Retail Marketing Aligned... · Web viewUnderstands marketing concepts. Understands the differences between customers and consumers. Identifies what a market is and how it can be described

San Diego County Office of Education Page 1Year: 2013-14 Regional Occupational Program Date Printed: 10/8/08

Date Reviewed: Course Outline/Competencies

Course # - 410712 - Retail Marketing Approved Hours: 360District - 65 - SMUSD Area: NorthSubmitted by - Ernie Wheeler Date: 10/08/08

Outline Hours Competencies Curriculum StandardsMention – M

Reinforce – RTeach – T

Assessment

Reg CC CVE CTECore

Academic

Occupation Knowledge and Skills1. THE WORLD OF MARKETING

Marketing is all around usA. Basic marketing

concepts

18 1. THE WORLD OF MARKETING – The Student

A. Understands the meaning of marketing.

B. Understands the foundations of marketing.

C. Understands the functions of marketing.

D. Understands the benefits of marketing.

E. Understands the meaning of economic utility.

F. Understands how to distinguish economic utilities.

G. Understands the importance of marketing careers to the U.S. economy.

H. Understands the benefits of working in marketing.

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(10)V1.1

(10)V1.2

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Project: Demonstration of Competency

V:Vocabulary MSS:Marketing, Sales & Service NS: Number Sense MR: Math Reasoning R: Reading

I. Identifies employment opportunities for marketing trainees.

J. Identifies examples of jobs within marketing occupational areas at different skill levels.

K. Understands marketing concepts.

L. Understands the differences between customers and consumers.

M. Identifies what a market is and how it can be described.

N. Identifies what target marketing is.

O. Identifies the 4 P’s of the marketing mix.

P. Understands marketing segmentation.

Q. Understands the current demographic trends in marketing.

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2. ECONOMICS

A. Free enterprise systemB. Global economies

12 2. ECONOMICS – The StudentC. Understands basic

principles of a free enterprise.

D. Understands the role of competition.

E. Understands the importance of risk and profit.

F. Understands the roles

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Written Descriptions and Explanations


government plays in our free enterprise system.

G. Understands the supply and demand theory.

H. Identifies the term economy.

I. Identifies the factors of production.

J. Identifies three basic economic questions.

K. Explains the difference between a market economy, command economy, and mixed economy.

L. Identifies different types of economic philosophies.

M. Identifies the goals of an economy.

N. Identifies various measurements used to analyze an economy.

O. Identifies four phases of the business cycle

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3. BUSINESS AND INTERNATIONAL MARKETING

A. Business and social responsibility

B. International trade

12 3.BUSINESS AND INTERNATIONAL MARKETING –

The StudentC. Understands what a

business is.D. Identifies basic functions

of business.E. Identifies how to

distinguish businesses from each other based on general characteristics.

F. Understands the importance of e-

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Written Descriptions and Explanations


commerce.G. Understands the concept

of derived command.H. Identifies major steps of

business that comprise the industrial market.

I. Identifies areas in Ih businesses are thought to have social responsibilities.

J. Identifies ways that business activities have impacted our environment.

K. Understands the definition of ethics and how marketers can make ethical choices.

L. Understands the meaning of consumerism.

M. Understands current trends and concerns in the workplace for employers.

N. Understands the interdependence of nations.

O. Understands the benefits of international trade.

P. Understands how government is involved in international trade.

Q. Understands what balance of trade is.

R. Understands what trade barriers are.

S. Understands the significance of trade agreements and alliances.

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T. Understands how businesses get involved in international trade.

U. Identifies standard practices involved in importing and exporting.

V. Understands cultural, political, economical, technological factors to be considered when deciding whether to do business abroad.

4. ACADEMIC CONCEPTS AND SKILLS

A. Basic math skillsB. Communication skillsC. Computer applications

and skillsD. Interpersonal skillsE. Management skills

58 4.ACADEMIC CONCEPTS AND SKILLS – The Student

F. Demonstrates basic math fundamentals to include writing whole numbers, fractional amounts, and decimal numbers.

G. Practices using a calculator to solve math problems.

H. Identifies ways to read different charts and graphs.

I. Identifies six primary elements of communication.

J. Lists steps to set up business meetings.

K. Explains how to use listening skills.

L. Identifies three blocks to

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(7)NS 1.2

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Identify and List

Identify and List

Identify and List


listening and understanding.

