© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1 MARKETING, 4E CHAPTER 12 Retail Merchandising Individual Series Event Scenario The owner of Luxury Furniture wants to increase sales. He has asked you to describe customer and sales associate incentive plans to increase sales. The customer incentive plan must include special discounts and sales promotions when customers’ annual furniture purchases reach different levels throughout the year. (continued on the next slide)

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2 MARKETING, 4E CHAPTER 12 Retail Merchandising Individual Series Event Scenario The incentive plan for sales associates must reward employees for reaching different sales goals throughout the year.

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 3 MARKETING, 4E CHAPTER 12 Retail Merchandising Individual Series Event Description Your plan for increasing sales must include training and development for sales associates to improve customer satisfaction. You must describe follow-up communication that sales associates will send to customers after their purchase of furniture. You must also describe a special sales event that will create excitement and increase customer traffic in the store. (continued on the next slide)

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 4 MARKETING, 4E CHAPTER 12 Retail Merchandising Individual Series Event Description You will meet with the owner of Luxury Furniture in his office to explain your plan for increasing the company’s furniture sales. You are allowed 10 minutes to describe your plan for increasing sales and maintaining a loyal customer base. During or after the presentation, the judge can ask questions.

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 5 MARKETING, 4E Performance Indicators Evaluated Identify information monitored for marketing decision making. Explain the types of promotion. Explain the selling process. Explain the role of customer service as a component of selling relationships. Plan follow-up strategies for use in selling. CHAPTER 12 Retail Merchandising Individual Series Event