Selling
the Collections: The
AICI Sales Training Manual
An independent designer must be successful at selling his/her work. Area participants are responsible for building their own client following in the world market.
Few tasks are more important to support the needs and interests of creative independent designers today than the development and improvement in the sales methodologies, performance and results of all participating designers. To aid in this effort, the AICI Sales Training Manual has been developed utilizing experience from almost 30 years of work in the industry.
Upon request, Area July and October 2007 participants will receive a complimentary copy of the AICI Sales Manual with over 42 pages of fundamentals on how to successfully sell independent designer collections at the international level. The first document of its kind in the industry, it provides a written step-by-step introduction to build successful sales for independent designers based on the experience of proven industry practitioners at the top levels.
The AICI Sales Training Manual was first introduced in the January and March editions of 2006 and serves as an important guideline for all AICI sales operations. It covers fundamental points in all the critical areas needed to successfully sell collections including....
- Professional selling
- The Design Sales Production Cycle
- Research
- Design and Development
- Pre-sales communication, marketing and promotion
- Sales Operations: running the show and getting the job done
- Cleanliness and
organization of space
- Sound and Music
- Décor and space design
- Traffic flow
- Atmosphere
- Merchandising
- Door Control
- “The 5 seconds”
- Approach to the customer
- Selling Basics
- Trust
- Building a Crowd
- Advanced customer psychology
- Showroom Fundamentals
- Retail Fundamentals
- Photographing your work