Pennsylvania Correlations CEV Pathway: Sales, Distribution & Marketing Pathway. General

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1 CEV Multimedia Adoption 2010 Pennsylvania s CEV Pathway: Sales, Distribution & Marketing Pathway Meets 100% of standards for Sales, Distribution & Marketing Operations, General

2 100 INTERPRETING MARKETING AND BUSINESS FUNDAMENTALS MPU40014 Marketing Methods 2 That's Marketing: Understanding Consumer 101 Identify and explain seven functions of marketing. Behavior 102 Identify and explain economic utilities. 1 Economic Utilities 103 Identify and explain the components of the marketing 1 The 4 P's mix. 104 Explain the free enterprise system. MPU40001 Basic Business Concepts 1 Economic Concepts 105 Illustrate the relationship between business and social MPU40001 Basic Business Concepts 1 Business Concepts responsibility. 106 Recognize multicultural markets. 1 The 4 P's 107 Develop and present a plan to form a business. MPU40001 Basic Business Concepts 1 Business Concepts 200 SOLVING MATHEMATICAL PROBLEMS IN MARKETING 201 Complete sales and charge sales slips. 202 Make correct change for customer transaction. 203 Calculate miscellaneous charges and discounts for purchases. 204 Prepare an opening/closing cash drawer till. 205 Process customer returns. 206 Identify and calculate profit, markup and markdown on MPU40010 Introduction to Merchandising merchandise. 1 Basic Merchandising Concepts 207 Calculate prices for merchandise using pricing What is Price? 3 strategies. 208 Calculate employee and customer discounts. MPU40010 Introduction to Merchandising 1 Basic Merchandising Concepts 300 EXPLORING CAREER DEVELOPMENT OPPORTUNITIES 301 Prepare a résumé for a specific job in Marketing or Business. 302 Prepare a letter of application for a specific job in the field of Marketing or Business. 303 Complete a job application for a specific job in the field of Marketing or Business. 304 Prepare for a job interview in the field of Marketing and Business. 305 Explore & compare job/career opportunities in Marketing or Business Education. 400 COMPUTER APPLICATIONS 401 Prepare marketing documents using Word Processing 402 Identify the significance of customer/product database. 403 Use desktop publishing to prepare projects. 500 COMMUNICATIONS IN MARKETING 501 Identify and apply effective communications to include telephone, fax, , letters, memos and newsletters. Subject: Marketing 1 Course: Sales, Distribution Marketing Operations, General

3 502 Demonstrate effective staff communication. 503 Demonstrate ability to read and comprehend written communications. 504 Identify a variety of written business communications utilized in the workplace. 505 Demonstrate ability to speak effectively to customers, supervisors, vendors using proper grammar and 506 Discuss the importance of developing networking skills. 507 Prepare and deliver a marketing related presentation. MPU40001 Basic Business Concepts 1 Marketing Concepts 508 Demonstrate positive customer relations. MPU30025 Customer Service 1 The Power of Customer Loyalty 509 Identify nonverbal communications. 600 CTSO PARTICIPATION 601 Identify what CTSO represents. Identify which CTSOs are available to marketing 602 students. 603 Demonstrate appropriate business attire. 604 Identify and demonstrate leadership qualities. 605 Participate maturely in a CTSO meeting. Participate in a problem solving discussion at a CTSO 606 meeting. Explain the importance of initiative and taking 607 responsibility as an employee. 700 MANAGING MARKETING INFORMATION Develop a product-specific project to demonstrate a MPU40014 Marketing Methods 1 Product Planning & Development 701 market success. 800 BUSINESS MANAGEMENT ISSUES 801 Define the different forms of business ownership. MPU40001 Basic Business Concepts 1 Business Concepts Identify safety concerns as related to the sales and 802 marketing industry. MPU40001 Basic Business Concepts 1 Marketing Concepts 803 Explain loss prevention. MPU40014 Marketing Methods 1 Distribution & Inventory Methods 900 SELLING GOODS AND SERVICES 901 Illustrate and explain the steps of a sales presentation. 1 Approaching the Customer 902 Demonstrate greeting and approaching a customer. Utilize probing questions to determine customer 1 Determining Customer Needs 903 needs. 904 Demonstrate feature-benefit selling. 905 Demonstrate add-on sales techniques. 906 Close a customer sale. 1 Suggestion Selling 1 Suggestion Selling 1 Closing the Sale Subject: Marketing 2 Course: Sales, Distribution Marketing Operations, General

