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Brookfield's
Motivational Factors for Adult Learning:

Participation in learning is Voluntary

Facilitation is Collaborative

Needs to be dynamic with much Activity

Should cause a spirit of Critical Reflection

The objective is self-directed and empowered people

"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for life"

Retail Selling Skills

Learning Objective:

To learn and practice the skills needed in a Retail Sales environment that will produce positive results, to motivate yourself, to present yourself and communicate with customers to provide excellence in customer service, to be aware of issue relating to the Consumers Guarantee Act 1993 and the Fair Trading Act 1986. Understand the aspects of Profit and Loss. To review the concept of the stock system. To be aware of security issues.

Target Audience:

New and existing sales people, managers and owners. Can be structured to fit a specific need.

Content:

Setting out Selling Skills - getting ready, defining the product/service benefits, defining the market and why they use your product/service, unique selling points, discounting setting objectives, attitude and motivation, courtesy, voice techniques, personal presentation. The 5 Basic Rules of selling: Attention, Interest, Conviction, Desire and Close. Examine the implications of legislation covering the Retail Sales field, notably the Consumer Guarantees Act 1993 and the Fair Trading Act 1986. Understanding profit and loss. Review of Stock Systems; ordering, delivery, control over (including stock taking procedures) and ticketing and pricing. To examine shop security.

Video tape role play optional.

Length: Two full days (in-house)

Format: Workgroup interactive
Optimum number Participants/facilitator: 15

© 1993-2004 Staff Training Associates Ltd
(Except where otherwise indicated)
Revised and updated 2004

Page updated 1st August 2004

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