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Fashion Marketing 101. Fashion & Interiors II. Objectives. Describe sales technique Understand intended audience and how audience relates to sales Use design techniques and previous design knowledge to create and sale your accessories line. Marketing.

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Fashion Marketing 101

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Fashion marketing 101

Fashion Marketing 101

Fashion & Interiors II



  • Describe sales technique

  • Understand intended audience and how audience relates to sales

  • Use design techniques and previous design knowledge to create and sale your accessories line.



Developing, Promoting, selling products, items and or ideas

Sales and selling techniques

Sales and Selling Techniques

Indirect Selling

General promotion to the public like advertising

Direct Selling

Personal selling is the exchange of merchandise to individual customers in return for money or credit.

Responsive Selling

Done in response to the customers presence in the store, rather than going to to find customers.

Sales and selling techniques1

Sales and Selling Techniques

Selling Steps

  • Approach and greeting

  • Classifying customers

  • Presentation of merchandise

  • Overcoming objections

  • Closing the sale

  • Supplementary Suggestions

  • Maintaining Relationships.

Selling steps

Selling Steps:

  • Approach and greeting

    • Greet Customers and begin to build a relationship.

  • Classifying customers

    • Casual Lookers- browsing or killing time

    • Undecided Customers- Need help and more time spent shopping for a gift or to gain ideas

    • Decided Customers- The know exactly what they want and why. Quick purchases.

  • Presentation of merchandise

    • Analyze customers needs

    • Explain product features

    • Show advantages and disadvantages of product.

Selling steps continued

Selling Steps Continued

  • Overcoming objections

    • Sometimes customers have spoken or unspoken objections- Clarifications and more details may need to be explained. Silent customer are more challenging.

    • Spoken Objections can indicate where you need to go next for Suggestions

  • Closing the sale

    • Simply means to get a commitment from a customer to buy a product or merchandise.

    • Check for clarity, silence at this point for a long period usually means the sale is about to close.

    • Suggestion for the purchase may be made.

Selling steps continued1

Selling StepsContinued

  • Supplementary Suggestions

    • This is where you can increase sales

    • Suggestion for additional services or other stores that your company owns.

    • You must understand the product and the customers needs.

    • Add on’s-related merchandise items that create complete outfits

    • Trading up-Up selling or substituting one item for a more expensive item or newer style.

Selling steps continued2

Selling StepsContinued

  • Maintaining Relationships

    • When the sale is finalized, reassure the customer with an approving statement.

    • When a customer makes a risky or expensive purchase this is even more important.

    • Bonding and keeping client records will make for repeat clients and future customers.

Audience for sales

Audience for Sales

  • Target Market

    • Specific Segment of a total market that a company wants to direct its product and marketing efforts towards.

  • Marketing Mix

    • Blend of features that satisfies a choose market. It includes the following, Product, price, place and promotion.

Fashion marketing 101

Introduction of Accessories project.

Promotion methods

Promotion Methods

  • Advertising

  • Publicity

  • Visual Displays

  • Special Events

  • Fashion Publications

  • Trade Publications



  • Appears in newspapers, magazines, or direct mail, radio, television, internet, billboards.

  • Some companies have an in house advertising department or hire and outside agency.

Advertising continue


  • Large Retailers Develop Direct mail or e mail pieces to send to customers. (e.g- coupons, catalogs, and monthly bills)



  • Advertising can be costly but publicity is free!

  • PR (Public Relations) Departments can be hired for larger companies. These people distribute information about products, designers collections, and events promoting the designer.

Publicity continue


  • So the resulting information or buzz created causes publicity Information might appear in magazines, newspapers, etc.

  • As a designer- Think about the Publicity Created when your designs are worn on the red carpet!!!!!

Visual displays

Visual Displays

  • Displays for items:

  • Store Windows

  • On shelves

  • Eye Catching designs encourage the sale of fashion clothing and accessories

Special events

Special Events

  • Creating and Event or theme to attract customers to your location.

  • Sales, Christmas in July, Spring in January, Special Pricing.

  • Market Weeks-Promote sales of particular items

Special events continue

Special Events-Continue

  • Fashion/Runway Shows are another type of special event.

    This event helps sell designer collections to buyers in the fashion industry.

  • Traveling Trunk Shows- Present Lines to store customers and sales associates

Fashion publications

Fashion Publications

  • Fashion magazines

  • Vogue, Glamor, Seventeen, Ebony, GQ (Gentleman's Quarterly)

  • Show fashion styles, articles, fabrics and promote the latest styles and showcase Designer Interviews.

Trade publications

Trade Publications

Organizations of Manufactures, designers, retailers, and other people involved in a particular industry.

Trade publications examples

Trade Publications Examples

  • American Apparel Manufactures Association (AAMA)

  • The Fashion Association (TFA)

  • National Retail Federation

  • Council of Fashion Designers of America (CFDA)

  • National Association of Men's Sports wear Buyers (NAMSB)

  • The Fashion Group

  • And Many More

Fashion industry segments

Fashion Industry Segments

  • Primary Market: includes the business that grow and produce the raw materials that become fashion apparel

  • Secondary Market: includes businesses that transform the raw materials into fashion in the merchandise production phase

  • Tertiary Market: includes retail businesses

Primary market

Primary Market

  • Textiles: largest segment of the primary market

  • Produces fibers, fabrics, leather, fur, plastic, metal, paper, and any other substance involved in production

Secondary markets

Secondary Markets

  • Manufacturers

  • Wholesalers

  • Contractors

  • Product Development Teams

Tertiary market

Tertiary Market

  • Retailers

  • Off-price, specialty stores, department stores, discount stores, variety stores, outlet stores, non store retailers

Support industries

Support Industries

  • Advertising Agencies, Accounting and Financial services, computer support industries, website design houses

Types of fashion business organizations

Types of Fashion Business Organizations

  • Sole Proprietorship: one owner

    • Minimum license, complete owner liability

    • Owner owns all assets

    • Taxed as personal income

    • Most common form of business in small business

Types of fashion business organizations1

Types of Fashion Business Organizations

  • Partnerships

    • Based upon an agreement between two parties on how organization will be run, profits/loss split

    • Each partner is taxed separately

    • Each partner liable for debts

    • Ends at the death of one partner

  • Corporation

Types of fashion business organizations2

Types of Fashion Business Organizations

  • Corporation

    • Formed with a charter which is a legal document

    • Stocks and shareholders

    • Taxed as a separate entity

    • Limited liability for the owners

    • Corporation exists as a separate entity

Fashion risks

Fashion Risks

  • Types of risk:

    • Economic risk

    • Human risk

    • Natural risk

    • Pure risk

Other risks

Other Risks

  • Types of risk:

    • Speculative risk

    • Controllable risk

    • Uncontrollable risk

    • Insurable risk

    • Uninsurable risk

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