Course Title: Marketing Principles

Transcription

1 Course Title: Marketing Principles Unit:1 Basic Marketing Concepts Content Standard(s) and The student will: 1. Interpret research results to analyze the purpose, definition, concepts, benefits, and strategies of marketing for their impact on individual and businesses. Categorizing target markets Evaluating the marketing mix and segmentation and their contribution to successful marketing Differentiating between indirect and direct marketing 3. Explain differences among the business enterprises of sole-proprietorship, partnership, corporation, franchise, and licensing. 4. Analyze methods of conducting marketing research to gain a competitive edge. 10. Determine career and entrepreneurial opportunities, responsibilities, and educational and credentialing requirements in marketing. Demonstrating the employment process, including job source research; résumé preparation; letter of application, acceptance, refusal, and resignation; application form completion; and mock interviews Learning Objective(s) and The student will: 1. Describe the scope of marketing. 2. Explain the economic value and benefits of marketing. 3. Discuss the reasons for studying marketing. 4. Discuss the importance of marketing careers to the U.S. economy. 5. Describe current employment trends. 6. State the marketing concept. 7. Explain the marketing mix. 8. Define what constitutes a market as well as how to identify one. 9. Identify key methods used to reach potential customers, including developing a customer profile, target marketing, and market segmentation. 10. Identify demographic, geographic, and psychographic trends in the U.S. consumer market. 11. Identify the risks, rewards, advantages, and disadvantages of entrepreneurship. 12. Identify the different forms of business ownership. 13. Explain the types of business risks and different methods used to handle them. 14. Identify the three major sections of a business plan. 15. Develop a business plan with appropriate documentation. 16. Prepare financial statements used by entrepreneurs to report income and analyze a business s financial status.

2 Essential Question(s): Compare and contrast business enterprises including sole-proprietorship, partnership, corporation, and franchises. Design a product and develop a marketing plan for the product. Construct a marketing survey related to chosen product and marketing plan. Content 1. Define Marketing a. Meaning of Marketing b. Foundations of Marketing c. Functions of Marketing 2. Marketing Strategies a. Benefits of marketing b. Meaning of economic utility c. The five economic utilities and how to distinguish the four that are related to marketing 3. Careers in Marketing a. Importance of marketing careers to the U.S. economy b. Benefits of working in marketing c. Employment opportunities for people trained in marketing d. Example of jobs within marketing occupational areas and at different skill levels 4. The Marketing Concept a. Define the Marketing Concept b. The difference between customers and consumers c. What a market is and how it can be described d. What is target marketing? e. The Four P s Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) KWHL Note-taking Memorization Jigsaw Oral Presentation Research Report Challenge Envelopes Application Cards Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist Computer Computer/Notebook paper Controversial statements Digital Copier Discussion starters FAX Machine Field Trips Games/Simulations Guest speaker: Local business owner Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators

3 Wireless Keyboard, Mouse, Headphones Unit Assessment: Process Performance; Multiple Choice; Product Performance; Self Reflection Continue with Career Exploration/Research Unit/Course CTSO Activity: These are recommended activities. They are not all inclusive and may change. FBLA: Participate in Business Achievement Awards Future Level Write a one page paper on a marketing career Business Level Develop a new product or service for the XYZ Corporation; Visit/tour a business; Describe how a company markets a product or service in other countries Leader Level Identify the different ways that businesses compete with one another. Present your findings to the class FBLA Competitive Events: American Enterprise Project Business Plan Community Service Project E-Business Electronic Career Portfolio Entrepreneurship Future Business Leader Global Business Introduction to Business Local Chapter Annual Business Report Marketing Web Site Development DECA Competitive Events: Business Law and Ethics Management Team Decision Making Event Buying and Merchandising Management Team Decision Making Event E-Commerce Management Team Decision Making Event Business and Financial Services Marketing Research Event General Marketing Research Event Hospitality and Recreation Marketing Research Event Retail Marketing Research Event E-Commerce Business Plan Event Entrepreneurship Written Event International Business Plan Event Entrepreneurship Participating Event (Creating and Independent or Franchising Business) Virtual Business Challenge

