Retail Management

Retail Management

OBJECTIVES

By the end of the program, participants will be able to:

• Oversee store operations, supervise employees and manage inventory.
• Understand customer behavior in a retail environment.
• Develop successful sales plans to grow store’s profitability.
• Ensure a positive shopping experience.
• Set standards and model behavior for optimum customer service.

WHO SHOULD ATTEND?

Retail senior managers to discover the various traits of successful retail management through actual case studies and industry best practices that showcase the required skills and strategies.

COURSE OUTLINE

The Retail Environment

• An Overview of Retailing
• Retail Strategy: Creating the Competitive Advantage
• Global Trends in Retailing

What Customers Really Want

• Uncovering Your Customers Hierarchy of Needs
• Understanding the Customer Decision Making Process
• Customer Behavior Models

Retail Sales Management

• The Retail Selling Process
• The GUEST Approach
• Sales Forecasting

Store Organization and Management

• Human Resources and Store Organization
• Financial Analysis and Management
• Gross Margin Analysis
• Merchandising and Category Management

Customer Service in Retail

• Customer Service Strategies
• Determinants of Service Quality
• Customer Service Action Plans

Retail Marketing