Suggestive Selling and its Impact on Sales
Location
CoLab, OCB 100
Start Date
27-4-2018 1:30 PM
Document Type
Poster
Description
For my first foray into independent study and scientific research, I set out to see whether or not suggestive selling positively impacted sales, as most employers claim. I studied previous research in the field, and then tested the techniques in the stores I work in. Using sales printouts from the test period and the prior year's sales, I used statistical analysis and hypothesis tests to determine if my experimental results were indicative of positive change in merchandise sales and if they coincided with the standing research. Although my personal data did not show a significant difference in merchandise sales, I have been able to designate key areas I can coach my coworkers in to improve their suggestive selling techniques, which may result in a statistically relevant increase in the long term.
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Suggestive Selling and its Impact on Sales
CoLab, OCB 100
For my first foray into independent study and scientific research, I set out to see whether or not suggestive selling positively impacted sales, as most employers claim. I studied previous research in the field, and then tested the techniques in the stores I work in. Using sales printouts from the test period and the prior year's sales, I used statistical analysis and hypothesis tests to determine if my experimental results were indicative of positive change in merchandise sales and if they coincided with the standing research. Although my personal data did not show a significant difference in merchandise sales, I have been able to designate key areas I can coach my coworkers in to improve their suggestive selling techniques, which may result in a statistically relevant increase in the long term.
Comments
The faculty supervisor for this project was Suneetha Menon, STEM Scholars.