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Course Details

Retailing: Brick-Mortar/Click-Mortar (Course Id 44)

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Author : Jae K. Shim, Ph.D., CPA
Status : Production
CPE Credits : 13.0
IRS Credits : 0
Price : $112.95
Passing Score : 70%
Primary Subject-Field Of Study:

Marketing - Management for Course Id 44

Description :

Retailing, the business of selling consumer goods to final consumers, is constantly changing. Retailers are particularly affected by changes in the consumer population; in the economic, social, technological, and political environment; and in competitive conditions. This course teaches you the main requirements of effective retail management: personal qualifications of management; an adequate financial structure; necessary physical facilities; effective policies and procedures; and competence, loyalty, and productiveness of personnel. Also discussed are online retailing (e-tailing) strategy, improving Internet presence, and future changes in retailing.

Usage Rank : 0
Release : 2012
Version : 1.0
Prerequisites : None.
Experience Level : Overview
Additional Contents : Complete, no additional material needed.
Additional Links :
Advance Preparation : None.
Delivery Method : Self-Study
Intended Participants : Anyone needing Continuing Professional Education (CPE).
Revision Date : 29-Oct-2012
NASBA Course Declaration : Participants must complete the final examination within one year of purchase and with a minimum passing grade of 70% or better to receive CPE credit unless otherwise noted on the Course History page (i.e. California Ethics must score 90% or better). After logging in click on the Course History links on your My Courses page for the Begin date and Expire date for the Final Exam.
Approved Audience :

NASBA Registry - 44

Keywords : Marketing, Retailing, BrickMortar/ClickMortar, cpe, cpa, online course
Learning Objectives :

Chapter 1
RETAILERS AND THEIR STRUCTURE

After studying this chapter you will be able to:
    1. Define retailing activities.
    2. Describe the structure of retailing.
    3. Explain the concept of non-store retailing.
    4. Ascertain the future of retailing.

Chapter 2
RETAIL MANAGEMENT REQUIREMENTS

After studying this chapter you will be able to:
    1. List the requirements of management.
    2. Detail the financial structure.
    3. Illustrate the physical facilities.
    4. Develop sound policies.
    5. Ascertain the competency and loyalty of retail personnel.

Chapter 3
STORE LOCATION

After studying this chapter you will be able to:
    1. Investigate and research the best location for a new store.
    2. Identify the basic factors in location.
    3. Predict the changing retail markets.
    4. Explain the trend toward urban areas.
    5. Discuss the decentralization of retailers.
    6. Describe the new shopping center designs.

Chapter 4
STORE BUILDINGS, FIXTURES, AND EQUIPMENT

After studying this chapter you will be able to:
    1. Elaborate on the store building as a selling instrument.
    2. Calculate the capital investment for land, building and equipment.
    3. Detail common features of the newer open-front or visual front stores.
    4. Characterize the features of the store interior.
    5. Detail other kinds of equipment used for selling activities.
    6. Explain the current uses of EDP in retailing.
    7. Demonstrate the use of store modernization programs.

Chapter 5
ARRANGING THE STORE’S INTERIOR-LAYOUT

After studying this chapter you will be able to:
    1. Define the factors affecting layout.
    2. Identify the sources of information on layouts.
    3. Explain the display concept for self-selection and self- service.
    4. List and give examples of favorable elements of a self-service operation.
    5. Identify the unfavorable elements of a self-service operation.

Chapter 6
STRUCTURE OF RETAIL

After studying this chapter you will be able to:
    1. Define the organization’s structure.
    2. Detail the organization of small stores.
    3. Outline the organization of large stores.
    4. Identify the common characteristics of chain store organizations.
    5. Elaborate on the major trends in store organization.

Chapter 7
RETAIL HUMAN RESOURCE MANAGEMENT

After studying this chapter you will be able to:
    1. List and explain the objectives and functions of human resources management.
    2. Formulate human resource policy.
    3. Outline the steps to recruit an adequate work force.
    4. Construct and implement an employee training program.
    5. Develop a program to compensate retail personnel.
    6. Create a compensation program for managerial personnel.
    7. Formulate a job evaluation method.
    8. Evaluate personnel performance.

