Sales management

Sellers, sometimes called retail specialists, retail specialists women are responsible for the acquisition ( customer acquisition ) professionals and, depending on their degree of specialization and trade legal status different job titles.

The profession is a classical domain of women. 2010 the proportion of women in training and professional practice in the DACH countries 62-92 percent.

Employees seller

The so-called solid seller (also traveler ) is according to § § 611 ff BGB in the service contract with the employer it with the appropriate duties of care and loyalty. Conversely owed ​​by the employer, irrespective of the percentage sales in principle wage and welfare (usually social security benefits and personnel support ).

In addition, salaried sales work, for example, in retail and wholesale for small and large businesses. Her responsibilities include the technical advice and receipt and the granting of the goods from the reserve storage in the warehouse sale.

For the classic vendor in a business also acquired from the English name Store Assistant will be used.

Seller's option by the company

When choosing the right distribution channel of the entrepreneur has to consider a number of factors. Experience has shown that it outweigh the economic interests of the party before the interests of the employee or the customer. Such a position is then optionally vice versa, if the seller even occurs with sound information about the market in the negotiation with the seller and may qualify the feasibility of the requirements due to its professional experience or own customer contacts (for example, data on customer behavior in this particular market environment shows ). The sale of the generic sales service is thus the most plausible working sample for the evaluation of sellers in practice.

As a fundamental difficulty in the distribution of fact is to see that potential employees often less technical and professional knowledge rather than contrived confident appearance is necessary. The resulting often resulting latent vagueness and lack of authenticity of the average seller therefore often proves critical in dealing with customers as a deterrent and counter-productive; which leads, in addition to the unwillingness of many employers to negotiate with "employees" on an equal footing, ultimately to high turnover in the industry ( "hire & fire " or " headhunting ").

Key elements of the selling technique used for the seller in addition to the presentation agents, advertising and promotional materials, all areas of modern psychology of selling. In it you will find the methods for the targeted influence, objection handling and customer recovery by the seller in the event of a complaint. This includes the upstream areas of self-management, including time management and personal development as well as the downstream area of ​​after -sales management.

Apprenticeship in Germany

Seller is an oriented two-year apprenticeship training occupation. Upon successful completion, it is possible by agreement with the training company to complete another year of training and to qualify for retail clerk on.

In 2011 27.697 new training contracts were concluded in Germany. In the ranking of occupations according to new contracts of apprenticeship is thus on rank 2

The course content include:

• Receipt of goods, goods inspection, transport in the storage area
• Preparation of goods for sale
• Stock levels control - appropriating knowledge of goods
• Handling of complaints and exchange
• Customer service and customer-oriented sales calls
• Control and monitor the movement of goods

One of the prerequisites for training as a seller include good knowledge of mathematics and German, fluency and expression, as well as a distinct people and number memory. In addition, interested parties should have good manners, a confident demeanor, interpersonal skills and self-control.

After completing the training, there are various possibilities for further development. In addition to training, such as for retail merchant or Handelsfachwirt to offer specializations in areas such as garden supplies, clothing, furniture or automotive technology. Graduates who have a university entrance qualification, may result in a study into consideration.

Apprenticeship in Austria

In contrast to Germany in Austria is the official job title for sellers retail merchant. There are therefore no separate training for sellers, but apprentices complete the three-year dual training as a retail merchant. This apprenticeship is with 14 different priorities offered: General Retail, Building Materials, Interior Decorator, iron and hard goods, electrical - electronics consulting, meat dealers, motor vehicles and parts, food trade, perfumery, shoes, sporting goods, telecommunications, textile trade, watches and jewelry advice.

The training content basically correspond to those in Germany, are the one years longer training duration but more extensive. The focus specific training content result from the respective activities. The training ends with the final exam, which consists of a written and oral part.

Apprenticeship in Switzerland

Retail Trade / f EFZ

In Switzerland, is called the training profession retail expert EFZ. The French name is Gestionnaire du commerce de détail CFC, the Italian Impiegato del commercio al dettaglio AFC. The profession is taken most of women and the after training as a business the second leading vocational training, which is taken by women. The training lasts three years.

The training is offered in the focus or management consulting.

Retail Assistant / EBA

For weaker students of vocational training for retail assistant EBA exists. The French title is Assistant du commerce de détail AFP, the Italian Assistente del commercio al dettaglio CFP. The training lasts up to two years in some industries more.