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Content

Selling and Sales Management


Selling and Sales Management



MINIMISE THEFT

Although most people love retail shopping and are there to buy products or services, the reality today is that theft is a significant part of the retail environment. So, as an employee, a big part of your job is to help stop this. But how do you do that? In this program, we explore the main ways this is done. It covers routine store security systems and procedures, and how you apply these to merchandise, cash, and equipment. Featuring interviews from two leading authorities on the subject one a retailer, one a security systems expert this is a practical and informative resource covering ways you can help minimise theft.

DVD (With English Subtitles, CD-ROM) / 2011 / (Senior Secondary - Professional) / 23 minutes

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ORGANISE AND MAINTAIN WORK AREAS

When you go shopping, the first thing that stands out is how clean a shop is. If it's dirty or just plain messy, chances are you'll walk straight out. As an employee, a dirty workplace also means more hazards for you. With a focus on one of Australia's leading food retailers Burger Edge we explore the key skills you need to organise and maintain work areas, maintain safety standards, clean work areas and maintain equipment. Filmed in a dynamic contemporary retail environment, this is a practical and information-packed introduction to the systems and processes that keep work areas clean.

DVD (With English Subtitles, CD-ROM) / 2011 / (Senior Secondary - Professional) / 22 minutes

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PERFORM STOCK CONTROL PROCEDURES

In a successful retail business, your stock will turnover frequently. The more people buy it, the more you'll need to replace it. But how do you actually keep track of what's come in, what's gone out and what's out the back? In this program we take a comprehensive look at the skills, knowledge and attitudes required to handle stock in a retail environment. Filmed at the flagship store of Kryolan Cosmetics, we examine the importance of clean work areas, how to process goods safely, the best ways to receive and process incoming goods, how to process and store goods appropriately, and finally how to rotate stock.

DVD (With English Subtitles, CD-ROM) / 2011 / (Senior Secondary - Professional) / 21 minutes

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APPLY POINT OF SALE HANDLING PROCEDURES

The financial aspects of any retail store are vital to business success. It needs to be fast and accurate to help keep the business flowing well. Critical to this is good Point of Sale (POS) service and practice. This incorporates understanding and operating POS equipment, processing transactions, completing sales, cash and non cash handling, balancing the register, reconciliation of takings & accuracy of reporting. In this program we see and hear from a leading retail industry expert about how the systems work to make the retail experience a fast and smooth operation that keeps their business responsive and successful, and hear about the ways to optimise effectiveness of retail POS handling. This is an educational and practical look at this vital area of the retail industry.

DVD (With English Subtitles, CD-ROM) / 2009 / (Junior Secondary - Professional) / 21 minutes

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CUSTOMER SERVICE EXCELLENCE IN THE RETAIL INDUSTRY

The modern retail environment is extremely competitive. With the expanding capabilities of electronic trading, the personal shopper is becoming more discerning and the retailer can no longer just meet customer needs. Today it's vital that they anticipate and exceed their customer's expectations. Indeed going beyond expectations of standard customer service has become the key point of difference in the retailer's quest to survive and grow. This exciting program examines how several award-winning retailers achieve customer service excellence. It examines who customers are, defines products, facilities and services, explores the vital role that good communication plays, looks at the most effective ways to handle complaints and examines how best to serve customers with special needs. This is a practical and informative look at modern customer service excellence in the retail industry.

DVD / 2009 / (Junior Secondary - Professional) / 32 minutes

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OCCUPATIONAL HEALTH AND SAFETY IN THE RETAIL INDUSTRY

In Australia, accidents in the retail workplace cost millions of dollars per year in direct costs and loss of production. Every year many people suffer a long-term injury, which affects their ability to work and enjoy life. Some even die. Employers and employees have legal responsibilities to keep workplaces safe and to reduce these risks, and the retail environment has some unique OHS conditions that you need to be aware of. In this program we hear from both WorkSafe Victoria and the Shop Distributive and Allied Employees Association, as well as coal-face expertise from leading retailer Woolworths about the effects of workplace injuries, legal obligations, employer responsibilities, employee responsibilities, the main types of injuries and what to do if there is an OH&S issue. A positive and pro-active look at the issues and how to make your retail workplace safe.

DVD / 2009 / (Junior Secondary - Professional) / 32 minutes

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5 STAR SELLING

Perfect for new employees or freshen-up seasoned veterans, this program presents a logical, five-step selling process which new hires can easily memorize and start using with customers right away.

With scenes set in a florist's shop, a hardware store, a men's clothier, a women's boutique, a shoe store, an electronics shop, and others, we follow the entire selling process from start to finish, using the following steps:
  • Greet the customer
  • Determine his or her needs
  • Present merchandise
  • Validate the selection
  • Close the sale


  • DVD (Participant's Guide) / / () / 14 minutes

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    ASK FOR THE ORDER

    A Sales Training Meeting in a Box!

    Do you remember the old parable: "Give them a fish and they'll eat for a day, teach them how to fish and they'll eat for a lifetime" Well, closing the sale is the same thing. Teach them (your salespeople) the skill of how to improve their closing of sales and you give them and your organization a gift for a lifetime- consistently much higher sales. That's the gift that keeps on giving to everyone.

    Research has clearly shown that if you don't ASK FOR THE ORDER, your probability of Closing is less than 20%.

    That's why LearnCom and noted sales trainers Arthur R. Bauer and Gerald L. Manning have teamed up to produce this high powered video-based sales training course entitled ASK FOR THE ORDER!

    With 11 realistic vignettes in diverse business settings with 43 different actors, the program brings its message to everyone in sales: rookies, veterans, field sales and telemarketing reps. Expert commentary by Art Bauer supplements the demonstrations of right way/wrong way closing techniques and the illustrations of selling skills for objections, buying signals, and closing questions.


    DVD (With Leader's Guide, CD-ROM, Participant¡¦s Workbook) / / () / Approx. 26 minutes

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    DON'T FIRE THEM, FIRE THEM UP

    Shows the success concepts sales managers need to instill in their people, for inducing motivation, positive attitudes and customer concern.

    DVD / / () / 20 minutes

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    HOW TO WIN CUSTOMERS AND KEEP THEM FOR LIFE

    Based on Michael LeBoeuf's book, "The Rewarded Customer Buys, Multiplies, and Comes Back," it deals with selling, satisfying and rewarding customers.

    DVD / / () / 30 minutes

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    SECOND EFFORT

    The best seller about Vince Lombardi, his motivational and winning concepts Being timeless, they can be applied whether creating a successful football team (the Green Bay Packers) or successful sales people.

    DVD / / () / 30 minutes

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    TIME & TERRITORY MANAGEMENT: TURNING TIME INTO GOLD

    Shows salespeople 12 steps in controlling their time and territory, turning wasted hours into effective selling and increased sales volume.

    DVD / / () / 30 minutes

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