School of Retail Management

Transcription

1 Footwear Design and Development Institute School of Retail Management 5 YEARS IPRM INTEGRATED PROGRAMME BBA +MBA (RETAIL MANAGEMENT)

2 INTEGRATED PROGRAMME BBA +MBA (RETAIL MANAGEMENT) FIVE YEARS SEMESTER IV S.NO MODULE MODULE CODE 1 Mall Management IRM401 THEORY/ PRACTICAL HOURS WEEKLY CREDITS T Retail Branding 3 Sales Management 4 Product Knowledge in leather goods 5 Retail Software IRM402 IRM403 IRM404 IRM405 T 4 4 T 4 4 P 4 2 T Art of Public Speaking-2 Fashion Accessories 8 E commerce IRM407 IRM408 P 2 1 T 4 4 IRM 406 P 2 2

3 Module Title: Module Code: Contact hours MODULE CONTENTS Mall Management IRM hours per week for 15 weeks Unit 1 History of malls Introduction of malls Malls in India Unit 2 Types of malls Growth of malls in India Dynamics of a mall Mall Management terminology Unit 3 Pre development process Market analysis Mall development work Unit 4 Site control and acquisition Shopping centre planning and design Pre operational stage Unit 5 Case study/ project Unit 6 Lease agreement components Sample lease agreement Unit 7 Tenants perspective Issues un leasing Incentive compatibility Unit 8 Concept of tenant mix Tenant mix plan Managing retail tenant mix

4 Unit 9 Issues in evolving tenant mix Policies in tenant mix Concept of anchor store Unit 10 Exercise: Case study/ Project Unit 11 Area of maintenance Mall management CAM area Unit 12 Parking management Insurance Air conditioning/ Engineering System Unit 13 Entertainment in shopping Customer overall satisfaction Factors for consumers Unit 14 Dimensions of retailer s attributes Food court/ Multiplex Regulation and policies- multiplex Unit 15 Assessment/ Case study/ Project Unit 16 Common area signage Kiosk Marketing Plan Unit 17 Branding opportunities in malls Various Signages Marketing communication in malls Unit 15 FDI in Malls Taxes- Stamp Duty

5 Land area issues Case Study Indicative Reading Mall Management by Abhijit Das Robolt,n.j. concept and cases in retail and merchandise, management.-- New york: fairchild, Fernie,j. logistics and retail management.-- london: kogan page, Tepper, bette k. mathematics for retail buying.-- new York: Fairchild, Drake,M.F. retail fashion promotion and advertising.--new York: Macmillan, barman, Barry, retail management.-- new jersy: prentice hall, Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

6 Module Title: Module Code: Contact hours MODULE CONTENTS Retail Branding IRM hours per week for 15 weeks Unit 1- Definition of Branding Unit 2- Brand v/s Product Unit 3- Elements of a Strong Brand Unit 4- Major Branding Decisions Unit 5- Brand Sponsors Unit 6- Brand Strategy Decisions Unit 7- Brand Name Decisions Unit 8- Steps involved in Branding Unit 9- National Brands v/s Private Labels Unit 10- Brand Positioning & Repositioning Unit 11- Co-Branding Unit 12- Battle of the Brands Unit 13- Brand Personality Indicative Reading Kevin Lane Keller, Strategic Brand Management, Pearson Education, India. 2. U.C. Mathur, Product management Excel Books, New Delhi, India. Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

7 Module Title: Module Code: Contact hours Sales Management IRM hours per week for 15 weeks MODULE CONTENTS Unit 1 Sales Management Introduction of sales management Evolution of sales management Sales executive as coordinator Sales management and control Unit 2 Sales Organization Purpose Of Sales Organization Setting up the Sales organization Basic Types of Sales Organization Sales Department Relationships with other departments Interdepartmental Relations and Coordination Distributive-Network Relationships Unit 3 Personal Selling Objective Importance of Personal Selling Diversity of Personal-selling situations Process of Personal Selling Personal Selling and Salesmanship Determining The Kind of Sale Personal Determining The Size of The Sale Personal Theories of selling- AIDAS theory of selling, Right set of circumstances theory of selling, buying formula theory of selling. Sales Promotion Tools and Techniques Unit 4 Determining The Sales Related Marketing Policies Product Policies o Product Line Policy o Product Design Policy o Product quality and Service Policy Distribution Policy o Policies on Marketing Channels o Policy on Distribution Intensity Pricing Policy o Policy on price related to competition o Policy on price related to cost o Policy on uniformity of price to different buyer o Policy on discounts

