Nowadays, one of the keys to successful sales lies in the establishment wherever the sale takes place, therefore, it is it is necessary to know the principles and criteria for the layout of the sales area. With this training initiative in Point of Sale and Consumer Psychology you will be able to hold your own within the sector and define and organise point-of-sale staff, in accordance with the criteria set out in the consumer behaviour. You will be able to acquire the necessary knowledge about the criteria and principles for the distribution of the retail space, amongst other things.
Sector-specific
Retail
10 a.m.
Point of Sale and Consumer Psychology
Retail
10 a.m.
Introduction
Objectives
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Define and organise the human resources at the point of sale, taking into account criteria relating to consumer behaviour.
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To know the distribution criteria of the retail area.
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Gain an understanding of the human resources management and materials at the point of sale.
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To analyse the consumer behaviour at the point of sale.
Table of Contents
TEACHING UNIT 1. PRINCIPLES AND CRITERIA FOR THE LAYOUT OF THE RETAIL SPACE
- Commercial criteria
- Optimisation of space
- Product complementarity
TEACHING UNIT 2. THE CONCEPT OF THE SCHOOL
- Location of the most important sectors
- Cold and hot zones in an establishment
TEACHING UNIT 3. HUMAN RESOURCES MANAGEMENT AT THE POINT OF SALE
- General rules and guidelines for determining human and material resources at the point of sale
TEACHING UNIT 4. KEY TOOLS FOR UNDERSTANDING CONSUMERS
- Quantitative: consumer panels, distribution panels
- Qualitative: geotypes
TEACHING UNIT 5. CONSUMER BEHAVIOUR AT THE POINT OF SALE
- Rational purchasing behaviour
- Irrational buying behaviour
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