Selling Retail Curriculum Module

    Selling Retail Curriculum Module

    Item#: EDS9
    Price: $1,245.00
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    This Advanced Education Module is designed to provide licensed educators with a comprehensive class More Info »

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    This Advanced Education Module is designed to provide licensed educators with a comprehensive class program that helps students, skin care professionals, massage therapists, RN’s, or cosmetologists become more skilled in selling retail products to their guests.

    The curriculum contains a CD with the following materials:

    • Background information for the instructor

    • PowerPoint presentation that can be used as part of the classroom instruction

    • Black and white copy of the slides that can be used to make overheads if the instructor doesn’t have access to a computer and PowerPoint projector

    • Student workbook

    • Handout for PowerPoint presentation

    • Student test

    • Key to the student worksheets/test

    • Certificate of attendance for the course

    • Flyer that can be sent out to advertise the course and invite students to enroll

    • Graphics that can be used to create your own advertising/marketing materials


    At the end of this class the student should be able to:

    • Recognize the importance of retail for the spa’s financial well being.

    • Recognize the importance of offering retail products to the client.

    • Name some of the common mistakes that spas make regarding retail.

    • Recognize that every member of the staff is responsible for selling retail.

    • Define a primary retail link and know how to create them.

    • Describe ways to motivate spa professionals to sell.

    • List and briefly describe every step necessary to sell effectively.

    • Know how to educate themselves about products so they can sell.

    • Be able to utilize what, when, where, why, how, etc. questions to determine client’s concerns and needs.

    • Identify and describe different client buying patterns.

    • Educate clients about the features/benefits of products.

    • Define prescriptive selling and use the technique to sell retail products.

    • Understand the importance of asking for the sale and be able to close a sale.

    • Describe the different types of sale closures

    • Understand why clients may raise objections to a sales pitch and be able to respond to an objection.

    • Demonstrate how to create multiple sales by using upsell techniques.

    • Explain the importance of following up with the customer after the sale and give some examples of how to do this.

    • Explain the importance of excellent customer service and give some examples of ways to provide superior customer service.

    • List some of the basic principles of merchandising the retail area.

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