Question

CACRUISES 1. You are the head of HR at major clothing retailer. At the latest strategy meeting, the head of marketing has proposed that company profits can be increased by 75 percent if customers can be convinced to purchase more than one item at a time when visiting stores. The marketing department is proposing to study how advertising and store layout can be used to increase customer purchases. How can HR contribute to this study, and what types of employee measures would be useful to incorporate in the study

Answer 1

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The following would be the HR strategy relating to the employee suggestions, improvements and recommendations for making the employees of the store convince the customers for buying more than one product:

As the buying processes progresses, you might be asked to talk discounts. There are a number of proven tactics to justify a higher price -- calculating ROI, emphasizing value, etc. But when push comes to shove, sales reps need to get buyers to say the number they’re looking for instead of blindly throwing out prices.

When shopping for clothing, telling a customer they look good in something sets the stage for the accessories they need to buy to complete the outfit. The more specific the compliment, the more effective.

Customers will be willing to spend at least 40 percent more on certain products that are physically present vs. those described in photos or text.

Advice is worth what you pay for it. People are more likely to follow advice they paid a professional to receive. This can become a problem when the person giving the advice is also the provider of the product.

Loyalty programs will work like boom, to make customers buy from the store again and again.

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