19 Tex. Admin. Code § 127.263 - [Effective 8/1/2025] Retail Management (One Credit), Adopted 2025
(a) Implementation.
(1) The provisions of this section shall be
implemented by school districts beginning with the 2025-2026 school
year.
(2) School districts shall
implement the employability skills student expectations listed in §
127.15(d)(2) of
this chapter (relating to Career and Technical Education Employability Skills,
Adopted 2025) as an integral part of this course.
(b) General requirements. This course is
recommended for students in Grades 10-12. Prerequisite: at least one credit in
a course from the Business, Marketing, and Finance Career Cluster. Recommended
prerequisite: Principles of Business, Marketing, and Finance. Students shall be
awarded one credit for the successful completion of this course.
(c) Introduction.
(1) Career and technical education
instruction provides content aligned with challenging academic standards and
relevant technical knowledge and skills for students to further their education
and succeed in current professions.
(2) The Business, Marketing, and Finance
Career Cluster focuses on planning, managing, and performing marketing
activities to reach organizational objectives.
(3) Retail Management is designed as a
comprehensive introduction to the principles and practices of retail
management. The course explores the process of promoting greater sales and
customer satisfaction by gaining a better understanding of the consumers of the
goods and services provided by a company. The course provides an overview of
the strategies involved in the retail process such as distributing finished
products created by the business to consumers and determining what buyers want
and require from the retail market.
(4) Students are encouraged to participate in
extended learning experiences such as career and technical student
organizations and other organizations that foster leadership and career
development in the profession such as student chapters of related professional
associations.
(5) Statements that
contain the word "including" reference content that must be mastered, while
those containing the phrase "such as" are intended as possible illustrative
examples.
(d) Knowledge
and skills.
(1) The student uses
self-development techniques and interpersonal skills to accomplish retail
management objectives. The student is expected to:
(A) describe and demonstrate effective
interpersonal and team-building skills involving situations with coworkers,
managers, and customers;
(B) create
a self-development plan that includes improving leadership and interpersonal
skills and that identifies opportunities to participate in leadership and
career development activities; and
(C) identify and describe employability
skills needed to be successful in the retail marketing industry.
(2) The student explores features
of excellent customer service. The student is expected to:
(A) discuss the importance of and demonstrate
effective communication skills such as active listening, evaluating nonverbal
signals, and use of appropriate grammar, vocabulary, and tone;
(B) present written and oral communication,
including email, traditional letter writing, face-to-face conversations, and
phone conversation, in a clear, concise, and effective manner for a variety of
purposes and audiences;
(C) discuss
how company policy impacts an employee's interactions with consumers and a
consumer's interactions with the retail establishment; and
(D) analyze how attitude impacts a consumer's
experience with the retailer.
(3) The student creates professional
documents required for employment. The student is expected to:
(A) develop a professional portfolio or
resume;
(B) write appropriate
business correspondence such as a letter of intent and a thank you
letter;
(C) complete sample job
applications accurately and effectively; and
(D) explain protocol for identifying and
asking for references.
(4) The student analyzes non-store retailing
modalities, including direct selling, telemarketing, online retailing,
automatic vending, direct marketing, and e-tailing. The student is expected to:
(A) investigate and evaluate the
effectiveness of marketing and selling through online platforms such as mobile
apps and software applications;
(B)
analyze and explain the disadvantages of non-store retailing such as security
concerns, inability to interact with the customer, delay in customer receipt of
the product, less ease of return for unwanted items, and the lack of social
interaction between customers and retailers; and
(C) analyze and explain the advantages of
non-store retailing such as unlimited access for customers to view the
inventory, the ability for customers to purchase 24 hours per day/7 days a
week, lower overhead cost, and a larger inventory of items than is housed in a
brick-and-mortar facility.
(5) The student analyzes marketing research
to make changes to business strategies or operations. The student is expected
to:
(A) synthesize and analyze data collected
through surveys, interviews, group discussions, and internal records to create
data reports;
(B) explain how data
reports are used to make decisions to improve a retailer's practices and
improve overall operations;
(C)
analyze and evaluate the effective use of surveys to gather data needed by the
retailer to make effective operational decisions;
(D) disaggregate and analyze internal data
such as sales data, shipping data, finance reports, inventory reports, and
customer and personnel feedback collected by the retailer to make effective
operational decisions;
(E)
disaggregate and analyze marketing data based on indicators such as age,
gender, education, employment, income, family status, and ethnicity to identify
and evaluate products based on the retailers' target market; and
(F) identify and analyze how the product,
price, promotion, and placement of the product impacts the retail
market.
(6) The student
understands the role and responsibilities of a buyer in retail management and
understands the purpose of analyzing the target market to interpret consumer
needs and wants based on data. The student is expected to:
(A) define and describe various merchandising
categories such as staple, fashion, seasonal, and convenience;
(B) describe merchandise plans and their
components, including planned sales, planned stock, planned stocked reductions,
and planned retail purchases;
(C)
analyze and discuss each stage of a product's life cycle, including
introduction, growth, maturity, and decline, and explain how each stage relates
to the target market; and
(D)
develop a budget based on financial goals.
