Retail Sales Training

893.3199697.4071
www.exeqserve.com
information@exeqserve.com
Unit 404 VGP Center
6772 Ayala Avenue Makati City

Retail Sales Training Overview

Study after study has shown that one dissatisfied customer will tell at least 20 other people of their
negative experience.
All retailers know instinctively that sales training is absolutely essential if they are to achieve greater
bottom line profits and steady growth.
Well trained sales associates - men and women who have studied the art of selling and are able to
lead their customers through a pleasant buying experience - are a real luxury for any retailer.
Unfortunately, these master sales associates are few and far between in any retail establishment
whether an independent store or an outlet in a national chain.
What may surprise many to learn is that product knowledge should be used only about seven per cent
of the time during most sales presentations. This means 93 per cent of the process requires the use of
what are often termed "soft selling skills". These are the skills that must to be taught to every retail sales
associate and embraced by every owner and manager if top and bottom line goals are to be
achieved.
It's a very competitive world out there and the pressure is increasing all the time. One of the keys to
surviving and thriving in this environment is sales training - that means giving sales associates soft selling
skills, not just product knowledge.
Our aim is to equip your sales staff with the selling skills needed to increase customer satisfaction to
produce growth in every area of your business.
Our Methodologies:
Power Point Presentation
Videos
Role Playing
Simulation Exercises
Objectives:
Understand and Apply the top Sales Approaches
Build the Foundations of Selling
Be able to find sales prospects
Know and Apply the Selling Skills on the Customer Cycle
Achieve Self Management
Know how to handle customer complaints
Identify Features and Benefits of Products
Learn to Read and Understand Body Language
Know how to understand the Customer

Workshop Outline
Time

Topics

Process Objectives
DAY 1

9:0010:30

Introduction
Opening Activities
Program Objectives
House Rules
Ice Breaker Activity

Know the administrative details

of the workshop
Clarify expectations

10:3012:00

Module 1: Golden Rule of Selling

Trust
Honesty
Helpful Attitude

Discuss methods of selling in

building the foundation of each
individual that offer valuable
rewards to you and to those you
serve

12:001:00
1:004:00

Lunch Break
Acknowledgment as an Individual
Listening to Buyers Needs
Accurate Information
Giving Options
Clear Explanations
DAY 2

9:00 10:30

Todays Objectives
Review
Ice Breaker

10:30 5:00
Module 2 Customer Service Cycle
(With Lunch Break
Greeting the Customer
12:00 1:00)
Understanding the Make-Up Of a Sale
Overcome Objections
How to Handle Customer Complaints
Asking for the Sale
Follow Up After Sales

Understanding the behavior of

the customer in the service
cycle and how to apply the
golden rule of selling in each
step

Workshop Outline
Time

Topics

Process Objectives
DAY 3

9:0010:30

10:3012:00

1:003:00

3:004:00

Todays Objectives
Review
Ice Breaker

Module 3 Body Language

Posture
Eye Contact
Smiling
Aggressive vs. Assertive Gestures

Learn how to use your body

language in a more effective
way in order to send positive
feedback to your customer.

