Counter Sales: Techniques and Strategies

Author: McKinsey Marketing Consulting Company
Publisher:
Publish Date: 2005-03-01
Features: Since the loyalty of most customers to brands has not yet reached a certain level, the introduction by sales personnel remains a significant factor influencing customers' purchase decisions. This also makes competition in the retail segment increasingly intense. Therefore, counter sales work requires more skill and method application. This book summarizes the experiences of many excellent counter sales personnel, enabling learners to master how to quickly identify customers' needs, how to guide customers to recognize their own needs, stimulate purchasing desire, and ultimately close the deal. The book is written in a concise and clear manner, supplemented by illustrative framework language, helping store managers, store supervisors, and sales personnel improve their professional sales behavior and achieve successful sales.