8 o Geographical pricing policies o Competitive bidding policy o Policy on price leadership Promotion Policy o Advertising Policies o Sales Promotion Policies o Direct Marketing o Public Relation and Publicity Unit 5 Personal Management in selling Field Nature of Sale Force Planning Job Analysis Job Description Job Specification Sales Personnel Turnover Unit 6 Recruitment and Selection of Sales Personnel Organization of Recruitment and Selection The Pre Recruiting Reservoir Sources of Recruitment The Selection Process Types of Tests for Selection Interview Techniques Problem in Selection Unit 7 Planning, Executing and Evaluating The Sale Force Objective of Training Identification of Training content Deciding the Training content Various Sales Training Method Philosophies of Training Identification of Sales Trainees Timing of Training Selection of Site for training Instructional Material and Training Aids Evaluating Sales Trainees Programs Unit 8- Motivating the Sale Force Concept of Motivation Reason for Motivating The Sales Force Benefits of motivation Theories of Motivation and their Implications on sales person Unit 9- Compensating the Sale Force Characteristics of a Good Compensation Plan Methods of Remunerating the Salesperson Determining the basis of commission

9 Designing the sales Compensation plan Fringe Benefits Unit 10- Sales meeting and Sales Contests Types of Sales Meeting Planning the Sales Meeting Objectives of Sale Contests How to Develop The Sale Contests Characteristics Of a Good Sale Contests Objections to Sale Contests Unit 11- Managing the expenses of Sales Personnel Reimbursement of Sales expenses Policies and Practices Methods of controlling and reimbursing the expenses of Sales Personnel Reimbursement of Automobile Expenses Conclusion Unit 12- Evaluating The Sale Force the Sale Force Meaning of Performance Evaluations Purpose of Performance Evaluations Standards of Performance Evaluations Recording of Personal Evaluations Comparing the actual with standards Taking corrective actions Unit 13- Controlling the Sales Efforts [ Sales Quotas o Meaning and objectives of Quotas o Attribute of a good Quotas o Types of Quotas o Procedure for setting sales volume Quotas o Factors to consider while setting Quotas Sales Territories o Concept of Sale Territories o Reason for establishing the Sale Territories o Procedure for setting territories o Routing and Scheduling the Sales territories Unit 14- Customer Value Relationship Marketing Meaning and objective Indicative Reading : Sales Management - Decisions, Strategies & cases, Richard, R. Still, Edward W. Cundiff, Norman A. P. Govoni - Prentice Hall, India

10 Sales Management- S.A. Chunawalla Logistical Management Donald J. Bowersex and David J. Closs - TataMcGrawHill Retailing Management Ronald W. Hasty and James Reardon TataMcGrawHill Magazines Images Retail, Storai, Franchisee, Business India Business Newspapers with supplements like Brand line etc. Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

11 Module Title: Module Code: Contact hours MODULE CONTENTS Fashion Accessories IRM hours per week for 15 weeks Unit 1- Introduction to fashion accessories Types, Basic materials used, prominent fashion examples, Prominent Brands for: Unit 2- Handbags Unit 3- Belts Unit 4- Footwear Unit 5- Luggage Bags Unit 6- Gloves Unit 7- Hats & caps Unit 8- Scarves & shawls Unit 9- Jewelry Unit10- Watches Unit 11- Home furnishings Table linens Bed linens Carpets & rugs Soft furnishing Towels Indicative Reading: Frank Theodore (2007), Fabric for the Designed Interior, New York, Fairchild Publications Tortora Phyllis (2005), Encyclopedia of Fashion Accessories, Om Books Publications Peacock John (2000), Fashion Accessories, London, Thames & Hudson McKelvey Kathryn (2006), Fashion source Book, Om Books Publications Pizzuto s J.J. (2010), Fabric Science, New York, Fairchild Publications Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

12 Module Title: Module Code: Contact hours Product Knowledge in Leather Goods IRM hours per week for 15 weeks MODULE CONTENTS Unit 1 Introduction to leather What is Leather and its characteristics Types of Leather Leather processing Tanning Finishing Processes Leather Surface Ornamentations Unit 2 Introduction to Leather accessories Overview of the leather accessory market Belts/ Bags/ Hats/ Home Furnishings etc. Design Process Manufacturing process Costing of various accessories Quality aspect Unit 3 Introduction to Leather apparels Types and common articles Construction details Machinery Used Stitches Used Costing of apparel Quality aspect Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

