Retail Sales – Retailing & E-Tailing

Skills and Competency Standards in alignment with standards published by the National Occupational Competency Testing Institute (NOCTI).

Skills and Competency Standards:

  • Explain purpose and concept of advertising, forms of media, advantages and disadvantages
  • Apply effective verbal, written, and other nonverbal communications
  • Explain the use and effect of visual merchandising, planning and executing effective displays
  • Characterize role of merchandising, point-of-sale, and whole store space planning
  • Demonstrate an understanding of supply chain, inventory management, and processes for buying and returns
  • Demonstrate an understanding of the marketing mix (4P’s) and segmentation
  • Describe various forms of digital retail technology, benefits of technology in retailing
  • Compare and contrast traditional “brick and mortar” retailing models with online business models
  • Display knowledge of supply and demand and distinguish between customer wants and needs
  • Contrast sales approaches and the importance of positive customer relations
  • Describe the sales process, including the role of customer service
  • Perform business/retailing mathematical calculations, discounts, price changes, taxes

I. Unit 1: Retailing(9 days)

  1. Students will complete a profile of the retail industry by studying the retail market, the benefits of retail, and the functional areas of retail.
  2. Students will focus on types of brick and mortar retail stores, location strategies, and retail ownership structures.
  3. Students will explore nonstore retailing models, channels to market, including portables and vending

Assessments: Retail Case Study #1

Unit 1 Test

II. Unit 2: Marketing Mix – Product & Place(7 days)

  1. Students will describe market and customer segments and explore the retail marketing mix in the context of consumer behavior.
  2. Students will explain purchasing product and inventory control, managing inventory and stock turnover.

Assessments:Retail Case Study #2

Unit 2 Test

III. Unit 3: Marketing Mix – Pricing & Promotion (11 days)

  1. Students will explore pricing strategies, including base prices and calculating price adjustments
  2. Students will describe retail communications and how promotions are integrated with marketing communications.
  3. Students will explain personal selling and the entire retail sales process, including pre-approach, the sale, and lost sales.
  4. Students will describe customer service strategies for in-store retailing and for e-tailing enterprises.

Assessments: Pricing Quiz

Retail Case Study #3

Unit 3 Test

IV. Unit 4: Merchandising In-Store & Online (10 days)

  1. Students will experience in-store merchandising to understand visual merchandising elements like displays.
  2. Students will explore online merchandising and the structure of an online store as it relates to user-friendly e-tailing.
  3. Students will explore the elements of creating a retail website, trying web design tools and describing the phases of retail website design.

Assessments:Merchandising Quiz

Retail Case Study #4

Unit 4 Test

Final Assessment:Final Exam

Outcomes:

1)Understand the economic principles and concepts fundamental to retailing.

2)Apply math skills needed in a business environment.

3)Create and implement a strategic plan for a retail business.

4)Build customer service relations and determine customer needs as well as location.

5)Apply techniques used to increase sales and close sales.

6)Maintain product presentation and displays.

7)Design and create an e-tailing enterprise website.

Page 1 Updated August 2016