4 Demonstrate a sales presentation for a good or 907 service. Distinguish between telemarketing, personal selling 908 and self-service. 1 Promotional Mix 909 Define various terms pertaining to selling. Handle difficult customers in a professional manner. 1 Overcoming Customer Objections 910 Follow and interpret business policies to customers Overcoming Customer Objections 912 Analyze methods for handling sales objections ADVERTISING & PROMOTING GOODS AND SERVICES 1001 Explain the importance of promotion. 1 Promotional Mix 1002 Design visual merchandising projects that utilize MPU40010 Introduction to Merchandising 1 Artistic Merchandising Design 1003 Explain the different types of advertising media. 1 Promotional Mix 1004 Write a promotional plan for a business. 1 Promotional Mix 1005 Illustrate a print advertisement. MPU40006 Advertising Design & Mediums 1 Producting Print Adevertisments 1006 Prepare a product development project. MPU40014 Marketing Methods 1 Product Planning & Development 1007 Write a small business proposal. MPU40001 Basic Business Concepts 1 Business Concepts 1008 Write advertising slogans for products. 2 Brand Marketing: Why We Eat & Drink Brand 1009 Define promotional advertising and institutional 1 Promotional Mix 1010 Identify the objectives of retail advertising. 1 Promotional Mix 1011 Distinguish between sales promotion and public 1 Promotional Mix 1012 Identify the major elements of a printed advertisement. MPU40006 Advertising Design & Mediums 1 Producting Print Adevertisments 1013 Identify the major elements of a newspaper MPU40006 Advertising Design & Mediums 1 Producting Print Adevertisments 1014 MPU40006 Advertising Design & Mediums 1 Producting Print Adevertisments Identify signature plate, layout, and dummy layout CERTIFICATION PREPARATION: PROVIDING PERSONALIZED CUSTOMER SERVICE Describe the advantages of customer service in 1101 servicing the customer and building a loyal customer base. MPU30025 Customer Service 1 The Power of Customer Loyalty Describe how data is collected to improve customer 1102 service. MPU30025 Customer Service 1 Customer Follow-up Demonstrate the use of effective face-to-face 1103 MPU30025 Customer Service 2 Communicating with Customers communication with customers. Identify the ways a customer service representative 1104 can develop a rapport with customers. MPU30025 Customer Service 1 Steps to Superior Customer Service 1105 Demonstrate techniques to solve customer problems. MPU30025 Customer Service 1 Handling Complaints Explain the importance of putting extra effort into 1106 satisfying customers. MPU30025 Customer Service 1 Steps to Superior Customer Service 1107 Explain techniques used to calm upset customers. MPU30025 Customer Service 1 Handling Complaints Explain effective techniques to overcome sales 1108 objections. 1 Overcoming Customer Objections Subject: Marketing 3 Course: Sales, Distribution Marketing Operations, General

5 Utilize the team approach to deliver superior customer 1109 service. MPU30025 Customer Service 1 Steps to Superior Customer Service 1200 PURCHASING 1201 Identify and explain the channels of distribution. MPU40014 Marketing Methods 1 Distribution & Inventory Methods Distinguish and select channel of distribution for a 1202 product. MPU40014 Marketing Methods 1 Distribution & Inventory Methods 1300 USING OPERATIONS IN A RETAIL BUSINESS 1301 Describe how store design relates to store image. MPU40010 Introduction to Merchandising 2 Merchandising: The Store as Persuasion 1302 Explain the three C's of credit. MPU40001 Basic Business Concepts 1 Financial Aspects of Business Describe the basic steps in receiving and inspecting 1303 merchandise. MPU40010 Introduction to Merchandising 1 Vendors, Buyers & Merchandisers 1304 Identify and explain a planogram. MPU40010 Introduction to Merchandising 2 Merchandising: The Store as Persuasion 1400 MERCHANDISING Identify the difference between national and private Brand Marketing: Why We Eat & Drink Brand 1401 brands. 2 Names 1402 Discuss concept of economic goods and services. MPU40001 Basic Business Concepts 1 Economic Concepts 1403 Discuss concept of economic resources and activities. MPU40001 Basic Business Concepts 1 Economic Concepts Identify and discuss the supply and demand factors in 1404 pricing. 1 Economic Utilities 1405 Identify business ethics. Identify the purpose and importance of purchasing 1406 procedures. MPU40010 Introduction to Merchandising 1 Vendors, Buyers & Merchandisers 1500 PERFORMING ADVERTISING ACTIVITIES Explain the importance of advertising and how it 1501 serves consumers. MPU40006 Advertising Design & Mediums 2 Why You Buy Subject: Marketing 4 Course: Sales, Distribution Marketing Operations, General

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