Retail Merchandising/2 - DACE

Marketing, Sales, and Service REVISED: July/2012

Course Description: Job Title: Retail Merchandising Sales Clerk

This competency-based course is the Career Pathway: Professional Sales and Marketing
second in a sequence of two designed
for retail merchandising. It provides Industry Sector: Marketing, Sales, and Service
students with project-based learning
experiences in retail sales. Technical O*NET-SOC CODE: 41-2031.00
instruction includes an introduction
and a review of workplace safety CBEDS Title: General Merchandise Retailing
policies and procedures. Emphasis is
placed on the retail operations of CBEDS No.: 4107
buying, merchandising and inventory,
pricing, security and safety as well as 78-35-85
marketing and sales, customer Retail Merchandising/2
service, retail organization,
warehousing and logistics, Credits: 5 Hours: 90
management and planning, and
entrepreneurship. The competencies Prerequisites:
in this course are aligned with the Enrollment requires successful completion of the Retail
California High School Academic Merchandising/1 (78-35-80) course.
Content Standards and the California
Career Technical Education Model
Curriculum Standards.

NOTE: For Perkins purposes this course has been designated as
a capstone course.

Sections designated by an asterisk (*) contain competencies that
meet the National Retail Federation (NRF) Foundation’s National
Professional Certification in Sales. The said competencies are
designed to capture the core sales duties for a broad range of
entry-level positions across the sales and service industries.

This course cannot be repeated once a student receives a
Certificate of Completion.

COURSE OUTLINE COMPETENCY-BASED COMPONENTS

A course outline reflects the essential intent and content of the course described. Acceptable course outlines have six
components. (Education Code Section 52506). Course outlines for all apportionment classes, including those in jails,
state hospitals, and convalescent hospitals, contain the six required elements:

(EC 52504; 5CCR 10508 [b]; Adult Education Handbook for California [1977], Section 100)

Course Outline Components Location

GOALS AND PURPOSES Cover

The educational goals or purposes of every course are clearly stated and the class periods are devoted to
instruction. The course should be broad enough in scope and should have sufficient educational worth
to justify the expenditure of public funds.

The goals and purpose of a course are stated in the COURSE DESCRIPTION. Course descriptions state the
major emphasis and content of a course, and are written to be understandable by a prospective student.

PERFORMANCE OBJECTIVES OR COMPETENCIES pp. 7-13

Objectives should be delineated and described in terms of measurable results for the student and
include the possible ways in which the objectives contribute to the student’s acquisition of skills and
competencies.

Performance Objectives are sequentially listed in the COMPETENCY-BASED COMPONENTS section of the
course outline. Competency Areas are units of instruction based on related competencies. Competency
Statements are competency area goals that together define the framework and purpose of a course.
Competencies fall on a continuum between goals and performance objectives and denote the outcome
of instruction.

Competency-based instruction tells a student before instruction what skills or knowledge they will
demonstrate after instruction. Competency-based education provides instruction which enables each
student to attain individual goals as measured against pre-stated standards.

Competency-based instruction provides immediate and continual repetition and In competency-based
education the curriculum, instruction, and assessment share common characteristics based on clearly
stated competencies. Curriculum, instruction and assessment in competency-based education are:
explicit, known, agreed upon, integrated, performance oriented, and adaptive.

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COURSE OUTLINE COMPETENCY-BASED COMPONENTS
(continued)

Course Outline Components Location
p. 15
INSTRUCTIONAL STRATEGIES
Cover
Instructional techniques or methods could include laboratory techniques, lecture method, small-group pp. 7-13
discussion, grouping plans, and other strategies used in the classroom.
p. 15
Instructional strategies for this course are listed in the TEACHING STRATEGIES AND EVALUATION section
of the course outline. Instructional strategies and activities for a course should be selected so that the Cover
overall teaching approach takes into account the instructional standards of a particular program, i.e.,
English as a Second Language, Programs for Older Adults, Programs for Adults with Disabilities.

UNITS OF STUDY, WITH APPROXIMATE HOURS ALLOTTED FOR EACH UNIT

The approximate time devoted to each instructional unit within the course, as well as the total hours for
the course, is indicated. The time in class is consistent with the needs of the student, and the length of
the class should be that it ensures the student will learn at an optimum level.

