1. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 Online Course First Step 1

2. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Overview 1 2 Objective: Communication of knowledge of Target group Employees designated for the following training (Practical Retail Knowledge) in the takeover of management functions Economic activities Merchandise managment Personnel management Professional selling as prerequisite for attendance on the following Practical Retail Knowledge course 2

3. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Overview 3 Organization Duration: 14 weeks Average amount of study time per week: 12 hours Learning 168 hours of self-study time:42 or 21 hours of Webinar/Virtual Classroom additional in-house seminars possible 3

4. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Overview 4 Merchandise management Content Work and learning methodology Principles of economic activities Personnel management Professional selling 4

5. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Content 1 Work and Learning Methodology Principles of effective learning Learning Methods and Techniques Role of time management Possibilities of structuring tasks Rules for successful motivation Challenges of blended learning to learning behavior Learning methods and techniques Opportunities to understand connections 5

6. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Content 2 Functions and aims of commercial enterprises Principles of Economic Activities Retail sector in the economy as a whole Importance of markets in corporate success Functions of commercial enterprises in the economy as a whole Services of commercial enterprises Cooperation within the economy Market as meeting of supply and demand Rivalry and competition Derived market strategies Functions, structure and forms of commercial enterprises Formulation, pursuit and fulfillment of aims Indices and statistics for success control and as basis for decision-making 6

7. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Content 3 Merchandise Management Procurement Principles Logistics and Stock-holding Principles 7 Economic importance of procurement Procurement organization Procurement planning Aims and demands in the area of logistics Functions and fundamental decisions for effective stock-holding Storage concept and warehouse processes 7

8. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Content 4 Personnel Management Personnel Planning Management Principles Collaboration and Communication 8 Demands on the manager Management duties in commercial enterprises Management methods Behavior and personality traits of managers Forms, objectives and requirements of employee appraisals Conflict management and communication Criteria of personnel planning Methods of personnel planning Influence of working time systems on personnel planning 8

9. Education Center of Saxon Retail GmbH Dr. Michael Struss 21.09.2011 First Step - Content 5 Professional Selling 9 Effective leadership of sales negotiations Development of seller´s potential Client-oriented communication 9 Positive overall image of the seller Enhancement of inner mindset Client-oriented attitude Seller communication Interrogative techniques Client approach and consultation Phases of sales negotiations Objection handling and ending of sales negotiations Conflict control and solution in sales negotiations 9