Closing Ratios
Training Tip on Using Your Scarborough Data: Exercise #27
It's not just the quantity, but the quality!
Not everyone who walks through the door will buy, but providing a client with "paying" customers can make all of the difference to their business! The "Shopped vs. Purchased" Report in QUALITAP will provide your client with this insight.
Instructions for the Leader:
Step 1:
Divide the AEs into several groups. Assign each AE, or group, one of the categories found in the Shopped vs. Purchased Report in QUALITAP: department stores, clothes stores, carpet stores, furniture stores, appliance stores, audio/video stores, hardware/software stores, hardware/paint/lawn care stores.
Step 2:
Have the AEs run the Shopped vs. Purchased Report for their category and bring it to the meeting.
Step 3:
During the sales meeting, ask each AE to take a turn explaining how he or she would use the data when working with a client in the category assigned.
Additional Instructional Materials
Shopped vs. Purchased step-by-step guide
Sales Tip Archive
More sales tips are coming your way. We'll keep each tip on file for you at www.arbitron.com.
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