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AL TRADE:
Assess your activity
What is determining the
success of my store?
How
am I managing my
activity?
To answer these questions, face the following test prepared by Vittorio
Galgano.
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Do your
store assistants have a good knowledge of the
products?
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Are your
store assistants motivated to play their role?
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Do your
store assistants welcome and talk with loyal customers calling them by
name?
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Does the
authority given to your store assistants correspond to the
accountability of their role? Do your shop assistants have to ask
their supervisor for authorization for special requests from customers
or can they decide autonomously?
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Do your
store assistants believe that they are a tremendous team? (A successful
manager makes their people feel that he thinks of them as a special
team and that he expects very good results from their work. On the
other hand, poor managers show little consideration for their
employees and they are rewarded with poor results).
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Do your
store assistants encourage customers to talk in order to discover their
needs and to evaluate their buying potential?
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Do you
plan special initiatives for regular customers?
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Do you
have initiatives to thank the customers who bring their friends to
your store?
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Do you
send personalized welcome letters to new customers?
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Do you
call customers over the phone to announce sales or special initiatives?
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Do you
update your knowledge on the services and products offered by
competitors?
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