Proper merchandising can lead to selling of quality products by the employees to the customers along with facilitating them to deliver better customer service (Jackson & Shaw, 2000). Poor merchandising on the part of an organisation can make it quite tough for the sales staff in a retail store to sell products to the customers, which would effect on the productivity and the profitability of the stores by a greater extent. By incorporating well-prepared merchandising initiatives, it is possible to convert potential consumers into real consumers of a company. The process of merchandising provides a competitive advantage to a company which can further be significant in ensuring its success or failure as retail business outlets in a sector such as fashion based designer products (Queensland Government, n.d.).
Fashion merchandising entails an amalgamation of different procedures which a fresh fashion product is required to go through to be accessible in sufficient quantities to the customer after it is prepared by the designer. Fashion merchandising encompasses various pertinent aspects such as target market and price. A key constituent of fashion merchandising is observed to be selling (Frings, 2002).
The process of cross selling evolves when customers purchase one of the two products of a company. Through the process it is also possible to recognize the customers’ who are purchasing a single product out of the two products which also results in reduction of total campaigning costs, enhancement in response rates along with facilitating to provide concentrated efforts to increase sales. The consequences of cross selling campaigns include the identification of similarities in a range of products and recognising or estimating the previous as well as future trends of selling (MicroStrategy Inc., 2013).