Units of study, with approximate hours allotted for each unit are listed in the COMPETENCY AREA
STATEMENT(S) of the course outline. The total hours of the course, including work-based learning hours
(community classroom and cooperative vocational education) is listed on the cover of every CBE course
outline. Each Competency Area listed within a CBE outline is assigned hours of instruction per unit.

EVALUATION PROCEDURES

The evaluation describes measurable evaluation criteria clearly within the reach of the student. The
evaluation indicates anticipated improvement in performances as well as anticipated skills and
competencies to be achieved.

Evaluation procedures are detailed in the TEACHING STRATEGIES AND EVALUATION section of the
course outline. Instructors monitor students’ progress on a continuing basis, assessing students on
attainment of objectives identified in the course outline through a variety of formal and informal tests
(applied performance procedures, observations, and simulations), paper and pencil exams, and
standardized tests.

REPETITION POLICY THAT PREVENTS PERPETUATION OF STUDENT ENROLLMENT

After a student has completed all the objectives of the course, he or she should not be allowed to
reenroll in the course. There is, therefore, a need for a statement about the conditions for possible
repetition of a course to prevent perpetuation of students in a particular program for an indefinite
period of time.

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ACKNOWLEDGMENTS

Thanks to TESSIE CASTILLO and FRED PRINZ for developing and editing this course outline. Acknowledgment is also
given to DARLENE NEILSEN for editing this course outline, and to ERICA ROSARIO for designing the original artwork
for the course covers. Thanks to ISABEL VÁZQUEZ for the leadership she provided in implementing course
sequences.

JUDY DE LA TORRE
Specialist

Career Technical Education

APPROVED: -4-

ALMA PEÑA-SANCHEZ
Interim Executive Director
Division of Adult and Career Education

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CALIFORNIA CAREER TECHNICAL EDUCATION MODEL CURRICULUM STANDARDS
Marketing, Sales, and Service Industry Sector

FOUNDATION STANDARDS

1.0 Academics - Students understand the academic content required for entry into postsecondary education
and employment in the Marketing, Sales, and Service sector.

2.0 Communications - Students understand the principles of effective oral, written, and multimedia
communication in a variety of formats and contexts.

3.0 Career Planning and Management – Students understand how to make effective decisions, use career
information, and manage personal career plans.

4.0 Technology – Students know how to use contemporary and emerging technological resources in diverse
and changing personal, community, and workplace environments.

5.0 Problem Solving and Critical Thinking – Students understand how to create alternative solutions by using
critical and creative thinking skills, such as logical reasoning, analytical thinking, and problem-solving
techniques.

6.0 Health and Safety – Students understand health and safety policies, procedures, regulations, and
practices, including the use of equipment and handling of hazardous materials.

7.0 Responsibility and Flexibility – Students know the behaviors associated with the demonstration of
responsibility and flexibility in personal, workplace, and community settings.

8.0 Ethics and Legal Responsibilities – Students understand professional, ethical, and legal behavior consistent
with applicable laws, regulations, and organizational norms.

9.0 Leadership and Teamwork – Students understand effective leadership styles, key concepts of group
dynamics, team and individual decision making, the benefits of workforce diversity, and conflict
resolution.

10.0 Technical Knowledge and Skills – Students understand the essential knowledge and skills common to all
pathways in the Marketing, Sales, and Service sector.

11.0 Demonstration and Application – Students demonstrate and apply the concepts contained in the
foundation and pathway standards.

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PROFESSIONAL SALES AND MARKETING PATHWAY STANDARDS

D1.0 Students understand the key concepts of professional sales and marketing.

D2.0 Students understand the theories and basic functions of sales management.

D3.0 Students understand how to access and use marketing information to enhance sales opportunities and
activities.