M. Identifies three skills to help read with understanding.

N. Identifies three common purposes of speaking.

O. Identifies four basic patterns for organizing a formal speech.

P. Identifies four-step method for training.

Q. Understands parliamentary procedure and its purpose.

R. Understands proper telephone techniques.

S. Identifies three basic considerations in writing.

T. Identifies major ways computers are used to save businesses money.

U. Identifies considerations used when choosing computer hardware.

V. Identifies eight popular computer application programs used in marketing.

W. Identifies specialized computer technology for marketing.

X. Understands the future of computer technology.

Y. Explains the importance of understanding others, personal traits, personal

MSS D1.4

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Presentation: Demonstration of Competency

Written Descriptions and Explanation


skills.Z. Understands the

importance of working together—teamwork.

AA. Identifies types of management structure.

BB. Identifies the functions of management.

CC. Understands management techniques to motivate employees.

DD. Understands traits of effective managers.

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5. SELLING

A. Preparing for the saleB. Initiating the saleC. Product presentationD. Closing the saleE. Using math in sales

70 5. SELLING – The StudentA. Understands the definition

and goals of selling.B. Identifies examples of

sales situations encountered in the business world.

C. Understands the definition of feature-benefited selling.

D. Understand the difference between rational and emotional buying.

E. Identifies sources of developing product information.

F. Understands sources and methods used to develop leads.

G. Understands how to prepare for the sale.

H. Identifies the seven steps

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Demonstration of Competency



of a sale.I. Understands the

importance of approach in the sales process.

J. Identifies three initial approach methods.

K. Understands the importance of determining needs in the sales process.

L. Identifies three methods used for determining needs.

M. Understands the goal of product presentation.

N. Understands how products are selected.

O. Understands what to say during product presentation.

P. Identifies four techniques effective for product presentation.

Q. Understands the difference between objections and excuses.

R. Identifies common decisions upon Ih objections are based.

S. Identifies methods for handling customer objections.

T. Understand the customer-buying signal.

U. Understands general and specialized methods for closing a sale.

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V. Identifies rules of effective suggestion selling.

W. Understands specialized suggestion selling method.

X. Understands the concept of relationship marketing.

Y. Practices using cash registers in the sales process.

Z. Identifies types of sales transactions.

6. PROMOTION

A. Promotional concepts and strategiesB. Visual merchandising and displayC. AdvertisingD. Preparing print and advertisements

40 6. PROMOTION – The StudentA. Understands the role of

promotion in marketing.B. Understands the concept

of promotional mix.C. Identifies characteristics of

personal selling and advertising.

D. Understands the nature and scope of publicity.

E. Identifies characteristics of sales promotion.

F. Understands the concept of trade promotion.

G. Identifies different kinds of consumer sales promotion.

H. Understands the nature and scope of public relations.

I. Identifies audiences for public relations.

J. Understands the concept of visual merchandising

MSSB4.3

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(8) R2.1

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RProject: DemonstrateCompetencyProject: Demonstrate Competency


and display.K. Identifies various types of

displays and their importance.

L. Identifies steps used in designing, preparing, and maintaining displays.

M. Understands the purpose and different types of advertising media.

N. Understands costs of print media.

O. Identifies the standards for selecting promotional media.

P. Identifies the steps in developing advertising campaigns.

Q. Understands how to create, prepare, and select advertising headlines, copy, and illustrations

R. Understands the importance of and principles used in advertising layouts.

S. Identifies advantages and disadvantages in using color and type sizes to add variety in print advertisements.

MSS D1.6 TProject Demonstration of Competency

7. DISTRIBUTIONA. Channels of distributionB. Physical distributionC. Purchasing

16 7. DISTRIBUTION – The StudentA. Understands the concept

of channels of distribution and channel members.

