2. Company Overview
Founded in 1990, Ohio
More than 1600 stores in U.S. and Canada
80 stores in other 23 countries
Product lines
Body Care
Hand soaps and sanitizers
Home fragrance
4. Added Value Sales Model
Personal Selling Philosophy:
Associates problem solvers
Decisions based on customer choice
Relationship Strategy
Win-Win situations
Connecting with customers emotionally
Deliver experiences
5. Added Value Sales Model
Product Strategy
Expertise salesperson
Value added solutions
Changing store decoration every 3 weeks
Customer Strategy
Customer Oriented
Presentation Strategy
In-store demonstrations
6. Sales Tactics
Emotive approach through trained associates
Provide shopping bags
Lower cost products at the checking point
7. Sales Tactics
Deal with buyers:
Demonstration
Questions
Feel-felt-found
Closing Tactics
Trial Closing
Assumptive Close
Direct appeal close
Transactional Pricing
Quantity Discounts
Seasonal Discounts
9. Sales Reward Program
Associate benefits
Extra Sales Incentives
Salary: not commission based
Not personal growth, promotes growth of the store as a
whole
10. Rating Vs. Peers
No direct Competition
No celebrity endorsement or validation for their
product
Focus on emotional connection with customer
11. Tactics to Promote Sales
Target customers
Higher quality as compared to drugstore
products
Affordable prices
Seasonal appeal leads to better turnover
Taking contact information of customer to offer
promotional deals
Emotional connectivity with customer
Return policy
Special combination packages
12. Strategy Vs. Reality
Matches with the course material
Added value sales model
Personal selling philosophy
Relationship strategy
Product strategy
Consumer strategy
Presentation strategy
Strong Demonstration Techniques
Dealing with buyer concerns
Closing tactics
Pricing strategies
Selling tactics
13. Suggestions
Use flexing communication styles
Make customers more comfortable
Don’t push customers for purchases
