1. Certificate Course in
Retail Management
(RAI)- with FDI
modules
An extensive certificate course to explain you the basics of
retail, category management, retail store operations,
performance metrics and designing marketing and
promotional strategies

2. Read more at: EduKart Certificate Course in Retail Management
• Retailers Association of India (RAI) is the unified
voice of Indian retailers.
• RAI works with all the stakeholders for creating the
right environment for the growth of the modern
retail industry in India.
• RAI works towards educating and training the
retailers to adopt modern retail practices in India.
About RAI
A few members of RAI…

3. Read more at: EduKart Certificate Course in Retail Management
• The comprehensive certificate course in retail
management develops practical understanding of the
retail sector covering crucial areas like Retail Buying,
Category Management, Retail Store Operations and
Customer Marketing.
• The certificate course gives real world understanding of
What does the complete retail sector and prepares the participant
to get ready for the a rewarding career in the retail
the course sector. The course also equips the participants with the
cover? tools and terminologies that will be required to survive
and grow in this ever growing sector.
• The successful participants are ready to be employed in
profiles such as category managers, retail buyers,
supply chain and logistics managers, brand managers,
sales managers, category managers, store managers,
department managers and project managers.

4. Read more at: EduKart Certificate Course in Retail Management
• 28 sessions of 2 hours each
• Telephonic presentations of 6 hours
• Go through the sessions at your own pace in a
duration of 6 months
• Continuous Assessments to evaluate your progress
• Get Certified at the end of the course
• Get unlimited telephonic support
Course
Dynamics

5. Read more at: EduKart Certificate Course in Retail Management
Introduction to Retail
• What is Retailing
• Functions of Retailing
• History of Retail Industry
• Retailing as a Career
• Important Concepts and Definitions in Retail
Category Management Process
Sessions • Explain the meaning of category
• List each step in the category management process
Overview • Identify the objectives of steps in the category
management process
• Describe how each step in the category management
process is addressed

6. Read more at: EduKart Certificate Course in Retail Management
Category Management – Benefits, Enablers & Challenges
• List the benefits of category management
• Explain the factors that enable category management
• Describe the role of a category captain
• Discuss the challenges in category management
• Explain the role of information technology in category
management
Merchandising Overview
Sessions • Basics of merchandising
• benefits of merchandising
Overview • Types of merchandise
• Merchandise hierarchy
• Essential inputs for successful merchandising

7. Read more at: EduKart Certificate Course in Retail Management
Retail Sourcing Overview
• Define the concept of sourcing
• Explain the significance of sourcing in retail
• Describe how sourcing differs from purchasing and
procurement
• Explain the supplier relationship management
• List the processes involved in supplier relationship
management
Sessions Merchandise Procurement
Overview • Procurement decisions retailers take
• Key tasks and activities involved in the procurement process
• Critical factors for effective strategic sourcing

8. Read more at: EduKart Certificate Course in Retail Management
Merchandise Forecasting and Budgeting
• Describe merchandise forecasting
• Explain how merchandise forecasting is done
• List the methods employed for merchandise forecasting
• Describe merchandise budgeting
• Explain how merchandise budgeting is done
• List the essential components of a merchandise budget
Sessions Sourcing: Measures, IT & Trends
• Explain the process of supplier performance measurement
Overview • Explain the process of procurement function measurement
• Explain the use of IT in retail
• Identify some current sourcing trends

9. Read more at: EduKart Certificate Course in Retail Management
Store Design Objectives
• Describe visual merchandising
• Explain the purpose of store design
• Infer the relation of store design & visual merchandising
while addressing retail strategy
• Identify the store design concepts as addressed by Indian
retailers
Sessions
Store Layout
Explain the significance of a store layout
Overview • List the factors affecting store layout planning
• Describe the different types of store layouts
• State the advantages and disadvantages of each layout
• Explain the impact of signage, graphics and features areas on
store design

10. Read more at: EduKart Certificate Course in Retail Management
Space Management
• Importance of space management
• Two decisions involving space management
• Space allocation across merchandise categories
Fixtures, Presentation and Atmospherics
• Different types of fixtures
Sessions • Different presentation techniques used to
display merchandise
Overview • Atmospherics – influence on sales

11. Read more at: EduKart Certificate Course in Retail Management
Global Sourcing and Green Sourcing
• Define global sourcing
• Explain green sourcing
• Recognize the key drivers for green sourcing
• List the advantages and disadvantages of global
and green sourcing
• Identify the processes involved in global sourcing
• Indentify some challenges faced in global and
Sessions green sourcing
Overview

