IntroductionEligibilityCourse StructureExaminationSyllabusEmployability

Merchandising is the activity of promoting the sale of goods, especially by their presentation in retail outlets. This course shall enable the participant to learn the various methods of promoting sales at the retail outlet and would be very useful to sales professionals in the retail industry be it retailing of FMCG products, consumer durables, foods, garments, pharma (OTC) and multibrand retail stores.

Fresh Graduates / Undergraduates
Professionals from the sales & marketing functions

Course Structure
Course Duration- The course would be for a total duration of 90 hours. These could be completed in the following ways-
9 weeks evening course for working professionals (2 hours Mon-Friday)
2 months weekend course (6 Hours on Sat/Sun)

Students will be assessed on project work and a written examination that will be conducted at the end of the course.

Merchandising Management is activity of promoting the sale of goods at a retail outlet. It encompasses “planning involved in marketing the right merchandise or service at the right place, at the right time, in the right quantities, and at the right price.

Main Concepts:
Sales & Distribution Channels
Merchandising methods
Measuring effectiveness of merchandising
Learning Objectives:
Be able to describe the various sales & distribution channels in various industries
Be able to Analyzing Sales data
Create merchandising strategies
Preparing Sales reports
Course Content:
Understanding The sales & distribution channels
Determining merchandising strategies/methods
Promotion Schemes
Free Samples
Display techniques
On the spot demonstration
Shelf talkers
Monitoring stock & preparing sales report
Interpretation of sales data and decision making
Method of Teaching:
Lecture, Classroom interactive session, Practical sessions, case studies
Method of Assessment & Weightage:
Assessment Tasks: Certificate of Participation – No Assessment
Weightage: 100%
Reading Lists & References
Essential Reading – Handouts
Suggested Reading –
Merchandising: Theory, Principles, and Practice- Grace I Kunz
Merchandising Mathematics for Retailing- Cynthia R. Easterling, Ellen L. Flottman, Marian H.Jernigan, Beth ES Wuest

This program will provide the employment opportunities to the candidates in all big and medium retail companies as well as with distributors of FMCG/ consumer durable products.