Retailing Management
Section - A (2 Marks)
1.
2.
3.
4.
5.
What kind of information do retailers communicate to customers?
Which are the elements of retail marketing mix?
Which are unique characteristics of service retailing?
Explain Department store as type of retail format.
What do you understand by ethnic diversity among Indian
Consumers?
6. Which are the supporting pillars of retail industry?
7. What is mean by catalogue retailing?
8. What is Retail?
9. What are the most popular products sold online?
10.Discuss the formats of non store based retailing.
11.What is mean by frequent shopper loyalty program?
12.Mention areas where customers will evaluate service quality of
retailer.
13.Brief the contents of retail communication program.
Section - B (8 Marks)
1. . Explain the functions of retailers.
2. Which are the strategic decisions involved in Retail management
Decision Process?
3. Explain the General Merchandise retail store formats.
4. Can franchising be used as a route y a retail chain before establishing
its own stores? In such a case, what happens to the franchisees?
5. What are some of the promotions which a retailer can organize to
6. Ensure the stickiness of his consumers? b) Increase the size of the
average shopping basket?
7. List down all the points to be considered for developing a retail
strategy.
8. What is merchandising? How does the store manager prepare his
merchandising plan?
9. What are the significance of organized retailing in India?
10.Discuss the factors influencing the decision making process of
customers.
11.How the retailers segment the market?
12.What is mean by merchandise management?
13.Explain the merchandise buying process .
14.Describe the factors to be analyzed in merchandisers performance.
15.Which are the merchandising presentation techniques?
16.Discuss the importance of store location and layout in retailing.
17.Discuss the service failure strategies.
18.Discuss the importance of CRM in retailing with examples.
19.Describe the process of planning retail communication program.
20.How to measure effectiveness of retail communication program?
Section - C (12 Marks)
1. Discuss the different demographic trends and their contribution
towards retailing.
2. The demanding assertive Indian consumer is now sowing the seeds for
an exciting retail transformation that has already started bringing in
larger interest from International Brands / formats. Elaborate with
suitable examples.
3. Write an essay on retail business in India.
4. Read- well Books is a new book store idea. The owner, Mr. Abhishek,
who is an MBA from the US, wants to create an Amazon in India.
What are the factors he has to consider to decide on the idea? Should
he have an online store or should he establish a chain of brick and
mortar stores? Can you help him take a decision with sound reasons?
5. Assume that you are a branch manager of a company ,which has
recently introduced a sales quotas system that is linked to the
incentives for salespeople .However the sales people have complained
about the frequent short supply of some products which have affected
their quarterly incentive payments .As a branch manager what would
you do?
6. If you are assigned as a sales trainer for a consumer products strategic
business unit of a large multi national company with 100 salespeople
how would you decide their specific training needs?
7. Describe the retail strategies to build sustainable competitive
advantage.
8. Discuss how a retailer build strategic advantage through supply chain
Management?
9. What are the different areas involved in establishing and maintaining
strategic relationship with vendors?
10.Discuss how store design, and layout create a competitive advantage
for the retailer.
11.Explain the GAP model of retail service quality.
12.Discuss the role of retail communication and its techniques.