Singapore sales people not the most keen
to close a sale
Salespeople in Singapore are apparently not among the most
enthusiastic in the region in sealing a deal.
A survey by performance improvement firm, Grass Roots, found
that only 25 percent of salespeople here made the effort to close a
sale.
That's half of the average score obtained by their counterparts
in the Asia Pacific.
Grass Roots attributes the result to Singapore's retail
methodology, which seems to use features and benefits more than a
more direct approach.
Salespeople here were also less likely to make a brand
recognition and scored low on establishing and meeting needs.
But it adds that salespeople here demonstrated high product
knowledge and were marginally ahead of the regional average in
terms of overall sales effectiveness.
The organisation conducted mystery shopping tests in 7 Asia
Pacific countries, including Australia, China and South Korea
during the month of June.
The tests found that only 56 percent of mystery shoppers rated
their salesperson as "excellent" or "good" in establishing
needs.
And only 61 percent of shoppers found their salesperson to be
good or excellent in meeting their needs.
Grass Roots estimates that could be losing out on US$250,000 per
store annually, due to ineffective sales performance.
--938Live
