TAILIEUCHUNG - Lecture Management of retail buying – Chapter 10: Negotiating the buy

Lecture Management of retail buying – Chapter 10: Negotiating the buy. In this chapter, you will learn about: Price negotiation, types of discounts, the services included (or not) in a final price, shipping & insurance options, advertising & markdown allowances. | Ch. 10: Negotiating the Buy Price negotiation Types of discounts The services included (or not) in a final price Shipping & insurance options Advertising & markdown allowances Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved This is the topic overview found at the beginning of Chapter 10. The Spirit of Retail Negotiation Good negotiators begin with: Support & approval of their senior management A thorough understanding of what they want to achieve in this particular negotiation The intention of keeping their price limits ‘hidden’ A time limit, to keep negotiations from dragging on needlessly Willingness to ‘split the difference’ when two sides are close to agreement Ability to negotiate one issue at a time Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved As described on pages 185-187, “If it’s not a good deal for both (or all) parties, it’s not a good deal.” Retail Negotiations: Be Prepared! Estimate the item’s final retail price in your store Evaluate

• Quản trị kinh doanh
• Retail buying
• Management of retail buying
• Lecture Management of retail buying
• Negotiating the buy
• Price negotiation
• Types of discounts
• Buying groups
• Buying offices
• Selling cycle
• Anticipate customer demand
• Centralized merchandising
• Merchandise managers
• Translating plans
• Market locations
• Buying trips
• Motivates consumers
• Internal research
• Merchandise assortments
• Private label brands
• Assortment planning
• Stock controls
• Staple stock controls
• Seasonal merchandise
• Internet commerce in retailing
• Product labeling terminology
• Radio frequency identification
• Choosing vendors
• Good vendors
• Bad vendors
• International vendors
• Domestic sources
• Foreign sources
• The buyer’s order
• Vendor relations
• Typical vendor services
• Profit margin controls
• Pricing individual items
• Price line structures