您可能没有听说过售货员卖『文化』,顾客买『文化』吧?可友谊商店抽纱绣品部抽纱组售货员孙丽阳确实卖的是『文化』顾客在她这里买的也是『文化』。一件饱含中国几千年服饰文化的龙风袍挂在货架上,只是一件展品,顾客光顾后,除感觉新奇之外,是很难唤起购买欲望的。可在孙丽阳的一番演示讲解后,顾客不惜重金购去。孙丽阳在友谊商店站了二十多年柜台,始终卖宫廷民族服装服饰绣品。她的最大体会就是没有民族文化知识就卖不好民族绣品,外宾在那里买的是蕴含中华民族优秀文化的商品。孙丽阳做过这样的观察,只是让外宾顾客自由浏览不去介绍,成交率很低,相反,主动介绍商品的文化内容,成交率明显上升,有的顾客还成了回头客。她的体会是成交率的高低与营业员对商品知识了解的多少成 You may not have heard of salespeople selling “culture” and customers buying “culture”? Friendship Store Artex Embroidery Saleswoman Sun Li-yang does sell “culture”. A long wind robe full of China’s thousands of years of clothing and culture hanging on the shelf, just an exhibit, patronize, in addition to feeling novelty, it is difficult to arouse the desire to buy. Sun Li-yang can be demonstrated in a demonstration, the customer spared no expense to buy. Sun Liyang Friendship Store stood more than 20 years counter, always selling the palace national costume apparel embroidery. Her greatest experience is that there is no national cultural knowledge to sell national embroidery is not good, where the foreign guests to buy is containing the excellent Chinese culture of goods. Sun Liyang done such observations, but to allow foreign guests to browse free to introduce, turnover rate is very low, on the contrary, take the initiative to introduce the cultural content of goods, the transaction rate increased significantly, and some customers have become repeat customers. Her experience is the turnover rate and salesman how much knowledge of the commodity into