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CBE
Competency-Based Education

COMPETENCY-BASED COMPONENTS
for the Retail Merchandising/2 Course

COMPETENCY AREAS AND MINIMAL COMPETENCIES
STATEMENTS

A. INTRODUCTION AND SAFETY 1. Review the scope and purpose of the course.
Review, apply, and evaluate 2. Review the overall course content as a part of the Linked Learning Initiative.
classroom and workplace policies 3. Review classroom policies and procedures.
and safety procedures according 4. Review the importance of prioritizing work.
to federal, state, and local 5. Review classroom and workplace first aid and emergency procedures.
industry standards. 6. Review the different occupations in the Marketing, Sales and Service Industry.
(CTE Foundation Standards 7. Review the opportunities available for women in the retail merchandising
2.0, 6.0, 8.0, 9.0, 11.0)
field.
(1 hour) 8. Review the purpose of the California Occupational Safety and Health

Administration (Cal/OSHA) and its laws governing retailers.
9. Review software copyright laws as they pertain to retail merchandising.
10. Review ergonomics as it applies to retail merchandising.
11. Review and demonstrate sound ergonomic practices in organizing one’s

workspace.
12. Review causes, effects, and preventive measures for repetitive strain injuries.
13. Review and demonstrate correct scanning, cashiering techniques and

posture.
14. Review the benefits of periodic breaks to stretch and relax.
15. Review and demonstrate a variety of stretches involving the wrists, neck and

shoulders.
16. Pass the safety test with 100% accuracy.

B. RETAIL OPERATIONS: BUYING* 1. Define the following:
a. organizational buying
Understand, apply, and evaluate b. industrial buying
various buying functions c. buying for resale
performed by retailers.
(1.0, 2.0, 9.0, 10.0, 11.0) 2. Identify and describe the following:
(CTE Professional Sales and a. plans retailers use when deciding what to buy
Marketing Pathway Standard b. strategies retailers use when making buying decisions
D1.0) c. criteria retailers use when selecting supply sources
d. places where retailers can go for supply source information

3. Describe and demonstrate:
a. planning for specific items to buy for a local grocery store
b. creating specific buying strategies for a boutique clothing store
c. identifying supply sources for a local hardware store
d. places where a local appliance sales and repair store can go for supply
sources

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(10 hours) 4. Research and create tables showing the following:
a. plans used by a major grocery store when deciding what to buy
b. strategies used by a major clothing store when making buying decisions
c. criteria followed by a major home improvement center when selecting
supply sources
d. places where a major appliance distributor can go for supply source
information

C. RETAIL OPERATIONS: 1. Define the following terms:
MERCHANDISING AND a. stock shortage
INVENTORY* b. straightening
Understand, apply, and evaluate c. stocking
merchandising terminology; d. marking
describe preparation for taking e. pre-retailing
inventory. f. unit pricing
(1.0, 2.0, 5.0, 7.0, 9.0, 10.0, 11.0) g. code dating
(D1.0) h. stock turnover
i. Universal Product Code (UPC)
(10 hours)
2. Identify and describe the purpose and use of the Universal Product Code
(UPC) marking system.

3. Describe and demonstrate the following:
a. proper lifting procedures for various weights and sizes of merchandise
b. using item numbering and number matching to prepare for inventory
c. preparing inventory sheets
d. recording entries on inventory sheets
e. counting, recording, and spot-checking when taking inventory

4. Research and create tables showing the steps taken by the following
businesses to inventory merchandise:
a. a major car sales company
b. a major electronics equipment and supply outlet
c. a major pharmacy

D. RETAIL OPERATIONS: PRICING* 1. Define the following:
a. price
Understand, apply, and evaluate b. gross profit
math applications used by c. net profit
retailers. d. net loss
(1.0, 2.0, 5.0, 6.0, 8.0, 9.0, 10.0, e. markups
11.0) f. markdowns
(D1.0) g. discounts

2. Identify and describe the following:
a. goals of pricing
b. factors affecting price
c. how a firm’s net profit or loss is related to pricing
d. basic pricing strategies (cost-oriented, demand-oriented, and
competition-oriented), to pricing a product
e. effects wholesalers and retailers have on a manufacturer’s pricing
decisions
f. determining the prices of a product during its life cycle

