I work for the big book chain which some of you have mentioned and, whilst I would agree that there is a policy of approaching customers, it has recently been scaled back from the pouncing on and talking to customers who would rather be left alone that was pushed by Head Office in the past. Now a simple greeting and an offer of help if needed will suffice. There is still a Mystery Shopper program, but it is not of the 'stalkerish' kind that was referred to up-thread. Managers have told Head Office about their concerns, and those of their staff, that customers didn't like it (and we, as customers in other stores, don't like it either) - hence the change in emphasis.
There is another side to approaching customers who look like they want to be approached - a distinct difference from approaching all customers, and a distinction that I train all of my staff in.
Maybe this is a peculiarity of bookselling ( Nickelbabe, you'll be able to help me with this!) - a lot of people just want a chat. There was an older lady in my store yesterday, looking a bit lost, so I asked her if she needed any help with anything. She replied that she was trying to do some Christmas shopping, but that her DH had died in the summer, and her heart wasn't in it. I told her that I had lost my mum this year, and we had a chat about her DH, her DC and how hard it was to get into the Christmas spirit when you had lost a loved one. We spoke for about fifteen minutes, and when she left she said she would come back when she felt a bit better, but that she had enjoyed our chat. I feel that this is a really important part of customer service, and something that, whilst maybe a bit unusual on the High Street, would not happen if staff were unaware of the customers in their stores, or unhappy to approach customers who need help (of whatever kind.)
I'm not stealth-boasting; all of my staff chat to our 'regulars' and anyone else who just looks like they need a bit of company! It's not all about selling, but with the state that retail is in at the moment, it's understandable that the head offices of the big chains are looking for ways to maximise sales. Maybe their Mystery Shopper programs and upselling targets need tweaking; maybe the management of some stores need to bend the rules a little in advising their staff how to approach customers.
Madamehooch - I totally agree with your post. I think everyone should be forced to spend some time behind a till - they would be shocked at some of the abuse we have to put up with.