1. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Online Course Practical Retail Knowledge 1

2. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Overview 1 Objective: Attainment of Qualifications for independent awareness of the responsible tasks of: Planning Management Implementation (Durchfürung) Control in retail enterprises 2

3. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Overview 1 Objective: Attainment of Skills for the takeover of specialist and management functions: personal skills professional skills social skills methodical skills 3

4. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Overview Organization Duration: 10 months Average amount of study time per week: 12 hours Learning 480 hours of self-study time:120 or 60 hours of Webinar/Virtual Classroom additional in-house seminars possible 3 Target group Employees in retail enterprises who intend (gemeint ist „sollen“ vom Unter- Nehmen aus: for which is plant?) to takeover specialist or management functions 2 4

5. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Overview 4 Marketing of products and other services Possible areas of activities of participants Organization and management of operational processes Procurement and storage of merchandise Development of cost-efficient solutions for the implementation of corporate objectives and the control of efficiency Management and development of personnel Strategic planning and implementation of company vision 5

6. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Overview 5 Evaluation of trade-related market developments Possible areas of activities of participants Control and development of quality management Designing, planning, implementing and assessing marketing concepts Application and usage of modern information and communication techniques Client and service-oriented communication and cooperation 6

7. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 1 Content Retail marketing and sales Personnel management Practical cost and performance accounting Business management Procurement and logistics Retail logistics 7 1 Vertiefungsmodule, optional in Abhängigkeit der Spezialisierungsrichtung Retail marketing and sales Personnel management Retail logistics Die Module sind auch nach Kundenwusch Individuell realisierbar!

8. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 1 Retail Marketing Evaluation of the changing conditions of the market 8 Systematic and decision-oriented monitoring, analysis and development of the market Presentation and appraisal of results Preparation and implementation of measures to acquire and retain customers Goal-oriented use of marketing tools Performance monitoring 8

9. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 1a Retail Marketing and Sales In-Depth Design and monitoring of sales and assortment strategies 9 Strategic planning, analysis and control of sales-related specialist tasks Presentation and appraisal of implications of customer needs and behavior on the procurement process Command of category management and customer management Goal-oriented conducting of negotiations Ability to deal with internal and external conflicts of objectives 9

10. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 2 Personnel Management Goal-oriented communication between personnel, business partners and customers 10 Management of personnel and project groups Solution-oriented approach in negotiations and situations of conflict Command of presentation, communication and motivation methods Systematic and decision-oriented analysis and presentation of personnel tasks Appointment of effective and efficient personnel and individual encouragement of personnel Assessment of relationship between personnel and corporate policies and introduction of appropriate steps 10

11. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 2a Personnel Management and Qualification In-Depth Application of time and personal management 11 Personnel security (mehr im Sinne „Gewährleistung“) management and development of individuals Conducting of meetings regarding criticism, appraisal, development and agreeing of targets Planning and organization of qualification measures 11

12. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 3 Practical Cost and Performance Accounting Awareness of the role of cost accounting in business accountancy 12 Command of cost accounting systems Application of cost type and cost center accounting Command of cost unit accounting Standard cost accounting tasks 12

13. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 4 Business Management Understanding of cooperation between corporate areas of responsibility 13 Evaluation of business goals and decisions Planning, implementation and control of individual measures Command of a process-oriented and entrepreneurial way of thinking and acting Application of controlling tools Skills transfer, drawing and implementation of conclusions from findings 13

14. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 5 Procurement and Logistics Systematic and decision-oriented handling and implementation of procurement and logistics processes 14 Customer-oriented design of goods and data flow (Efficient Consumer Response) Efficient management of supply chain (Supply Chain management) 14

15. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Practical Retail Knowledge - Content 5a Retail Logistics In-Depth Strategic planning, analysis and control of procurement and logistics- related specialist tasks 15 Ability to handle internal and external conflicts of objectives Goal-oriented conducting of negotiations Knowledge of specific legal provisions 15