12. Read more at: EduKart Certificate Course in Retail Management
Communication and Customer Handling
• Communication challenges faced by retail salespersons
• Components of pre-sales communication
• Sales people interaction with customers to make a sale
• Post-sale activities
• Handling customer complaints
• Role of customer service desk in retail operations
Sessions • How to improve customer responsiveness
Overview

13. Read more at: EduKart Certificate Course in Retail Management
Pricing, Promotions & Markdowns - part 1
• Setting and managing the Retail pricing points
• Management of retail promotions
Pricing, Promotions & Markdowns - part 2
• Meaning of retail markdown
• Management of retail markdowns
Sessions
Overview

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Stock and Inventory Management
• Stock management and its significance
• Meaning of perpetual stock and annual inventory
• Meaning of negative stock
• Causes of negative stock
• Importance of quality management
• Describe how returns and defective goods are managed
Sessions • Meaning of gap management
Overview • Explain the meaning of deleted line

15. Read more at: EduKart Certificate Course in Retail Management
Supply Chain Management
• Learn the key steps in supply chain management
• Understand the importance of SCM
• Understand types of SCM techniques
Retail Store Operations
• Understand the key processes in a retail store
• Learn how to manage relationships with various
Sessions stakeholders in a store
Overview • Understand the critical daily functions in managing a store
Enterprise Resource Planning
• Understand the meaning and importance of ERP
• Integration of ERP in a Retail Store

16. Read more at: EduKart Certificate Course in Retail Management
Measuring Retail Performance - part 1
• Identify the various parameters for checking retail
performance
• Concepts of average stock value and average sale value
• Method of growth calculation
• Calculation of sales per square feet
• Calculation of per person productivity per day
Sessions Measuring Retail Performance - part 2
Overview • Conversion
• Average bill value
• Average basket size
• Line fill and case fill
• Stock turn

17. Read more at: EduKart Certificate Course in Retail Management
Customer Relationship Management
• Explain the meaning of customer relationship
management (CRM)
• Benefits of CRM
• Customer loyalty
• Key steps in the CRM process
• Identify the privacy concerns
Sessions • Explain how privacy concerns are addressed
Overview

18. Read more at: EduKart Certificate Course in Retail Management
Introduction to Retail Selling
• Explain the concept of personal selling
• Define the Golden Rule of personal selling
• Understand why relationship building is important in selling
• Identify characteristics of a successful salesperson
• Describe the steps of a typical sales process
• Understand why people buy things
Sessions • Apply the FAB and Trial Close approaches to make a sale
Overview The Sales Process
• List steps of the sales process
• Identify various prospecting methods
• Understand the importance of planning the sales call
• Determine the best approach for a sales presentation

19. Read more at: EduKart Certificate Course in Retail Management
Customer Loyalty Schemes
• Discuss the importance of Customer Loyalty
• Understand the concept of Customer Lifetime Value
• Discuss case studies from Indian Retail stores on establishing
and managing customer loyalty
Retail Strategy and FDI
Sessions • Develop competitive advantage for the store
• Identifying locations for the store
Overview • Developing vendor relationships
• Charting out the growth strategies
• Understanding the implication of FDI policy in India
Retail Essentials
• Summarize the key concepts of Retail
• Recap the important terms and definitions of the Retail
Sector

20. Read more at: EduKart Certificate Course in Retail Management
Understanding FDI in Indian Context
• Understanding FDI
• Policies before FDI
• Indian Retail Market Overview
• Importance of Retail for Indian Economy
Sessions • Why India is an attractive destination for FDI
• Advantages of FDI in Retail
Overview • The Big Decision!
• Potential Entrants

21. Read more at: EduKart Certificate Course in Retail Management
FDI: Execution and Impact
• Stories from other countries
• Examples from China
• Expert’s Opinion
• Stages of FDI Investment
Sessions • Benefits of FDI Infusion
• Flow of Goods from producers to consumers
Overview • Impact of Farmers
• Impact of Traders
• Challenges for the organised retail sector

22. Read more at: EduKart Certificate Course in Retail Management
Industry
Relevant
course content
developed with
the help of
industry
professionals
from…
* - courses have been reviewed by employees of companies whose logos are displayed. The companies are not liable or
responsible for the accuracy for the material

23. Read more at: EduKart Certificate Course in Retail Management
Organized Retail - multibrand/hypermarket
e-tailing/ multichannel retailing/FMCG
Target Sector addressing the aspirational needs of the young Indian
for population
employment
more than 1.7 crore jobs to be created till 2022

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