Certificate II
in
Retail
Learning and Assessment Material
SIRXMER001A
MERCHANDISE PRODUCTS
SIRXMER001A
Merchandise products
January 2008
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Contents
Types of promotions ……………………………………………………………..3
Sales promotion ………………………………………………………………….4
Promotional products ……………………………………………………………5
Visual Display Tips ………………………………………………………………6
Visual Display Tool Box ………………………………………………………….6
Take time to plan the display. …………………………………………………...6
Elements of Effective Visual Merchandising ………………………………….7
Pricing ……………………………………………………………………………..7
Questions involved in pricing ……………………………………………………8
What a price should do …………………………………………………………..9
Definitions ……………………………………………………………………….10
Implement specific store security policies ……………………………………12
Monitor and assess security procedures …………………………………….12
Implement store security procedures relating to theft of merchandise ……14
Reporting matters likely to affect store security……………………………...14
TRAINING AND ASSESSMENT ACTIVITIES AND QUESTIONS ………..15
Assessment task ………………………………………………………………..16
ASSESSMENT MODE A - Oral questioning …………………………………17
ASSESSMENT MODE B - Skills observation checklist …………………….18
Participant survey of materials ………………………………………………...22
Suggested Answers …………………………………………………………….23
 Hinson Institute of Training
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SIRXMER001A
MERCHANDISE PRODUCTS
Element of competency:
1. Place and arrange merchandise
2. Prepare display labels and tickets
3. Place, arrange and display price labels and tickets
4. Maintain displays
5. Protect merchandise
Types of promotions
There is a huge array of promotional activities you can choose from, from the
humble letterbox flier to skywriting, and everything in between. The following
is a list of promotional activities and tools with which you may already be
familiar:

Brochures and newsletters

Cash back incentives

Celebrity endorsements

Com petitions

Conferences and seminars

Coupons

Direct mail-outs

Discounts

Exhibition displays

Free gifts

Free trials

In-store marketing materials

Loyalty card schemes

Media advertising

Media stories

Money back guarantees

Newspaper stories

Open days

Other advertising

Personal networking

Point of sale advertising

Presentations

Product demonstrations
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
Product launches

Product sampling

Sales force promotions

Show bags

Special packaging

Sponsorships

Taste tests

Two-for-one specials

Websites and mailing lists
The main types of promotional activities are discussed in the following
sections.
Depending on the needs of your organisation, you may choose to use some
or all of these activities to promote a product or service. While not all
promotional activities are right for all products and services, or for all
situations, by using different activities in combination, you can create a
customised promotions strategy to meet your organisation’s needs and
objectives.
Deciding which type of promotions to use depends largely on the outcomes
you want, the target audience, the type of product or service, how the product
is distributed, and what your budget is.
Sales promotion
Sales promotion refers to marketing activities that add to the basic value of a
product or service, encouraging people to buy.
Sales promotions are directly aimed at increasing the sales of a specific
product or service. They do not particularly aim to increase brand recognition,
or change attitude. Examples of sales promotions include:
Product coupons
Sales force incentives
Trade deals
Two-for-one offers
These types of promotions can be used to:

Clear stock;

Boost sales in the short term;

Encourage customers to try a new product; and

Tempt customers to switch from a competitor’s product.
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Sales promotions can target customers, suppliers, or even the sales force,
through the use of special incentives. Customer sales promotions encourage
customers to buy the product by discounting it, or through special offers, or
aim to increase the customer’s ‘spend’ by offering a discount for larger
purchases (e.g. upsizing).
Sales promotions aimed at suppliers and trade work in a similar way, and may
include discounts for making large purchases or committing to longer
contracts. Some companies offer suppliers free or discounted operational
equipment (e.g. soft drink fridges) that display the brand logo. This not only
helps the supplier save money on operating costs, it also works to promote
the product at the point of sale. Common examples of these types of
promotions include:

‘Run out’ sales designed to clear old models of vehicles in preparation
for the arrival of new models.

Buy one, get one free offers.

‘Mum’s night out’ restaurant deals, where the ‘mother’ eats free,
provided that the rest of the family pays for meals.