(7) The student applies inventory management
strategies to effectively create and manage reliable tracking systems to
schedule purchases, calculate turnover rate, and plan merchandise and marketing
decisions. The student is expected to:
(A)
describe the process of purchasing inventory and executing a purchase order,
transporting orders, and receiving orders;
(B) explain inventory management practices,
including ordering, storing, producing, and selling merchandise;
(C) differentiate between perpetual and
periodic inventory tracking methods and describe how point-of-sale software,
universal product codes, radio frequency identification, stock shrinkage, and
loss prevention impact a retailer's inventory management; and
(D) analyze and describe how stock turnover
rates impact inventory.
(8) The student evaluates retailer pricing
strategies based on factors such as competition, the economy, and supply and
demand to maximize sales and profit. The student is expected to:
(A) analyze how uncontrollable factors such
as competition, the economy, and supply and demand impact pricing;
(B) explain how controllable factors such as
company goals, operating expenses, and product life cycles impact
pricing;
(C) differentiate between
demand-based pricing, competition-based pricing, and cost-based pricing and
explain how each pricing method is used to determine the base price for a
product;
(D) identify and describe
how market share impacts pricing of products; and
(E) create price points using keystone
pricing, industry benchmarks, and industry surveys.
(9) The student explores effective
promotional activities, including advertising, sales promotion, public
relations, and personal selling, that retail managers use to inform, persuade,
and remind customers of products that will meet consumer needs. The student is
expected to:
(A) explain the six elements of
effective communication, including source, message, channel, environment,
context, and feedback;
(B)
demonstrate effective written, verbal, and nonverbal communication;
(C) analyze and evaluate promotional
communication techniques used to inform or motivate consumers to invest in
products or services;
(D)
differentiate between techniques used for advertising, public relations,
personal selling, and sales promotion; and
(E) investigate and evaluate technology
applications that promote items using online advertising, web presence, social
media, email campaigns, and other modes of electronic promotions.
(10) The student analyzes and
applies personal selling elements needed in retail management to determine how
to generate sales. The student is expected to:
(A) explain sales generating techniques,
including prospecting, solution development, buyer qualification, opportunity
qualification and control, negotiation, and account management and
follow-up;
(B) describe how ethical
behaviors of a sales associate impacts the retail market;
(C) demonstrate effective selling techniques
needed in the retail market;
(D)
analyze and describe best practices in product training for sales
associates;
(E) explain how
determining the needs, presenting the product, handling objections, closing the
sale, and following up with customers increases sales for the retailer;
and
(F) identify effective
questions and questioning techniques sales associates use with consumers to
gain a competitive advantage or increase sales and discuss the importance of
strategically selecting questions and techniques based on the product or
service and target market.
(11) The student explores how to effectively
use visual merchandising. The student is expected to:
(A) analyze and describe how a retailer's
storefront, store layout, store interior, centralized visual merchandising, and
interior displays impact sales and a consumer's experience with the business;
and
(B) develop a visual
merchandising plan using proper design elements such as mannequins, props,
lighting, color, signage, and graphics.
(12) The student understands the role of the
retail manager for recruiting, hiring, training, supervising, and terminating
employees as well as maintaining the everyday operation of a business to ensure
that it functions efficiently and meets established goals. The student is
expected to:
(A) identify and describe
effective methods of recruiting employees externally;
(B) explain effective methods of recruiting
employees internally;
(C) describe
how to recruit a diverse pool of talent for employment consideration;
(D) explain the importance of the Equal
Employment Opportunity Commission guidelines on the recruitment
process;
(E) explain the benefits
of training employees to learn new skills and technologies and comply with new
laws and regulations;
(F) develop
an employee appraisal program;
(G)
explain an effective employee performance evaluation system and the importance
of including supervisors and managers, peers, customers or clients, and
subordinates in the process; and
(H) identify leadership and career
development activities such as involvement with appropriate student and local
management associations and create a personal development plan that includes
participation in leadership and career development activities.
(13) The student understands the
importance of effective teams and how effective leaders implement group
development strategies. The student is expected to:
(A) explain the process of forming, storming,
norming, performing, and adjourning;
(B) analyze and discuss effective
interpersonal and team-building skills involving situations with coworkers,
supervisors, and subordinates;
(C)
investigate and analyze personal integrity and its effects on relationships in
the workplace;
(D) describe
characteristics of successful working relationships such as teamwork, conflict
resolution, self-control, and the ability to accept criticism;
(E) discuss the importance of showing respect
to all people and explain how showing respect to all people impacts the success
of a business;
(F) identify
employer expectations and discuss how meeting employer expectations impacts the
success of a business; and
(G)
explain and demonstrate productive work habits and attitudes.
(14) The student explores the
practice of risk management, including identifying, assessing, and reducing
risk through proper planning. The student is expected to:
(A) differentiate between natural, human,
market, economic, and market risks;
(B) differentiate between controllable and
uncontrollable risks;
(C)
investigate and explain effective strategies for identifying, assessing, and
reducing risks; and
(D) analyze how
financial losses from human, physical, and natural risk factors can be
minimized through the use of insurance.
Notes
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