La Samaritaine
Turning perfume into a sales culture
In a large department store, selling perfume does not just consist of reciting its notes. It is necessary to listen to a desire, to make it feel, to compare it, to tell a story and to guide without imposing. This quality of conversation requires a common culture adapted to the rhythm and reality of the commercial environment.
During the preparation and development of its perfume offering in Paris, La Samaritaine sought the help of Cinquième Sens to strengthen the ability of its sales teams to advise and sell the fragrances on display.
Cinquième Sens has designed internal modules that integrate fundamental olfactory skills, vocabulary, family discovery, and commercial application. Some sales representatives have also been trained directly by the Maison’s teams.
The goal goes beyond acquiring knowledge. It is about helping the advisor transform what he senses into clear words, then these words into a relationship with the client. The technique provides precision; practice allows for the necessary sensitivity for a sale that remains personal.
This case demonstrates the ability of Cinquième Sens Institute to adapt high olfactory culture to the specific needs of retail: an environment where knowledge must be immediately actionable, shared by different profiles, and visible in the quality of the customer experience.
Cinquième Sens Institute transforms perfume culture into relational skills: better sense and better naming to better support the choice-making process.