Value offers, for example, getting 20 percent extra for the same price.
Promotional products
Aside from product samples, many promotions require additional promotional
products. These may include:

Posters and promotional display materials;

Gifts and novelty items, such as pens, water bottles, stationery, mouse
mats, badges, stickers, hampers, ‘show bags’, etc., printed with the
company logo and/or promotional message;

Special uniforms;

Sales and training materials; and

Brochures.
The type of products you require depends on the promotion itself, but
remember to plan ahead and include the time and cost involved in purchasing
these products in your action plan.
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Visual Display Tips
If your store front is fortunate enough to feature one or more windows, then
you have one of the most proven (and least expensive) forms of advertising at
your disposal. A creative display can draw the customer in, promote a slowmoving product, announce a sale, or welcome a season. Some stores located
in a mall or other structure may lack windows, but don't despair. There are
many places throughout the store to build beautiful displays.
Visual Display Tool Box
Before designing a product display, put together a visual display tool box to
keep on hand. By having all of these items in one location it will save time in
actually preparing the display.










Scissors, Stapler, Two-Sided Tape, Pins
Hot glue sticks and glue gun
Monofilament Fishing Line
Tape Measure
Razor Blade/Utility Knife
Hammer, Nails, Screwdriver, Screws
Notepad, Pencil, Marker
Signage, Sign Holders
Glass Cleaner/Paper Towels
Props (Non-merchandise Items)
Take time to plan the display.
Consider what you want to accomplish, develop a budget and determine a
central theme. You may even want to sketch your display on paper. Gather
your visual display tool box, the merchandise and any props. Make sure all
materials and location (tables, windows, racks) are clean. Choose a slow time
of the day or build the display after hours.
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Elements of Effective Visual Merchandising

Balance: Asymmetrical rather than symmetrical balance with the
display.

Size of Objects: Place the largest object into display first.

Colour: Helps set mood and feelings.

Focal Point: Where product and props/signage and background come
together.

Lighting: Should accent focal point, if possible.

Simplicity: Less is more so know when to stop and don't add too many
items.
Once the display is finished, add appropriate signage. Take photos of the
display and keep record of the product sales during the display's existence.
Save your information in a file folder for easy reference. By documenting its
success, you can re-create the display next year or if it flops, you can make
sure you don't repeat the same mistakes.
Your local community may have individuals or visual merchandising
companies you can hire to dress your window, but if you're concerned with
saving money, these tips will help you create an attractive display. Like any
other aspect of retailing, creating an attractive display takes skill and lots of
trial and error. As your store changes, so will your opportunities for visual
displays. Keep working at designing eye-catching and innovative ways to
make your retail store profitable through visual merchandising.
Pricing
Pricing is one of the four p's of the marketing mix. The other three aspects are
product management, promotion, and place. It is also a key variable in
microeconomic price allocation theory.
Pricing is the manual or automatic process of applying prices to purchase and
sales orders, based on factors such as: a fixed amount, quantity break,
promotion or sales campaign, specific vendor quote, price prevailing on entry,
shipment or invoice date, combination of multiple orders or lines, and many
others. Automated systems require more setup and maintenance but may
prevent pricing errors.
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Questions involved in pricing
Pricing involves asking questions like:

How much to charge for a product or service? While this is the way
most businesses think about pricing, since it focuses on what the
business sells, the real question is how much do customers value what
they are buying?

What are the pricing objectives?

Do we use profit maximization pricing?

How to set the price?: (cost-plus pricing, demand based or value-based
pricing, rate of return pricing, or competitor indexing)

Should there be a single price or multiple pricing?

Should prices change in various geographical areas, referred to as
zone pricing?

Should there be quantity discounts?

What prices are competitors charging?

Do you use a price skimming strategy or a penetration pricing strategy?

What image do you want the price to convey?

Do you use psychological pricing?

How important are customer price sensitivity and elasticity issues?

Can real-time pricing be used?

Is price discrimination or yield management appropriate?

Are there legal restrictions on retail price maintenance, price collusion,
or price discrimination?

Do price points already exist for the product category?

How flexible can we be in pricing? : The more competitive the industry,
the less flexibility we have.

The price floor is determined by production factors like costs (often only
variable costs are taken into account), economies of scale, marginal
cost, and degree of operating leverage

The price ceiling is determined by demand factors like price elasticity
and price points

Are there transfer pricing considerations?
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
What is the chance of getting involved in a price war?

