Specialization Retail Management 

offered by IIBM Institute of Business Management

Introduction:-Aims & Outcome, Retail Ethics, Retail Manpower Planning, Marketing & Advertising, Supply Chain Management, Logistics & Distribution, E-Commerce & IT, Financial & Accounting, Situation Analysis, Five-Force Model, Boston Consultancy Group, GE Model, The Retail Mix, Emergent Strategy versus Planned Strategy, Management Game1, Planning Merchandise Quality, Retail Site Selection

Retail Operating Plan:-Aims & Outcome, Restaurant Concept Statement, Personnel Utilization, Service Provision at Retail Outlets, Franchise Operations, Crisis Management/Loss Prevention, Retail Type Selection, Critical Success Factors-CSF in Retail, Skills Areas, Strengthening Team Efforts

Locating New Customers:-Aims & Objectives, Prospect Identification, Planning Sales Calls, Establishing the Call Objectives, Call Plan Verification, Sales Presentation, Feature Benefit Worksheet, Price Objection, Call Closing, Timing, Departure, Post-Call Analysis, Analyzing Product for Sale Movers, The 4 Column Situation and Correction Analysis, Multiple Analyses of Products, Prospect’s Basic Needs and Desires, The Mood and Manner Mover, Types of Calls and Objectives of the Calls, Partly Created Sales, The Difference Between Unfavourable Conditions and Poor Quality and Loss Movers

Retail Brand Management:-Aims & Objectives, Sales Push, Sales Pull, First Level Structure, Second Level Structure, Maslow’s Hierarchy of Needs, The Benefit Story, Brand Functions.

Strategic Human Resource Dynamic in Retail:-Aims & Outcomes, Managing Retail Force, Case-Banking Retail, The Process of Human Resource Dynamic in Retailing, Planning, Need for Qualified and Trained Manpower, Sales and Sales-Related Jobs, Store Operations, Store Management, Marketing/Advertising, Distribution, Logistics, Supply Chain Management, Merchandise Buying/Planning, IT and E-Commerce, Finance, Loss Prevention, Human Resources, Entrepreneurship, Critical Success factors in Retail Trade, Upgrade the Old Product, New Product for the Firm, New Product in the Market

Retail Specifies:-Retail Buildings, Products, Customer Demand Planning, Product Mix, Retail Plans, Retail Pricing, Promotion Planning.

External Business Environment:-Aims & Outcomes, Business General Environment, Market Segmentation, The Retail Marketing Function, Competitive Advantage and Competitive Strategies, Development of Marketing and Positioning Strategies, Retail Positioning, Implementation and Control

Motivating Retail-Critical Success Factors:-Aims & Outcomes, Retail Operations, Budgeting

Merchandising and Inventory Planning for Retail:-Aims & Outcomes, Visual Merchandising, Retail Visual Merchandising, Merchandising and Retail Marketing, Career-Opportunities, Inventory Planning, Statistical Method of Demand, Inventory Costs, Inventory Control, Basic Inventory Model

Retail Pricing Strategies:-Aims & Outcomes, Book Industry, Two Bar Codes in One

Retail Economics Worldwide and Competitive Advantage on e-Retailing:-Aims & Outcomes, Retail Trade, Strategy for the Net, e-Retailing

Purchase, Stores, Inventory and Logistics in Retail Management:-Aims & Outcomes, Inventory, Simple Vendor Rating System, Economic Order Quantity, Computer-based Purchase Management System, Purchase Order Maintenance, Departmental Responsibility, Purchase Order and payment Management Challenges, Solution, Purchase Plan and Process, Inventory Planning Basics, Logistics Planning, Layouts of Stores, Grid

Strategies for Retail Advertising, Promotion and PR:-Aims & Outcomes, Personal Selling, Wide Market Coverage, Objectives of Advertising, Sales Promotion

Marketing Research:-Aims & Outcomes, Marketing Research Objectives, Data Processing and Analysis, Advertising Research and DAGMAR, Market Conscience

Consumer Behaviour and Market Segmentation:-Aims & Outcomes, Habitual Buying Behaviour, Sources of Information, Questions

Comprehensive Retail Strategy:-Aims & Outcomes, Financial Analysis, Income and Balance Sheet, Business Audit Checklist, Capital and Working Capital, Management Team

Consumer Behaviour:-Introduction, Market Analysis

Factors Influencing Consumer Behaviour:-Introduction, Individual Determinants, External Environmental Factors Affecting Consumer Behavior

Models of Consumer Behaviour:-Introduction, A Model of Industrial Buyer Behaviour

Concept of Culture:-Concept & Characteristics of Culture, The Functions of Culture, Environment Oriented Values, Self-Oriented Values

Culture Variations in Non-Verbal Communications:-Variables in non-verbal communication, Cultural Values, Marketing Implication of Culture

Social Stratification:-What is a Social Class, Social Classes and their Buying Patterns

Group Influences on Consumer Behaviour:-Introduction, Reference Groups and the Influence Exerted by Them, Factors Affecting the Influences of Reference Groups, The Nature of Reference Group Influences on Products and Services, Characteristics of Opinion Leaders

Individual Determinants:-Perception, Learning Memory and Product Positioning, Memory

Motivation and Personality:-Introduction, Marketing Strategies Based on Motivation, Self Concept

Problem Recognition:-Stages in Consumer Decision Making, Importance of Problem Recognition, Marketing Strategy for Problem Recognition

Information Search:-Introduction, Types of Information Search, Sources of Information, High & Low Information Search, Cost vs Benefit Analysis

Outlet Selection and Purchase:-Importance & Dimensions of the Outlet, Consumer Characteristics & Risks Involved, Shopping Orientation

Attitude Development and Alternate Evaluation in Buying:-Consumer Attitude and Alternative Evaluation, Multi-Attribute Choice Models

Purchase Behaviour (Situational Factors):-Introduction, Basic Situational Factors, Significance of Non Store Buying

Post Purchase Behaviour:-Introduction, role of a Marketer, Product v/s Service Consumption

Family Buying Influences, Family Life Cycle and Buying Roles:-Family Life Cycle and Buying Roles, Consumption Decision and Household Influence, Family Decision Stages

Lifestyle:-Lifestyles and their Characteristics, VALS Lifestyles Classification, Segmentation Strategies

Diffusion of Innovation:-Diffusion and its Process, Types of Innovation, Classification of Adopters, Diffusion Enhancement Strategies

Organizational Buying Behaviour:-Characteristics of Organisational Buying, Factors Influencing Organisational Buying, Selection of a Supplier

Customer Delight:-Need for Delight, Correlate Expectation and Delight

Public Policy and Consumer Protection:-Need for Consumer Protection, Consumer Rights

E-Consumer Behaviour:-The Computer Age, E-Business and its Importance, WWW & its advantages

Consumer Research:-Importance of Consumer Research, Steps Involved in Consumer Research, Sources of Data

Changing Consumer Behaviour:-In the Indian Context