ERIC Number: ED404481
Record Type: Non-Journal
Publication Date: 1997
Reference Count: N/A
Trading Skills for Sales Assistants. IES Report 323.
Dench, S.; And Others
A study examined changing skill requirements for the occupation of sales assistant in the United Kingdom. Data were collected from four sources: a review of the existing literature; exploratory interviews with key contacts concerned with sales assistants' skills/training; in-depth interviews of 19 employers; and a seminar at which the study participants discussed/reviewed the preliminary findings. Special attention was paid to the following: changing skill requirements; ways employers attempt to measure/assess skills; recruitment difficulties and skill gaps; provision of training; and future concerns. It was discovered that increasing competition in retailing is resulting in greater emphasis on customer service and, consequently, on the sales assistants' role in meeting/exceeding customer demands for service. The employers interviewed expected their sales assistants to do the following: be literate and numerate, have strong personal skills, provide good customer service, be able to sell, be computer literate, know the products they sell and the products/services provided by their organization, pay attention to their store's physical environment, take responsibility for a wide range of tasks, show initiative, and work harder and more efficiently. Employers appeared to be paying more attention to recruitment and employee assessment, and most organizations included in the study were providing training for their sales assistants. (Contains 27 references.) (MN)
Descriptors: Accreditation (Institutions), Distributive Education, Educational Needs, Employer Attitudes, Employment Qualifications, Foreign Countries, Job Training, Labor Needs, Literature Reviews, Personnel Evaluation, Recruitment, Retailing, Sales Occupations
Grantham Book Services, Isaac Newton Way, Alma Park Industrial Estate, Grantham NG31 9SD, England, United Kingdom (20 British pounds).
Publication Type: Reports - Research
Education Level: N/A
Authoring Institution: Sussex Univ., Brighton (England). Inst. for Employment Studies.
Identifiers - Location: United Kingdom