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(10 hours) 3. Review and demonstrate the following:
a. calculating and verifying extensions on purchase orders and invoices
b. calculating discounts, sales tax, and shipping charges
c. calculating amount due or to be refunded on allowances and uneven
exchanges
d. calculating gross sales, net sales, and cost of goods sold
e. completing an income statement showing profit or loss
f. calculating simple interest and compound interest
g. calculating gross pay and net pay from payroll records
h. identifying math functions that are performed by workers in the retail
industry
i. calculating dollar and percentage markup based on cost or retail
j. calculating markdown in dollars and determine sale price as well as
maintained markup

4. Research and report on the following techniques by a major retail store:
a. calculating and verifying extensions on purchase orders and invoices
b. calculating discounts, sales tax, and shipping charges
c. calculating amount due or to be refunded on allowances and uneven
exchanges

E. RETAIL OPERATIONS: SECURITY / 1. Define the following:
SAFETY* a. theft (loss) prevention
Understand, apply, and evaluate b. anti-theft system
the loss prevention and safety c. radio frequency (RF)
methods in a retail setting. d. Radio Frequency ID (RFID)
(1.0, 2.0, 5.0, 8.0, 9.0, 10.0, 11.0) e. electronic article surveillance (EAS) system
(D1.0) f. security tower
g. sensor
(5 hours) h. security tag
i. deactivator

2. Describe the following methods used by a retail merchant to prevent theft:
a. hardware
b. software
c. raising employee awareness
d. raising customer awareness

3. Identify safety precautions which should be taken in a retail store.
4. Explain procedures commonly used for handling accidents involving

customers and company personnel.
5. Research and create tables showing the security and safety methods taken

by the following businesses:
a. a major shoe store
b. a major office equipment and supply outlet
c. a major convenient store
d. a major specialty store

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F. MARKETING AND SALES* 1. Define marketing.
Understand, apply, and evaluate 2. Describe the purpose of marketing products.
proper sales techniques; know 3. Describe common marketing media.
types of sales; and complete sales 4. Describe the purpose of a visual display.
and refund forms accurately. 5. Identify and list visual display categories.
(1.0, 2.0, 4.0, 5.0, 7.0, 9.0, 10.0, 6. Describe and demonstrate the use of the color wheel and color schemes in
11.0)
(D1.0, D2.0, D3.0) building an attractive visual display.
7. Describe and describe effective arrangement of merchandise within a store.
(15 hours) 8. Prepare a marketing layout and a visual display.
9. Research and critique internet marketing techniques that influence the

customer to:
a. select a product for purchase
b. commit to buy a product
c. close/finalize the sale
d. follow up with other purchases
10. Define sales.
11. Identify and describe the importance of the following:
a. types of sales
b. types of sales transactions
c. functions of the computerized cash register
d. rules for safeguarding money at the cash register
e. arrangement of currency and coins in a cash register drawer
f. common ways to enter sales transactions in a cash register
g. types and denominations of currency
h. types of checks
i. proper identification used for check cashing
j. major credit cards used in retail credit transactions
k. credit card fraud
l. use of debit cards
m. characteristics of products being sold
n. customer buying behaviors and their relationship to the sales process
o. traits and skills of successful salespeople
p. steps of a sale using a positive service attitude
q. approaching a customer to open a sale
r. appropriate ways to thank customers for their patronage
s. information provided by bar codes and its use in computerized retail

merchandising operations
12. Define the following:

a. upselling
b. cross-selling
13. Describe and demonstrate the following:
a. keyboarding techniques using a computerized cash register
b. how computerized sales records can be used to increase sales
c. performing computerized inventory listing by:

i. counting and recording prices
ii. stocking numbers
iii. identifying the quantity and season of merchandise

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G. CUSTOMER SERVICE* 1. Define:
Understand, apply, and evaluate a. customer service
methods used in effective b. positive messages
customer service. c. negative messages
(1.0, 2.0, 4.0, 5.0, 9.0, 10.0, 11.0)
(D2.0) 2. Identify and describe the following:
a. customer perceptions and how they form the basis of “good” customer
(10 hours) service
b. customer service as a problem-solving interaction
c. customer service as a method of building permanent relationships
between the organization and the customer
d. basic customer needs:
i. being addressed in a friendly manner
ii. being shown understanding and empathy
iii. being dealt with in a fair manner
iv. being in control
v. having options and alternatives
vi. receiving accurate and relevant information

