Skills That Help Sell Fragrance


Posted on March 28, 2012 @ 12:12 pm



Sales associates unfamiliar with selling fragrance, or selling at all, often find fragrance sales difficult. The Fragrance Foundation’s latest online education series, “Basic Selling Skills for Fragrance” provides effective techniques and knowledge for selling to part-time sales associates or those new to the fragrance category.

“The goal of the program, generously underwritten by P&G Prestige, is to provide information absolutely essential to selling fragrance. It’s a win-win for everyone when a sales associate has the skillset to understand fragrance, entice the consumer and close the sale,” says Mary Ellen Lapsansky, vice president, the Fragrance Foundation and the guiding hand of all the educational programs.

In its latest format the program has three components:

• the study guide with chapters on the fascinating history of fragrance, the making of fragrance, ingredients, definitions and most importantly, the how-to-close-the sale chapter that guides the ‘newbie’ through to a positive conclusion.

• a short (20 question) multiple choice test that is instantly graded upon completion

• with a passing score, leads directly to a printable certificate of passing. The program was updated in 2012 at the direction of the Foundation’s Certification Advisory Board.

Sales associates are on the front-lines of fragrance sales and the guide is designed to give then every possible advantage to be a success, enjoy satisfaction in a job well done, increase store sales, and win over new consumers, according to The Fragrance Foundation.