The grocery store can be a
great battle ground and you may not even know it. Learn the secrets on
how to make that sales in the battle of the merchandisers. Teach your
merchandisers how to succeed and let them know how important they are as
the front liners.
Part 1 – Principles
a) Personal Work Assessment
b) Purpose of this seminar/training
II. The Iceberg Principle
a) Skills vs. Character
b) Product vs. People
III. The Star Salesman
Understanding how employees can become a salesman with purpose and how they can be effective in their areas.
a) Myth vs. Facts on Salesmanship
b) Characteristics of a Star Salesman
c) COMMITMENT (Define & emphasize)
Part 2 – Practical Guidelines
I. Merchandising Basics and Techniques
a) What is Merchandising and its Importance in the Company
b) YOU AS THE MERCHANDISER
c) Why we need effective merchandising
d) PRODUCT KNOWLEDGE – How to Gain Product Knowledge
e) COMPETITOR KNOWLEDGE (Knowing Your Opponent)
II. Displays and Planogram (Refresher)
Practical tips and Workshops on how to have an effective store display and efficient Planogram.
a) What is a Planogram?
b) Basic Merchandising Rules
1. Shelf Positioning
2. Variant Sequencing
3. Price Markings
4. Color Scheme (Color Contrast)
5. Direction of traffic
6. Product Availability
7. Starter Gap Principle
8. Spot merchandising opportunities
9. Product display quality
III. Dealing with Customers
Since sales and merchandising is all about people, this topic will
help your employees develop their skills on how to deal with customers.
This part will include role-playing activities.
a) CUSTOMER PSYCHOLOGY/WHAT CUSTOMERS EXPECT
b) PUSHING PRODUCTS
c) HANDLING DIFFICULT CUSTOMERS