Retail Sales Management - BUSN7170

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Module delivery information

Location Term Level1 Credits (ECTS)2 Current Convenor3 2024 to 2025
Autumn Term 5 15 (7.5) Debbie Kemp checkmark-circle


This module explores the ever-changing trends of retailers both in the UK and globally. It will explore the dynamics of multi-channel retailing following the development of on-line retailing. It will also consider the store design and visual merchandising techniques that influence the characteristics of the retail brand and environment, which encourage a satisfying retail experience. The learner will understand how to analyse and interpret how the location of products in line with store purchasing and marketing policies influences sales and profit. The complexities of store management will further be explored.

Indicative topics are:

The dynamics of retail management and the macro environment
Retail theories and strategic approaches
Store formats
Store location and international factors
Store design and visual merchandising
Store operational management
Customer service and the customer experience
Commercial management and selling skills
Case Studies of Food and Fashion retailing


Contact hours

Total contact hours: 22
Private study hours: 128
Total study hours: 150

Method of assessment

Main assessment methods:
Individual Essay (2500 words) (70%)
Group Presentation (30%)

Reassessment methods:
Reassessment Instrument: Like for like

Indicative reading

The University is committed to ensuring that core reading materials are in accessible electronic format in line with the Kent Inclusive Practices.
The most up to date reading list for each module can be found on the university's reading list pages.

See the library reading list for this module (Medway)

Learning outcomes

The intended subject specific learning outcomes.
On successfully completing the module students will be able to:
- Understand the theories of retail change and the development of multi-channel and global retailing strategies.
- Critically evaluate the role of store visual merchandising techniques and website design, and how this contributes to corporate image and sales.
- Understand customer service management techniques and analyse the impact of different strategies.
- Critically assess the other complexities of retail management to create a shopping experience that maximises customer satisfaction in relation to staff, stock and Corporate Social Responsibility (CSR) strategies.
- Develop and apply selling skills.

The intended generic learning outcomes.
On successfully completing the module students will be able to:
- design, select and organise information (written and visual);
- undertake independent and self-managed learning;
- propose solutions to problems based on analysis and discussion / debate;
- make an effective contribution to organisational decision-making.


  1. Credit level 5. Intermediate level module usually taken in Stage 2 of an undergraduate degree.
  2. ECTS credits are recognised throughout the EU and allow you to transfer credit easily from one university to another.
  3. The named convenor is the convenor for the current academic session.
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