This course combines classroom and community classroom instruction to prepare students for employment in the retail industry. Training will include elements of the sale, types of retailing, types of merchandise, customer relations, merchandising, pricing, inventory control, visual merchandising, operations, promotional elements, and human resources. Emphasis is placed on real world application of learning through work experience in the community. Employability skills emphasized include: preparing for employment, business attitudes, work habits and attendance.From CALPADS: Intermediate Professional Sales (Concentrator)
This concentrator course content builds on Introduction to Marketing, Sales, and Service content. Knowledge and skills in theory and practice of sales designed to provide a professional foundation to those involved in personal selling careers, including the fundamentals of personal selling with an emphasis on customer behavior, persuasive presentation of ideas, products and services, and developing sales goals are covered. Students demonstrate the acquisition of content through the development of sales forecasts, presentations, etc. to drive sales activities.
|Occupation Name||Occupation Code|
|Counter and Rental Clerks||41-2021.00|
In this course, students will:
Students are instructed in classroom policies and procedures. All students are required to sign a behavioral contract and meet a score of 100% in the assessment of this unit to continue on with the course.
What is retailing, types of retail businesses, store-based retailing, e-tailing and non store retailing are explored in this unit.
Consideration of the target market and obtaining a competitive advantage will be the focus of this lesson. Students will examine strengths, weaknesses, opportunities and threats in the marketplace.
Selection of merchandise sources, vendors and types of discounts, effective methods of deterring theft and pricing policies and formulas will be examined.Optimizing the merchandise mix including, variety, breadth, and depth will be explored
Location of store-based retailers including central business districts, shopping malls/centers, free standing and nontraditional choices are examined to meet the needs of the target market.
Students will explore the importance of visual merchandising, including planning the store layout and creating displays through the use of color, lighting, technology, and interactivity to move the customer through the selling process.
Students will explore the elements of promotion including advertising, sales promotion, personal selling, publicity and public relations. The relationship of promotion with the other elements of the marketing mix will also be examined.
Students will understand the selling process, psychological steps of the sale, and product features and benefits tas well as the role of the salesperson in creating customer loyalty.
Students will explore the aspects of successful customer service including building relationships, and transaction services (credit, layaway, gift wrapping, personal shopping, returns, delivery and post sales followup)
Students will examine the policies and procedures necessary for store operations. These will include resources, procedures, and internal controls necesary for the store to operate day to day. Human resources will be included in this unit covering selecting, retaining, developing, and training employees. Legal and ethical considerations, effective supervision and working well with others will also be explored.
Students will become familiar with opportunities within retailing. Topics will include how to prepare for a career, starting your career, and getting a job in the field.
The lessons in this unit will consist of activities that teach the student how to write a portfolio for a student organization or for a future job.