1. © 2009 South-Western, Cengage LearningMARKETING 1 CHAPTER 12 Retail Merchandising Individual Series Event Scenario The owner of Luxury Furniture wants to increase sales. He has asked you to develop both customer and sales associate incentive plans to increase sales.

2. © 2009 South-Western, Cengage LearningMARKETING 2 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)

3. © 2009 South-Western, Cengage LearningMARKETING 3 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 ten minutes to describe your plan for increasing sales and maintaining a loyal customer base. During or after the presentation, the judge can ask questions. (continued from the previous slide)

4. © 2009 South-Western, Cengage LearningMARKETING 4 CHAPTER 12 Retail Merchandising Individual Series Event 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.