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business
retailing management

Questions and Answers of Retailing Management

What are the advantages and disadvantages of the various alternatives Ruth Diamond is considering?
What value do the Sephora stores within JCPenney offer to customers? To Sephora? To JCPenney?
How can a beauty retailer make multichannel retailing work? What makes Sephora’s online site so successful?
What training opportunities are available to Sephora employees? How does this training help set Sephora apart from its competitors?
Why would women prefer a choice between Sephora’s combined self-service and serviceoriented environment rather than the traditional model offered in department store cosmetic areas?
Describe Sephora’s target market.
Why did this service breakdown occur?
What steps does Nordstrom take to implement its strategy of providing outstanding customer service?
Is Apple America’s best retailer?
Why are Apple’s store layout and atmosphere important?
Have you ever visited an Apple store? If yes, did you make a purchase? Why or why not?
What are the major challenges facing Starbucks as it goes forward? Is the brand advantage sustainable going forward? Can Starbucks defend its position against other specialty coffee retailers?
What have been the principal drivers behind Starbucks’success in the marketplace? What does the Starbucks brand mean to consumers? How have the growth opportunities that Starbucks has pursued
What factors in the environment provided the opportunity for Starbucks to develop a new, successful retail chain? What demand and supply conditions prevailed in the U.S. coffee market when Howard
Describe Starbucks’ retail mix: location, merchandise assortment, pricing, advertising and promotion, store design and visual merchandising, customer service, and personal selling. How does its
What is Starbucks’ retail strategy? What is its target market, and how does it try to develop an advantage over its competitors?
Should PetSmart expand its operations internationally?Why or why not?
Consider other retailers that might begin to sell a larger assortment of pet products and services.How will this competition affect PetSmart?
What else could PetSmart do to increase its store traffic, revenues, and profitability?
Role-play a practice interview for this position. In pairs, read each other’s résumés, and then spend 20 to 30 minutes representing each side of the interview.One student should be the human
Update your résumé and prepare for an interview for a manager training program with a large lumber and building supply retailer. This full-time position promises rapid advancement on completion of
Assume the role of the college recruiter for a national retail chain that is reviewing résumés to select candidates to interview for a management trainee position.Which of the three résumés on
How could someone like Lindy Armstrong balance the demands of her family and her business?
What personnel decisions must Lindy face to improve her business?
Which products should have more emphasis?Which should have less?
Should Lindy change the emphasis of her merchandise mix to increase her sales?
How can retailers recover from a service failure?
What activities can a retailer undertake to provide high-quality customer service?
How do customers evaluate a retailer’s customer service?
How can retailers build a competitive advantage through customer service?
What services do retailers offer customers?
How exciting should a store environment be?
How can retailers create a more appealing shopping experience?
What are the best techniques for merchandise presentation?
What are the considerations in where to display products in a category?
How is store floor space assigned to merchandise departments and categories?
What are the advantages and disadvantages of alternative store layouts?
What are the critical issues retailers consider in designing a store?
What steps are involved in developing a communication program?
How do retailers communicate with their customers?
How can retailers use communication programs to develop brand images and build customer loyalty?
What are retailers doing to reduce energy costs?
How can store managers reduce inventory losses due to employee theft and shoplifting?
What can store managers do to increase productivity and reduce costs?
What legal and ethical issues must store managers consider in managing their employees?
How do store managers compensate their salespeople?
How do store managers recruit, select, motivate, train, and evaluate their employees?
What are the responsibilities of store managers?
What legal and ethical issues are involved in buying merchandise?
Why are retailers building strategic relationships with their vendors?
How do retailers prepare for and conduct negotiations with their vendors?
What issues do retailers consider when buying and sourcing private-label merchandise internationally?
How do retailers buy national brands?
What branding options are available to retailers?
What legal and ethical issues should be considered when setting retail prices?
What pricing techniques do retailers use for increasing sales and profits?
Why do retailers reduce their prices by taking markdowns?
How do retailers set retail prices?
What factors do retailers consider when pricing merchandise?
Why do some retailers have frequent sales while others attempt to maintain an everyday low-price strategy?
How do retailers evaluate the performance of their merchandise management process?
How do multistore retailers allocate merchandise to stores?
How do retailers plan their assortments and determine the appropriate inventory levels?
What trade-offs do buyers consider in developing merchandise assortments?
How do retailers forecast sales for merchandise categories?
How are merchandise management processes different for staple and fashion merchandise?
What is the merchandise management process?
How can retailers get rid of unprofitable customers?
What can retailers do to alleviate the privacy concerns of their customers?
What do retailers do to increase their share of wallet from their best customers?
How do retailers determine who their best customers are?
What is customer lifetime value?
Why do retailers engage in customer relationship management?
What is customer relationship management?
What is RFID, and how will it affect retailing?
How do retailers and vendors collaborate to make sure the right merchandise is available when customers are ready to buy it?
What are the benefits to vendors and retailers for collaborating on supply chain management?
What information technology (IT) developments are facilitating vendor-retailer communications?
What activities are undertaken in a distribution center?
How do merchandise and information flow from the vendor to the retailer to consumers?
With what legal issues are human resource managers concerned?
What human resource management programs are used for building a committed workforce?
How does a retailer coordinate employees’ activities and motivate employees to work toward the retailer’s goals?
What activities do retail employees undertake, and how are they typically organized?
What major issues face human resource managers?
What are the objectives of human resource management?
What issues are involved in negotiating leases?
Where can retailers get information to evaluate potential store locations?
How do retailers forecast sales for new store locations?
What factors do retailers consider when deciding on a particular site?
What is a trade area for a store, and how do retailers determine the trade area?
What factors do retailers consider when determining where to locate their stores?
Which types of locations are growing in popularity with retailers?
Why are some locations particularly well suited to specific retail strategies?
What are the relative advantages of each location type?
What types of locations are available to retailers?
What measures do retailers use to assess their performance?
What is the strategic profit model, and how is it used to evaluate performance and investment decisions?
What are the two paths to improving financial performance?
How is a retail strategy reflected in a retailer’s financial objectives?

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