Course Outline

Merchandising Technique


6 Hours




The Merchandising Technique workshop has been created to help participants to master merchandising from three different aspects, the shopping behaviour, merchandising concept and sales by merchandising.

Participants will be able to use several tools and techniques that will lead to a profitable merchandising. During the workshop they will understand the basic of merchandising along with shopper’s behaviour. They will learn to apply an effective merchandising technique while working in their retail store to improve their sales. Upon completion of the workshop, participants will complete an action plan to ensure/monitor application of the learning.

Target Audience

This workshop will appeal to a wide range of audiences and is intended for Retail Professionals.

Skills Gained

By the end of this workshop, participants will be able to:

  • Identify the shopper behaviour

  • Identify factors that affect shopper

  • Understand and apply good merchandising

  • Increase the retail margin

  • Redesign their store from different perspective

  • Create a new shopping experience

Topics Covered

  1. Shopping Time

  • The Buying Decision Process (BDP)
  • Shopping preparation
  • Plan your shopping
  • Choosing your shopping place
  • Do shoppers know what to buy?
  • Factors influence shopping decision
  • Shoppers expectation

   2.     Merchandising

  • Product Place
  • Logic of Placement
  • Reach is Key
  • Height Determination
  • Product PLACEMENT Golden Rules

  3.   Sales by Merchandising

  • In Store Support POS Material
  • Additional Placement
  • Secondary Display
  • Cross Merchandising


  • Learning Concepts/ Presentations
  • Role Plays and case studies
  • Group activities and Discussions
  • Individual and Team Exercises
  • Tips and tools
  • Educational videos
  • Draft an Individual Action Plan