13 Module Title: Module Code: Contact hours Retail Software IRM hours per week for 15 weeks MODULE CONTENTS Unit 1: IS in organization Types of IS Transaction Processing System Management Information System Decision Support System Executive Support System Unit 2: E-Commerce and ERP E-commerce B2B B2C C2C Unit 3: Retail software introduction Introduction to software Explanation of Data flow in the software Retail ERP process flow chart Unit 4 : Retail Module Day begin Counter opening Retail invoice Counter close Day end Re-open counter Credit note Stock In /Stock out Day summary Sales Analysis Unit 5: Purchase Module Requisition Quotation Purchase order Planning Reports Unit 6: Store & Inventory Barcodes

14 Receipts Inspection Issues Allocations Reports Unit 7: Sales & Distribution Pricing & Promotions Orders Sales Reports Unit 8 : E.D.I. Setup EDI Unit 9: C.R.M. Master CRM Indicative Readings: Armstrong, M. A Handbook of Management Techniques, 1993, Kogan Page Ltd., London, 2 nd Edition Kotler, Philip Marketing Management, 1999, Prentice-Hall of India, New Delhi, 10 th Edition [Edited by Wendy L. Currie] Rethinking Management Information Systems, 1999, Oxford University Press Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

15 Module Title: Module Code: Contact hours MODULE CONTENTS Art of Public Speaking-2 IRM hours per week for 15 weeks Unit 1- Involving the audience and holding the podium power Unit 2- Enhancing the presentation Skill Unit 3- How to keep your presentation interesting Unit 4- Secrets of Star Presentations Unit 5- Humor Unit 6- Types of Presentations Unit 7- Factors impeding the understanding public speaking situations Unit 8- Feed back and evaluation of presentation Unit 9- Self confidence for effective communications Unit 10- Speaking without fear Unit 11- The burden of shyness Unit 12- The impression you make Unit 13- Perception in communication Unit 14- Interpersonal behavior Unit 15- Misunderstandings in communication Unit 16- Stages in writing of a presentation Unit 17- Designing and writing of speech Unit 18- Structuring the body of a presentation Unit 19- Diction, the out line Module Assessment Internal 50%, through Assignments /projects/ test External 50% through end term exam

16 Module Title: Module Code: Contact hours MODULE CONTENTS E commerce IRM hours per week for 15 weeks E-commerce and its Technological Aspects Overview of developments in Information Technology and Defining E-Commerce: The scope of E commerce, Electronic Market, Electronic Data Interchange, Internet Commerce, Benefits and limitations of E-Commerce, Produce a generic framework for E-Commerce, Architectural framework of Electronic Commerce, Web based E Commerce Architecture. Consumer Oriented E Commerce E-Retailing: Traditional retailing and e retailing, Benefits of e retailing, Key success factors, Models of e retailing, Features of e retailing. E services: Categories of e-services, Web-enabled services, matchmaking services, Information-selling on the web, e entertainment, Auctions and other specialized services. Business to Business Electronic Commerce Electronic Data Interchange: Benefits of EDI, EDI technology, EDI standards, EDI communications, EDI Implementation, EDI Agreements, EDI Security. Electronic Payment Systems, Need of Electronic Payment System: Study and examine the use of Electronic Payment system and the protocols used, Study Electronic Fund Transfer and secure electronic transaction protocol for credit card payment. Digital economy: Identify the methods of payments on the net Electronic Cash, cheques and credit cards on the Internet. Security in E Commerce Threats in Computer Systems: Virus, Cyber Crime Network Security: Encryption, Protecting Web server with a Firewall, Firewall and the Security Policy, Network Firewalls and Application Firewalls, Proxy Server. Issues in E Commerce Understanding Ethical, Social and Political issues in E-Commerce: A model for Organizing the issues, Basic Ethical Concepts, Analyzing Ethical Dilemmas, Candidate Ethical principles Privacy and Information Rights: Information collected at E-Commerce Websites, The Concept of Privacy, Legal protections Intellectual Property Rights: Types of Intellectual Property protection, Governance. Suggested Reading: 1. Elias. M. Awad, " Electronic Commerce", Prentice-Hall of India Pvt Ltd. 2. RaviKalakota, Andrew B. Whinston, "Electronic Commerce-A Manager's guide", Addison- Wesley. 3. Efraim Turban, Jae Lee, David King, H.Michael Chung, Electronic Commerce A ManagerialPerspective", Addison-Wesley. 4. Elias M Award, Electronic Commerce from Vision to Fulfilment, 3rd Edition, PHI, Judy Strauss, Adel El-Ansary, Raymond Frost, E-Marketing, 3RDEdition, Pearson Education.