How visible should the price be? - Should the price be neutral? (ie.: not
an important differentiating factor), should it be highly visible? (to help
promote a low priced economy product, or to reinforce the prestige
image of a quality product), or should it be hidden? (so as to allow
marketers to generate interest in the product unhindered by price
considerations).

Are there joint product pricing considerations?

What are the non-price costs of purchasing the product? (eg.: travel
time to the store, wait time in the store, disagreeable elements
associated with the product purchase - dentist -> pain, fish market ->
smells)

What sort of payments should be accepted? (cash, cheque, credit card,
barter)
What a price should do
A well chosen price should do three things:

Achieve the financial goals of the firm (eg.: profitability)

Fit the realities of the marketplace (will customers buy at that price?)

Support a product's positioning and be consistent with the other
variables in the marketing mix
Price is influenced by the type of distribution channel used, the type of
promotions used, and the quality of the product
Price will usually need to be relatively high if manufacturing is expensive,
distribution is exclusive, and the product is supported by extensive advertising
and promotional campaigns
A low price can be a viable substitute for product quality, effective promotions,
or an energetic selling effort by distributors
From the marketer’s point of view, an efficient price is a price that is very close
to the maximum that customers are prepared to pay. In economic terms, it is a
price that shifts most of the consumer surplus to the producer.
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Definitions
The effective price is the price the company receives after accounting for
discounts, promotions, and other incentives.
Price lining is the use of a limited number of prices for all your product
offerings. This is a tradition started in the old five and dime stores in which
everything cost either 5 or 10 cents. Its underlying rationale is that these
amounts are seen as suitable price points for a whole range of products by
prospective customers. It has the advantage of ease of administering, but the
disadvantage of inflexibility, particularly in times of inflation or unstable prices.
A loss leader is a product that has a price set below the operating margin.
This results in a loss to the enterprise on that particular item, but this is done
in the hope that it will draw customers into the store and that some of those
customers will buy other, higher margin items.
Promotional pricing refers to an instance where pricing is the key element of
the marketing mix.
The price/quality relationship refers to the perception by most consumers that
a relatively high price is a sign of good quality. The belief in this relationship is
most important with complex products that are hard to test, and experiential
products that cannot be tested until used (such as most services). The greater
the uncertainty surrounding a product, the more consumers depend on the
price/quality hypothesis and the more of a premium they are prepared to pay.
The classic example of this is the pricing of the snack cake Twinkies, which
were perceived as low quality when the price was lowered. Note, however,
that excessive reliance on the price/quantity relationship by consumers may
lead to the raising of prices on all products and services, even those of low
quality, which in turn causes the price/quality relationship to no longer apply.
Premium pricing (also called prestige pricing) is the strategy of pricing at, or
near, the high end of the possible price range. People will buy a premium
priced product because:
1. They believe the high price is an indication of good quality;
2. they believe it to be a sign of self worth - "They are worth it" - It
authenticates their success and status - It is a signal to others that they
are a member of an exclusive group; and
3. They require flawless performance in this application - The cost of
product malfunction is too high to buy anything but the best - example :
heart pacemaker
The term Goldilocks pricing is commonly used to describe the practice of
providing a "gold-plated" version of a product at a premium price in order to
make the next-lower priced option look more reasonably priced; for example,
encouraging customers to see business-class airline seats as good value for
money by offering an even higher priced first-class option.
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Similarly, third-class railway carriages in Victorian England are said to have
been built without windows, not so much to punish third-class customers (for
which there was no economic incentive), as to motivate those who could
afford second-class seats to pay for them instead of taking the cheaper
option.
The name derives from the Goldilocks story, in which Goldilocks chose neither
the hottest nor the coldest porridge, but instead the one that was "just right".
More technically, this form of pricing exploits the general cognitive bias of
aversion to extremes.
Demand-based pricing is any pricing method that uses consumer demand based on perceived value - as the central element. These include:

Price skimming,

Price discrimination and yield management,

Price points,

Psychological pricing,

Bundle pricing,

Penetration pricing,

Price lining,

Value-based pricing,

Geo
And

Premium pricing.
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Implement specific store security policies
Within this step we will be looking at implementing store security policies and
procedures for the following:

