Textbook

Management of Retail Buying

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

ISBN: 978-0-471-72325-7

Paperback

288 pages

List Price:	US $140.95
Government Price:	US $75.48
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Management of Retail Buying (0471723258) cover image

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A summary with discussion questions follow each chapter.
The authors cover:
- How to research customer demographics
- Determining customer wants and needs
- Planning the inventory for the sections or departments of the store
- Finding the items that best fit the customers’ wants and needs
- Negotiating with vendors—manufacturers, wholesale distributors, importing companies, and so on—to purchase the items
- Getting the goods through U.S. Customs, if necessary
- Transporting the items from source to store at the least cost
- Pricing the items in ways that are both fair for the customer and profitable for the store
- Helping to train and motivate the sales force
- Working with the sales and advertising departments to jointly promote the goods and attract customers
- Deciding when to reduce the prices to move slow-selling items or highlight new ones.