Retail

Career Programs and Student Development

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Retail

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AREAS

EMPLOYERS

STRATEGIES

BUYING/PURCHASING

Department stores
Specialty stores (e.g., clothing, home furnishings, jewelry, books, etc.)
Discount stores/mass merchants
Grocery stores

Develop analytical and problem-solving skills to
analyze industry trends and sales data.
Develop organizational skills to oversee the daily
operation of a department or store (e.g., inventory
monitoring).
Develop excellent interpersonal skills to work with and motivate sales force.
Develop strong written and oral communication skills
for report writing and interacting with vendors.
Be prepared to travel frequently in order to visit
various markets and search for new merchandise.
Gain experience working under pressure.
Develop a competitive drive with the understanding that
a buyer's goal is to always beat the sales and profit
record of the last year.
Gain as much sales and retail experience as possible.
Be prepared to begin as a buyer trainee.
Be aware that mergers and acquisitions have reduced the number of opportunities in this field.

MANAGEMENT/

ADMINISTRATION

Corporate Management
Regional Management
Store Management
Store Assistant Management
Store Department Managment

Department stores
Specialty stores
Discount stores/mass merchants
Grocery stores
Dealerships (e.g., automobile, boat, etc.)

Be prepared to start at the bottom. Most
management training programs start associates on the sales floor.
Be willing to relocate to take advantage of promotion opportunities.
Develop excellent interpersonal skills to assist customers, handle complaints, and manage
employees.
Develop excellent organizational skills to handle the daily operation of a store or a department.
Learn and perfect persuasive sales techniques.
Gain experience working on commission.
Be aware of the abundant number of opportunities in this field.

SALES
Industrial Sales
Consumer Product Sales
Financial Services Sales
Services Sales
Advertising Sales

Profit and non-profit organizations
Product and service organizations
Manufacturers
Financial companies
Insurance companies
Print and electronic media
Retail stores

Obtain a part-time or internship sales position to gain experience. These positions are often
stepping stones to higher-level positions.
Develop excellent interpersonal skills and a strong commitment to customer satisfaction.
Develop problem-solving skills to handle customer or client inquiries and complaints.
Gain as much knowledge as possible about the
product or service being sold.
Cultivate a competitive drive to reach sales quotas and break sales records.
Proven leadership abilities are desirable.
Must be highly motivated and well organized.

VISUAL MERCHANDISING

Department stores
Specialty stores

Develop proficiency for working with matters of taste and aesthetics (e.g., color, lighting, fashion, etc.).
Consider supplementing program with coursework in
interior design, art, fashion design, or interior decorating.
Develop mechanical aptitude to build props or to adjust lighting for displays.
Be aware that positions in this area are limited.
Many managers or product representatives are
responsible for creating store display designs.

NON-STORE RETAILING
E-Commerce Catalog:
Sales
Management
Fulfillment/Distribution
Production
Direct Marketing

Retailers in internet sales (e.g., Target.com)
Retailers with mail-order specialties (e.g., Spiegel, JC Penney)
Advertising agencies
Magazine, book, and record companies
TV retailing networks
Internet marketers

Supplement program with courses in marketing,
advertising, or communications.
Obtain sales experience through a retail or
telemarketing position.
Develop strong computer skills.

SMALL BUSINESS
Ownership
Independent Consulting

Self-employed
Companies that utilize independent consultants
(e.g., Mary Kay Cosmetics, Tupperware)

Develop an excellent knowledge of and belief in a particular product or service.
Supplement program with courses in accounting,
advertising, or computers.
Obtain extensive sales and business experience by
working for a company or retailer in a related
product area before launching a small business.
Build relationships with potential investors and
customers.
Join small business associations or Chamber of
Commerce for networking opportunities.

GENERAL INFORMATION
• Obtain retail experience through summer jobs, part-time jobs, or internships.
• Computer knowledge is crucial. Become familiar with technology related to internet sales, distribution, and inventory tracking.
• Join student branches of professional retailing associations. Read their publications andattend their meetings.
• Read the business section of newspapers and magazines to keep track of current trends in retail.
• Be prepared to work holidays and weekends, typically the busiest times for retailers.
• Contact stores or markets of interest. Inquire about management training programs.
• Most retailers promote from within the organization; therefore, management trainee programs or sales associate positions are a good way to begin.
• Supplement program with courses in marketing, accounting, communications, and computers.
• Be aware of the many transferable skills associated with this degree.
• For increased opportunity, determine alternative areas of business in which your skills, experiences, and interests might also apply.

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