Retail Industry
The process of selling products and/or services to customers to earn a profit.
Retail
This type of customer shops for fun
Recreational shopper
In the Five-Stage Decision-Making process, this is the first step.
The customer recognizes a need
If a feature of a car is leather seats, what is the benefit of that feature?
More durable, easier to clean, better with kids and pets,etc.
The type of question that can't be answered with a "yes" or "no. The best type of questions
Open-ended
The people who purchase goods or services from a business
Customers
This type of customer spends time visiting other stores, checking prices, and can take a long time to make a purchase
Comparison shopper
This type of cue may be an advertisement on tv, on social media, etc.
External commercial cue
These can be touched, tasted, seen, smelled, etc.
Product features
This type of question can be answered with a "yes" or "no", will limit the information you get from customer
Closed-ended
In the Distribution Channel, they produce the finished products
Manufacturer
This type of customer makes quick purchase decisions, usually inexpensive items.
Impulse buyer
This is the second step in the Five-Stage Decision-Making process
Information Search
A feature of a water bottle is that it is tall and thin. What is the benefit of that feature?
Easier to hold, etc.
Change this closed-ended question into an open-ended question..."Are you interested in the red shirt?"
What colors do you prefer?
This type of retail ownership is a single store or small, regional chain.
Independent
This type of shopper wants to be well-informed about their product choices, they research products, read online reviews, etc.
Educated shopper
This type of cue involves a need such as "I'm hungry" or "I have a headache"
Internal physical cue
How you can learn more about a product's features, etc.
Company training, videos, web sites, distributor, etc.
The name for a greeting when a customer enters a business. Example: "It sure is cold out there!"
Ice-breaker
An interconnected system to meet the goals of retailing, to provide customers with the products/services they want.
Retail ecosystem
This type of customer likes to be the first to purchase the newest technology, fashion, car, etc.
Innovation/Trend buyer
This type of cue comes from a customer's family and friends
External social cue
Why it's important to have extensive knowledge about a product
Can answer customer's questions, can explain benefits of certain features, etc.
The type of listening that means you are hearing and understanding what a customer is saying.
Active listening