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Certificate of Retail


Course Outline and Topics

Course Overview

There are few careers as versatile as those in the retail sector. If you have a passion for sports, music, fashion or food – there’s an industry sector in retail that will offer you a rewarding and exciting career.

There are also a variety of occupations that fall under the banner of retail including buying, visual merchandising, marketing, e-commerce, and human resources. The retail sector also offers flexible work hours to suit every lifestyle.

The Certificate of Retail is an online professional development program that will provide you with the skills and knowledge required to work in the retail industry. You will also learn how to work effectively in a service environment and develop and apply product knowledge. You will also gain the selling skills required to analyse and drive sales to meet targets and maximise retail profitability and performance.

So why not launch your retail career and boost your employability with the Certificate of Retail?

Course Structure

Unit 1 - Work effectively in a service environment

  • Employment rights and responsibilities
  • Current information sources
  • Trade unions
  • Policies and procedures
  • Anti-discrimination laws
  • Harassment and equal opportunity
  • Legislation
  • State and territory laws
  • National employment standards
  • Employment in retail
  • Organisational requirements
  • Employment policies and procedures
  • Company structure
  • Workplace ethics
  • Duty of care
  • Health and safety
  • Grievance procedures
  • Staff rosters
  • Dress / uniform standards
  • Communication and reporting
  • Questioning techniques
  • Communication checklists
  • Effective work habits
  • Instructions and information
  • Following procedures
  • Accessing information
  • Job descriptions
  • Time management
  • Code of conduct
  • Workplace etiquette
  • Customer service
  • Building relationships

Unit 2 - Plan a career in the retail industry

  • Career opportunities
  • Advisory services
  • Education and training
  • How to access information
  • Evaluate interest in retail
  • Retail buyers
  • Optimum career preferences
  • Skill development requirements
  • Stages of skills development
  • Current skills and knowledge
  • Taking ownership of career
  • Personal learning needs
  • 3 steps to gaining skills
  • Professional development
  • Skills development
  • Career progression
  • Collate skills assessment

Unit 3 - Sell to the retail customer

  • Product knowledge
  • Customer knowledge
  • Customer buying behaviour
  • Customer contact
  • Questioning techniques
  • Listening skills
  • Customer buying motives
  • Sell the benefits
  • Matching customer needs
  • Product features and benefits
  • Product use and safety
  • Referring customers to senior staff
  • Related legislation
  • Customer objections
  • Problem solving / solutions
  • Closing the sale
  • Purchase decisions
  • Techniques for closing a sale
  • Sales opportunities
  • Cross selling and up selling
  • Down selling
  • Personal sales outcomes
  • Sales targets
  • Parameters
  • Sales team plans

Unit 4 - Achieve sales results

  • Review sales targets
  • Achievable sales targets
  • Review sales performance
  • Sales strategies
  • SPACED benefits
  • Creating a sales environment
  • Team sales targets
  • Inventory control / methods
  • Human resources
  • Contingency plans
  • Team support
  • Training / coaching / mentoring
  • Resolve operational issues
  • Retail supply chains
  • Review sales targets
  • Monitor achievements
  • Poor performance
  • Performance counselling steps

Unit 5 - Drive sales results

  • Review current operations
  • Factors impacting sales
  • Get to know the competition
  • Technology
  • Social factors
  • Review sales strategy
  • Current sales targets
  • Factors that impact sales
  • Review successful approaches
  • Poor leadership
  • Existing customer feedback
  • Questionnaires and surveys
  • Focus groups
  • Monitor social media
  • Review websites
  • Plans to drive sales
  • Subjective data
  • Mission / values
  • Strategic plans
  • Develop a plan to drive sales
  • Identify potential customers
  • Retain repeat business
  • Retail benefits
  • Stakeholder input
  • Plan to grow sales
  • Cross-selling and upselling
  • Implement sales plan
  • Monitor sales plan
  • Communicate plan
  • Resources to drive sales
  • Promotion strategy
  • Advertising
  • Product strategies
  • Resources
  • Planned sales activities
  • Support sales teams
  • Targets and adjustments
  • Market share
  • Pricing strategy
  • Setting new targets


Written assignments and exercises, including short-answer questions, reports/essays and projects. There are no examinations or due dates for assessment.


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Payment Information

Certificate Course



  • Professional development that is widely recognised and respected;
  • Improve your employment opportunities;
  • Study online, anywhere via our elearning system;
  • High-quality professional development programs written by industry experts;
  • No entry requirements;
  • All course materials provided online – no textbooks to buy;
  • Unlimited tutor support;
  • Easy to understand course content;
  • Unlimited enrolment with no expiry;
  • Certificate of Attainment/Completion issued for your CV (hard copy provided); and
  • Course may be tax deductible; see your tax advisor.

Career Pathways

Future growth




  • Retail Sales Assistant
  • Show Room Sales Assistant
  • Retail Sales Specialist


  • Best value option
  • Includes unlimited access


  • $150 deposit
  • $30/week
  • No credit checks required


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