3. Describe and demonstrate the following customer service strategies of
successful employees:
a. prompt attention to customer
b. under promising and over delivering
c. offering options

H. RETAIL ORGANIZATION AND 1. Describe employer requirements for the following:
PEOPLE* a. punctuality
Understand, apply, and evaluate b. attendance
the human relations and c. attitude toward work
employability skills required in d. quality of work
the retail industry. e. teamwork
(1.0, 2.0, 4.0, 5.0, 9.0, 10.0, 11.0) f. timeliness
(D1.0) g. communication skills

(5 hours) 2. Identify potential employers through traditional and internet sources.
3. Describe the role of electronic social networking in job search.
4. Design sample résumés.
5. Describe the importance of filling out a job application legibly, with accurate

and complete information.
6. Complete sample job application forms correctly.
7. Describe the importance of enthusiasm on the job.
8. Describe the importance of appropriate appearance on the job.
9. Describe the importance of continuous upgrading of job skills.
10. Describe customer service as a method of building permanent relationships

between the organization and the customer.
11. Demonstrate specific skills that influence customers to:

a. select a product for purchase
b. commit to buy a product
c. close/finalize the sale
d. follow up with other purchases*
12. Describe and demonstrate appropriate interviewing techniques.
13. Identify the informational materials and resources needed to be successful in
an interview.
14. Describe and demonstrate appropriate follow-up procedures.

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I. WAREHOUSING AND LOGISTICS* 1. Define the following:
Understand, apply, and evaluate a. warehousing
the value of warehousing and b. logistics
logistics in retail merchandising. c. first-in/first-out
(1.0, 2.0, 4.0, 5.0, 9.0, 10.0, 11.0) d. last-in/first-out
e. identification symbols
(10 hours) f. bulk
g. rack
h. bin
i. purchase order
j. overage
k. shortage
l. damage
m. vendor
n. grief letter

2. Describe the purpose of warehousing and logistics.
3. Describe the importance of balancing manpower and equipment.
4. Describe the effective use of a warehouse and storage layout plan.
5. Describe first-in/first-out, last-in/first-out principles.
6. Identify bulk, rack and bin locations.
7. Describe and demonstrate the following strategies:

a. checking delivery documents
b. checking purchase orders against receipts
c. determining quantity received
d. Identifying overage, shortage, and damage
e. contacting vendors
f. writing grief letters
8. Research and report on various systems for transporting merchandise.

J. MANAGEMENT AND PLANNING * 1. Define the following:
Understand, apply, and evaluate a. management
principles and procedures used in b. planning
retail management and planning. c. sustainability
(1.0, 2.0, 4.0, 5.0, 9.0, 10.0, 11.0) d. profitability
(D2.0)
2. Describe the major functions of management.
(10 hours) 3. Describe the role of planning in management.
4. Describe the importance of effective planning and management of the

following resources in the retail merchandising industry:
a. time
b. materials
c. personnel
5. Describe the benefits of effective resource planning and management in the
retail merchandising industry:
a. profitability
b. sustainability
c. company growth
6. Describe the following consequences of poor planning and management:
a. high employee turnover
b. loss of valuable training dollars
c. business failure

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K. ENTREPRENEURIAL SKILLS* 1. Define entrepreneurship.
2. Identify the necessary characteristics of successful entrepreneurs.
Understand, apply, and evaluate 3. Describe the contributions of entrepreneurs to the retail industry.
the process involved in becoming 4. Describe and explain the purpose and components of a business plan.
an entrepreneur in the retail 5. Identify personal goals prior to starting a business.
industry. 6. Describe and evaluate sources of monetary investment in a business
(2.0, 4.0, 5.0, 8.0, 9.0, 10.0, 11.0)
opportunity.
(4 hours) 7. Describe licensing requirements for the retail industry.
8. Develop a scenario depicting the student as the owner of retail business.

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SUGGESTED INSTRUCTIONAL MATERIALS and OTHER RESOURCES

TEXTBOOKS

Andrews, Brad. The Truth About Retail Jobs—How To Job—Hunt And Career-Change for Retail Jobs—The Facts
You Should Know. Emereo Pty Ltd, August 2009.
Cushman, Linda M. A Practical Approach to Merchandising Mathematics (With CDROM), 1st Edition. Fairchild
Books, March 2009.
Dawson, John, Anne Findlay, and Leigh Sparks. The Retailing Reader, 1st Edition. Taylor & Frances, Inc., June 2009.

