Retail Management

Why Attend

This course helps existing and potential retail managers acquire the required knowledge and apply the needed skills to grow their businesses and careers. The course provides knowledge and understanding of retailing in the 21st century and shows how managers can contribute more to the success of their organizations. It delves into the critical strategy development steps necessary to manage retail sales associates, create critical retail metrics to measure performance, and devise a retail sales management approach that really works.

Course Methodology

The course uses a mix of interactive techniques such as videos, brief presentations by the consultant and the participants, group workshops and case studies, self-assessment tools and relevant templates

Course Objectives

By the end of the course, participants will be able to:

  • Build awareness of the retail industry to foster career growth among people who work in retail
  • Assess their own strengths and weaknesses to devise sustainable strategies to survive and grow in competitive markets
  • Create and analyze retail metrics to monitor store performance and enhance retail staff productivity
  • Explain the retail sales management process and lead, coach, and motivate retail sales associates
  • Develop and implement HR processes and balanced scorecards to evaluate store and individual performance levels
  • Interpret customer behavior in a retail environment in order to produce a positive shopping experience
  • Devise an exceptional customer service roadmap to improve customer loyalty and boost sales in a record time

Target Audience

Most participants in this course are retail employees looking to take their retail organization and careers to the next level. The course is also appropriate for new sales managers and assistant managers as well as anyone pursuing a management career in retail or a related industry.

Target Competencies

  • Retail metrics
  • Retail planning and strategies
  • Recruiting retail sales associates
  • Retail sales management
  • Retail sales process
  • Customer service
  • Retail dashboards and scorecards


South Africa

Training Dates:

Each course starts every Monday of each week. Please book your training on a date that is a Monday.

Course Duration:

Unit Standard:

NQF Level:

Number of Credits:

Course Fees

Note: Please fill in the online application form on the left or bottom if this page to receive a quotation with detailed pricing from AATICD.

How to Apply:

To Apply Simply Fill in the Online Enquiries / Applications form on the Right Sidebar or Bottom of this website


When filling the online application form; please take note of your desired Training Month, Duration in Weeks and Training Session. This will give us the exact dates you will be attending your classes.

Also note that Tuition Fees must be paid upfront on or before training start date. This is to ensure that all resources are made availabe for you before you start. You will not be allowed into training if fees are not paid and verified.

Also note that Tuition Fees Cancellations must be made 14 business working days before the starting date of training. This will allow us to do a 50% refund of the total amount paid. If cancellations are made thereafter note that no refund will be made to delegates.

Tuition Fees include teas and lunch as well as either a laptop or tablet which a delegate will take home free of charge.

Tuition Fee DOES NOT include Accommodation, Dinners and other Extra Curricular Activities or Incidentals. Delegates are expected to fund this on their own. AATICD will not be held accountable for any incidents to delegates.

In-House Trainings are also available for 3 or more delegates for any duration. Please consult with our Administration for such In-House training bookings.

Course Outline

  • The retail environment and challenges
    • Retailing defined
    • Today’s retail environment
    • The pillars of retail (7Ps) and related metrics
    • Retailing and marketing channels
  • Retail strategies and business intelligence
    • Retail competitive strategies
    • The 5 dimensions of a retail strategy
    • The ‘est’ model: achieving strategic positioning
    • Assessing strengths and weaknesses for better positioning
    • Retail leadership guidelines
    • The components of retail business intelligence
    • Business intelligence and retail operations
  • Store sales performance metrics
    • Critical performance questions
    • What to measure and when
    • 15 key retail metrics
    • The strategic profit model (DuPont analysis)
    • Computing the store’s return on net worth
  • Retail sales management and coaching
    • The new role of the retail sales associates
    • Relationship selling and retailing
    • The retail sales management process
      • Hire
      • Train
      • Set goals and objectives
      • Define and measure metrics
      • Motivate
      • Evaluate performance
      • Reward and incentivize
  • Retail performance management
    • The critical components of retail performance
      • Improve the quality of leadership
      • Instill a high-performance culture
      • Develop and implement HR programs and processes
    • Evaluating individual performance levels
    • Developing balanced scorecards (store and retail sales associates)
  • Customer service management
    • Trends in customer relations
    • Shaping customer perceptions
    • Developing your own service strategy
    • Customer service requirements
    • Key ingredients of service strategy
    • Facts about customer complaints
    • A retail success blueprint