Page 0071

Page 70 FEBRUARY 2018 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

continued...

TECHNIQUES FOR

GOOD TIMES & BAD

Customer service is always a form of selling. In

good economic times when demand is high,

you can maximize profit by "selling-up." "Selling-up" is

the term

which describes

the process of convincing

the customer

to purchase

a higher-priced

item, model, etc.

When you sell-up,

the customer expectation

is that

you are also going

to be providing an

even higher level of service. In bad economic

times, when demand is low, you can still

achieve high profits by maximizing volume

through various forms of "selling-down." "Selling-down"

is the term which describes the

process of convincing the customer to purchase

a lower priced item, model, etc. The caution

here is that in the service sector, customer expectations

may not be lower just because prices

drop or extras are added.

SELECTING AN APPROPRIATE

SERVICE AND SALES STRATEGY

REQUIRES FOCUS

ON THE MARKET TRENDS

IN DEMAND AND PRICING.

HAIR EXTENSION CLEARANCE

www.remywarehouse.com

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