Consultative-sales support of fashion garments by scenario creation

This paper shows the possibility that the knowledge of the scenario of customer´s purchase actions will contribute to a salesclerk´s activity. The scenario discussed in this paper was obtained from the customer cards and experiences of salesclerks of the clothing store. The salesclerks record the items the customers buy as well as price and color on each customer card. By analyzing them statistically, the scenario of the items the customer will buy together can be identified. Also from the experience of salesclerks how they sold the items together, the scenario of consultative sales can be obtained. If the salesclerks know the scenario in advance, they might recommend to a customer, who bought the jacket X, the shirt Y which matches X well. This would enable the sales clerks to raise the customer unit price.