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Business and Information Technology Education
Buying and Merchandising
This is an introductory course designed to explore the role and responsibility of a buyer and merchandiser. This course will cover job skills necessary to prepare for the role of a buyer or merchandiser including the ability to use mathematic formulas, budgeting, research, making purchases, and additional responsibilities of the buyer. Students will develop leadership traits and identify their leadership potential through participation in the DECA (an association of marketing students) student organization.
Karen Green
Program Specialist
Marketing Fundamentals, Product & Service Sales
or Business and Marketing Communications
Explore the concepts and processes needed to move, store, locate, and/or transfer ownership of goods and services.
-Identify management and inventory control methods
-Explain the advantages and disadvantages of each inventory control system
-Identify loss prevention methods
-Maintain inventory of products/supplies
-Explain procedures for packing orders
-Describe techniques for tracking/tracing shipments
-Organize shipping/receiving
-Select distribution channels
-Develop and implement order-fulfillment processes
-Identify documentation that should be completed when fulfilling orders
-Explain the importance of following company procedures when processing incoming merchandise
-Identify information found on a packing list
-Describe methods for checking incoming merchandise
-Identify the cause of problems with incoming merchandise
-Explain options in handling returned/damaged goods
-Explain information needed to file claims for lost/damaged goods
-Explain procedures for resolving problems with incoming shipments
-Describe the importance of proper paperwork in processing returns to vendors
-Describe and demonstrate methods to store merchandise
-Describe the purpose of handling and packaging labels in a warehouse
-Explain how hazardous materials are labeled

Explore the concepts and processes needed to obtain develop, maintain, and improve a product or service mix in response to market opportunities.
-Explore the functions of buying and merchandising
-Describe the importance of merchandising plans
-Identify components of merchandising plans
-Explain how to develop and use a merchandising plan
-Identify buyer/merchandiser responsibilities
-Explain the buying process
-Describe the nature of buyer reputation and vendor relationships
-Establish company buying/purchasing policies
-Conduct vendor search
-Negotiate contracts with vendors
-Place orders
-Plan product/service mix
-Build brand/image
-Plan visual merchandising

Explore the financial concepts used in making business decisions.
-Explain the purposes and importance of obtaining business credit
-Establish credit policies
-Develop billing and collection policies
-Establish financial goals and objectives
-Develop and monitor budget
-Manage cash flow
-Budget and plan for the purchase
-Compute retail math

Explore the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that influences purchase decisions and enhances future business opportunities.
-Acquire product information for use in selling
-Analyze product information to identify product features and benefits
-Establish relationship with client/customer
-Determine customer/client needs
-Determine customer's buying motives for use in selling
-Differentiate between consumer and organizational buying behavior
-Follow steps of a sale
-Provide customer service assistance

Explore the concepts, systems, and tools needed to gather, access, synthesize, evaluate, and disseminate information for use in making business decisions.
Review sales reports
Analyze cash-flow patterns
Use budgets to control operations
Develop expense-control plans
Analyze operating results in relation to budget/industry
Interpret sales and inventory reports
Forecast income/sales
Conduct break-even analysis

-Required Brainbench Certification
-Retail Industry Knowledge

Recommended ODCTE Certification:
-Skills Standards


Recommended Additional Certification:
-A*S*K (MBAResearch)
National Retail Federation (NRF)

Consortium for Entrepreneurship Education

Columbus, OH

Goodheart-Wilcox, The World of Fashion Merchandising, 2003

Retailing, Priscilla R. McCalla, 2005, Glencoe/McGraw-Hill,Woodland Hills, CA
Retail Readiness Certification Prep, 2005, Thomson/South-Western
Fashion Marketing, Dotty Boen Oelkers, 2004, Thomson South-Western, Mason, OH
Marketing LAPS (Learning Activity Packets), MBAresearch, Columbus,OH
NRF Standard Color and Size Codes, National Retail Federation
Virtual Business, Retailing
Marketing Essentials, Glencoe
Career Majors That Sequence This Course
Career Cluster Pathway Career Major
Marketing, Sales & Service Management and Entrepreneurship Business Management Entrepreneurship
Marketing, Sales & Service Buying and Merchandising Fashion Buyer
Marketing, Sales & Service Management and Entrepreneurship Franchise Owner
Marketing, Sales & Service Management and Entrepreneurship Independent Distributor
Marketing, Sales & Service Management and Entrepreneurship Introduction to Entrepreneurship
Marketing, Sales & Service Buying and Merchandising Merchandise Manager
Marketing, Sales & Service Management and Entrepreneurship Retail Management
Marketing, Sales & Service Management and Entrepreneurship Small Business Entrepreneur
Marketing, Sales & Service Buying and Merchandising Visual Merchandiser