In the present scientific work, a study will be carried out about the importance of managing a department store to help increase the number of sales. From the analysis of the sources and the experience of the authors as employees in one of the largest department stores in Mexico. Starting from the unknowns; What is a department store? What is the difference between a self service store and a department store? How does the interior design of a department influence a store? Importance of good treatment of customers by sellers? Importance of placing items in strategic places?
INTRODUCTION
Over the years, companies have realized the importance of maintaining a good organization in their departments, in addition to the strategic placement of products for their immediate sale. Departmental stores are the ones who have used these methods the most, in addition, they have been constantly modifying the interior design of their areas, offering greater lighting points and organizing each section so that the area is as attractive as possible, even if they are located. in a small environment.
We can observe these patterns in different companies, this is how they have been known to manage both in their times and in the organization of each item to achieve optimal performance.
The success of the department store will depend on the knowledge it has of itself; their strengths and weaknesses according to the area in which they are located and the way in which employees perform better.
4. SCIENTIFIC PROBLEM
How to increase the number of sales.
4.1 Object of study:
Importance of managing a department store
4.2 The field of action:
It is specified in the management of a department store
4.3 Idea to defend:
If the strategic placement of products in a department store increases sales.
4.4 Scientific tasks:
- Identify and reveal the different concepts of institutional and personal management Identify and reveal the different concepts of department store and self-service store Explain the difference between department store and self-service store Reveal how to find the strengths of a department store Expose how Department store interior design influences sales growth. Point out the importance of strategic product placement in a department store. Show techniques on how employees can perform better.
5. METHODOLOGICAL STRATEGY
Assess the increase in sales, from the point of view of the critical analysis of the object and the field of study, analyzing and selecting the different bibliographic sources; books, magazines, documents, web pages with related information, which will show us the climate mentioned above. Using definitions, techniques, and attitudes, it is intended to demonstrate the importance of managing a department store to increase sales.
6. METHODS
6.1 Theorists
Analyzing through the procedures of logical thinking: induction, deduction, analysis, synthesis. With this method we will determine if the placement of the items can increase sales. This method will help us to validate the results.
6.2 Empirical
Observing the behavior of people and sellers in department stores, the author assuming the position of both groups of individuals and giving a reflection on what is thought at all times when buying and selling items. In addition to having asked customers for their opinion about the design of the areas of the department where they were.
7. SCIENTIFIC NEWS
The scientific novelty focuses on identifying the number of sales that occur when a department store is managed, highlighting the participation of customers to take into account their opinion regarding the reason for purchasing the selected items.
In the same way, ask customers their opinion about the treatment offered by the sellers they were attended to. If the opinion of the clients is favorable, this type of knowledge can be transmitted to new department stores.
Taking into account the influence between management and increased sales from an institutional and personal point of view.
8. THEORETICAL CONTRIBUTIONS
Identifying the importance of managing a department store from an institutional and personal point of view, with these dimensions we can see if the number of sales has increased.
9. WORK HYPOTHESIS
- It is important to manage a department store to increase the number of sales due to the optimization of resources. A department store is different from a self-service store due to the tasks of the employees. The strengths of a department store are achieved from the Items with the highest number of sales. The weaknesses of a department store are achieved from the items with the lowest number of sales. Customers feel comfortable when sellers offer good service.
10. VARIABLES
10.1 dependent variables Importance of Management.
10.2 independent variables Increase in sales.
10.3 interdependent variables Department store.
11. PRACTICAL CONTRIBUTION
Nowadays it is very important that stores can organize their resources; human, technological, financial, material etc. In order to achieve the desired objectives, leading to business management. So let's start by giving the most important definitions of the topic.
What is managing?
Julián Pérez Porto and María Merino define the word manage as:
Personally, managing means creating an organizational model with which you can improve the administration of an institution, company or company, optimizing resources to achieve higher profits with less effort.
So what is a department store?
The babylon 10 online dictionary represents the department store as:
Expressing my opinion, a department store is a building where articles and services are organized by department; lady, gentleman, child, home etc. In order that each person can easily go to the products they need.
Now, what is a self-service store?
The lexiccon dictionary defines a self-service store as:
From my point of view, a self-service store is an establishment where customers come to take the products or services they need without needing to be helped by the company's employees.
From these definitions we can give a difference between these two types of store. In the department store, customers choose the items they want with the help of vendors. From the arrival of customers to their departure, sellers should offer them the best possible service, and approach them at any time to help them choose their products.
In a self-service store, customers personally choose the items they need, without the need to be helped by company employees. Customers can freely choose what they want to purchase.