4 Chapter/Team Competitive Events: Community Service Project Creative Marketing Project Entrepreneurship Promotion Project Learn and Earn Project Public Relations Project Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other:

5 Course Title: Marketing Principles Unit:2 Economics Content Standard(s) and The Student will: 11. Differentiate among laws and regulations associated with marketing. 4. Analyze methods of conducting marketing research to gain a competitive edge. 5. Explain economic concepts, international trade, and the free enterprise system in a global economy. Determining the interrelationship of business, government, and individuals Evaluating the effect of cultural beliefs and values on economic goals and decisions Determining the role E-commerce plays in the marketing of goods and services Assessing the role of government in a free enterprise system Analyzing the use of natural resources and recycling in economic systems 10. Determine career and entrepreneurial opportunities, responsibilities, and educational and credentialing requirements in marketing. Demonstrating the employment process, including job source research; resume preparation; letters of application, acceptance, refusal, and resignation; application form completion; and mock interviews Learning Objective(s) and Essential Question(s): The student will: 1. Summarize the key principles on which a modified free enterprise system is based. 2. Explain how supply and demand interact to set prices. 3. Identify various types of economies. 4. Identify various economic measurements. 5. Discuss the role of the government and the consumer in a market economy. 6. Identify the factors of production and relate them to the three basic questions that all economies must answer. 7. List the goals of a healthy economy and explain how they are measured. 8. Describe the four phases of the business cycle. Hypothesize the effects of changing cultural beliefs and values and the exhaustion of natural resources in the local/global economy Content 1. Capitalism a. Basic principles of a free enterprise system Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist

6 b. Role of competition c. Importance of risk and profit 2. Government Functions in Marketing a. Role of Government 1) Provider of Services 2) Supporter of Business 3) Regulator 4) Competitor b. Role of Consumer 1) Deciding which businesses survive 2) Determining Prices 3. What is an Economy? a. Define Economy b. Factors of production c. The three basic economic questions d. Difference between a market economy, command economy and mixed economy e. Different types of economic philosophies 4. Understanding the Economy a. Goals of an economy b. Various measurements used to analyze an economy c. Four phases of the business cycle Note-taking Vanity Plate Computer Computer/Notebook paper Controversial statements Digital Copier Discussion starters FAX Machine Field Trips Games/Simulations Guest speaker: Local business owner Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators Wireless Keyboard, Mouse, Headphones Unit Assessment: Continue with Career Research/Exploration Unit/Course CTSO Activity: FBLA: Participate in Business Achievement Awards Future Level Participate with a fundraiser for your local chapter or March of Dimes. Leader Level Organize a chapter project to benefit a local charity of your choice or participate in a state or national service project; Design an advertisement or public service announcement promoting FBLA.

7 America Level Volunteer to work on a project in conjunction with a charity such as the March of Dimes or a state sponsored service project These are recommended activities. They are not all inclusive and may change. Choose FBLA/DECA Competition(s) to work on throughout the school year as a project for this course. FBLA Competitive Events: DECA Competitive Events: American Enterprise Project Apparel and Accessories Marketing Business Communications Business Services Marketing Business Ethics Sports and Entertainment Marketing Business Financial Plan Business Law and Ethics Client Service Hospitality Services Community Service Project Internet Marketing Computer Applications Community Service Project E-Business Public Relations Project Electronic Career Portfolio Entrepreneurship Written Entrepreneurship International Business Plan Future Business Leader Internet Marketing Business Plan Global Business Advertising Campaign Help Desk General Marketing Research Event Introduction to Business Hospitality and Recreation Marketing Research Event Intro to Business Communication Retail Marketing Research Event Local Chapter Annual Business Report Business Law and Ethics Management Team Decision Marketing Making Event Entrepreneurship Written Event Entrepreneurship Promotion Project Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other:

