Introduction to Retail

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Course TypeCourse CodeNo. Of Credits
Foundation CoreSVS1RM1014

Semester and Year Offered: August 2018, 1st semester

Course Coordinator and Team: Nikhil Charak & External Experts

Email of course coordinator:

Pre-requisites: Class 12th passed, Aptitude test and Interview.

Aim: The Course will provide an overview of the Retail industry including its prospects in India. Students will be introduced to various aspects of retail- including norms in retail, sales need for effective team work. This course is to enable students to gain an insight into the retail industry and its working. It also familiarises the students to types of categories in retail industry

Course Outcomes:

Student will be able to:

  • Process credit applications for purchases
  • Help keep the store secure
  • Maintain health and safety
  • Work effectively in a retail team

Brief description of modules/ Main modules:

Module I: Overview of Retail Industry (8 hours)

Definition and Scope of Retail Industry and Retailing; Evolution of Retail Industry; Functions of Retailers; Benefits of Retailing; Trends in Retail Industry

Module II: Retail Environment (9hours + 3hours = 12hours)

Global Retail Scenario; Indian Retail Scenario; Prospects of Retailing and Retail Sector in India; Retail Economics- Store Related Issues; Contribution of Retail Industry to the Economy; Retailing Environment- Legal, Economic and Technological Environment, Global Retail Scenario/Environment, Competitive Environment and Types of Competition, Analysing Competition; Indian Experience in Retailing; Impact of FDI in Indian Context.

Module III: Retail Institutions and Formats (13 hours + 3 hours = 16hours)

Retail Organisation and Categories/Formats (refers to the various structures of business); Retail Ownership- Retail Formats, Store-Based Formats; Non-Store Based Formats (including E-commerce and understanding review ratings); Services Retailing: Retailing and Consumption

Module IV: Health, Safety and Security (Norms and Mandated) (6hours + 2hours = 8hours)

Health andSafety of Staff, Employees and Customers; Ways of Keeping a Store Secure(including Pilferage/shoplifting), Security of the Store

Module V: Introduction to Sales (4hours + 2hours = 6hours)

Credit Application for Purchase; Sales and the Factors that Influence Sales; Maximising Sale of Goods.

Module VI: Team Work (8hours + 2hours = 10 hours)

Team Work: Ways of Effectively Working in a Team, Team Building, Supporting the Team, Team Accountability; Developing Effective Work Habits; Communication: Team and Customer; Etiquettes (The Five Principles of Grooming).

Assessment Details with weights:

Assessment Plan(weight, mode, scheduling) for the course:



Period of Assessment

Weight age


Assignments (Project/written assignment/portfolio)

Within 1st Month of the course

Assignment 1 (20%)


Within 2nd Month of the course


Assignment 2 (20%)



Class Participation

All through the semester



Simulation/Practical/Role Play

Within 3rd Month of the course



Personal Grooming and Hygiene

All through the semester



End Semester Exam

End Semester Exam


Total                                                                                                                                100%


Reading List:

  1. Sinha, P. K. &Uniyal, D. P. (2012). Managing Retail (2nded.). Oxford University Press.
  2. Gibson, G. (2008). Retail Management – Functional Principles and Practices (3rded.). Mumbai: JAICO Publishing House.
  3. Nair, S. (2008). Retail Management (3rded.). Mumbai: Himalaya Publishing House.
  4. Levy, M., Weitz B. A. &Pandit. A. (2008). Retailing Management (6thEdition). New Delhi: Tata McGraw Hill Publishing Co Limited.
  5. Lamba, A. J. (2008). The Art of Retailing (2nd Reprint). New Delhi: Tata McGraw Hill.
  6. Levy, M.&Weitz, B. A. (2001). Retailing Management (4th ed.). New Delhi: Tata McGraw Hill.
  7. Pooler, J. (2008). Retail Strategies- Understanding Why We Shop. Mumbai: Jaico Publishing House.
  8. Lusch, R. F. & Dunne P. (1990). Retail Management. South Western.
  9. Thomassen, L., Lincoln, K. &Aconis, A. (2006). Retailization – Brand Survival in the Age of Retailer Power. Kogan Page Publishers.
  10. Pradhan, S. (2009). Retailing Management – Text and Cases (3rded.). New Delhi: Tata McGraw Hill Education Pvt. Ltd.
  11. Bajaj, C., Tulli, R. &Srivastava, N. V. (2010). Retail Management (2nded.). Oxford University Press.