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Management Of Retail Buying

by: Cash, R. Patrick; Thomas, Chris; Wingate, John W.; Friedlander, Joseph S.

Management Of Retail Buying

by: Cash, R. Patrick; Thomas, Chris; Wingate, John W.; Friedlander, Joseph S.

ISBN 13:
9780471723257
ISBN 10:
0471723258
Edition: 1st
Format: Paperback
Copyright: 07/28/2005
Publisher: Wiley

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Summary

Retail buying covers broad areas such as organization of retail establishments, distribution, roles of buying groups, planning and control, choosing vendors, negotiation, pricing, and selling of goods and services to the consumer. This text offers detailed and up-to-date coverage of retail buying, promoting smart decision making in today's complex global marketplace.

Preface

An Overview of Retail Buying

(32)

Estimating Consumer Needs

(7)

The Support Staff

(1)

Organizing the Buying Process

(3)

Evaluating and Motivating the Buyer

(1)

Organizational Models of Stores

(6)

Centralized Buying and Merchandising

(7)

The Distribution Point

(1)

Education and Training

(3)

Chapter Summary

(1)

Discussion Questions

(1)

Endnotes

(1)

The Roles of Buying Groups

(15)

Special Services of Buying Offices

(1)

The Independent Buying Office

(1)

Corporate Buying Offices

(1)

Associated Buying Offices

(2)

A Final Word About Buying Groups

(1)

A Closer Look at the Buying-Selling Cycle

(5)

Chapter Summary

(1)

Discussion Questions

(2)

Understanding the Consumer

(19)

Anticipating Demand

(2)

Consumer Motivation

(3)

Trend Extension

(1)

Doing Consumer Research

(2)

Types and Sources of Information

(7)

Chapter Summary

(1)

Discussion Questions

(1)

Endnotes

(2)

Merchandise Assortments

(27)

Differentiation Through Branding

(3)

Assortment Planning

(3)

Breadth and Depth of Assortments

(10)

Planning Sales by Selection Factors

(4)

Other Concepts of Assortment

(2)

Setting Assortment Policy

(1)

Chapter Summary

(1)

Discussion Questions

(1)

Endnotes

(1)

Planning and Control

(22)

Top-Down Versus Bottom-Up

(2)

The General Merchandise Plan

(5)

Making the Merchandise Productive

102

(2)

Staple Stock Control

104

(3)

Model Stock and Buying Plans

107

(3)

Planning Data for Model Stock and Buying Plans

110

(2)

Chapter Summary

112

(2)

Discussion Questions

114

(1)

Endnotes

115

(1)

Technology and Internet Commerce in Retailing

116

(16)

How Technologically Advanced Are We?

117

(2)

Labeling the Products

119

(4)

Ringing Up the Sales

123

(1)

Inventory and Ordering

124

(2)

Doing Business Online

126

(3)

Chapter Summary

129

(1)

Discussion Questions

130

(1)

Endnotes

131

(1)

Choosing Vendors

132

(17)

Choosing a Resource

134

(9)

Types of Vendors

143

(4)

Chapter Summary

147

(1)

Discussion Questions

147

(1)

Endnotes

148

(1)

International Vendors

149

(16)

How ``Free'' Is ``Free Trade''?

150

(3)

Consumer Attitudes and Buyers' Responses

153

(1)

Buying Foreign Goods From Domestic Sources

154

(2)

Buying Foreign Goods From Foreign Sources

156

(2)

Getting Goods Through Customs

158

(4)

Chapter Summary

162

(1)

Discussion Questions

163

(1)

Endnotes

164

(1)

Translating Plans into Purchases

165

(19)

The Buying Trip

166

(2)

Selecting New Items

168

(5)

Stock Relationships

173

(2)

Decisions by Committee

175

(1)

Buying Job Lots and Irregulars

175

(4)

Specifications, Standards, and Product Testing

179

(1)

Environmental Awareness

180

(1)

Chapter Summary

181

(1)

Discussion Questions

182

(1)

Endnotes

183

(1)

Negotiating the Buy

184

(21)

The Spirit of the Negotiation

185

(2)

Price Negotiations

187

(3)

Types of Discounts

190

(5)

Shipping and Insurance Charges

195

(3)

Allowances

198

(5)

Chapter Summary

203

(1)

Discussion Questions

203

(1)

Endnotes

204

(1)

The Buyer's Order and Vendor Relations

205

(25)

The Order Form

206

(3)

Order Follow-Up

209

(4)

Working With Vendors

213

(2)

Vendor Services

215

(4)

Packaging and Labeling

219

(2)

Sales Assistance

221

(2)

Protecting Yourself and Your Store

223

(4)

Chapter Summary

227

(1)

Discussion Questions

228

(1)

Endnotes

229

(1)

Pricing and Selling

230

(27)

Profit Margin Controls

232

(4)

Pricing Individual Items

236

(10)

Maximizing Sales and Profit

246

(4)

The Buyer's Responsibility for Selling

250

(4)

Chapter Summary

254

(1)

Discussion Questions

255

(2)

Glossary

257

(14)

Index

271

Amazon no longer offers textbook rentals. We do!

Management Of Retail Buying

Management Of Retail Buying

9780471723257

0471723258

Summary

Author Biography

Table of Contents

Supplemental Materials

Write a Review

Amazon no longer offers textbook rentals. We do!

Management Of Retail Buying

Management Of Retail Buying

9780471723257

0471723258

Summary

Author Biography

Table of Contents

Supplemental Materials

Write a Review

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