8 Course Title: Marketing Principles Unit:3a Sales and Promotions Content Standard(s) and The student will: 4. Analyze methods of conducting marketing research to gain a competitive edge. 6. Explain the concepts and techniques of selling. Analyzing customer buying decisions for factors that influence them Demonstrating the selling process and techniques used in marketing and management Performing calculations for completing sales transactions 10. Determine career and entrepreneurial opportunities, responsibilities, and educational and credentialing requirements in marketing. Demonstrating the employment process, including job source research; résumé preparation; letters of application, acceptance, refusal, and resignation; application form completion; and mock interviews Learning Objective(s) and Essential Question(s): The student will: 1. Use the seven steps of the sales process on the job. 2. Explain the process and techniques of both retail and business-to-business selling. 3. Identify ways to prepare for selling. 4. Demonstrate appropriate techniques to initiate a sale and determine customer needs. 5. Demonstrate proper product presentation techniques. 6. Handle customer objections during the selling process. 7. Demonstrate effective suggestion selling and sale closing techniques. 8. Perform the cashiering and math procedures of retail and business to business sales transactions. 9. Evaluate sales as a profession for career-planning process. Analyze consumer buying habits and critique your own. Content 1. Knowing your product and your customer a. Definition and goals of selling b. Various sales situations encountered in the business world c. Definition of feature-benefit selling Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) Flash Cards 10+2 Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist Computer Computer/Notebook paper

9 d. How customers make decisions and the difference between rational and emotional buying decisions 2. Preparation a. Sources for developing product information b. Prospecting sources and methods c. How leads are developed d. Preparation for the sale in business-tobusiness selling ad retail selling 3. The Sales Process a. Seven steps of a sale b. Importance and purposes of the approach in the sales process c. How business-to-business sales representatives conduct the initial approach d. The three initial approach methods used by retail salespeople 4. Determining Needs in Sales a. Why determining needs is an essential step in the sales process b. Three methods used for determining needs 5. Presenting the Product a. Goal of the product presentation b. How products are selected for the presentation c. What to say during the product presentation d. Four techniques that will make a lively and effective product presentation 6. Objections and Rejections a. The difference between objections and excuses b.five buying decisions upon which common objections are based c. The general four-step method for handling customer objections d. The six specific methods of handling objections and when each should be used 1. Customer Buying Signals a. The buying signals that a customer sends Experiment Develop a product and sell it. Document each topic covered. Group Investigations Controversial statements Digital Copier Discussion starters FAX Machine Field Trips Games/Simulations Guest speaker: Local business owner Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators Wireless Keyboard, Mouse, Headphones

10 b. The rules for closing a sale c. The specialized methods of closing a sale 2. Effective Selling a. Why suggestion selling is important b. Rules for effective suggestion selling c. Specialized suggestion selling methods d. The concept of relationship marketing and how it is related to the sales process 3. Cash Registers a. The three general functions of all cash registers b. The arrangement of currency and coins in a cash register drawer c. Two methods of making change d. Two most important rules for safeguarding money at the cash register e. General content of sales checks and the basic ways of generating them 4. Sales Transactions a. The various types of sales transactions b. The math calculations necessary to fill out sales checks 5. Purchase Orders and Invoices a. To calculate and verify extensions on purchase orders and invoices b. Use appropriate tables to determine shipping charges Unit Assessment: From Experiment--Analyze the market; Demonstrate the selling process and techniques; Determine the type of media used Unit/Course CTSO Activity: FBLA: Participate in Business Achievement Awards Future Level Participate with a fundraiser for your local chapter or March of Dimes. Leader Level Organize a chapter project to benefit a local charity of your choice or participate in a state or national service project; Design an advertisement or public service announcement promoting FBLA. America Level Volunteer to work on a project in conjunction with a charity such as the March of Dimes or a state sponsored service project Choose FBLA/DECA Competition(s) to work on throughout the school year as a project for this course. FBLA Competitive Events: DECA Competitive Events:

