IT and consumer electronic firms in the country are losing up to Rs 84 lakh per store annually due to poor sales effectiveness, a survey says.
According to a survey carried out by a performance improvement solutions provider Grass Roots Group a gap between the ability to understand or establish a customer's need and then meet it by a sales staff is the main reason for the loss.
"IT & consumer electronic majors in India are losing up to Rs 84 lakh per store annually due to poor sales effectiveness," the report based on a survey conducted across the Asia Pacific region said.
The country's robust retail culture plays out well when measured on the ability to greet the customer and salespeople have scored a higher than average rating in terms of the proportion of customers being served immediately.
Moreover, the product knowledge of Indian sales staff at 81 per cent was on par with the rest of the region. Despite this statistic, sales staff were found to be significantly less likely to recommend a brand, the study highlighted.
"India's excellent scores in categories like product knowledge indicate that salespeople have technical know-how about the product, but are simply not feeling engaged enough with the brand to support products or make recommendations," Grass Roots Group (Regional Director - Asia) Stephen Hibberd said.
