Negotiations
MGT/445
September 14, 2011
Koshy Joseph-Vaidyan

Negotiations In my past I learned quickly how to become a productive sales person in the retail industry; I had numerous opportunities to negotiate with people. That was the main focus of my duties. This does not include the price of the garments, because I was not the store owner. I did however; negotiate with the amount of articles I could convince the customer to buy. This particular act was known as called up-sailing and was taught as a working skill at The Men’s Wearhouse. This paper will describe the first opportunity I had to make a sell to a client and to do so without the training provided by the company. The Men’s Wearhouse is known throughout the United States to be a very successful men’s clothing store. “How do you build a company around customers who hate buying what you sell? By building a company that reinvents the shopping experience. "Most business practices repress our natural tendency to have fun and to socialize," Zimmer says. "The idea seems to be that in order to succeed, you have to suffer. But I believe that you do your best work when you are feeling enthusiastic about things. Our business is based on faith in the value of human potential,” (Ransdale 1998). The Men’s Wearhouse offers an extensive training University in California that provides an extensive course on how to hear your client to find their needs and wants, grab their attention, and push the sell further than the client expects without driving away the sell. It is an art that comes down to being able to read people, to communicate with them and knowing when the right time to increase opportunities. It was the close of a busy Saturday and all of the sells members were occupied with clients of their own. As a Wardrobe Consultant it was part of my duties to greet the customer