Chapter 8
MERCHANDISING POLICIES AND BUDGETS

After studying this chapter you will be able to:
    1. Develop general merchandise policies.
    2. Prepare objectives for the merchandise budget.
    3. Organize the elements in merchandise budgeting.
    4. Identify the limitations of the merchandise budget.
    5. Assign the responsibility for the merchandise budget.

Chapter 9
PLANNING AND SELECTING ITEM ASSORTMENTS

After studying this chapter you will be able to:
    1. Establish a buying plan.
    2. Determine the quantities to purchase.
    3. Maximize inventory turnover.
    4. Determine customer’s wants.
    5. Identify inside sources of information on customer’s wants.
    6. Determine outside sources of successful merchandising practices.

Chapter 10
BUYING: SELECTING MECHANDISE RESOURCES

After studying this chapter you will be able to:
    1. Identify and select merchandise resources.
    2. Establish main types of suppliers.
    3. Determine what manufacturers can be merchandise sources.
    4. Use vendor information to find buyers.

Chapter 11
BUYING: NEGOTIATING WITH MECHANDISE RESOURCES

After studying this chapter you will be able to:
    1. Describe the objectives of an invoice.
    2. Establish guidelines for negotiation.
    3. Discuss terms of sale discounts.
    4. Prepare quantity discounts.
    5. Describe brokerage discounts or allowances.
    6. Utilize cash discounts.
    7. Determine the dating and terms of a sale.
    8. Identify other types of negotiations for purchasing merchandise.
    9. Prepare purchase orders and transfer titles.
    10. Explain assignment buying and memorandum buying.

Chapter 12
MERCHANDISE CONTROL

After studying this chapter you will be able to:
    1. Describe the nature and purpose of merchandise management.
    2. Identify the goals of merchandise management.
    3. List the basic types of merchandise control systems.
    4. Give examples of the benefits of unit control.
    5. Use EDP to prepare merchandise control records.
    6. Determine the physical inventory.
    7. Identify stock shortages.

Chapter 13
HANDLING INCOMING MECHANDISE

After studying this chapter you will be able to:
    1. Facilitate the activities in receiving and distributing merchandise.
    2. Establish requirements of effective performance.
    3. Develop effective processes for layout and receiving merchandise.
    4. Formulate procedures for receiving and recording incoming merchandise.
    5. Implement a method to establish checking procedures.
    6. Devise methods for marking merchandise.
    7. Prepare a process to distribute merchandise.

Chapter 14
PRICING

After studying this chapter you will be able to:
    1. Establish a sound pricing policy to maximize profits.
    2. Define the competitive pricing method.
    3. Formulate markup procedures.
    4. Identify some of the factors influencing markup.
    5. Formulate procedures for adjustments in selling prices.
    6. Define the purpose of leader merchandise.

Chapter 15
ADVERTISING AND DISPLAY

After studying this chapter you will be able to:
    1. Define the task of retail advertising.
    2. Explain the concept of cooperative advertising.
    3. Coordinate the steps in programming retail advertising.
    4. Interpret and implement a policy of truth in advertising.
    5. Facilitate effective store displays.
    6. Establish controls and responsibility for advertising and display.

Chapter 16
OTHER NONPERSONAL METHODS OF RETAIL SALES PROMOTION

After studying this chapter you will be able to:
    1. Develop and implement telephone and mail-order selling procedures.
    2. Promote sales through packaging.
    3. Label to promote retail sales.
    4. Devise consumer premiums to promote retail sales.
    5. Initiate special promotional events.
    6. Identify other methods of sales promotion.
    7. Generate publicity.
    8. Meet government regulations and safety standards.

Chapter 17
PERSONAL SALESMANSHIP

After studying this chapter you will be able to:
    1. Explain the importance of retail salesmanship.
    2. Identify the elements of a retail sale.
    3. Describe the selling process.
    4. Cultivate procedures to meet objections.
    5. Formulate guidelines for management’s responsibility for personal salesmanship.

