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A need gap analysis on selling skills

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Presentation on Need Gap analysis in selling skills

Presentation on Need Gap analysis in selling skills
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A need  gap analysis on selling skills A need gap analysis on selling skills Presentation Transcript

  • A Need – Gap Analysis on Selling Skills Presented By: Eshwar Rajpurohit Vijay Gopal Srikant G.Sudhir Kumar
  • Designing Sales Training Given To the Sales Staff Retail Sales Persons & Their Qualifications Need – Gap Analysis at Spencer’s Need – Gap Analysis at CMR Central Need – Gap Analysis at BIG BAZAAR 3 Large Retail Stores In Visakhapatnam Gap Analysis – A Basis of Effective sales Technique Executive Summary1. 2. 3. 4. 5. 6. 7. 8. 9. Conclustion
  • Analysis Conducted at • BIG Bazaar • Spencer's • CMR Central
  • Retail Salespersons • Responsible for improving business in any organization • salesman has the power to attract peoples towards products • Those who work in department and apparel stores—conduct financial transactions with their customers • Helps In  stock shelves or racks.  Arrange for mailing or delivery of purchases.  Mark price tags.  Take inventory.  Prepare displays.
  • Qualifications Of a Retail Salesman  Need special knowledge or skills Ex: Automobiles  Recognition of Security Risks & thefts.  Understanding organization’s procedure for handling such situations.  Enjoy working with others and possess good communication skills.  Tact and patience to deal with difficult customers.  Neat Appearance.  Ability To Speak More Than One Language
  • Gap analysis - Basis of effective sales technique  Gives a clear description of the idea, product and service a person need.  Salesman can decide on the way to present his demonstration to capture the attention of the clients.  Feeling of dissatisfaction in the mind of the customer about a product.  state of greater satisfaction.  Activities to persuade a person to buy a product or service.
  • • Big bazaar is a chain of shopping malls in India • Retailing Industry. • Parent – Future Group • Employees - • Head quarters – Mumbai , Maharashtra. • Currently, there are 148 big bazaar stores across 80 cities and towns in India. • Merchandise including fashion and apparels, food products, general merchandise, furniture, electronics, books, fast food and leisure and entertainment sections.
  • • Central Mall is owned by Future Group. • Central Mall is in 8 cities in the country , now in Visakhapatnam too. • It Offers Fashion and accessory brands in all major. categories like youth, men’s, women’s, kid’s wear.  Latest apparel, footwear, watches, eye wear.  Jewellery, cosmetics, perfumes, handbags.
  •  Spencer's Retail is one of India’s fastest growing retail stores.  Owned by the RPG Group- a major business house.  Employees- 6000+  Headquarters – Kolkata, West Bengal  Number of Stores and Hypermarkets – 220 across 35 cities  Stores are largely setup in one of 2 formats  Convenience stores – Called as Spencer’s Express/Daily  Hypermarkets – Called as Spencer’s Hyper
  • Training Program to be given to sales staff at BIG BAJAAR
  • Training Program to be given to sales staff at CENTAL MALL
  • Training Program to be given to sales staff at SPENCER’S