domain 1 : culture fashion sector

STORE MANAGER TRAINING

(LEVEL 5 CERTIFICATION IN THE PROCESS OF BEING VALIDATED BY THE RNCP)
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This field provides the keys to understanding fashion as an industry. This approach leads to being informed of new trends and markets that flourish in the sector.

Area 01 - Chapter 01:

MAINTENANCE
OF SALE

Area 01 - Chapter 02 :

ARGUMENTARY
OF SALE

Area 01 - Chapter 03 :

PRINCIPLE
CUSTOMER RELATIONSHIP

AREA 01 / CHAPTER 01 - SALES TALK

Lesson 01 / SALES PREPARATION

A - PROSPECTING

  1. Defining the prospects
  2. The prospect file
  3. The RGPD


B - COMMERCIAL PREPARATION

  1. Setting commercial objectives
  2. The sales action plan
  3. Prospecting tools
  4. Prospective methods
  5. The sales material

SALES TECHNIQUES

C - THE DIFFERENT SALES TECHNIQUES

  1. What are the sales techniques used for ?
  2. The 12 sales techniques
  3. Synthesis
Lesson 02 / SETTING THE SCENE

D - BECOMING A GOOD SALESPERSON

  1. The qualities of a good salesperson
  2. The presentation of a good salesman

E - SUCCEEDING IN SALES

  1. Oral prospecting arguments
  2. Active listening
  3. Sell me this pen!
Lesson 03 / TRANSFORM OBJECTIONS INTO OPPORTUNITIES

F - THE ART OF NEGOTIATION

  1. What is a negotiation?
  2. The strengths of a good negotiator
  3. Receiving objections
  4. Tactical empathy
  5. My interlocutor says NO!
  6. Calibrated questions
  7. The mirror technique
  8. Negotiating a price

G - CLOSING THE SALE

  1. The techniques of conclusion
  2. Maintaining the commercial relationship

 AREA 01 / CHAPTER 02 - SALES PITCH

Lesson 01 / CONDUCTING A SALES INTERVIEW

A - ARGUMENTS

  1. Definition
  2. The good sales pitch
  3. The CAB method


B - SALES BEHAVIOUR

  1. Being active
  2. Verbal communication
  3. Verbal and non-verbal behaviour
  4. Sales skills

C - THE SALES STAGES

  1. The 7 rules of welcoming the customer
  2. The act of selling
  3. Conclusion of the sale
Lesson 02 / SALES TECHNIQUES

D - DEFINITION
E - DISCOVERY PHASE

  1. Definition
  2. Discovery plan
  3. Cold-reading
  4. Active listening

F - PRODUCT SALES PITCH

  1. Definition
  2. Presentation of the product
  3. Types of sales pitches
Lesson 03 / IN STORE SALES SERVICES

G - KNOWLEDGE OF THE PROFESSIONAL ENVIRONMENT
H - CUSTOMER SERVICE

  1. Advising clients
  2. Adapting one's speech


I - SONCAS

  1. General definition
  2. Acronym
  3. Examples


J - REAC GUIDELINES

  1. Implementation process
  2. Performance criteria
  3. Knowledge and know-how of the company
  4. Guide for a sales meeting

FROM SALES PITCH TO STORY-TELLING

 

K - DEFINITION

 

L - THE DIFFERENT TYPES OF PURCHASE

 

M - EXAMPLES AND OPENING

 

N - CONCLUSION

AREA 01 / CHAPTER 03 - THE CUSTOMER RELATIONSHIP PRINCIPLE

Lesson 01 / INTRODUCTION / BACKGROUND & DEFINITIONS

A - THE 7 EMOTIONS THAT GUIDE A PURCHASE

  1. Greed
  2. Fear
  3. Altruism
  4. Pride
  5. Shame / obligation
  6. Joy / Humor
  7. We are made of "mix".


B - WHAT IS CRM?

  1. Customer Relationship Management".
  2. In concrete terms, what is CRM?
  3. The importance of knowing your customer
  4. What are the CRM tools?
  5. Focus on the Salesforce tool
  6. The CRM useful to all departments

C - AN OMNICHANNEL 2.0 SHOPPER

  1. What does omnichannel mean?

  2. The "Customer Centric" approach

  3. From CRM to customer experience

  4. What is your role with the omnichannel customer?

  5. With one objective: loyalty

 

RECAP' : The CRM (To remember)

Lesson 02 / THE SALESMAN, AT THE HEART OF THE CUSTOMER RELATIONSHIP

D - THE SALESPERSON: THE BRAND'S FIRST AMBASSADOR

  1. Transmit the brand's values
  2. Be an expert in your field
  3. The importance of the sales pitch
  4. Respect the merchandising
  5. Ensure the sales advice
  6. Handle customer complaints

E - PRACTICE: PREPARING AND MAKING THE SALE

  1. Activity 1 : A thorough documentary research
  2. Activity 2: Comparative price study
  3. Activity 3 : Making a sales pitch
  4. Activity 4: Creating a discovery plan
  5. Activity 5: Dealing with objections
  6. Activity 6: Retaining the customer

RECAP' : THE SALESPERSON AT THE HEART OF THE CUSTOMER RELATIONSHIP

CONCLUSION