Explain the use of visual merchandising in retailing (PR:023)

Visual merchandising is a key component of retailing. It is the practice of using visual displays to attract customers and promote products. Visual merchandising can include window displays, in-store displays, signage, and other visual elements. It is used to create an inviting atmosphere that encourages customers to explore the store and purchase products. Visual merchandising can also be used to create a cohesive brand identity and help customers remember the store. By creating an attractive and inviting environment, visual merchandising can help retailers increase sales and build customer loyalty.

Distinguish between visual merchandising and display (PR:302)

Visual merchandising is the practice of creating an attractive and inviting display of merchandise in a retail setting. It involves the placement of products in a way that is visually appealing and encourages customers to purchase the items. Display, on the other hand, is the physical presentation of merchandise in a retail setting. It includes the use of fixtures, signage, and other elements to create an attractive and inviting display. Display is a key component of visual merchandising, but it is not the same as visual merchandising. Visual merchandising is a more comprehensive approach to creating an attractive and inviting retail environment.

Place merchandise for impact (PR:342)

Place merchandise for impact means that when merchandising a store, items should be placed in a way that will draw the customer's attention and create a positive impact. This could include placing items in a visually appealing way, such as creating a display, or strategically placing items near the checkout counter. This will help to increase sales and create a more inviting shopping experience.

Determine on-floor assortments (PR:284)

On-floor assortments refer to the selection of products that are available for sale in a retail store. This includes the types of products, the quantity of each product, and the placement of the products on the store floor. The goal of determining on-floor assortments is to maximize sales by ensuring that the right products are available in the right quantities and in the right locations. This can be done by analyzing customer data, such as purchase history, to determine which products are most popular and should be given priority in the store. Additionally, store layout and design should be taken into consideration when determining on-floor assortments.

Use cross-merchandising techniques (PR:358)

Cross-merchandising techniques refer to the practice of displaying related products together in order to increase sales. This is done by grouping items that are complementary to each other, such as a display of chips and salsa, or a display of shampoo and conditioner. By displaying these items together, customers are more likely to purchase both items, rather than just one. Cross-merchandising techniques can be used in both physical stores and online stores, and can be used to increase sales and customer satisfaction.

Read/Implement planograms (PR:349)

Planograms are visual diagrams that show how products should be arranged on shelves in a retail store. Implementing planograms involves reading the diagrams and arranging the products according to the instructions provided. This ensures that the store is organized and that products are displayed in a way that is attractive to customers.

Explain types of display arrangements (PR:026)

Display arrangements refer to the way items are arranged in a store or other retail space. There are several types of display arrangements, including straight, diagonal, circular, and grid. Straight displays are the most common, and involve items being arranged in a single line or row. Diagonal displays involve items being arranged in a slanted line, creating a more dynamic look. Circular displays involve items being arranged in a circular pattern, often around a central point. Grid displays involve items being arranged in a grid pattern, creating a more organized look. Each type of display arrangement has its own advantages and disadvantages, and the type chosen should depend on the type of items being displayed and the desired look.

Maintain displays (PR:052)

Maintain displays is a process that involves regularly checking and updating the appearance of displays in a retail or other public setting. This includes ensuring that the displays are clean, organized, and up-to-date with the latest products or promotions. It also involves making sure that the displays are properly lit and that the signage is clearly visible. This process helps to create a positive customer experience and can help to increase sales.

Dismantle/Store displays/display fixtures/forms (PR:054)

Dismantle/Store displays/display fixtures/forms refers to the process of taking apart store displays, display fixtures, and forms in order to store them for future use. This process involves carefully removing the components of the display, such as shelves, racks, and signage, and packing them away in a safe and secure manner. It also involves properly labeling the components so that they can be easily identified and reassembled when needed. This process is important for maintaining the integrity of the display and ensuring that it can be used again in the future.

Create promotional signs (PR:109)

Creating promotional signs is a great way to advertise your business or product. Promotional signs can be used to draw attention to your business, create brand awareness, and encourage customers to take action. They can be placed in high-traffic areas such as storefronts, sidewalks, or public transportation stops. Promotional signs can be made from a variety of materials, including paper, vinyl, and plastic, and can be customized to fit your needs. With the right design and placement, promotional signs can be an effective way to reach your target audience and increase sales.

