Explain how an employee suggestive selling program is implemented.

Managers implementing a suggestive selling program start by developing objectives and standards for the program. When establishing the standards they consider important issues such as the specific results the program seeks to achieve and how the program's success will be measured. Next they must communicate the program's expectations, train employees appropriately, and then observe the results of the training. After the suggestive selling program has been implemented, managers evaluate the program's success and make changes if needed. When assessing suggestive selling programs, managers measure changes in per-guest sales, consider the level of employee participation in the program, and weigh the suitability of current employee incentive programs. Managers also consider guest feedback about the program. Managers who make careful assessments in these and other areas are in a good position to use the information they gain to make positive improvements to their suggestive selling programs.