EASTERN ARIZONA COLLEGE

Retail Management
Course Design
2010-2011

Course Information
Division Business
Course Number BUS 211
Title Retail Management
Credits 3
Developed by Erin Motes
Lecture/Lab Ratio 3 Lecture/0 Lab
Transfer Status ASU NAU UA

Elective Credit Elective Credit Elective Credit

Activity Course No
CIP Code 52.0100
Assessment Mode Pre/Post Test (25 Questions/50 Points)
Semester Taught Spring
GE Category None
Separate Lab No
Awareness Course No
Intensive Writing Course No

Prerequisites
None

Educational Value
A. TO GENERAL EDUCATION: Acquaints the student with important retail management concepts that
are ever-present in today's work environment. The course introduces concepts which will help the
student understand these forces.

B. TO MAJOR / PROGRAM: Required for the Retail Management Certificate. It also serves as an
option choice for several other occupational programs.

C. OTHER: The principles learned in this course assist students in understanding and managing one's
own personal day-to-day affairs.

Description
Principles and practices used in the management of retail stores. Includes site selection, layout,
organization, staffing, positioning, customer service, promotional techniques, and all aspects of the
buying function.

EASTERN ARIZONA COLLEGE -1- Retail Management

Equal Opportunity Employer and Educator
Supplies
None

Competencies and Performance Standards

1. Analyze the environment of retailing
Learning objectives
What you will learn as you master the competency:
a. Examine the concepts retailing
b. Analyze the types of retailers
c. Analyze customer buying behavior
Performance Standards
Competence will be demonstrated:
o on satisfactory completion of "hands on" activities
o on satisfactory completion of review questions
o on satisfactory completion of written exam
Criteria - Performance will be satisfactory when:
o learner examines the concepts retailing
o learner analyzes the types of retailers
o learner analyzes customer buying behavior

2. Characterize retailing strategy

Learning objectives
What you will learn as you master the competency:
a. Develop a retail market strategy
b. Examine retailing financial strategy
c. Explain the facets of retail location
d. Elaborate upon site selection factors
e. Explore retail human resource management
f. Articulate information systems and supply chain management strategies
g. Explain customer relationship management
Performance Standards
Competence will be demonstrated:
o on satisfactory completion of "hands on" activities
o on satisfactory completion of review questions
o on satisfactory completion of written exam
Criteria - Performance will be satisfactory when:
o learner develops a retail market strategy
o learner examines retailing financial strategy
o learner explains the facets of retail location
o learner elaborates upon site selection factors
o learner explores retail human resource management

EASTERN ARIZONA COLLEGE -2- Retail Management

Equal Opportunity Employer and Educator
 o learner articulates information systems and supply chain management strategies
o learner explains customer relationship management

3. Explain merchandise management

Learning objectives
What you will learn as you master the competency:
a. Plan merchandise assortments
b. Determine optimal buying systems
c. Explain the factors of buying merchandise
d. Examine pricing strategy
e. Break down the retail communication mix
Performance Standards
Competence will be demonstrated:
o on satisfactory completion of "hands on" activities
o on satisfactory completion of review questions
o on satisfactory completion of written exam
Criteria - Performance will be satisfactory when:
o learner plans merchandise assortments
o learner determines optimal buying systems
o learner explains the factors of buying merchandise
o learner examines pricing strategy
o learner breaks down the retail communication mix

4. Examine store management

Learning objectives
What you will learn as you master the competency:
a. Discuss the facets of managing a retail store
b. Explain store layout, design, and visual merchandising
c. Examine good customer service
Performance Standards
Competence will be demonstrated:
o on satisfactory completion of "hands on" activities
o on satisfactory completion of review questions
o on satisfactory completion of written exam
Criteria - Performance will be satisfactory when:
o learner discusses the facets of managing a retail store
o learner explains store layout, design, and visual merchandising
o learner examines good customer service

EASTERN ARIZONA COLLEGE -3- Retail Management

Equal Opportunity Employer and Educator
Types of Instruction
Classroom Presentation

Grading Information
Grading Rationale
One-hour tests and final exam 40%
Post-test 10%
Assignments - Review Questions 25%
"Hands-on" Activities 25%
Total possible 100%

Grading Scale
A 90-100%
B 80-89%
C 70-79%
D 60-69%
F Below 60%

EASTERN ARIZONA COLLEGE -4- Retail Management

Equal Opportunity Employer and Educator