Select and use display fixtures/forms (PR:031)

Display fixtures/forms are tools used to showcase products in a retail setting. They are used to create an attractive and organized display that will draw customers in and encourage them to purchase the products. Display fixtures/forms come in a variety of shapes and sizes, and can be used to display items such as clothing, jewelry, electronics, and more. They can also be used to create a themed display, such as a holiday display or a seasonal display. Display fixtures/forms are an important part of any retail store, as they help to create an inviting atmosphere and make it easier for customers to find what they are looking for.

Use lighting to highlight products (PR:359)

Lighting can be used to highlight products in a variety of ways. It can be used to draw attention to a product, create a certain mood or atmosphere, or to create a sense of depth and dimension. Lighting can be used to create a dramatic effect, or to create a subtle, yet effective, highlight. Lighting can also be used to create a sense of movement, or to create a sense of focus on a particular product. Lighting can be used to create a sense of luxury or to create a sense of warmth. Lighting can be used to create a sense of drama or to create a sense of intimacy. Lighting can be used to create a sense of energy or to create a sense of calm. Lighting can be used to create a sense of excitement or to create a sense of relaxation. Lighting can be used to create a sense of mystery or to create a sense of security. Lighting can be used to create a sense of sophistication or to create a sense of simplicity.

Set up point-of-sale displays and handouts (PR:114)

Setting up point-of-sale displays and handouts is a way to promote products and services in a retail setting. Point-of-sale displays are typically placed near the checkout area of a store and feature products or services that customers may be interested in. Handouts are typically pamphlets or flyers that provide more information about the product or service being promoted. Both point-of-sale displays and handouts can be used to draw attention to a product or service and encourage customers to make a purchase.

Create displays (PR:047)

Creating displays involves designing and constructing a visual presentation that is used to showcase products or services. This could include setting up a physical display in a store or creating a digital display for an online platform. The goal of creating displays is to attract attention and encourage customers to purchase the product or service. It is important to consider the target audience when creating displays, as well as the overall aesthetic of the display.

Develop promotional calendar (PR:209)

A promotional calendar is a plan of action for a company or organization to promote their products or services. It outlines the specific activities that will be used to reach the target audience, such as advertising campaigns, special events, and other marketing initiatives. The calendar should include the dates, times, and locations of each activity, as well as the budget and resources needed to complete them. It should also include a timeline for when each activity should be completed. The promotional calendar should be updated regularly to ensure that the company is staying on track and meeting their goals.

Plan/Schedule displays/themes with management (PR:077)

Planning and scheduling displays and themes with management is an important part of any successful public relations campaign. It involves creating a timeline for when certain displays and themes should be implemented, as well as coordinating with management to ensure that the displays and themes are properly executed. This includes ensuring that the displays and themes are in line with the overall goals of the campaign, as well as making sure that the displays and themes are properly communicated to the public. Additionally, it is important to ensure that the displays and themes are properly maintained and updated as needed.

Explain the use of brand names in selling (SE:019)

Brand names are an important tool in selling products. They help to create an identity for a product and can be used to differentiate it from competitors. Brand names can also be used to create an emotional connection with customers, as they can evoke feelings of trust and loyalty. Additionally, brand names can be used to create a sense of familiarity and recognition, which can help to increase sales. Finally, brand names can be used to create a sense of exclusivity, which can help to attract customers and increase the perceived value of a product.

Establish relationship with customer/client (SE:110)

Establishing a relationship with a customer or client is an important part of any business. It involves building trust, understanding their needs, and providing them with the best possible service. This can be done through regular communication, providing helpful advice, and offering incentives and rewards. By doing this, customers and clients will feel valued and appreciated, and will be more likely to remain loyal to the business.

Determine customer/client needs (SE:111)

Determining customer/client needs is the process of understanding what a customer or client needs in order to be satisfied with a product or service. This involves gathering information about the customer or client's preferences, expectations, and requirements. It also involves analyzing the customer or client's current situation and understanding their goals and objectives. This process helps to ensure that the product or service meets the customer or client's needs and provides them with a positive experience.

Recommend specific product (SE:114)

is a product that is designed to help improve the overall performance of a computer system. It is a software suite that includes a variety of tools and features that can help optimize the system, such as disk defragmentation, system cleaning, and registry optimization. It also includes a powerful antivirus and anti-malware protection system, as well as a backup and restore feature. is a great choice for anyone looking to improve the performance of their computer system.

Demonstrate good/service (SE:374)

Demonstrating a good or service means to show how it works or what it can do. This could be done through a presentation, demonstration, or even a video. It is important to demonstrate a good or service in order to show potential customers the value of the product and how it can benefit them. Demonstrating a good or service can help to increase sales and customer satisfaction.

Convert customer/client objections into selling points (SE:874)

Converting customer/client objections into selling points is a sales technique that involves turning a customer's objections into positive points that can be used to persuade them to make a purchase. This can be done by addressing the customer's concerns and providing them with information that will help them understand the value of the product or service. For example, if a customer is concerned about the cost of a product, the salesperson can explain the cost savings associated with the product or the long-term benefits of making the purchase. By doing this, the salesperson can turn the customer's objection into a selling point.

Close the sale (SE:895)

Closing the sale means that the customer has agreed to purchase the product or service and the transaction is complete. This could involve signing a contract, paying for the product or service, or both. The sale is considered closed when all the necessary steps have been taken to finalize the transaction.

Demonstrate suggestion selling (SE:875)

Suggestion selling is a sales technique that encourages customers to purchase additional items that are related to the item they are already buying. For example, if a customer is buying a laptop, the salesperson might suggest a laptop case, a mouse, or a laptop stand. This technique is used to increase sales and generate more revenue for the business. is an example of suggestion selling, as it encourages customers to purchase additional items that are related to the item they are already buying.

Plan follow-up strategies for use in retail selling (SE:489)

Planning follow-up strategies for use in retail selling is an important part of the sales process. Follow-up strategies help to ensure that customers are satisfied with their purchase and that they will return to the store in the future. Follow-up strategies can include sending thank you notes, offering discounts or coupons for future purchases, or providing additional customer service. Additionally, follow-up strategies can be used to encourage customers to provide feedback on their experience, which can be used to improve the customer experience in the future.

Arrange delivery of purchases (SE:023)

Arranging delivery of purchases involves coordinating the shipment of goods from the seller to the buyer. This includes selecting a delivery method, such as ground, air, or freight, and ensuring that the goods are packaged and shipped in a timely manner. It also involves tracking the shipment and providing the buyer with updates on its progress.

Pack and wrap purchases (SE:887)

Pack and wrap purchases refers to the process of securely packing and wrapping items that have been purchased by a customer. This includes ensuring that the items are securely packaged and wrapped in order to protect them from damage during transit. It also involves labeling the packages with the customer's name and address, as well as any other relevant information. This process is important to ensure that the customer receives their items in the condition they were purchased in.

Process special orders for retail sales (SE:009)

Process special orders for retail sales is a process that involves taking orders from customers that are not typically stocked in the store. This could include items that are not regularly stocked, items that need to be ordered from a supplier, or items that need to be custom made. The process includes taking the customer's order, verifying the availability of the item, ordering the item from the supplier, and ensuring that the item is delivered to the customer in a timely manner.

Sell gift certificates (SE:016)

Sell gift certificates is a service that allows businesses to offer gift certificates to their customers. Gift certificates are a great way to reward loyal customers and attract new ones. With this service, businesses can create and manage gift certificates, track their usage, and customize the look and feel of the certificates. This service also allows businesses to set expiration dates, set minimum and maximum values, and even add promotional codes. Gift certificates are a great way to show appreciation to customers and increase sales.

Process retail telephone orders (SE:835)

Processing retail telephone orders involves taking customer orders over the phone and entering them into the company's system. This includes verifying customer information, taking payment information, and ensuring that the customer's order is accurate. The customer should be informed of any additional fees or taxes that may apply to their order. Once the order is processed, the customer should be given a confirmation number and the order should be shipped in a timely manner.

Process returns/exchanges (SE:162)

Process returns/exchanges refers to the process of handling customer returns and exchanges. This includes accepting returned items, issuing refunds, and exchanging items for customers. It also involves ensuring that the customer is satisfied with the return/exchange process and that the item is in good condition. This process is important for maintaining customer satisfaction and loyalty.