How to find the strengths of a department store?
It is very important to identify the strengths of a department store because it is based on this that profits can be obtained. A company can only perform based on strengths. Here are three very common ways to identify strengths in a department store:
- Many times companies think they know what they are good at, most of the time they are wrong. A very easy way to get your strengths is through feedback analysis. Every time the company makes an important decision, it is necessary to write down what is expected to happen. Nine or twelve months later compare these expectations with the actual results. Each time this analysis is completed, they will be able to tell if the decision they made was good or not. Then, with the experience that has been acquired, the departments can be expanded. Let me give you an example: At the beginning of the year in a department store, it was decided to include lingerie of the “X” brand in the department for ladies. This information is written and saved in the management area proposing what the expectations are to be achieved.Nine months later the results are analyzed; if sales were favorable then more merchandise of the same brand can be included in the department. This is how fortresses are distinguished; Because of the products that have the greatest acquisition, it is necessary to know what these items are and keep them available in inventory. If most of the products sold are female, then those are the strengths of the location. According to the geographical area where the company is located, if it is located where the purchasing power is high, then items with a high price can be sold. If this were the case, the fortress would be the location.Because of the products that have the greatest acquisition, it is necessary to know what these items are and keep them available in inventory. If most of the products sold are female, then those are the strengths of the location. According to the geographical area where the company is located, if it is located where the purchasing power is high, then items with a high price can be sold. If this were the case, the fortress would be the location.Because of the products that have the greatest acquisition, it is necessary to know what these items are and keep them available in inventory. If most of the products sold are female, then those are the strengths of the location. According to the geographical area where the company is located, if it is located where the purchasing power is high, then items with a high price can be sold. If this were the case, the fortress would be the location.items with a high price can then be sold. If this were the case, the fortress would be the location.items with a high price can then be sold. If this were the case, the fortress would be the location.
How does the interior design of a department store influence the increase in sales?
Focusing on specifications such as lighting, wall color, and item organization, we can answer this question. In department stores, lighting focuses on the items that are most wanted to sell at that time. A normal placement of a serious lamp on accessories for both men and women. It is in this way that the clients' brains perceive the most elegant spaces and the reflected brightness makes them feel the need to go to them. Simple curiosity on the part of the mind.
Similarly, it is very important that the distribution of the articles is strategic, that is; that the products are where most of the customers circulate.
And the people who buy the most items in a department store are women, it is special accessories, that is why these items should be placed at the entrance of the store and under clear lighting that allows easy observation. Immediately behind them is where seasonal clothing should be placed in open spaces and in the same way with pleasant lighting by the lamps (it is recommended to use a white light). This is how we recommend that in a department store the products for women are located on the first floor or where people pass continuously, later the men's department and finally the children's area.
GOOD TREATMENT TO CUSTOMERS
"Nine out of ten Mexican consumers (93%) recall a positive experience of customer service, and of these, 57% indicate that the representative was pleasant and 50% considered that he was a trained and knowledgeable person of the product." "Global Customer Service Barometer", produced this year by American Express.
We can see that customer service is very important. So how can we train staff to offer good customer service? We must remember that the most important part in the company are the customers, they are our bosses from the moment they enter until they leave the store. It is recommended that staff training describe the most important techniques to satisfy customers by helping them choose the products they want. Next we will expose some of the most important points for a good service:
- Have a great smile when dealing with customers. This point is perhaps the most important. From the moment employees approach people, they must show a pleasant face and want to help them. Greet them when approaching them. Depending on the time you are in. A simple "Good night" with a big smile can brighten the day of the person, even if their day has been very difficult. Express to customers their best point of view of the products, if they ask it. Help customers to choose products. "This watch will match very well with your shoes" this will certainly give a good image of the seller.
12. CONCLUSIONS
Currently it is very important to manage companies, because having a good organization of the departments achieves optimal results. When managing a department store, it is known in which points it is good and in which it is not. And it is from this that the success of the store will be achieved. If the products with the highest output are placed at points where people pass frequently, these will increase the number of their sales. In addition, placing lighting above them will make them look more attractive, maximizing the chances of acquisition by customers.
13. REFERENCES
Porto Pérez Julián and Merino María. (2008) Concept of managing.
https://definicion.de/gestion/
Babylon 10 online dictionary. Http://dictionary.babylonsoftware.com/departmental_shop/
LEXICOON online. Self-service. (Jan 2017) http://lexicoon.org/es/autoservicio
Porto Pérez Julián and Merino María. Manage concept. 2008
Babylon 10 online dictionary.
LEXICOON online. Self-service. (Jan 2017)
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