(3 Ratings)

Retail Sales Management

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About Course

Course Description

Examine strategic retail management using various forms of store-based, online and non-store-based retailing. Review critical principles such as developing selling skills, the psychology of selling, strategic planning considerations, the structure of retail firms, consumer behaviour, market research and location considerations. Examine the key functional areas of managing retail operations including merchandising, finance, human resource management, operations management, logistics, retail image and atmosphere, and the marketing functions of pricing and promotion.

Course Content

Chapter 1 : The Life, Times, and Career of the Professional Salesperson

  • Lesson 0 : Main Topics & Learning Objectives
  • Lesson 1 : What is Selling
  • quiz 1 : The Life, Times, and Career of the Professional Salesperson

Chapter 2 : Ethics First … Then Customer Relationships

Chapter 3 : The Psychology of Selling: Why People Buy

Chapter 4 : Communication for Successful Selling: How to Build Relationships

Chapter : 5 Sales Knowledge: Customers, Products, Technologies

Chapter 6 : Prospecting: The Lifeblood of Selling

Chapter 7 : The Pre-Approach— Planning Your Sales Call and Presentation

Chapter 8 : The Approach— Begin Your Presentation Strategically

Chapter 9 : The Presentation— Elements of Effective Presentations

Chapter 10 : Objections— Address Your Prospect’s Concerns

Chapter 11 : Closing―The Beginning of a New Relationship

Chapter 12 : Follow-up— Maintain and Strengthen the Relationship

Chapter 13 : Time, Territory and Self-Management

Chapter 14 : Retail, Business, Services and Nonprofit Selling

Student Ratings & Reviews

Total 3 Ratings
3 Ratings
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2 years ago
Thank you!
2 years ago
Ma'am Suzette is very knowledgeable teacher. I like our class interaction. Hope to have her again in my future courses.
2 years ago
learned a lot from this course
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