Customers

Staff/staff property

Visitors, sales representatives, contractors, vendors

Stock/records

Cash and cash movement

Equipment and premises

Opening and closing of premises

Theft/armed robbery

Events likely to endanger customers or staff.
The focus of this Step looks at implementing store policy and procedures.
Before being able to implement these, it is first necessary to identify and
collect those policies and procedures which currently exist within the
workplace, dealing with the issues as listed.
Monitor and assess security procedures
This step looks at the monitoring and assessment of current store security
procedures in terms of:

Customers - identifying areas where customers are not permitted or
identifying the actions and activities of customers which are prohibited.

Staff - identifying activities or actions of staff which are prohibited.

Staff property - identifying the security of staff property together with
items/articles which are prohibited from being brought into the store.

Visitors, sales representatives, contractors, vendors - access to various
locations within the store, delivery and removal of products/equipment.

Stock/records - maintenance and safekeeping.

Equipment and premises - presentation of equipment and premises, to
ensure the safety of all persons coming into contact with or using them.

Opening and closing of premises - the sequence of procedures
ensuring that unauthorised persons are not in a position to be on
premises during prohibited periods.

Armed robbery - to ensure the safety of staff and customers should the
event occur.
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
Other events likely to endanger customers or staff - events such as the
occurrence of a fire or some other event requiring the evacuation of
people from the store.
As a reminder, the issues of theft and cash movement have been excluded as
they constitute the greatest threat to store security and as such are dealt with
specifically later.
The best and most effective way to monitor store security procedures for
these issues is to prepare a checklist which identifies the essential
requirements.
Checklists can be used to assess how effectively store security procedures
are being applied within the workplace.
Checklists provide a visual summary of the issues involved in security and
provide an overview of the most common deficiencies.
The checklist can be used as a tool to identify whether staff have the required
skills and knowledge and how they apply these skills and knowledge in the
workplace. As such, a checklist is a valuable aid in determining any training
required by the team and can help to identify what methods could be used to
address any deficiencies – for example, group training, individual counselling.
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Implement store security procedures relating to theft
of merchandise
Theft of merchandise by customers or employees represents the single
highest reason for loss to retailers.
One issue to highlight is that theft is theft, no matter who steals. The process
for dealing with theft should be the same whether the offender is a customer
or an employee. The only difference between customer theft and employee
theft is that in the case of employee theft, dismissal is an additional option.
Look at your store security policy on theft and answer the following questions:
Does the policy:

Apply to customers and employees?

Identify a process for denying the opportunity for theft?

Identify a process for delaying the opportunity for theft?

Identify the process for deterring the opportunity for theft?

Identify the process dealing with theft should it occur?
Should you answer ‘no’ to any of the questions listed above, revisit your policy
and make amendments so that the ‘no’ answers change to a ‘yes’ response.
Reporting matters likely to affect store security
Throughout any workplace coaching delivery or group training process, issues
associated with store security arise.
It is essential that when such issues are dealt with they result in some form of
action.
In most situations the type of action generated results in a report being
prepared for management.
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SIRXMER001A
MERCHANDISE PRODUCTS
TRAINING AND ASSESSMENT ACTIVITIES AND QUESTIONS
The Trainee will be required to demonstrate competence on the job, in
practical demonstration; observation, question/answer and role-play
situations, incorporating verbal questions and written work, including
completing workplace forms, either to the RTO Trainer or Supervisor, under
the guidance of the RTO Trainer.
Element of competency:
1. Place and arrange merchandise
2. Prepare display labels and tickets
3. Place, arrange and display price labels and tickets
4. Maintain displays
5. Protect merchandise
1.
What are promotional activities?
2. What determines the kind of promotional activity to be used?
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3.
How should you time your advertising?
4.
What does ‘promotional pricing’ refer to?
Assessment task
Demonstrate for your workplace assessor, your ability to safely and
effectively:

Place and arrange merchandise

Prepare display labels/tickets

Place, arrange and display price labels and tickets

Maintain displays

Protect merchandise
You may like to prepare a portfolio of your merchandising works to assist your
assessor with assessment of this unit.
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ASSESSMENT MODE A - Oral questioning
Trainee name:
Name of Workplace:
RTO Trainer name:
Unit/s of competency:
SIRXMER001A
Unit Name:
MERCHANDISE PRODUCTS
Date of training/
assessment visit:
Instructions: In addition to written answers provided above, the trainee is required to
provide verbal answers to the following questions that will be asked by the RTO Trainer.
Read the questions prior to the Trainer’s visit, and be prepared to answer them, obtaining
help where necessary.
Yes
No
1. What are promotional activities?


