Question: What makes some companies better than others in creating loyal customers? Create a comprehensive training plan:

You are an assistant manager of an independent, upscale men's clothing store. Store sales have been declining. Top management believes that the decline in sales is because the sales associates are not well trained in closing the sale, suggesting related items, or developing an on-going relationship with customers.

You are to prepare a training plan for the sales staff that demonstrates how to close the sale, how to suggest additional merchandise, and what can be done as a follow-up to keep customers loyal. The store's regional manager wants to see your plan before you present it at the next staff meeting.

Include:
Closing the sale
Suggestive Selling
Explain the role of customer service as a component of selling relationships
Key Factors in building a clientele
Plan follow up strategies for use in selling