Sales Training, Customer Help Still Concerns

Steve Smith On Jul 9 2001 - 6:00am




During CEA's CEO Summit keynote, Best Buy's Brad Anderson also addressed the age-old question of sales training and how important it is in keeping customers satisfied.

He mentioned a meeting he had with Japanese retailers recently to illustrate the problem. "The average Japanese floor salesman has seven or eight years experience. Best Buy's average is one year." Solving the training and sales turnover problem is "a mammoth job," but he feels U.S. retailers can bridge the gap "with great sales tools and training, especially through the use of the Web" on the sales floor and to help with training.

Part of the new paradigm that Anderson discussed is the fact that "today's consumers are demanding." Due to the Web and a variety of other new ways that consumers can learn about new products, "They want effective, knowledgeable sales assistance," since "they know as much or more about the products they want to buy than some of the salespeople on the floor."

He added that consumers also "demand the newest technology and the products to be in stock." Other consumer demands for retailers are what he called "informational/experimental shopping" through the Web and "efficient purchasing and checkout."

Alert to All Users of the Disqus commenting system:

Because of a recent global security issue, the Disqus website recommends that all users change their Disqus passwords. Heres a URL about the issue:

http://engineering.disqus.com/2014/04/10/heartbleed.html

 

 

 

 

Connect

 

PHOTOS

Enjoy the greatest pictures taken from famous shows and events this year.

Current Issue

Webcast

This TWICE webinar,  hosted by senior editor Alan Wolf, will take a look at what may be the hottest CE products at retail that will be sold during the all-important fourth quarter. Top technologies, market strategies and industry trends will be discussed with industry analysts and executives.