RETAIL & SALES MANAGEMENT

The following course in Retail and Sales Management is provided in its entirety by GYAN GANGA
GROUP OF INSTITUTIONS which strives to make knowledge and education readily available to those
seeking advancement regardless of their socio-economic situation, location or other previously limiting factors.

UNIT I
 Concept of sales management.
 The nature and role of sales management.
 Objectives of sales management.
 Theories of selling, sales executive as a coordinator.
 Relations of sales management with other marketing activities.
 Sales and marketing planning.
 The place of selling in marketing plan.
 Relationship selling.
 Personal selling objective.
 Sales Forecasting.
 Sales Environment:- Sales channel, Sales promotion, Selling and Reselling.

UNIT II
 Introduction to Retailing
 Significance of retail industry
 New role of retailers
 Indian retail scenario and its future prospects.
 Retail Formats and Theories
 Concept of retail life cycle,
 Classification of retail stores
 Understanding the Retail Consumers
 The factors influencing retail shopper Consumer decision making process changes in the Indian
consumer the use of market research as a tool for understanding markets and consumers

UNIT III
 Customer Service

 How to guide the sales/service conversation efficiently and effectively.

 Adapt the communication style

 Question customers around lifestyle needs

 Build trusting, long term relationships

UNIT IV
 Project Work
A very crucial feature of this program is that it is planned around project work. The objective of the
project work is to help the student develop the ability to apply the concepts learned and to bring about
an improvement in the work environment. The students are required to undertake Project Work in the
Industry as a part of the curriculum
Assignments
 Students will have to submit two assignments for the course. Continuous
 learning and evaluation is achieved by undertaking the assignments at regular intervals during the
semester.

End Term Examination

An End Term Examination will be conducted at the end of the program to test the comprehensive
knowledge of skills, tools and techniques of the learners, which they have learned during the course of
the programme. The evaluation system of the programme is based on the following components:

•End Term Examination

•Assignments

Standard of Passing
 In order to pass the course, a candidate will have to obtain minimum 40% marks.

Student is required to pass separately Assignment and External Evaluation as per given below in the
table:

Evaluation Assignment External

Maximum Marks 30 70
Minimum Marks 12 28