11 These are recommended activities. They are not all inclusive and may change. American Enterprise Project Business Communications Business Ethics Business Financial Plan Client Service Community Service Project Computer Applications E-Business Electronic Career Portfolio Entrepreneurship Future Business Leader Global Business Help Desk Introduction to Business Intro to Business Communication Local Chapter Annual Business Report Marketing Apparel and Accessories Marketing Business Services Marketing Sports and Entertainment Marketing Business Law and Ethics Hospitality Services Internet Marketing Community Service Project Public Relations Project Entrepreneurship Written International Business Plan Internet Marketing Business Plan Advertising Campaign General Marketing Research Event Hospitality and Recreation Marketing Research Event Retail Marketing Research Event Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course. Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other:

12 Course Title: Marketing Principles Unit:3b Sales and Promotions Content Standard(s) and The student will: 4. Analyze methods of conducting marketing research to gain a competitive edge. 7. Analyze promotional and merchandising tools and types of promotions in marketing and management to optimize revenue. Distinguishing between institutional and promotional advertising media Combining elements of advertising and merchandising for developing display Learning Objective(s) and Essential Question(s): The student will: 1. Explain the promotional mix concept and its role in marketing. 2. Discuss trade and consumer sales promotions. 3. Explain the nature and scope of public relations. 4. Write a news release. 5. Discuss the elements of visual merchandising and the artistic aspects of creating a display. 6. Explain the purpose and importance of advertising. 7. Identify the different types of advertising media. 8. Calculate media costs. 9. Prepare print advertising. Critique ads from print and broadcast media to determine their effectiveness. Content 1. The Promotional Mix a. The role of promotion in marketing b. The concept of promotional mix c. The characteristics of personal selling and advertising d. The nature and scope of publicity 2. Sales Promotion a. Characteristics of sales promotion b. The concept of trade promotions c. The different kinds of consumer Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) Continue with activities from Unit 3A Lecture Cooperative Learning Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist Computer Computer/Notebook paper Controversial statements Digital Copier Discussion starters FAX Machine Field Trips

13 sales promotions 3. Public Relations a. The nature and scope of public relations b. The different audiences for public relations c. The duties of public relations specialist d. How to prepare a news release 4. Display Features a. Concepts of visual merchandising and display b. The important display features that contribute to a store s image c. The various types of displays 5. Artistic Design a. Steps used in designing and preparing displays b. Artistic considerations involved in display preparation c. Maintenance considerations for displays 6. Advertising Media a. Concept and purpose of advertising b. Different types of advertising media 7. Media Rates a. How various media rates are set b. The costs of print media c. The standards for selecting promotional media 8. Essential Elements of Advertising a. How advertising campaigns are developed b. The creation of advertising headlines c. The preparation of advertising copy d. The selection of advertising illustrations e. The significance of advertising signatures 9. Ad Layouts Inquiry Listen-Think-Pair-Share Games/Simulations Guest speaker: Local business owner Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators Wireless Keyboard, Mouse, Headphones

14 a. The importance of advertising layouts b. The principles of preparing an ad layout c. Advantages and disadvantages of using color in advertising d. How typefaces and type sizes can be changes to add variety and emphasis to print advertisements e. How to check advertising proofs Unit Assessment: From Experiment--Analyze the market; Demonstrate the selling process and techniques; Determine the type of media used. Continue with Career Exploration/Research Unit/Course CTSO Activity: These are recommended activities. They are not all inclusive and may change. FBLA: Participate in Business Achievement Awards Future Level Participate with a fundraiser for your local chapter or March of Dimes. Leader Level Organize a chapter project to benefit a local charity of your choice or participate in a state or national service project; Design an advertisement or public service announcement promoting FBLA. America Level Volunteer to work on a project in conjunction with a charity such as the March of Dimes or a state sponsored service project Choose FBLA/DECA Competition(s) to work on throughout the school year as a project for this course. FBLA Competitive Events: DECA Competitive Events: American Enterprise Project Apparel and Accessories Marketing Business Communications Business Services Marketing Business Ethics Sports and Entertainment Marketing Business Financial Plan Business Law and Ethics Client Service Hospitality Services Community Service Project Internet Marketing Computer Applications Community Service Project E-Business Public Relations Project Electronic Career Portfolio Entrepreneurship Written Entrepreneurship International Business Plan Future Business Leader Internet Marketing Business Plan Global Business Advertising Campaign Help Desk General Marketing Research Event Introduction to Business Hospitality and Recreation Marketing Research Event Intro to Business Communication Retail Marketing Research Event Local Chapter Annual Business Report Marketing