2. What determines the kind of promotional activity to be used?


3. How should you time your advertising?


4. What does ‘promotional pricing’ refer to?


5. What should you consider before constructing displays?


6. How do you ensure that promotional stock is replenished?


Did the trainee satisfactorily answer the following questions:
The trainee’s underpinning knowledge was:
Satisfactory 
Not Satisfactory 
Notes/comments :
Question 1:
Question 2:
Question 3:
Question 4:
Question 5:
Question 6:
RTO Trainer signature:
Trainee signature:
Date of assessment:
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ASSESSMENT MODE B - Skills observation checklist
Trainee name:
Name of workplace:
RTO Trainer name:
Unit/s of competency:
SIRXMER001A
Unit Name:
MERCHANDISE PRODUCTS
Date of training/
assessment visit:
During the demonstration of skills, did the trainee:
Yes
No
N/A
Unpack merchandise according to store policy and procedures and
legislative requirements



Place merchandise on floor, fixtures and shelves in determined
locations according to OHS and other relevant legislative requirements



Display merchandise to achieve a balanced, fully-stocked appearance
and promote sales



Identify damaged, soiled or out-of-date stock and take corrective action
as required according to store procedure



Place stock range to conform with fixtures, ticketing, prices or bar codes



Rotate stock according to stock requirements and store procedure



Ensure stock presentation conforms to special handling techniques and
other safety requirements



Prepare labels and tickets for window, wall or floor displays according to
store policy



Prepare tickets using electronic equipment or neatly by hand according
to store procedures



Identify soiled, damaged, illegible or incorrect labels and tickets and
take corrective action



Use and maintain electronic ticketing and labelling equipment according
to design specifications



Store ticketing equipment in a secure location



Place labels and tickets visibly and correctly on merchandise



Replace labels and tickets according to store policy



Maintain correct pricing and information on merchandise according to
store procedures, industry codes of practice and legislative
requirements



Reset and dismantle special promotion areas



Assist supervisor in selection of merchandise for display



Arrange and face up merchandise as directed and according to layout
specifications and load-bearing capacity of fixtures



Identify, reset or remove unsuitable or out-of-date displays as directed



Identify optimum stock levels and replenish stock according to store
policy



Maintain display areas in a clean and tidy condition



Remove excess packaging from display areas



Identify and apply correct handling, storage and display techniques
according to stock characteristics and legislative requirements



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The trainee’s performance was:
Not Satisfactory

Satisfactory

Feedback to trainee:
-----------------------------------------------------------------------
Trainee signature:
RTO Trainer signature:
I confirm competence for this unit SIRXMER001A
_________________
(Manager signature)
_________________
(Date)
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COMPETENCY RECORD - SIRXMER001A
After assessment the assessor, the supervisor and participant should sign the competency record. If competency is not achieved at the first attempt, strategies to
address the performance gaps need to be identified and a time for re-assessment organized.
Assessment Strategies
Assessor Comments
C U R R E N T
C O M P E T E N C I E S
Oral/written questions
 _____________________________________________
Activities
 _____________________________________________
Workplace project
 _____________________________________________
Supervisor/3rd party report
 _____________________________________________
Self-Assessment
 _____________________________________________
Other
 _____________________________________________
Valid
The evidence supplied is:

Sufficient

Authentic
Current


The participant is competent has shown competence in all of the
following elements:
 Place and arrange merchandise
 Prepare display labels/tickets
 Place, arrange and display price labels and tickets
 Maintain displays
 Protect merchandise
Trainee Signature:
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
D A T E _ _ _ _ _ _ _ _ _
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
D A T E _ _ _ _ _ _ _ _ _
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
D A T E _ _ _ _ _ _ _ _ _
Supervisor Signature:
Trainer Signature
The Trainee is
NOT YET COMPETENT:

