Chapter 4

Are my retail targets quietly selling off client trust?

Chỉ tiêu bán hàng có đang bán mất lòng tin của khách?

The chapter's question

What is my sales target actually measuring?

Big idea

A badly set sales target damages client trust, and that trust is worth more than the shelf.

In this chapter

  1. Part 4.1

    How Much Commission

    What commission is enough to make stylists care, but not enough to make them push?

  2. Part 4.2

    Clients or Revenue

    Should I measure the share of clients who buy, or total sales value?

  3. Part 4.3

    Signs of Pressure

    What signs tell me the target is making clients uncomfortable?

  4. Part 4.4

    When Clients Return Products

    What is my return rate, and what does it tell me?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Shelf Beside the Chair is free to read right here.

Read in Conan School

Chapters of The Shelf Beside the Chair

  1. 1.Whose shelf is it, mine or the distributor's?
  2. 2.Are clients buying a product, or more weeks of results?
  3. 3.Where does advice end and a sales pitch begin?
  4. 4.Are my retail targets quietly selling off client trust?
  5. 5.Is a full stockroom wealth, or money going stale?