Diamond, Jay and Sheri Litt. Retailing in the Twenty-First Century. Fairchild Books, June 2009.

Easterling, Cynthia R., Ellen L. Farese, Marian H. Jernigan, and Beth E. S. Wuest. Merchandising Math for Retailing,
4th Edition. Prentice Hall, May 2007.

Kincade, Doris H. and Fay Y. Gibson. Merchandising of Fashion Products. Prentice Hall, October 2006.
Kunz, Grace I. Merchandising: Theory, Principles, and Practice, 3rd Edition. Fairchild Books, October 2009.

Morgan, Tony. Visual Merchandising. Laurence King Publishers, March 2008.
Varley, Rosemary. Retail Product Management: Buying and Merchandising, 2nd Edition. Taylor & Francis, Inc.,
December 2005.

RESOURCES

Employer Advisory Board members

CTE Foundation Standards
http://www.cde.ca.gov/ci/ct/sf/documents/ctestandards.pdf
http://www.cde.ca.gov/be/st/ss/documents/ctestandards.doc

COMPETENCY CHECKLIST

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TEACHING STRATEGIES and EVALUATION

METHODS AND PROCEDURES

A. Lecture and discussion

B. Demonstration

C. Individualized Instruction
D. Multimedia Presentations

E. Critical Thinking and Listening Skills Exercises
F. Peer Teaching

G. Cooperative Learning

EVALUATION

SECTION A – Introduction and Safety –Pass the classroom safety test with a score of 100%.

SECTION B – Retail Operations: Buying*– Pass all assignments and exams on retail operations: buying* with a minimum
score of 80% or higher.

SECTION C – Retail Operations: Merchandising and Inventory*– Pass all assignments and exams on retail operations:
merchandising and inventory* with a minimum score of 80% or higher.

SECTION D – Retail Operations: Pricing*– Pass all assignments and exams on retail operations: pricing* with a minimum
score of 80% or higher.

SECTION E – Retail Operations: Security / Safety*– Pass all assignments and exams on retail operations: security /
safety* with a minimum score of 80% or higher.

SECTION F – Marketing and Sales*– Pass all assignments and exams on marketing and sales* with a minimum score of
80% or higher.

SECTION G – Customer Service* – Pass all assignments and exams on customer service* with a minimum score of 80%
or higher.

SECTION H – Retail Organization and People* – Pass all assignments and exams on retail organization and people* with
a minimum score of 80% or higher.

SECTION I – Warehousing and Logistics* – Pass all assignments and exams on warehousing and logistics* with a
minimum score of 80% or higher.

SECTION J – Management and Planning* – Pass all assignments and exams on management and planning* with a
minimum score of 80% or higher.

SECTION K– Entrepreneurial Skills* – Pass all assignments and exams on entrepreneurial skills* with a minimum score
of 80% or higher.

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Statement for Civil Rights

All educational and vocational opportunities are offered without regard to race, color,
national origin, gender, or physical disability.

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RETAIL MERCHANDISING/2 (90 Hours)

Course No.: 78-35-85

COMPETENCY CHECKLIST

Student Name __________________________________________________________________________

Teacher Name _________________________________ School Site _______________________________

Start Date ________________ Completion Date __________________ Certificate Date________________

Teacher Signature____________________________ Student Signature ___________________________

(Signature verifies completion of course competencies)

