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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

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 Steps Continued

  • 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 Steps Continued

  • 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.

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