(10)V1.1 M


D. Stock handling and inventory control

B. Identifies different non-store retailing methods.

C. Identifies different channels of distribution for consumers and business-to-business products.

D. Identifies key considerations in distribution planning.

E. Understands the use of multiple channels of distribution.

F. Compares the use of direct sales force versus independent sales agent.

G. Identifies levels of distribution intensity.

H. Understands the effect of internet on distribution planning (e-commerce).

I. Identifies challenges involved in distribution planning for international market.

J. Understands the nature and scope of physical distribution.

K. Identifies different kinds of transportation systems to move products.

L. Identifies concepts and functions of inventory storage.

M. Understands distribution planning for international markets.

N. Identifies terms used to

MSS D1.2

MSS D1.2

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(10) V1.1 M

Written Description and Explanation


describe organizational buyers.

O. Identifies differences between planning purchases for industrial market and reseller’s market.

P. Creates a six-month merchandise plan.

Q. Understands the concept of chain store buying.

R. Identifies types of purchase situations.

S. Identifies criteria for selecting suppliers.

T. Identifies factors involved in negotiating terms of a sale.

U. Identifies various internet purchase methods.

V. Understands the need for stock handling process.

W. Identifies methods and procedures used to receive, check, mark, and transfer merchandise.

X. Understand the concept and types of inventory systems.

Y. Demonstrates how to calculate stock turnover.

MSS C3.1 R

Z. Understands the impact of technology on inventory systems.


8. PRICING

A. Pricing planning B. Pricing strategiesC. Pricing math

6 8. PRICING – The StudentA. Identifies different forms,

importance of, and goals of pricing.

B. Understands the difference between market share and market position.

C. Identifies market factors affecting price planning.

D. Understands supply and demand theory.

E. Identifies government regulations that affect price planning.

F. Identifies basic pricing concepts involving cost, demand, and competition.

G. Understands concepts of pricing forward versus pricing backward.

H. Understands the idea of one-price policy, flexible-price policy, or polar-price policy.

I. Identifies various pricing techniques.

J. Identifies steps of setting prices.

K. Explains how pricing determines net profit or loss.

L. Explains how to calculate dollar and percentage markups and markdowns.

M. Explains general

MSS D1.3

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Project: Perform and Demonstrate Competency


procedures for calculating discounts.

9. MARKETING INFORMATION AND MANAGEMENT

A. Marketing researchB. Conducting marketing research

20 9. MARKETING INFORMATION AND MANAGEMENT – The

StudentA. Understands the

importance of marketing research.

B. Identifies functions of marketing information management.

C. Identifies important areas of and trends affecting marketing research.

D. Understands the limitation of marketing research.

E. Identifies steps in conducting marketing research.

F. Understands the difference between and methods for collecting primary and secondary data.

G. Understands how to construct a survey.

H. Identifies ways that technology is used in marketing research.

MSS D2.4

MSS D2.1

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10. PRODUCT AND SERVICE MANAGEMENT

A. Product planningB. Branding, packaging,

labelingC. Extended product

features

56 10.PRODUCT AND SERVICE MANAGEMENT – The Student

D. Understands the nature and scope of product planning.

E. Identifies concepts and strategies of product mix.

F. Identifies steps in new product development.

G. Explains product life cycle.H. Understands the concept

of product positioning.I. Understands the purpose

of category management.J. Understands the nature,

scope, importance, and elements of branding in product planning.

K. Identifies different types of brands and how to classify branding strategies.

L. Identifies principle functions of product packaging and labels.

M. Identifies different types of warranties and explains their importance to product planning.

N. Identifies additional extended product features.

O. Identifies major provisions of product safety legislation.

P. Identifies consumer responsibilities and rights related to product performance.

MSS D2.1

MSS D1.6

MSS D1.2

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Identify and List


Q. Understands the importance of credit and sources of consumer credit.

R. Identifies types of consumer credit accounts.

S. Explains how businesses use trade credit.

T. Understands the most important credit legislation.

11. ENTREPRENEURSHIP AND FINANCE

A. Entrepreneurial concepts

B. Risk managementC. Developing a business

planD. Financing the business

32 11. ENTREPRENEURSHIP AND FINANCE – The Student

E. Understands the meaning of and risks involved in entrepreneurship.

F. Identifies advantages and disadvantages of entrepreneurship.

G. Identifies personal characteristics and skills necessary for entrepreneurship.

H. Understands the scope of small businesses in the American economy.

I. Understands how to discuss business owner opportunities.

J. Understands how to identify forms of business ownership.

K. Identifies legal steps to take in establishing a

MSS B1.1

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business.L. Understands the nature

and scope of risk management.

