Retailing
Using product and technical knowledge about their own organization’s and competitive product lines to optimize the display.
Level 1 Introductory: Demonstrates introductory understanding and ability and, with guidance, applies the competency in a few, simple situations. Can direct people to the appropriate source for further information.
BEHAVIORS
- Maintains appearance of department/store.
- Maintains stock, selling and customer service area.
- Places prices and descriptive signs on backdrops, fixtures, merchandise, or floor.
- Uses technology to produce signage.
- Selects themes, lighting, colors, and props to be used.
- Dresses mannequins for displays.
- Takes photographs of displays and signage.
QUESTIONS
- Describe a time that you integrated a new product into your store.
Probing Questions
* What was the situation?
* What changes had to be made? What tools did you use?
* How did you determine what approach to take?
* How did it work out?
- Tell me about a time when the stock levels did not correspond to the stock reports.
Probing Questions
* How did you determine that?
* What did you do with the information?
* What was the outcome?
Level 2 Basic: Demonstrates basic knowledge and ability and, with guidance, can apply the competency in common situations that present limited difficulties.
BEHAVIORS
- Builds and dismantles product presentations and displays according to plan-o-gram standards.
- Sets and directs the execution of visual merchandise presentations according to selling floor standards.
- Manages sales set up and ensures timeliness and accuracy with proper signing and pricing.
- Changes or rotates window displays, interior display areas, and signage to reflect changes in inventory or promotion.
- Prepares sketches, floor plans or models of proposed displays.
QUESTIONS
- Tell me about a time you had to implement a new merchandising program in your store.
Probing Questions
* Why was this necessary?
* What were the elements of the program?
* Describe the steps you went through to implement the program.
* What was the outcome?
- Tell me about a time you helped determine the best time to begin displaying holiday items in your previous stores.
Probing Questions
* What were the circumstances?
* How did you determine the best time?
* What did you do with the information?
* What was the outcome?
- Tell me about a time when management changed a merchandising plan or approach to which you were committed.
Probing Questions
* Describe the situation and your role.
* How did you handle the situation?
* What actions did you take to resolve the situation?
* What did you learn from this experience?
- Explain how you have corrected inventory levels when actual sales were inconsistent with predicted sales.
Probing Questions
* What was the situation?
* How did you handle it?
* What was the result of your efforts?
* What did you learn from it?
Level 3 Intermediate: Demonstrates solid knowledge and ability, and can apply the competency, with minimal or no guidance, in the full range of typical situations. Would require guidance to handle novel or more complex situations.
BEHAVIORS
- Obtains plans from display designers or display managers, and discusses their implementation with clients or supervisors.
- Constructs or assembles displays and display components from fabric, glass, paper, and plastic, using hand tools and woodworking power tools, according to specifications.
- Collaborates with others to obtain products and other display items.
- Maintains props and mannequins, inspecting them for imperfections and applying preservative coatings as necessary.
QUESTIONS
- Give me an example of how you have helped buyers determine what products should be represented in your stores.
Probing Questions
* Describe the situation.
* What tools did you use to develop your suggestions?
* How did you communicate the results to the buyers?
* What was the outcome?
- Explain the steps you have taken to design plan-o-grams and organize products on the sales floor.
Probing Questions
* What did you find most challenging?
* What prompted you to design plan-o-grams?
* Who was the recipient of the plan-o-gram?
* How did it work out?
Level 4 Advanced: Demonstrates advanced knowledge and ability and can apply the competency in new or complex situations. Guides other professionals.
BEHAVIORS
- Plans commercial displays to entice and appeal to customers.
- Develops ideas or plans for merchandise displays or window decorations.
- Consults with advertising and sales staff to determine the type of merchandise to be featured and time and place for each display.
- Implements the category management strategies for the organization, using current technology and meeting organizational standards.
QUESTIONS
- Tell me about some product placement strategies that you have used to increase sales.
Probing Questions
* Describe the situation.
* How did you decide upon and implement your strategy?
* What was the result of your efforts?
* What did you learn from it?
- Describe how you have handled conflicts with the Marketing or Planning Departments in implementing a merchandising plan.
Probing Questions
* What was the situation?
* What was your role?
* How did you manage the conflicts?
* What was the result of your efforts?
Level 5 Expert: Demonstrates expert knowledge and ability, and can apply the competency in the most complex situations. Develops new approaches, methods or policies in the area. Is recognized as an expert, internally and/or externally.
BEHAVIORS
- Designs merchandising strategy for the company or chain of stores.
- Interprets corporate vision and strategy for use in merchandising campaigns.
- Plans and coordinates the implementation of advertising campaigns and sales promotions.
- Develops category management strategies for the organization.
QUESTIONS
- Discuss the challenges you faced in developing and implementing a corporate merchandising plan.
Probing Questions
* What was the situation?
* How did you develop your plan?
* What challenges did you face?? How did you manage them?
* What did you learn from it?
- Tell me about an opportunity where you partnered with leading manufacturers to refine category management strategies.
Probing Questions
* Describe the opportunity and your role.
* How did you handle it?
* What was the impact?
* How did you share the corporate learnings?