Creative Retail Selling and Visual Merchandising

31-05-2020 - 04-06-2020 3300 أبوظبي


Course Introduction:


The most important key success indicator in the business is outstanding sales. Besides the product and advertising, the presentation of the product is crucial.

Retail and Visual Merchandising is the art of displaying merchandise that is appealing to the customer. It sets the context of the merchandise in an aesthetically pleasing, presenting them in a way that would generate traffic, convert customers into ultimately buyers of the product.


Course Objectives:


By the end of the program, participants will be able to:

  • Develop the necessary competence and attitude to maximize sales and create long-term customer loyalty.
  • Explain customer behavior in a retail environment.
  • Use practical selling skills to guide their customers through a defined customer decision process.
  • Create a positive customer shopping experience.
  • Generate outstanding customer service.


Who Should Attend?


All retail sales staff as well as team leaders and supervisors accountable for sales.



Course Outline:


The Changing Retail Environment

·         The Changing Business Environment

·         The Buyer Decision Process

·         New Roles of Retail Sales Associates

·         Three Basic Tasks of Retailing

·         Retailing Biggest Challenges

·         The Black Hole Concept


The Retail Selling Process

·         The Customers Buying Motives

·         The Retail Purchase Decision Process

·         Presale Planning (Gathering Information)

·         TheRetail Four Fold Selling Process (Selling Cycle)

·         Characteristics of a Top Retail Salesperson


The GUEST Approach Selling Format

·         Greeting the GUEST

·         Understanding the GUEST

·         Explaining the Products’ Features and Benefits

·         Suggesting Additional Items

·         Thanking the GUEST


Customer Service Excellence in Retail

·         Customer Service Defined (Retail Perspective)

·         Determining Customer Service Levels

·         Factors to Consider When Determining Customer Services to Offer

·         Foundations of Great Service People

·         Handling Complaints

·         Dealing with Different Types of Customers


Merchandising for the Ideal Customer Experience

·         Merchandising Presentation

·         Store Environment Atmosphere

·         Various Store Designs

·         The Different Types of Fixtures

·         Preparing and Conducting a Store Audit Report

·         Important Retail Metrics and KPIs (Evaluating Store and Staff Performance)

·         Field Visit to a Retail Shopping Centre


Course Methodology:


A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation


Course Fees:


This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.


Course Timings:


Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session


بحسب مواضيع الدورات
Training Plan

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Global Innovation Institute


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جمعية اللحام…

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