15 Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other:

16 Course Title: Marketing Principles Unit:4 Merchandising Content Standard(s) and The student will: 4. Analyze methods of conducting marketing research to gain a competitive edge. 8. Use cost analysis to evaluate methods for purchasing and distributing merchandise. Comparing methods of stock handling and inventory control Explaining the process of ordering and receiving Determining the most efficient channels of distribution Learning Objective(s) and Essential Question(s): The student will: 1. Select the appropriate channels of distribution to effectively sell consumer and industrial products. 2. Explain the nature and scope of transportation systems and services. 3. Distinguish between purchasing agents and buyers. 4. Describe the buying process and the effect the Internet has had on the purchasing function. 5. Calculate the major entries in a merchandise plan. 6. Explain the stock-handling process. 7. Figure stock turnover rates. 8. Discuss the nature and the impact of technology on inventory management and inventory systems. Discuss the pros and cons of publishing entire magazines online versus hard copy. Content 1. Distribution a. Concept of a channel of distribution b. Who channel members are c. Different non-store retailing methods d. How channels of distribution differ for consumer and businessto-business products 2. Distribution Planning a. Key considerations in distribution Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) Carousel Brainstorming Case Studies/Scenarios Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist Computer Computer/Notebook paper Controversial statements Digital Copier Discussion starters FAX Machine Field Trips Games/Simulations

17 planning b. When to use multiple channels of distribution c. How to compare the costs and control involved in having a direct sales force versus using independent sales agents d. Three levels of distribution intensity e. Effect of the Internet on distribution planning f. Challenges involved in distribution planning for international markets 3. Transportation Systems and Services a. Nature and scope of physical distribution b. How transportation systems are used to move products c. Different kinds of transportation services 4. Inventory Storage a. Concept and function of inventory storage b. Types of warehouses c. How distribution planning works for international markets 5. The Role of the Buyer a. Terms used to describe organizational buyers b. How planning purchases differ between an industrial market and a reseller s market c. The six-month merchandise plan and its calculations d. The concept of chain store buying 6. The Purchasing Function a. Three types of purchase situations b. Criteria for selecting suppliers c. Factors involved in negotiating terms of a sale d. Various Internet purchasing Air/Talk Drawings Agreement Circles Four Corners Guest speaker: Local business owner Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators Wireless Keyboard, Mouse, Headphones

18 methods 7. The Stock Handling Process a. The need for a stock handling process b. How merchandise is received and checked c. Methods and procedures used to mark merchandise d. Procedures used for transferring merchandise Unit Assessment: Research and Analyze: Have students go to or a similar Web site that sells magazine subscriptions online. Have them research becoming a sales affiliate, earning a commission for the sale of magazines purchased from their Web site or through links to the online magazine retailers. Ask them to analyze using a fundraiser for the local CTSO. Continue with Career Exploration/Research Unit/Course CTSO Activity: These are recommended activities. They are not all inclusive and may change. Virtual Business Challenge (FBLA/DECA download available Competition held in the fall and one in the spring) DECA Quiz Bowl DECA Buying and Merchandising Management Team Decision Making Event FBLA: Participate in Business Achievement Awards Future Level Participate with a fundraiser for your local chapter or March of Dimes. Leader Level Organize a chapter project to benefit a local charity of your choice or participate in a state or national service project; Design an advertisement or public service announcement promoting FBLA. America Level Volunteer to work on a project in conjunction with a charity such as the March of Dimes or a state sponsored service project Choose FBLA/DECA Competition(s) to work on throughout the school year as a project for this course. FBLA Competitive Events: DECA Competitive Events: American Enterprise Project Apparel and Accessories Marketing Business Communications Business Services Marketing Business Ethics Sports and Entertainment Marketing Business Financial Plan Business Law and Ethics Client Service Hospitality Services Community Service Project Internet Marketing Computer Applications Community Service Project E-Business Public Relations Project Electronic Career Portfolio Entrepreneurship Written Entrepreneurship International Business Plan

