Retail Sales Courses

FRONT–LINE EMPLOYEE

Success In Retail Sales:

  • Welcoming Each Customer – Understand the importance of acknowledging every customer. Learn techniques that enhance your customer’s impression of the company and the products you sell. Learn how to turn browsers into buyers.
  • What Makes a Sale – Discover the key elements of sales communications that build the customer’s trust in your products and enhances closing rates.

Professionalism:

  • What is Professionalism? – Inspire your employees to take pride in their work by understanding the four core values of a sales professional.
  • Professional Appearance – Struggle with teaching your employee how dress, hair, nails and hygiene impact the workplace? This course teaches sales employees how to develop a professional appearance that impresses customers and inspires trust.
  • Professional Attitude – This course establishes clear expectations for the workplace environment, addressing the risks of laziness, sloppiness, and a lack of teamwork.
  • Motivate Your Employees to Go Beyond Expectations -Demonstrate to your employees how embracing the qualities of a professional will empower them for success.

Negotiating and Closing Sales:

  • Hello. The First Step to Close a Sale. – Virtual role play helps employees learn why the first five minutes a customer is in your store can make or break a sale.
  • What Can I Help You With? – You can’t sell until you know what the customer wants. This course helps you master the advanced stages of qualifying, so you can effectively guide your customer to the right products.
  • What Do You REALLY Want? – Learn how to present features and benefits in ways that connect to what your customer wants. It is that connection that makes the sale!
  • Why Won’t You Just Buy It? – Every sales associate encounters objections. Yet, not every sales associate knows how to overcome them. Knowing how to handle objections ensures an effective close.
  • Cash or Charge? – Learn how to ask for the sale. Without this last step, your customers will leave empty handed. Profit comes from closing and knowing how to add on items to drive up the ticket price.

U.S. Cultural Norms:

  • Respect for Each Individual – Recognize the importance of demonstrating respect for co-workers and customers.
  • Policies for Success – Understand what is expected in the United States regarding timeliness, attitude, dress and other work-related behavior.
  • Acceptable Communication StylesDetermine acceptable and inappropriate communication styles, addressing phone, email and personal interactions. This course explains body language, gestures and body space norms.
  • Closing Communication Gaps – Realize how a lack of knowledge of U.S. cultural differences can impact the individual as well as the establishment.

Sexual Harassment Prevention:

  • Sexual Harassment and Your Role – The problem-based delivery of this material improves understanding of sexual harassment and helps prevent its occurrence.
  • Behaviors That Create a Hostile Environment – This course determines what is “a reasonable person standard,” what is “severe and pervasive” and what creates a “hostile working environment.”

SUPERVISOR TRAINING

Leadership – Coaching:

  • Gaining Your Employee’s Admiration – Acquiring and maintaining employee respect is fundamental to effective coaching. Using proven methods, this course develops leadership skills that build respect.
  • Coaching to Reinforce Behavior – Apply three basic steps to deliver positive feedback to reinforce behavior.
  • Coaching to Change Behavior – Apply five basic steps to deliver corrective feedback to change behavior.
  • Timing Your Feedback – Learn the “when” and “where” of feedback delivery in order to avoid hazards and realize your desired result.

Leadership – Hire, Train, Evaluate – The Best Team

  • Hiring for Success – Discover how job specific competencies and behavioral skills guide the hiring, training and evaluating processes. Develop your skills in writing job descriptions, reviewing resumes, conducting interviews and identifying top candidates for the job.
  • Onboarding for Success – Introduce a new employee into the culture and environment of your business. A well-structured onboarding program drives employee engagement and increases employee retention rates to maximize ROI (return on investment) on your human assets. Learn how to deliver successful onboarding and other employee training programs.
  • Evaluating for Success – Discover how to conduct performance reviews that align the individual’s goals with the organization’s goals, including proactively developing your highest performing employees for future leadership positions. Learn how to develop a comprehensive performance management plan and develop skills to conduct evaluations in ways that encourage and motivate your employees.

Leadership – Conflict Management:

  • Listening Skills – This course demonstrates listening skills critical to conflict prevention and resolution.
  • Discerning When to Intervene – Differentiate between situations best resolved without manager participation and those critical for managerial intervention.
  • Negotiating and Resolving – Three basic steps are presented that mediate and resolve workplace conflicts.
  • Dealing with Difficult Personalities – Five challenging personality types are portrayed. Simulations identify the best method to diffuse anger and maintain control for each type.
  • Minimizing Conflict – Simple guidelines are presented that minimize workplace conflict.

Sexual Harassment Prevention:

  • Sexual Harassment and Your Role – The problem-based delivery of this material improves understanding of sexual harassment and helps prevent its occurrence.
  • Behaviors That Create a Hostile Environment – This course determines what is “a reasonable person standard,” what is “severe and pervasive” and what creates a “hostile working environment.”
  • Requirements of the Supervisor/Manager – Supervisors learn their legal responsibilities when complaints are made including documentation, investigation and confidentiality. ITS Toolboxes assist in role plays, customizing content and presenting company specific policies.
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