In a retail store, a sales clerk assists customers in deciding which products to purchase. While remaining friendly, knowledgeable, and helpful, he or she must keep both the customers’ specific needs and the company’s profits in mind. Sales clerks may also serve as cashiers or perform a variety of other duties in some stores. Though people with all levels of experience are usually considered for this position, those with more training or experience may earn higher salaries or be promoted to management positions.
Service to Customers
The first step in assisting a customer is to establish rapport and make store visitors feel at ease. To accomplish this, a sales clerk greets customers with a friendly voice and a welcoming expression. Then he or she asks open-ended questions to find out what they want. A salesperson in a camera store, for example, might inquire about the types of photos a customer is interested in taking. He or she will then be able to recommend the camera that is best suited to his or her requirements.
Salespeople pay close attention to the features that are most important to the customer. If his first question is, “What cameras are available in red?” he will have different requirements than someone who asks, “Which cameras have lenses that can be replaced with a telephoto lens?” This not only simplifies the sales clerk’s job narrowing down the customer’s needs, but it also makes the customer feel heard and valued.
Product Expertise
Sales clerks are usually very knowledgeable about the products in their stores. They can clearly explain the benefits and drawbacks of various types of merchandise to assist customers in making well-informed purchasing decisions. Visitors to a store are more likely to trust the advice of someone who appears to be well-informed and can communicate in their own language. If a customer requests a very specific item, the salesperson will know or be able to quickly determine whether the store has that item. If the product isn’t available, he or she can show the customer another product with similar features or that will fulfill the same purpose.
Profits of the Business
Sales clerks are responsible for increasing a company’s profits in addition to providing excellent customer service. Customers are sometimes up-sold showing them the advantages of a product that is more expensive or has more features than the one they originally wanted. They may also inquire if customers who have decided to purchase a product would like to purchase accessories, such as a stain-resistant fabric treatment spray to go with a new couch.
By selling house brand items, a sales clerk can sometimes increase profits while also saving a customer money. These items are manufactured the company and are only available in the company’s retail outlets. They are frequently less expensive than comparable name-brand products, but the company receives a higher profit margin.
Other responsibilities
In addition to selling, most salespeople have other responsibilities in the store. They frequently work as cashiers, which entails accepting and processing payments at a cash register. This can also happen the other way around, with people gaining experience as cashiers before being promoted to sales.
People in this position may also be in charge of inventory management, shelf stocking, and keeping the store clean. Customers may also be assisted over the phone, depending on the type of store. Those who have worked in the store for a long time, have received visual merchandising training, or have a good eye for design may be able to assist in the creation of merchandise displays. People with a lot of sales experience or a proven talent for selling may be promoted to management, where they supervise other salespeople, open and close the store, and train new employees.