19 Future Business Leader Internet Marketing Business Plan Global Business Advertising Campaign Help Desk General Marketing Research Event Introduction to Business Hospitality and Recreation Marketing Research Event Intro to Business Communication Retail Marketing Research Event Local Chapter Annual Business Report Marketing Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other:

20 Course Title: Marketing Principles Unit:4b Merchandising Content Standard(s) and The Student will: 9. Critique factors affecting pricing decision. Learning Objective(s) and Essential Question(s): The student will: 1. Explain the nature and scope of price planning. 2. Explain factors affecting pricing decisions. 3. Discuss the legal considerations of pricing. 4. Describe pricing concepts and policies for products in various stages of the life cycle. 5. Use pricing terminology and techniques correctly and effectively. 6. Use pricing math to calculate markups and markdowns. 7. Plan and implement a pricing strategy. Discern the evolution of factors affecting pricing decisions. Content 1. The Steps of Price Planning a. The different forms of price b. Importance of price c. Goals of pricing d. Difference between market share and market position 2. Pricing Concepts a. Three basic pricing concepts involving cost, demand, and competition b. Concepts of pricing forward vs. pricing backward Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) KWHL Note-taking Memorization Jigsaw Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist Computer Computer/Notebook paper Controversial statements Digital Copier Discussion starters FAX Machine Field Trips Games/Simulations Guest speaker: Local business owner

21 c. The idea of one-price policy vs. a flexible-price policy d. Two polar pricing policies for introducing a new product 3. Setting Prices a. Various pricing techniques b. Steps in setting prices 4. Calculating Prices a. How a firm s net profit or loss is related to pricing b. How to calculate dollar and percentage markup based on cost or retail c. How to calculate markdown in dollars and how to determine sale price and maintained markup 5. Calculating Discounts a. General procedure for figuring discounts b. How to calculate various kinds of discounts Oral Presentation Learning Logs Application Cards Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators Wireless Keyboard, Mouse, Headphones Unit Assessment: Self Reflection; Solutions to problems; Continue Career Exploration/Research Unit/Course CTSO Activity: These are recommended activities. They are not all inclusive and may change. DECA Competitive Events: Accounting Applications Series Apparel and Accessories Marketing Series Automotive Services Marketing Series Business Services Marketing Series Food Marketing Series Hotel and Lodging Management Series Marketing Management Series Quick Serve Restaurant Management Series Restaurant and Food Service Management Series Retail Merchandising Series Sports and Entertainment Series

22 FBLA Competitive Events: American Enterprise Project Business Plan Community Service Project E-Business Electronic Career Portfolio Entrepreneurship Future Business Leader Global Business Introduction to Business Local Chapter Annual Business Report Marketing Web Site Development Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course. Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other:

