Management of Retail Buying
July 2005, ©2006
This text is appropriate for students in Retail Management or Fashion Merchandising programs, for courses in Retail Buying.
Chapter 1: An Overview of Retail Buying.
Chapter 2: The Roles of Buying Groups.
Chapter 3: Understanding the Consumer.
Chapter 4: Merchandise Assortments.
Chapter 5: Planning and Control.
Chapter 6: Technology and Internet Commerce in Retailing.
Chapter 7: Choosing Vendors.
Chapter 8: International Vendors.
Chapter 9: Translating Plans into Purchases.
Chapter 10: Negotiating the Buy.
Chapter 11: The Buyer’s Order and Vendor Relations.
Chapter 12: Pricing and Selling.
- A summary with discussion questions follow each chapter.
- The authors cover:
- How to research customer demographics
- Determining customer wants and needs
- Planning the inventory for the sections or departments of the store
- Finding the items that best fit the customers’ wants and needs
- Negotiating with vendors—manufacturers, wholesale distributors, importing companies, and so on—to purchase the items
- Getting the goods through U.S. Customs, if necessary
- Transporting the items from source to store at the least cost
- Pricing the items in ways that are both fair for the customer and profitable for the store
- Helping to train and motivate the sales force
- Working with the sales and advertising departments to jointly promote the goods and attract customers
- Deciding when to reduce the prices to move slow-selling items or highlight new ones.
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