Syllabus
Registration via LPIS
| Day | Date | Time | Room |
|---|---|---|---|
| Monday | 03/03/25 | 02:30 PM - 05:30 PM | TC.1.02 |
| Monday | 03/10/25 | 03:30 PM - 06:00 PM | TC.2.01 |
| Monday | 03/17/25 | 03:30 PM - 06:00 PM | TC.2.01 |
| Friday | 03/28/25 | 10:00 AM - 01:00 PM | TC.1.01 OeNB |
| Friday | 04/04/25 | 08:00 AM - 11:00 AM | TC.1.02 |
| Friday | 04/11/25 | 08:00 AM - 11:00 AM | TC.2.02 |
| Tuesday | 04/29/25 | 04:00 PM - 06:00 PM | Online-Einheit |
| Wednesday | 04/30/25 | 09:00 AM - 10:30 AM | TC.2.01 |
| Monday | 05/05/25 | 09:30 AM - 12:30 PM | Online-Einheit |
| Monday | 05/12/25 | 06:00 PM - 09:00 PM | D5.0.002 |
The course Retailing & Sales provides a comprehensive introduction to retailing and sales principles, covering key concepts, strategies, and best practices that shape the industry. In the second part of the course, students will engage in a hands-on case study focused on trade marketing, applying their knowledge to real-world scenarios to deepen their understanding of marketing and sales dynamics in the retail context.
· have a deep understanding of retailing and sales theories, concepts, and practices within the context of a dynamic and competitive marketplace.
· be able to analyse and evaluate various retail strategies, including merchandising, pricing, promotion, and distribution, to enhance customer centricity and optimise business performance.
· will have an insight into the competition and cooperation between industry and retail, as well as their joint efforts to optimize demand-side and supply-side processes.
· be familiar with the integration of online and offline retail channels and be able to develop strategies for a seamless and consistent customer experience across all touchpoints.
The lecture includes presentations, profound data material based on both real live Nielsen retail panel data and a consumer panel, and workbooks. Live discussions in class, groupwork, and a face-to-face presentation of a business proposal to a manager from the retail industry ensure a high level of personal interaction.
35% exam (individual assessment)
15% homework dealing with the group project (team assessment)
40% group project (team assessment)
10% presentation of the and discussion of the projects (individual assessment)
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