A. INTRODUCTION AND SAFETY (1 hr) _____ 4. Research/report on major retail store pricing
_____ 1.Scope and purpose of the course
_____ 2. Course content as part of Linked Learning E. RETAIL OPERATIONS: SECURITY/SAFETY* (5 hrs)
_____ 3. Classroom policies and procedures _____ 1. Define listed terms related to topic
_____ 4. Importance of prioritizing work _____ 2. Methods used by merchants to prevent theft
_____ 5. Class/work first aid & emergency procedures _____ 3. Safety precautions taken in retail store
_____ 6. Occupations available in industry _____ 4. Procedures for handling accidents
_____ 7. Occupations available for women in field _____ 5. Tables for businesses security/safety methods
_____ 8. Cal/OSHA laws governing retail service
_____ 9. Software copyright laws that pertain F. MARKETING AND SALES* (15 hrs)
____ 10. Ergonomics as it applies to customer service _____ 1. Define marketing
____ 11. Ergonomic practices in organizing workspace _____ 2. Purpose of marketing products
____ 12. Preventing repetitive strain injuries _____ 3. Common marketing media
____ 13. Correct scanning & cashiering posture _____ 4. Purpose of visual display
____ 14. Benefits of periodic breaks to stretch & relax _____ 5. List visual display categories
____ 15. Demo variety of stretches _____ 6. Demo use of color wheel/schemes in display
____ 16. Pass safety test with 100% accuracy _____ 7. Effective merchandise arrangement in store
_____ 8. Prepare marketing layout & visual display
B. RETAIL OPERATIONS: BUYING* (10 hrs) _____ 9. Critique listed internet marketing techniques
_____ 1. Define types of buying ____ 10. Define sales
_____ 2. Identify buying plans/strategies ____ 11. Identify listed items pertaining to sales
_____ 3. Demo buying functions/strategies ____ 12. Upselling/cross-selling
_____ 4. Research/create tables of buying strategies ____ 13. Demo sales tasks using a computer/register

C. RETAIL OPERATIONS: MERCHANDISING AND G. CUSTOMER SERIVCE* (10 hrs)
INVENTORY* (10 hrs) _____ 1. Define listed terms related to topic
_____ 1. Define listed items related to topic _____ 2. Methods used in effective customer service
_____ 2. Purpose/use of UPC marking system _____ 3. Demo successful customer service strategies
_____ 3. Demo inventory procedures
_____ 4. Create table w/steps for listed inventories H. RETAIL ORGANIZATION AND PEOPLE (5 hrs)
_____ 1. Employer requirements for employees
D. RETAIL OPERATIONS: PRICING* (10 hrs) 1 _____ 2. Identify potential employers
_____ 1. Define listed terms related to topic _____ 3. Role of electronic social networking in search
_____ 2. Identify pricing goals/strategies _____ 4. Design sample resumes
_____ 3. Demo listed pricing calculations _____ 5. Importance of accurate job application

Los Angeles Unified School District Course No.: 78-35-85
Division of Adult and Career Education

_____ 6. Complete job application correctly
_____ 7. Importance of enthusiasm on job
_____ 8. Appropriate appearance on job
_____ 9. Continuous upgrading of job skills
____ 10. Customer service as way to build business
____ 11. Demo skills that influence customers
____ 12. Demo appropriate interviewing techniques
____ 13. Info/resources to be successful in interview
____ 14. Appropriate follow-up procedures

I. WAREHOUSING AND LOGISTICS (10 hrs)
_____ 1. Define listed terms related to topic
_____ 2. Purpose of warehousing and logistics
_____ 3. Balancing manpower and equipment
_____ 4. Effective use of warehouse & storage layout
_____ 5. First-in/first-out & last-in/first-out principles
_____ 6. Identify bulk, rack & bin locations
_____ 7. Demo warehousing strategies
_____ 8. Systems for transporting merchandise

J. MANAGEMENT AND PLANNING* (10 hrs)
_____ 1. Define listed terms related to topic
_____ 2. Major functions of management
_____ 3. Role of planning in management
_____ 4. Effective use of resources in retail industry
_____ 5. Benefits of effective use of resources
_____ 6. Results of poor planning & management

K. ENTREPRENEURIAL SKILLS* (4 hrs)
_____ 1. Define entrepreneurship
_____ 2. Characteristics of successful entrepreneurs
_____ 3. Contributions of entrepreneurs to industry
_____ 4. Purpose/components of a business plan
_____ 5. Set personal goals prior to starting business
_____ 6. Sources of monetary investment in business
_____ 7. Licensing requirements for retail industry
_____ 8. Scenario: student as owner of retail business

Los Angeles Unified School District 2 Course No.: 78-35-85
Division of Adult and Career Education