2009 Wireless Retail Survey “Sales Associate Profile and Behavior”
InfoTek Research Group
January 1, 2009 43 Pages - SKU: CHGQ2382864
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InfoTek Research completed in-depth surveys with 223 wireless sales associates in both carrier stores and independent agents using stratified random sampling to represent the wireless retail channel in the United States. With this information, InfoTek offers readers a rare glimpse into the behavior of those sales associates standing behind the counter making recommendations to millions of wireless consumers each year regarding which wireless phones, accessories and services to purchase.
The percentage of associates with two or more years of experience at their current employer increased slightly in 2009, and is roughly in line with findings from the past two waves of this study.
This report reviews the trends over a six year period (2003-2009) in the typical sales associate. It will be important to all members selling through the wireless channel to understand these changes and take them into account when developing short and long-term channel strategies.
Some of the information in this study includes:
Associate Profile:
- Have associates’ put their arms around new technology?
- Are associates becoming more or less tech savvy?
- Which sales associates less or more likely to stay in the wireless business?
- Is the general education level of associates increasing or decreasing?
Associate Interaction:
- Which channel’s associates are interacting more and less with potential wireless customers?
- How many customers are associates interacting with compared to previous years?
Associate Compensation:
- Have the services and items for which they receive commission changing over time?
- How much money do associates earn compared to previous years?
- Are associates more or less likely to earn commission compared to previous years?
- Do associates get free phones as part of their jobs?
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- Introduction and Overview
- Sales Associate Profile: What’s changed since 2003?
- Less Experienced Sales Associates Selling Wireless
- Tenure at Current Retail Store is Decreasing Slightly
- Associate Working Less Hours in Average Week
- Less Technology Innovators Serving Customers
- Which Channel’s Associates are More or Less
- Familiar with Computer Technology
- College Education Level of Sales Associates is Decreasing
- Age
- Gender
- Store Traffic and Sales Associate Interaction
- Which Stores Get the Most Traffic and Who is Getting
- More Traffic
- Quantity of Customer Interaction
- General Compensation of Sales Associates
- Free Phones
- Sales Commission
- Total Compensation for Selling Wireless Phones and
- Services
- Key Findings
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