THE INTRODUCTION OF THE SUGGESTIVE SELLING TRAINING …

THE IMPLEMENTATION OF THE SUGGESTIVE SELLING TRAINING

PROGRAM FOR THE EMPLOYEES OF THE XYZ RESORT AND

CASINO

By

Thomas McComb

A Research Paper

Submitted in Partial Fulfillment of the

Requirements for the

Master of Science Degree in Training and Development

Approved for completion of 4 Semester Credits

198-750 Field Problem in Training and Development

_____________________

Research Advisor

The Graduate College

University of Wisconsin-Stout

November 1999

The Graduate College

University of Wisconsin-Stout

Menomonie, Wisconsin 54751

ABSTRACT

(Writer)

McComb

(Last Name)

Thomas

(First)

D_____

(Initial)

The Implementation of the Suggestive Selling Training Program for the__

Employees of the XYZ Resort and Casino_________________________

Training & Development Dr. Joe Benkowski

(Graduate Major)

(Research Advisor)

December 1999 65___

(Month/Year) (No. Pages)

Publication Manual of the American Psychological Association________

(Name of Style Manual Used in this Study)

The purpose of this field problem was to design and develop a

Suggestive Selling Training Program for the employees of XYZ Resort

and Casino.

The guest check average or sales per customer has fallen $1.45 in

the last six months. Managers and supervisors have requested a

Suggestive Selling program to train employees how to sell more items,

therefore increasing the guest check average. All restaurant employees

will use the Suggestive Selling program on the job.

The Suggestive Selling Training Program was created for the Food

and Beverage employees of XYZ Resort and Casino. The training

program was designed to help employees learn about suggestive selling

and teach them various techniques to help them boost sales.

Acknowledgements

The researcher Thomas D. McComb would like to thank the

following individuals who made this project possible.

To the managers, supervisors and employees for their invaluable

information and insights into the development of the Suggestive Selling

program and their honest, timely feedback concerning the techniques

used to deliver the Suggestive Selling program.

To Dr. Joe Benkowski, the Research Advisor who assisted in the

production of this report. Thank you for your support, advise and kick in

the rear when I needed it.

To my father, Craig McComb and Aunt Nan whose financial

contributions to my educational career has made it possible for me to

earn my Bachelor¡¯s and Masters Degrees. Through their guidance and

love, I have become the person I am today.

Finally, I would like to thank the brothers of Sigma Tau Gamma

Fraternity for giving me support and understanding while completing this

project. They have given me unconditional brotherhood and

opportunities for personal growth that have proved invaluable over the

nine years that I have been affiliated with their organization.

TABLE OF CONTENTS

Page

Abstract¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­..ii

Acknowledgements¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­..iv

Chapter 1

Introduction¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­1

Background to the Problem¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­.2

Statement of the Problem¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­3

Research Objectives¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­.3

Significance of the Study¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­..4

Definition of Terms¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­.4

Methodology¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­5

Assumptions¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­5

Limitations¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­6

Summary¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­..6

Chapter 2

Review of Related Literature¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­.8

An Overview of Suggestive Selling¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­..8

The Need for Suggestive Selling¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­¡­.11

Selection Criteria for Suggestive Selling Training Program¡­¡­12

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