Consultative-sales support offashion garments byscenario creation
Shingo Murata · 2006
Thispapershowsthepossibility thatthe knowledge ofthescenario ofcustomer's purchase actions will contribute toasalesclerk's activity. Thescenario discussed in this paperwasobtained fromthecustomer cards and experiences ofsalesclerks oftheclothing store. Thesalesclerks record theitems thecustomers buyaswell asprice andcolor on eachcustomer card. Byanalyzing themstatistically, the scenario oftheitems thecustomer will buytogether canbe identified. Alsofromtheexperience ofsalesclerks howtheysold theitems together, thescenario ofconsultative sales canbe obtained. Ifthesalesclerks knowthescenario inadvance, they might recommend toacustomer, whobought thejacket X,the shirt Y whichmatches X well. Thiswouldenable thesales clerks toraise thecustomer unitprice. 1.ChanceDiscovery contributes totheretail business Inthelast several years, somearticles havebeendevoted to thestudy oftheapplication ofChance Discovery (Ohsawa 2001).Someattempts havebeenmadebyscholars toshow thevalidity ofapplying Chance Discovery inretail business.