Retailer Skills Course - Outdoor Industry Association

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RSC at Outdoor Retailer July 26–29, 2017 · Salt Lake City, Utah

For Independent Specialty Retailers

July 26-29, 2017

The Retailer Skills Course will run Days 1-4 of OR Summer Market 2017. Each session is from 11:00 am – 1:00 pm at the Utah Museum of Contemporary Art (UMOCA). You can pick and choose the session day(s) you will be attending.  A complimentary box lunch will be served.

Utah Museum of Contemporary Art (UMOCA)
Adjacent to the Salt Palace
20 S West Temple
Salt Lake City, UT 84101

Wednesday, July 26
11:00 a.m. - 1:00 p.m. Overview of GEAR Sales ProgramIt’s time to bring a new level of success to your store. There are three steps involved in a training process: TEACH, PRACTICE and FEEDBACK. Each component builds on the one before it and all of the components reinforce each other. The combination of all three creates a training experience that is dynamic, powerful and successful.
Thursday, July 27
11:00 a.m. - 1:00 p.m. First Two GEAR Training Segments: G & EWe will learn and collaborate on the first two GEAR training segments.G: Get Involved. The key to GETTING INVOLVED with the customer is to create a comfortable environment right off the bat. Let’s take a look at how to teach our staff how to make the customers feel comfortable. E: Edit. Help the customer get the product knowledge they need to make a smart buying decision. The first part of EDIT is gathering the right information. This requires the technical knowledge about the products and teaching our staff how to listen and learn.
Friday, July 28
11:00 a.m. - 1:00 p.m. Second Two GEAR Training Segments: A & RWe will learn and collaborate on the final two GEAR training segments.A: Appeal. The best way to make the product appeal to the customer is interaction. Teaching your staff to be effective in the APPEAL phase also allows your staff to be confident in overcoming objections the customer might have. R: Relationship. Research proves that it takes far more effort and expense to attract new customers than to retain and develop business with existing customers. In this phase we are interested in long-term RELATIONSHIPS with our customers.
Saturday, July 29
11:00 a.m. - 1:00 p.m. How To Create a Sales Training Program In-Store
It takes about 21 to 28 days to learn a new habit. That doesn’t sound liketoo long, but research also indicates that people tend to drop out of a new behavior after two weeks if they don’t go out of their way to keep it going. In this session we will talk about how to roll out a program in the short amount of time you have every day.