical source for obtaining the goods from the suppliers and passing on the advantages to the consumer. The retailers most often will perform the functions of warehousing and storing.

Working in retail helps you gain and develop several skills and characteristics that you can later

in life. These include, empathy, active listening, patience, adaptability, communication skills, and more. Let's look at some of these skills and traits in more detail below.

1. The desire to help others The most important trait in a sales associate is an interest in helping others. Retail as an industry is geared towards making customers’ lives better through one product or another. A tremendous retail employee is interested in figuring out what a customer wants and how to get it to them.

2. Empathy An empathetic employee is one who can put themselves in your customers’ shoes and truly understand what they want.

3. Patience Patience is a crucial ingredient in excellent sales AND customer service skills.4. Friendliness Retail is a people-oriented industry. Sales associates must be kind and welcoming to everyone who walks through the door. Friendliness provides an essential basis for all selling and customer service skills.5. Must be a quick learner From your very first day on the job as a sales associate, you’ll be inundated with information: how to work the register; how to run a sale; how to fold the clothes or stock items correctly.6. Must be able to multitask (and prioritize) Retail associates must be able to work with multiple customers at once while taking care of go-backs and keeping the store neat. Associates must also be able to prioritize customers and other tasks.7. Must be able to handle physical exertion and MUST be resilient Retail is a tough industry. Working the floor 5+ hours a day may seem easy but if your also providing sales support – the work can be exhausting! Associates must be good at bouncing back whenever they encounter difficult customers. Resilience is also required to weather sales slumps.

Characteristics of Successful Salespeople

Most successful salespeople have the following characteristics: Positive Attitude. Successful salespeople focus on the positive, even when times are tough. Good Listener. Successful salespeople learn how to ask their customers quality questions and then listen closely without interrupting. Persistent. Patience and persistence are needed by all salespeople who wish to become successful.Hard Worker. Salespeople must take responsibility for their own success, make goals for themselves, and form strategies to reach them. Truthful. Be honest with customers. Establish trust for a positive, long-term business relationship. Consistent. To become successful, you need to be dependable. Consistency builds trust, which leads to better customer relationships.

Types of Retail Job OpportunitiesWhen reviewing job options, it's important to consider positions that are the best fit for your

qualifications, interests, and where you're at in your career.

•Manager Trainee/Leadership Development Associate

•Online Merchandiser

•Retail Merchandiser

•Sales Associate

•Store or Sales Manager

•Team Leader/Assistant Manager

Useful Websites to Find a 100% Remote Job

FlexJobs,com

WeWorkRemotely.com

RemoteOK.Com

Skipthedrive.com

Hubstafftalent.com

Ratracerebellion.Com

Jobspresso.com

Virtualvocations.com

Support.com

Kelleyconnect.com

Concentrix.com

add-on sale: Additional items a customer buys due to suggestive selling

e-mail marketing: Sending customers friendly reminders, newsletters, and special event announcements via e-mail.

pay-per-click advertising: Sponsored links on the top or right side of a Web page. You pay only when someone clicks through to your site.

allowance: Any price reduction given for a multitude of reasons ranging from slightly defective merchandise to a late delivery.

factor: A bank or finance company that buys the receivables from a manufacturer. The retailer then pays the factor for the merchandise rather

than paying the vendor.

profit and loss statement (P&L): An accounting report that highlights revenues, cost of goods sold, and net profit.

A.T.S.: Your average transaction size.

free on board (FOB): The point when the shipping costs become the responsibility of the retailer rather than the vendor.

purchase order: The actual form used for placing an order.

beginning of the month inventory (BOM): Physical inventory in the store at the beginning of the month.

guaranteed sale: A vendor’s promise to take back unsold merchandise and issue either a refund or a merchandise credit toward other goods.

blog: A free interactive Web site that allows a business to get closer to its customers and position itself as an expert.

jobber: A distributor who buys merchandise to be resold to the retailer.

resale number: A state-issued identification number allowing a retailer to buy merchandise without having to pay sales tax.

bottom feeders: Customers who buy only clearance merchandise.

keystone: A price for merchandise that is double the wholesale price.

call tag: A specific freight carrier’s written authorization for customers to return merchandise to the retailer at no cost.

layaway: Storing merchandise for a customer for a later purchase, usually requiring a deposit and a time limit for the transaction

stock keeping unit (SKU): A number assigned by a store to identify the manufacturer, style number, size, color, and unit price of merchandise.

consignment merchandise: Merchandise the retailer does not own or pay for until it is sold.

Retail Jargon & Definitions

Retail Jargon & Definitions continued…..

markdown: The difference between the original retail price and the reduced price.

store front: Any place where a customer can buy from you, whether a brick-

and-mortar store, your own Web site, or an account on eBay or Amazon.com.

deep and narrow: Large quantities of a small selection of merchandise.

markup: The amount of money added to the wholesale price to obtain the retail price.

substitution: Occurs when a vendor substitutes one style for another on an open order.

dog: Slang term for merchandise that is not selling.

off price: Merchandise that is purchased for less than regular price.

U.P.T.: Units per transaction. A measurement that takes an average of the amount of

items sold during each sales transaction.

end of month (EOM): A term referring to either the payment of invoices due at the end

of the month in which the merchandise was shipped or the amount of physical inventory

in the store at the end of a month.

open to buy: Budgeted amount of merchandise still open to be purchased for a specific

time period.

Web site optimization: Preparing your Web site so that search engines are able to

find it easily.

If you run a retail business or even work in a store or for an online marketer, knowing retail-business terms is key. These lists contain key terms you need to know so that you can stay on top of the retail market!

Tell me about your previous work experience as a retail sales person.What type of merchandise have you had the most success selling?

What do you know about this company's products and services?What makes you a great candidate for this particular job?

What do you enjoy about working in retail sales?

Pets 4 People Sales History + Q & A