PURPOSE
The Retail Sales Specialist credential documents the essential competencies for fundamental retail sales strategies, retail organization design, marketing research, trading area analysis, channel management, customer service delivery, advertising and promotional methods, application of technology, operational and financial management principles, and performance measurement and analysis.
AUDIENCE
This credential is appropriate for any professional involved in developing and implementing retail sale strategies including retail sales managers and supervisors, sales engineers, retail marketing managers and specialists, marketing analysts, store managers and assistant managers, retail advertising and promotion specialists, retail sales personnel, online merchants, inventory and loss prevention specialists, retail customer service personnel, merchandise displayers, purchasing managers and buyers, and additional areas of retail management and operations that develop and implement retail sales strategies.
JOB/CAREER REQUIREMENTS
The Retail Sales credentials document competencies including targeting customers using marketing research processes and consumer demographics; selecting appropriate sites; designing retail organizations including distribution channels and job classifications; managing financial operations; overseeing retail operations; planning merchandising and pricing strategies; developing retail image and promotional strategies; and assessing performance.
RETAIL SALES WORKPLACE TASKS:
- Perform market research using retail information systems and consumer demographics
- Perform trading-area analysis and identify appropriate sites
- Design retail distribution channels, job classifications and reporting relationships
- Manage retail financial operations including profit planning, budgeting and resource allocation
- Oversee retail operations including facilities, inventory and personnel utilization, security, insurance, credit, computerization, outsourcing and crisis planning
- Implement merchandising and category management plans
- Design retail price strategy, retail image plans and retail promotion strategies including advertising, public relations, personal selling and sales promotion
- Assess retail performance using appropriate measures and perform retail audits
EXAM STRUCTURE OVERVIEW
Number of Questions in Exam: 100
Total Time: 60 minutes
Overall Passing Score: 70%
(All sections require an individual passing score of 70%)