M. Identifies various types of business risks and how to handle them.

N. Understands the purpose of, importance of, and sections of a business plan.

O. Understands how to describe and analyze a proposed business situation.

P. Understands how to develop a business organizational plan and marketing plan.

Q. Understands how to describe the elements found in the financial section of a business plan.

R. Understands how to identify sources of equity capital and debit capital.

S. Understands the purpose of preparing and how to develop a financial statement.

T. Understands how to determine start-up costs for a business.

U. Understands how to estimate business income and expenses.

V. Understands how to

MSS B1.4 T Identify and List


prepare Income Statement, Balance Sheet, and Cash Flow Statement.

12. WORKPLACE BASIC SKILLS (Infused throughout course)

A. Resource allocationB. Interpersonal skillsC. Information

managementD. Organizational

effectivenessE. TechnologyF. Basic skillsG. Thinking skillsH. Personal qualitiesI. PlanningJ. ManagementK. Finance/budgetingL. Technical and

production skillsM. Labor issuesN. Community issuesO. Health, safety, and

environmental issuesP. Personal and career

development

12. WORKPLACE BASIC SKILLS – The Students

Q. Understands the concept of appropriate allocation of time, money, and materials.

R. Demonstrates the ability to function as a team worker to achieve a goal.

S. Demonstrates the ability to plan, evaluate, organize, interpret, and communicate information effectively.

T. Understands how employees make a contribution to the success of an organization.

U. Understands the importance of the application of technology in the workplace.

V. Demonstrates competency in the basic skills of reading, writing, mathematics, speaking, listening.

W. Demonstrates and applies appropriate decision-making and problem-

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solving skills in business/industry.

X. Displays individual responsibility, dependability, and integrity.

Y. Organizes and prioritizes tasks to ensure timely and accurate completion by following procedures and instructions.

Z. Understands the basic management/organizational structure of business/ industry.

AA. Understands the basic concepts of budgeting and finance as they relate to business/industry.

BB. Understands the importance of good technical and production skills and the application of these skills in business/industry.

CC. Understands basic labor issues that relate to business/industry.

DD. Understands important community issues that relate to business/industry.

EE. Understands important health, safety, and environmental issues that relate to business/industry.

FF. Demonstrates an understanding of the

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concept and requirements necessary for personal and career development and advancement.

Expected Student Learning Results

1. Job Acquisition Skills 20 1 OCCUPATIONAL KNOWLEDGE AND SKILLS - The students has demonstrated:A Accessing and utilizing technology

and informationB Practicing occupational safety

standardsC Thinking critically and solving

problems effectivelyD Using basic skills in reading, writing,

mathematics, listening and speaking as they relate to occupation specific skills

E Attaining a comprehensive understanding of all aspects of industry the individual is preparing to enter

F Applying knowledge to real world problems and situations

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2 WORKPLACE SKILLS AND BEHAVIOR - The student has demonstrated the following standards of professionalism:A Works independently and

collaboratively.B Communicates effectively and

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appropriately.C Performs reliably and responsibly.D Respects diversity.

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3 JOB ACQUISITION SKILLS/ LIFELONG LEARNING OPPORTUNITIES - The student has demonstrated an awareness of career options and lifelong learning opportunities by:A Completes an appropriate cover

letter, resume and job application.B Demonstrates awareness of

advanced career and educational opportunities and the need for continuous education.

C Writes a cover letter to target a job.

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Employment Portfolio

Employment Portfolio

4 OUTSTANDING STUDENT AWARDA The student has received the ROP

Outstanding Student Award.


Documents

Retail Marketing Aligned... · Web viewUnderstands marketing concepts. Understands the differences between customers and consumers. Identifies what a market is and how it can be described