CORE CONCEPTS OF MANAGEMENT
MARKETING MANAGEMENT
FINANCIAL MANAGEMENT
HUMAN RESOURCES MANAGEMENT
OPERATIONS & PRODUCTION MANAGEMENT

Retailing
The front end of all Distribution Management is the retail counter. It is the principal domain of the consumer product salesperson. This is where all marketing strategies fi nally come face to face with the ultimate consumer. Conventional retailing with all its ‘point of sale’ systems and retail audits is undergoing a transformation. Location and merchandise mix decisions are now in the realm of Operations Research (also see CC/QM4 and CC/QM5). The electronic media revolution with tele-shopping on Internet is changing the way people sell and the way people buy. This lesson traces the history of retailing in India and abroad, from what it was in the early 90’s to what it is in 1997. The author, T V G Krishnamurthy, President of SRF Opthal and a former Marketing Director of Cadbury’s India, illustrates the conventional systems and procedures, modern analytical tools, promotional effects, winning strategies and provides a strategic look ahead into the future.
MM/PM5

23 Mins

28 Mins

55 Pages
Equivalent classroom time: 4hrs