3. RECEIPT OF GOODS
• The receiving process is concerned with record keeping,
inspection, marking & storage of goods
• Basic principles
– To ensure that the goods conform to buyers order.
– To ensure that the goods conform with the charge made for them
– To expedite the speedy transmission of goods to the Point of Sale.
4. RECEIPT OF GOODS
• Procedures
– Admittance only of properly authorized consignments
– Preliminary inspection of containers and outers for apparent signs of damages
or pilferage
– Collating of consignment documents and invoices with copy orders for correct
payments
– Prompt handling of claims for loss or damage in transit
– Return of goods:
• Non compilations with samples, return specifications, general standards, price, style ,
color or characteristic.
• Wrong Quantity or incomplete goods
• Late Delivery when definite delivery date been specified and agreed by supplier
5. RECEIPT OF GOODS
• Marking: The objective of marking is to record merchandise
information on the article itself or on its container. The
information may be used by:-
– Staff
– Customers
Advantages
– Aid to the sales person in serving the customer
– Encourage customers to serve themselves reducing sales efforts
– Helps in taking physical inventory
7. RECEIPT OF GOODS
• PACKAGING
• Checking the packaging of material with package commodity
rules
– Name of the Manufacturing
– Manufactured date
– Expiry Date
– Date of packaging
– Contents
– Veg/ Non Veg
– Food value
8. PLACEMENT OF GOODS
• Rack stacking
• Front-end merchandising
• Visual Merchandising • Dump display
• Price display
• Discount display
• Brand display
• USP display
• Vertical display
• Eye level display
• Group display
• Left to right display
• Top to bottom display
• According to shopping list
• According to use of signage
• Food/strong smelling
10. Visual Merchandising
• Visual: To make competencies visual for customers
• Merchandising: All Measures which support sales
Visual Merchandising is to send visual and emotional loaded
messages to customers which support pleasure of shopping activity.
• It Educates the customers, creates desire and finally augments the
selling process.
17. PROMOTION
• Definition
– It is constant effort to increase or promote the level of sales.
• Reasons
– Increase sales
– Increase market share
– Pull down your competitor
– Event based
70% of the goods sell in discounts, only 30% sell in fixed price
18. PROMOTION STRATEGIES
• Event based promotion
• USP (purchase worth Rs 1000, get 1 litre oil free)
• Discounts
• Cross Promotion
• (eg buy one get one free),
• (Buy 1 get 1 cinema ticket free
19. TOOLS OF SALES PROMOTION
• Hand bills (eg: Pamphlets)
• Placards
• Discounts
• Mass displays (eg: dump display)
• Multiple product promotions eg: 2 or more products sold together
• Multi packs (eg: 5 packets of Maggie sold at a price of 4)
20. TOOLS OF SALES PROMOTION
• Price Promotions eg: half yearly SALE
• Store loyalty cards/trading stamps
• Free gifts
• Buy one get one free
• Coupons
21. TECHNIQUES OF PRICING
Markup
Mark down
Market Price
Active Price
Odd Price / Psychlogical Price eg: Bata
22. TECHNIQUES OF PRICING
Leadership Price (Penetration Price)
Loss Leader Price
Lot Price eg: Dollar store
Discount Price
Bargain Price
Discriminatory Price (eg: wholesaler / Retailer)
Strategic Price eg: Dmart