Chapter 18
CUSTOMER SERVICES

After studying this chapter you will be able to:
    1. Identify the number and variety of services available.
    2. Establish alteration services for clothing sales.
    3. Develop a delivery policy and procedure.
    4. State how to handle customer complaints and adjustments.
    5. Establish policies for return goods.
    6. Identify other customer services.
    7. Formulate income-producing services.

Chapter 19
RETAIL CREDIT COLLECTION

After studying this chapter you will be able to:
    1. Establish a variety of types of retail credit.
    2. Explain the importance of credit sales to the retailer.
    3. Identify the problems of selling on credit.
    4. Establish credit accounting procedures.
    5. Maintain current credit information.
    6. Identify credit customers.
    7. Determine outside financial institutions that can facilitate credit sales.
    8. Implement collection procedures for past-due accounts.
    9. Comply with credit legislation.
    10. Evaluate the effectiveness of the credit department.

Chapter 20
BASIC ACCOUNTING CONTROLS

After studying this chapter you will be able to:
    1. Explain the essentiality of accounting records.
    2. Examine and explain the balance sheet.
    3. Explain the operating statement under the cost method.
    4. List the advantages and disadvantages of the retail method.

Chapter 21
ANALYZING AND CONTROLLING EXPENSES

After studying this chapter you will be able to:
    1. Develop an expense classification procedure.
    2. Prescribe an allocation or distribution of expenses procedure.
    3. Analyze and compare expense allocations.
    4. Establish an expense budgeting process and control.
    5. Initiate corrective action procedures.

Chapter 22
CONTROL OF SALES TRANSACTIONS

After studying this chapter you will be able to:
    1. Explain the nature and goals of sales transaction systems.
    2. Ascertain the requirements of an effective system.
    3. Identify the types of sales transactions.
    4. Recommend methods to record sales.

Chapter 23
RETAIL SECURITY AND LOSS PREVENTION

After studying this chapter you will be able to:
    1. Devise and implement external crime prevention strategies.
    2. Establish procedures and safe guards to prevent internal theft.
    3. Develop controls for identifying and limiting pilferage.
    4. Implement fire and accident protection strategies.

Chapter 24
MANAGEMENT COORDINATION AND LEADERSHIP

After studying this chapter you will be able to:
    1. Establish a method of coordination for profitable operation.
    2. Identify the major tools of coordination.
    3. Describe the main steps in retail research.
    4. Explain the nature and scope of retail research.
    5. Justify the need for keeping current on changing conditions and practices.
    6. Detail the role of executive management leadership in retailing.
    7. Identify management characteristics.

Chapter 25
BRICK AND MORTAR TO CLICK AND MORTAR: E-TAILING

After studying this chapter you will be able to:
    1. Define the objectives of electronic commerce.
    2. Facilitate online selling.
    3. Improve your Web presence.
    4. Discuss E-tailing strategies.
    5. Explain the competitive nature of web-based services.
    6. Identify the opportunities enjoyed by opportunistic marketing methods.
    7. Develop loyal link markets and loyal chain markets.
    8. Outline future changes in retailing.
Course Contents :

1.      Retailers and their Structure

 

2.      Retail Management Requirements

 

3.      Store Location

 

4.      Store Buildings, Fixtures, and Equipment           

 

5.      Arranging the Store’s Interior—Layout             

 

6.      Structure of the Retail Firm  

 

7.      Retail Human Resource Management

 

8.      Merchandising Policies and Budgets

 

9.      Planning and Selecting Item Assortments

 

10.  Buying: Selecting Merchandise Resources

 

11.  Buying: Negotiating with Merchandise Resources

 

12.  Merchandise Control

 

13.  Handling Incoming Merchandise

 

14.  Pricing

 

15.  Advertising and Display

 

16.  Other Nonpersonal Methods of Retail Sales Promotion

 

17.  Personal Salesmanship

 

18.  Customer Services

 

19.  Retail Credit and Collections

 

20.  Basic Accounting Controls

 

21.  Analyzing and Controlling Expenses

 

22.  Control of Sales Transactions   

 

23.  Retail Security and Loss Prevention

 

24.  Management Coordination and Leadership

 

25.  Brick and Mortar to Click and Mortar: E-Tailing
 

            Glossary

Marketing Course 44 Home: https://www.cpethink.com/marketing-cpa-courses
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