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: IT & consumer electronic majors in India are losing upto Rs 84 lakh per store annually on poor sales effectiveness. According to a survey conducted across seven countries in the Asia Pacific region by performance improvement solutions provider Grass Roots Group, a capability gap in establishing customer needs and closing the sale by frontline sales staff at the retail outlets is primarily responsible for this loss.
The survey ‘Are you being sold?’ focused on multinational brands in the IT hardware and software as well as consumer electronic space. In India, the research was conducted in reseller outlets of these brands across Bangalore, New Delhi, Hyderabad, Indore, Lucknow and Mumbai, with 360 mystery shoppers. The performance of the sales staffs was judged on the basis of the complete shopping experience, including salesperson’s response time, product knowledge and attempts to close a sale.
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