Module 4 Grooming
Cosmetics
Hair
Hands and Nails
Teeth and Breath
Body Odor

Discuss the importance of good

grooming and how to achieve
this

Q&A
Post Workshop Evaluation
Closing Activities

Lead Facilitator

Karen Espiritu
Her love for Sales, Fashion and Training has brought her through extensive and diverse
experiences here and around the world. After earning a degree in Economics during her University years,
she immediately jumped into the band wagon of the corporate world not as an Economist, but in
various sales jobs ranging from the travel industry to publishing. These experiences enriched her in more
ways than one. However, the go-getter that she is did not stop her from pursuing her desire to learn more.
Last 2001, she left for New York and studied Fashion Merchandising Management at the prestigious
Fashion Institute of Technology wherein she graduated Summa Cum Laude. Applying everything she
learned in Sales and Fashion, she once again excelled with Awards and Recognitions as she worked her
way up the corporate ladder in the streets of New York.
Her love for the Philippines and her countrymen was always embedded in her heart. As she has
seen the fulfillment of her dreams right before her eyes, she too has envisioned that one day, she will be
able to EMPOWER PEOPLE TO FULFILL THEIR DREAMS. These same experiences and passion was what
brought her back to the Philippines last 2007.
She initially started conducting workshops for students in various colleges around the Philippines which
paved the way for various speaking engagements. She also had the chance to work with John Robert
Powers as their curriculum director and taught various Marketing courses at the famous International
Fashion School -La Salle College International. She became the Sales Director for Eastwear Manufacturing
Inc. in which they exported knitwear for high end Fashion Brands to various countries in Europe and the
USA. Currently, she is the President and Chief Trainer for Image In You Consultancy.
She believes that you should live a balanced life of both work and play. So during her free time,
she makes it a point to go out of town and muster her skills in Wakeboarding and Diving. She also was a
three time participant at the New York Central Park races and was the Marketing Head for Purelife
Womens conferences. She has traveled the world with 14 countries to her list and counting. All these
accomplishments have not been possible if it werent for her parents that have always been a great
support to her and the people she has met along the way that have molded her to be the person she is
today. Most importantly she gives all the credit to the Almighty Father who has unconditionally loved her
for who she is and who continually guides and holds her hand.

EXEQSERVE & WORKPLACE LEARNING AND PERFORMANCE (WLP)

As we move forward to the new era, training & development is now evolving into what we call WLP or
Workplace Learning and Performance which is defined as the integrated use of learning and other
interventions for the purpose of improving individual and organizational performance. (Rothwell,
Sanders and Soper 1999) This means that the field goes beyond the traditionally singular focus on
individual knowledge, skill and attitudes (KSA) acquisition.
Why WLP? If you think about it, organizations invest time and resources for training and development in
the assumption that it will directly translate to improved business results. However, that is not always the
case. Trainers also realized that classroom training alone will not change behavior if the work
environment is not supportive of desired behaviors. WLP offers a holistic approach to training wherein,
they align the intervention to organizational goals.
The ultimate tests of success for the learning intervention are improved performance back in the
workplace and measurable business outcomes.
Source: Excerpts from A Competency Framework for the Filipino WLP Practitioners Today by Maribel
Aglipay

EXEQSERVE PROMISE
Our trainers and consultants expertise cover HR, Leadership & Management, Information Technology,
and Communication. They are eager to share with you their knowledge, experience, tools, techniques,
and formula for excellent performance.
Adhering to the principles of WLP, we are committed to become your strategic partner in making
training an initiative that is aligned to organizational goals and objectives.
ExeQserve training is not just another training, it is a solution. We recognize our responsibility in helping
you get the most out of your investment and recommend a comprehensive solution that will help you
achieve your objectives.
Heres how we propose to proceed:
1. Conduct an Executive Briefing to help you and your top management to understand and
appreciate the benefits of our program
2. Pre-workshop Assessment to further enhance the contents of the workshop and make it more tailor
-fitted to your organizations needs and objective
3. Conduct of Workshop using various learning methodologies including coaching and mentoring,
knowledge management, structured learning exercises, focused group discussions and action
planning. A unique feature we have during workshop is the personal best leadership project for
leadership workshops or the R.E.A.P (Re-entry Action Plan) for other workshops; where the
participants are encouraged to contextualize concepts and create their own projects to be
implemented back in the workplace. This will ensure that learning will be brought back and
applied to the workplace.
4. Submission of Post-workshop Report which includes a comprehensive account of the highlights of
the training intervention so as the facilitators observations and recommendations
5. Conduct a half-day follow thru session months after the workshop to reinforce participants
learning.