23 Course Title: Marketing Principles Unit:5 Communication and Interpersonal Skill Content Standard(s) and The student will: 4. Analyze methods of conducting marketing research to gain a competitive edge. 10. Determine career and entrepreneurial opportunities, responsibilities, and educational and credentialing requirements in marketing. Demonstrating the employment process, including job source research; résumé preparation; letters of application, acceptance, refusal, and resignation; application form completion; and mock interviews 11. Demonstrate interpersonal skills and the ability to work cooperatively as needed in the workplace with team members, supervisors, and customers from diverse cultural backgrounds. 12. Demonstrate effective written communication skills for the workplace by creating a variety of business communications for the workplace using correct grammar and terminology. 13. Demonstrate effective oral presentation skills using research materials and media to sustain listeners attention and interest. Preparing support materials to accompany presentations Demonstrating the ability to speak effectively to customers, clients, coworkers, and supervisors using appropriate grammar and terminology 14. Demonstrate the ability to write clear directions, descriptions, and explanations as used in the workplace. Explaining steps of a new product development as it relates to product life cycles Explaining types and purposes of consumer and business credit Learning Objective(s) and The student will: 1. Effectively communicate by speaking, listening, writing, and reading. 2. Discuss the uses of computers in business and in marketing. 3. Facilitate understanding of others through personal attitude and interpersonal skills. 4. Explain the basic functions of management and discuss effective management techniques. Essential Question(s): Demographics of the workforce are rapidly changing, and projections are that this trend will continue. More and more minorities, seniors, and handicapped individuals are merging to form a diverse workforce. Ask students: What special skills does an individual need to effectively manage this highly diverse workforce? How is the flight attendant a key to the marketing success of an airline company?

24 Content 1. Defining Communication a. The six primary elements of communication b. How to arrange the setting for a business meeting c. How to use listening skills to improve your understanding of messages d. Three blocks to listening with understanding e. Three skills that will help you read with understanding 2. Elements of Speech and Writing a. The three most common purposes for speaking b. The four basic patterns for organizing a formal speech c. The four-step method for training d. Parliamentary procedures and its purposes e. Proper telephone skills f. The three basic considerations in writing 3. Computers in Marketing a. The major ways computers are used to save businesses money b. The characteristics of different types of computers c. The functions of basic pieces of computer hardware 4. Computer Applications a. Eight types of popular computer application programs b. How these programs are used in business 5. Computer Technology a. The types of computer systems that are affecting the world of Suggested Instructional Activities Rigor & Relevance Framework (Quadrant) KWL Note-taking Memorization Jigsaw Oral Presentation Research Report Challenge Envelopes Application Cards Suggested Materials, Equipment and Technology Resources Active/Interactive Board Cameras (Digital, Webcams, Video cameras) Checklist Computer Computer/Notebook paper Controversial statements Digital Copier Discussion starters FAX Machine Field Trips Games/Simulations Guest speaker: Local business owner Handout(s) Headphones Index Cards Internet LCD Projector Lecture/Presentation Magazines/Newspapers MP3 Players Presentation Printer Projector Rating Charts Real Life problems/scenarios Rubric Scanner Student Equipment Teacher made materials Telephone Textbooks TV Vanity Plate Template VHS/DVD Players/Recorders/Duplicators Wireless Keyboard, Mouse, Headphones

25 marketing b. How the Internet increases productivity c. Insight into the future of computer technology Unit Assessment: Career Exploration/Research Teacher Observation Self Assessment Demonstration Unit/Course CTSO Activity: DECA Competitive Events: Creative Marketing Project Entrepreneurship Promotion Project Learn and Earn Project Public Relations Project FBLA: Participate in Business Achievement Awards Future Level Communications. Read a business article or story from Tomorrow's Business Leader, FBLA's national publication. Write and upload a one-page letter in proper business format summarizing and reacting to this article. Address the letter to your local chapter adviser. Marketing. Write and upload to the FBLA-PBL national Web site a one-page paper on a marketing career. These are recommended activities. They are not all inclusive and may change. FBLA Competitions: American Enterprise Project Business Plan Community Service Project E-Business Electronic Career Portfolio Entrepreneurship Future Business Leader Global Business Introduction to Business Local Chapter Annual Business Report Marketing Web Site Development

26 Unit/Course Culminating Product: Use an FBLA/DECA project to culminate this course. Course/Program Credential(s): Credential Certificate Postsecondary Degree University Degree Other: