销售助理的迪卡侬 与 迪卡侬的销售助理
销售助理的迪卡侬 与 迪卡侬的销售助理
Sales assistant's Decathlon & Sales assistant in Decathlon
Many (including me) have been asked the define of one position before solving the real problems. People used to know “what it should be” at the first time and try to find the most convenient scenario to fit in their first define or expectation. However, as one general sales assistant,
What are the key issues surrounding the sell plans?
If I serve my customers to facilitate purchase behavior, am I also the one responsible for customers’s shopping experience and using effects? If so, my personal define of sales assistant should not only basic on the persuasion, but also think the real quality of the products which is the most important to the situation of my customers.
According to my work experience, sometimes the customers even don’t clear what they really want. Therefore the warm-up from sales assistant is compulsory to establish the trust in front of new faces.
Though it did say that taking into account the needs of different groups. Generally, the customers in the store are divided into two categories, one is the active customer, they enter the store urgently to find the target, or directly asks the director to have the product they need; The second type is silent type customer, the overall rhythm is slower without speaking.
The active customer is relatively easy, as for the second type, which is the biggest headache for every sales assistant. It is necessary to give customers a certain choice of space, including time space and physical space.
Smile and be peaceful just say“What can I do for you, Sir?” That brings a certain amount of pressure on the customer which only causing the customer to say "take a casual look”.
Analysis:
after welcoming, sales director should give customers 10-20 seconds of independent browsing time, and this time is also one chance to looking for the stage. In general, in the short time the silent type customers will appear the following five kinds of situations:
A. Look at the labels with hands;
B. Always look at the same commodity or similar goods;
C. Looking through the merchandise to see the sales assistant;
D. wander up and down the shopping channel;
E. Quick browsing, no obvious target.
Anyway, the principal consultant is follow WHAT TO NEED, HOW MUCH TO AFFORD, IF IT IS SUIT IN QUALITY.
Method 1. (approach customers with compliments)
“Sir, you really have a good taste , this is the best football shoes which made by fully leather ….”
Method2. (approach straightforward)
“Sir, our product is selling very well now , please allow me to introduce you….”
Method 3. (declare the emphasis on difference)
“Sir, this is our latest model , not only shows the taste, but also the fabric is special…. ”
Whichever the method you use to warm-up , the point is you have to establish the way to know your customers at first.If you are consistently clear and honest with people, they generally will respect that – and you.
I once had two customers who was one mother with her teenage son. The mother asked me to find a pair of sneakers with velcro for her son, however ,the velcro design is just existing in baby shoes. Then the mother had thought leaving my channel, even I saw the disappointing in her eyes. Rely on my professional duty for satisfying customers, there must be some concerns from the mother. So I started to ask the little boy what about his opinion? The boy told me that he liked, but due to the reason that he couldn’t tie the shoes ,he was limited by the velcro instead shoes ties. I smiled and sat beside him started to lose my shoes tie, and patiently taught him how to tie the shoes step by step. Finally the little boy got it and showed off to his mother proudly. There is no doubt that the mother bought that sneakers in the end and thanked me agin and agin.
If you ask me is there is any item of “teaching” in my position define, maybe not. But I have to sayconsidering “WHY NOT” must be one item of my sales assistant duty. And figure out the negative conditions then try to find the most easiest way to translate it before the customer realized that.Not to be too trusting with the demand of customers which is delegated decisions only to the extent that the decision is what they wanted.
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Though the awareness of Sales Assistant is here, is it suit to any company’s same position?
The responsibility of the position is determined by the interests or benefits of the company(TEAM). However, one incorporation is one huge team not like one apartment. Macroscopically, every position’s duty could show the company’s profit model.
As every sales assistant in Decathlon knows that the normal routine work is a kind of shelving and facing. Moreover, placing orders, service , and handing return/ exchange merchandise. every task has the objectively independent strict rule, only expect service. Gradually people in this position are slack at this part. But the interesting thing is that Decathlon’s turnover has not declined consequently.
WHY NOT?
Decathlon as sport goods free supermarket as the "mass line" from the start, mass consumption this the right way, with high cost performance products hold the pragmatism supremacy of consumer demand. What attracts customers most is the free consumption experience. Customers can use the sample freely , children play balls and skateboard all around the store, and they use this way to satisfy their “primary sport passion”.
Therefore the main work for sales assistant is shelving enough goods, because more complementary brings the more selling in the most time. Sell only to finish the target that has already been ordered; do not use the sell to make target.
Of course every brand has it own manage model can’t be evaluated Positive or Negative, but it can be evaluated by every member in the team.
Once my manager had asked me that “Right” or “Responsibility” which one should be in the priority. I couldn’t answer this question at the first, because above all we can seethe general “Responsibility” cannot exist isolating, it depends on a lot of real business situations and the expecting gains of employees from this position. And the “Right” is the measure of the response level they would like to take on their shoulders. However, the objective “Right” is not only embodied wages. Including personal time, studying chance, promotion space, happiness and so on. This two basic elements form a balance of work, it is team that get any targets and arrange every basic primary position to improve the projections. But once the members feel the pain is not equal as gain there is no doubt that no member will strive for team benefits in the long run.
Decathlon realized this point, thus laughing large-scale campus recruitment for graduates group which needs work experience ,unable to engage in larger work difficulties, and unstable working hours. It is one smart solution for the basic but necessary work in sales assistant but the point is Decathlon always can find the fresh men like waves come and go.
The complete working define needed be explored deeply in the future position.
Satin: The higher you stand, the more complete you will be.
The above is Sales assistant's Decathlon & Sales assistant in Decathlon.
Author: Satin Meng