Process retail sales documentation (SE:117)

Processing retail sales documentation involves collecting and organizing all the paperwork related to a retail sale. This includes the sales receipt, any warranties or guarantees, and any other documents related to the sale. The paperwork must be accurately filled out and filed in an organized manner for future reference. Additionally, any taxes or fees associated with the sale must be calculated and collected. Finally, the customer must be provided with a copy of the sales documentation for their records.

Calculate miscellaneous charges for retail sales (SE:116)

Miscellaneous charges for retail sales refer to any additional fees that may be added to the cost of a product or service. These charges can include taxes, shipping fees, handling fees, and other fees associated with the purchase. To calculate miscellaneous charges for retail sales, you must first determine the total cost of the product or service, including any applicable taxes and fees. Then, add any additional fees that may apply, such as shipping and handling fees. Finally, add the total cost of the product or service and the additional fees to get the total miscellaneous charges for the purchase.

Process sales transactions (e.g., cash, credit, check) (SE:329)

Processing sales transactions involves verifying customer information, entering the transaction into the system, and collecting payment. For cash transactions, the customer will provide the exact amount of money and the salesperson will provide change if necessary. For credit transactions, the customer will provide their credit card information and the salesperson will enter it into the system. For check transactions, the customer will provide a check and the salesperson will enter the information into the system. After the transaction is complete, the salesperson will provide a receipt to the customer.

Accept checks from customers (SE:152)

Accepting checks from customers is a common practice for businesses. It allows customers to pay for goods and services with a check, which is a secure and convenient form of payment. Accepting checks from customers also helps businesses to keep track of their finances and ensure that payments are received in a timely manner. Additionally, it can help to reduce the risk of fraud and identity theft.

Operate register/terminal (SE:153)

Operating a register/terminal involves using a computerized system to process customer transactions. This includes entering customer information, scanning items, calculating taxes, and completing the payment process. The register/terminal can also be used to access inventory information, generate reports, and manage customer loyalty programs.

Provide information about incoming merchandise to sales staff (SE:396)

Incoming merchandise refers to any goods that are being received by a business. It is important for sales staff to be aware of incoming merchandise so that they can properly inform customers and ensure that they are aware of the new products that are available. In order to provide information about incoming merchandise to sales staff, the business should keep track of the items that are being received and provide regular updates to the sales staff. This can be done through email, newsletters, or other forms of communication. Additionally, sales staff should be given access to the inventory system so that they can easily view what items are available and when they are expected to arrive.

Monitor on-floor selling activities (SE:389)

Monitoring on-floor selling activities is the process of tracking and analyzing the sales activities of a retail store. This includes tracking the number of customers, the types of products purchased, the amount of time spent in the store, and the amount of money spent. This data can be used to identify trends in customer behavior, identify areas of improvement, and develop strategies to increase sales.

Explain the nature of professional selling (PD:120)

Professional selling is the process of engaging in sales activities with the goal of creating a mutually beneficial relationship between a business and its customers. Professional selling involves understanding customer needs, developing solutions to meet those needs, and building relationships with customers to ensure their satisfaction. Professional selling requires a deep understanding of the customer, the product or service being sold, and the sales process. Professional selling also involves the use of effective communication and negotiation skills to ensure that the customer is satisfied with the outcome of the sale.

Explain employment opportunities in professional selling (PD:055)

Professional selling is a career path that involves selling products and services to customers. It involves developing relationships with customers, understanding their needs, and providing solutions that meet their needs. Professional selling offers a wide range of employment opportunities, from entry-level sales positions to more advanced roles such as sales managers and sales directors. Professional selling also offers the potential for career advancement, as well as the opportunity to work in a variety of industries. Professional selling can be a rewarding and lucrative career path, with the potential to earn a high salary and enjoy job security.

Discuss the economic and social effects of professional selling (PD:131)

Professional selling has had a significant impact on the economy and society. On the economic side, professional selling has helped to increase sales and profits for businesses, as well as create jobs for salespeople. This has resulted in increased economic activity, which has had a positive effect on the overall economy. On the social side, professional selling has helped to create a more efficient marketplace, as well as increased consumer awareness of products and services. This has resulted in increased competition, which has led to lower prices and better quality products and services. Additionally, professional selling has helped to create a more informed consumer, which has allowed them to make more informed decisions when purchasing products and services.