COMPANY PROFILE
ExeQserve Corporation started its operations in April 2007 and has, since then, grown and served a
number of clients belonging to different industries such as IT, Pharma, Retail. Finance and Service
Industries, among others.
Our services include Recruitment, Training, and HR Consulting. We believe that in having these 3
strategic business units will give organizations a wide-range of various HR solutions to choose from
under one roof.
Our people are committed to give value adding service through teamwork, customer intimacy, pursuit
of excellence, creativity and resourcefulness, and fun.

SOME OF OUR VALUED CLIENTS

AB Food & Beverages
Philippines
AE Jimenez and Co.
AFPMBAI
Amherst Laboratories, Inc.
Amway Philippines
Artesyn Embedded
Technologies
Asian Institute of
Management
Atimonan Catv Services Inc.
AVOcampo ATRKimeng
Insurance Broker
Bay Sports Manufacturing, Inc.
Bayer Business Services
Philippines Inc.
Betting Technologies, Inc.
BPI Credit Card Division
Brenntag Philippines
Brent International School
Manila
Brother Industries, Inc.
Business Process Outsourcing
International Inc.
Centrolink Services
Corporation
CheQ Systems Inc.
Chiyoda Philippines
Manufacturing Corporation
Cobb-Vantress Philippines Inc.
Continental Temic
Automotive
Continental Temic Electronics
CreAsia, Inc.
Creative Gateway, Inc.
Cruise Ship Solutions Inc.
Davies Paint Philippines
Department of Labor and
Employment - NCR
DTSI Inc.
Eastgate Maritime
Corporation
Electrolux Philippines
Energy Development
Corporation
Ensogo Philippines
Eximius BPO Services Inc.
Firefly Electric & Lighting
Corporation

Frey-Fil Corporation
Gearbulk Manila
General Milling Corporation
Generali Philippines
G-Force Dance Management
Inc.
Globe Telecom
Golden Arches Development
Corporation
Hafele Philippines
Holcim Philippines, Inc.
Hyundai Asia Resources, Inc.
iConcept Global Advertising
Inc.
Ideashop Manila
Integrated Computer Systems
Inc.
Interactive Business Network
Alliance Inc.
InterContinental Hotels Group
International Committee of
the Red Cross
International Rice Research
Institute
Isenz Pharma
IT & Business Process
Association Philippines
JFE Techno Manila Inc.
JT Moland Realty
Development Corporation
JX Nippon Mining and Metals
Philippines Inc.
Kantar Worldpanel
Kettle Foods Corporation
Kimberly-Clark Corporation
Kraut Enterprises
Le Price International Corp
LF Philippines
Logica Philippines
MacroAsia Catering Services
Magsaysay Maritime
Corporation
Mead Johnson Philippines
Megawide
Megaworld Corporation
New Sinai MDI Hospital
Novaliches Development
Cooperative, Inc.
NYK TDG eBusiness
Corporation Philippines Inc.

Omnicom Media Group

One Mega Group
People's Credit and Finance
Corp
Pepsi University
Philippine Health Insurance
Corporation
Philippine Prudential Life
Insurance Company Inc.
Philippine Red Cross
Phinma Training Center
Prestige Quality Paper
Products
Ramgo International
Ricoh Philippines
Robinsons Retail Group
RSCI Retail Institute
Rubicon Studios Manila
Rustans Commercial
Corporation
SEARCA
Silver Finance, Inc.
Selectcare Philippines
Stolt Tanker
Sumidenso Philippines
Suy Sing Commercial
Corporation
The Cathay YSS Distributors
Co., Inc.
Toshiba Information
Equipment
Total Net Research and
Marketing Inc.
Toyota Otis Inc.
Trends and Technologies, Inc.
Ubiquitous Technologies
United Graphic Expression
Corporation
United Pulp & Paper
Corporation
Universal Robina Corporation
Wallem Maritime Services Inc.
Wan Hai Lines Philippines Inc.
Wellness Pro Incorporated
Wells Fargo Enterprise Global
Services
Wyeth Nutrition Philippines
Yamaha Motor Phils. Inc.