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Retail Management

Program 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 profitability.
  • Ensure a positive shopping experience.
  • Use proper merchandising and promotional strategies to improve sales performance and customer loyalty.
  • This Program is designed for:

    Retail Senior Managers who want to discover the various traits of Successful Retail Management through actual case studies and industry best practices that showcase the required skills and strategies.

    Program Outline:

    The Retail Environment Retail Sales Management
  • Retailing and the Channel of Distribution
  • Global Trends in Retailing
  • Retailing Biggest Challenges
  • Today Retail Environment
  • The Role of the Retail Sales Associates
  • Relationship Selling and Retailing
  • The Importance of Recruiting Superstars
  • Developing a Candidate Profile and Interviewing
    Skills
  • Motivating the Sales People
  • Define and Measure Metrics and KPIs
  • Developing Balance Scorecards for the Store
    and the Retail Sales Associates
  • What Customers Really Want
  • Uncovering Your Customers Hierarchy of
    Needs
  • Understanding the Customer Decision Making
    Process
  • Customer Behavior Models
  • Retail Strategies Customer Service Management
  • Strategies for Competitive Advantage
  • The EST Model: Achieving Strategic
    Positioning
  • Trends in Customer Relations
  • Shaping Customer Perceptions
  • Developing Your Own Service Strategy
  • Customer Service Requirements
  • Facts About Customer Complaints
  • A Retail Success Blueprint
  • Store Sales Performance
    Measurement
  • What to Measure and When?
  • Financial Analysis and Management
  • Retail Ratios and Gross Margin Analysis
  • Auditing the Retail Store Performance
  • Understanding the Strategic Profit Model
  • Computing the Return on Net Worth
  • Pre-requisites

    None:
    Duration : 4 days

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