Identify professional certification requirements available for professional salespeople (PD:141)

Professional certification requirements for professional salespeople vary depending on the industry and the specific job role. Generally, certifications may include courses in sales techniques, customer service, communication, and product knowledge. Additionally, some certifications may require a certain amount of experience in the field, as well as passing an exam or completing a certain number of hours of training. Certifications may also require continuing education to maintain the certification.

Assess the services of professional organizations in selling (PD:062)

Professional organizations can be a great resource for selling products or services. They can provide access to a wide range of potential customers, as well as valuable industry knowledge and contacts. They can also provide marketing and promotional support, as well as access to resources such as trade shows and conferences. Professional organizations can also provide valuable feedback on products and services, helping to ensure that they are meeting customer needs. Overall, professional organizations can be a great asset in selling products or services.

Analyze market information (IM:301)

Analyzing market information involves collecting and analyzing data related to a particular market, such as consumer trends, competitor analysis, and industry trends. This data can be used to identify opportunities and threats in the market, and to develop strategies to capitalize on those opportunities and mitigate those threats. It can also be used to assess the effectiveness of current marketing efforts and to inform future marketing decisions.

Describe the use of target marketing in professional selling (IM:334)

Target marketing is a strategy used in professional selling that involves focusing on a specific group of customers with similar needs and interests. This strategy allows salespeople to tailor their sales pitch to the specific needs of the target market, making it more effective and efficient. By understanding the needs of the target market, salespeople can create a more personalized sales experience that is tailored to the customer's needs. Target marketing also allows salespeople to focus their resources on the most profitable customers, allowing them to maximize their sales and profits.

Explain the impact of sales and buying cycles (SE:380)

Sales and buying cycles have a significant impact on the success of a business. Sales cycles refer to the process of selling a product or service, from the initial contact with a customer to the final sale. Buying cycles refer to the process of purchasing a product or service, from researching the product or service to making the purchase. Both sales and buying cycles are important for businesses to understand in order to maximize their profits. By understanding the sales and buying cycles, businesses can better plan their marketing strategies, target the right customers, and create effective sales and purchasing processes. Additionally, understanding the sales and buying cycles can help businesses identify potential opportunities for growth and expansion.

Describe the impact that digital communication is having on selling (SE:490)

Digital communication is having a major impact on selling. With the rise of digital platforms, businesses are able to reach a larger audience and engage with potential customers in a more efficient and cost-effective way. Digital communication also allows businesses to track customer behavior and preferences, enabling them to tailor their sales strategies to better meet customer needs. Additionally, digital communication allows businesses to quickly respond to customer inquiries and provide personalized customer service. This helps to build trust and loyalty, which can lead to increased sales. Finally, digital communication can be used to create more engaging and interactive experiences, which can help to increase customer engagement and ultimately lead to more sales.

Identify emerging trends for use in selling (SE:404)

Emerging trends in selling are those that are gaining traction in the marketplace and are likely to become more popular in the future. Examples of emerging trends in selling include the use of social media, personalization, and data-driven insights. Social media can be used to reach a larger audience and build relationships with potential customers. Personalization can be used to create a more personalized experience for customers and build trust. Data-driven insights can be used to identify customer needs and preferences, allowing for more targeted and effective sales strategies.

Differentiate between consumer and organizational buying behavior (SE:112)

Consumer buying behavior is the study of how individuals make decisions to purchase products or services for their own personal use. This type of buying behavior is driven by factors such as personal needs, lifestyle, and preferences. Organizational buying behavior, on the other hand, is the study of how organizations make decisions to purchase products or services for their business operations. This type of buying behavior is driven by factors such as cost, quality, and availability.

Explain the use of marketing-research information in professional selling (SE:383)

Marketing-research information is an important tool for professional selling. It helps salespeople to understand their target market and the needs of their customers. This information can be used to develop effective sales strategies, such as identifying potential customers, understanding customer preferences, and creating persuasive sales presentations. It can also be used to identify new opportunities and develop new products or services. By understanding the needs of their customers, salespeople can tailor their sales approach to meet those needs and increase their chances of success.