D A T E
F O R
R E A S S E S S M E N T :
Strategies to address gaps in
trainee performance:
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_ _ _ _ _ _ _ _ _ _ _
Off-the-Job Training Log
Trainee Name: ____________________________________
Supervisor signature: _________________________________
Company: __________________________________________________________________
Certificate:
 II
 III
 IV
Date: ______/______/200____
in
 Business (Office Admin/Admin)
 Civil Construction
 Extractive Industries
 Food Processing
 Hospitality
 Process Manufacturing
 Retail Operations
 TDT (Road Transport)
 TDT (Warehousing)
 Telecommunications (Call Centres)
 _________________
List below the times allocated to “Off-the-Job” training for:
Date
Activity
code
Duration
Date
Activity
code
Duration
SIRXMER001A – Merchandise products
Date
Activity
code
Duration
Date
Activity
code
Duration
Activity Code
1.
3.
5.
7.
9.
11.
13.
15.
17.
Read self-paced guides
Met with Workplace Coach
Discussion on phone
Researched store policy and procedures
Researched workplace policies and procedures
Observed other staff member/s merchandising products
Other research
Staff training
Complete appropriate paperwork relevant to task
SIRXMER001A
Merchandise products
2. Developed knowledge of use and safety requirements
4. Worked on assessment tasks
6. Discussed assessment tasks
8. Researched legislative requirements
10. Researched industry codes of practice
12. Performance appraisal
14. Read relevant industry publications
16. Talking to the supervisor
18. Other: (specify) __________________________________________
January 2008
Version 1
Page 21 of 23
Participant survey of materials
Unit code: SIRXMER001A
Unit name: Merchandise products
Date……..……………
Instructions:
Please complete the questionnaire by circling the one number that best describes your answer to each
question. Please read each question carefully. For mailed surveys, place the completed questionnaire in
the enclosed reply paid envelope and post it back within seven days
Q1.
Thinking in general about the material you were given for this unit, how would you
rate it overall?
Circle only one answer
Poor ………………………………………………………………………….…... 1
Fair ……………………………………………………………………………….. 2
Good …………………………………………………………………………..…. 3
Very Good ……………………………………………………………………….. 4
Excellent ...……………………………………………………………………….. 5
Don’t know ……………………………………………………...…………...….. 6
Q2.
How strongly do you agree or disagree with the following statements about the unit
material?
a. The layout of the reading material made it easy to use/read
b. The layout of the assessment material made it easy to use/read
c. The font size of the material was large enough
d. The reading material assisted me to complete the assessment
e. The material was easy to understand
f. The graphics/pictures were useful
g. The graphics/pictures were sufficient in number
h. The graphics/pictures were legible
i. The materials was free from typing errors
j. The material was relevant to my job/workplace
1
1
1
1
1
1
1
1
1
1
2
2
2
2
2
2
2
2
2
2
3
3
3
3
3
3
3
3
3
3
4
4
4
4
4
4
4
4
4
4
5
5
5
5
5
5
5
5
5
5
Don’t know
/ NA
Strongly
Agree
Agree
Neither
Agree nor
Disagree
Disagree
Strongly
Disagree
Circle one answer only for each statement
6
6
6
6
6
6
6
6
6
6
Comments: Please expand on the above points if you rated any of them less than 3
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
SIRXMER001A
Merchandise products
January 2008
Version 1
Page 22 of 23
Suggested Answers
SIRXMER001A
Merchandise products
1. What are promotional activities?
Broadly speaking, promotional activities are marketing tools that aim to raise the profile a
product or service in the eyes of the targeted customer. There are a variety of promotional
activities you can undertake to promote a product or service.
2. What determines the kind of promotional activity to be used?
The type of promotional activities you choose will be determined by the objectives of the
promotion, the type of product and its position in the market, and organisational
requirements, including timing, budget, and industry codes of practice.
3. How should you time your advertising?
As with any part of a promotional campaign, the timing of your advertising should
correspond with the purchasing habits of your target audience, and with your distribution
and supply capabilities.
4. What does ‘promotional pricing’ refer to?
Promotional pricing refers to an instance where pricing is the key element of the marketing
mix.
SIRXMER001A
Merchandise products
January 2008
Version 1
Page 23 of 23