Joanna Yu's Blog

Similar to my last post about Spiffs from Sport Chek, I decided to elaborate on what was discussed in class about the sales promotion process.  The process we follow at Sport Chek is very similar to the one taught in class.  Our process follows the acronym GAME.  Where the “G” is the first step and it stands for greet and approach.  This is where we walk towards our customers and greet them with a friendly smile and “hello”.  Then we try to approach some of them by asking open ended questions such as “what kind of sports do you like to play?”  Once we have a nice converstaion started, we try to follow through to our next step which is the “A” standing for ask and assess.  At this stage, we try to ask probing questions relating to the kind of sport they do and try to analyze their needs.  Once we find out what kind of equipment, clothing etc they need, we start the 3rd stage of our process which is the “M” standing for make a recommendation.  At this stage, we think about the products we have in our store and recommend the products to our customer which best suits their needs.  Simultaneously, we tell them of how the products will help them with their sport and how to use the products properly.  If the customer likes what is shown to them, you then show them to a fitting room or a fitting area where they can try on the products to find proper sizes and colour.  Finally, once they find a suitable product, we continue recommending other necessities relating to their needs.  We then enter the “E” stage (end the sale) so when they are finally ready to purchase, we walk them up to a cashier where they will stand in line to pay.