Mystery Research

I spry with my little eye...Monitoring of sales processes

Purchase decisions are often made at the point of sale. To be ready for this, sales processes are often defined at corporate head offices. These simulate the conversation with the customer – from establishing what is wanted, to what is available, to discussion of the benefits.

All too often, the company remains in the dark as to whether the defined processes are really being applied at the local outlets. Therefore, we have been developing a systematic mystery shopping tool in conjunction with our client since 2002. It measures the performance of company-owned shops and that of partner shops.

The client can then see, across several waves in a year, whether central guidelines are being observed, and how performance changes over the course of time. In addition, visits are also made to the main competitors to benchmark the client’s performance.

May we shed light on your sales too?