Goodheart-Willcox Publisher West Creek Drive Tinley Park, IL

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1 Goodheart-Willcox Publisher Correlation of Marketing Dynamics 2014 to Idaho Professional-Technical Education Course Business Marketing & Management Marketing OBJECTIVE CORRELATING PAGES Publisher/Provider: List units with specific examples of where standards are Introduced/Taught/Assessed Marketing Mktg_1: Demonstrate Knowledge of Marketing Roles Mktg_1.1 Identify the roles of marketing and analyze the impact of marketing on the individual, business, and society. Mktg_1.1.1 Describe the historical evolution of marketing Mktg_1.1.2 Define and describe the marketing concept Mktg_1.1.3 Explain the impact of marketing on personal life Mktg_1.1.4 Explain diversity of activities involved in marketing Mktg_1.1.5 Compare and contrast marketing strategies for products, services, ideas, and persons Mktg_1.1.6 Analyze ethical and social responsibility issues related to marketing Instruction: pg. 6 9 Application: pg. 9 Checkpoint 1.1 #1 5; pg. 19 Review Your Knowledge #1, 4 Instruction: pg Application: pg. 36 Checkpoint 2.2 #1; pg. 38 Apply Your Knowledge #9 Instruction: pg. 7 8, Application: pg. 10 Critical Thinking, Web Connect; pg. 13 Exploring Careers; pg. 20 Apply Your Knowledge #1, 4; pg. 21 Teamwork Instruction: pg Application: pg. 36 Checkpoint 2.2 #3 5; pg. 37 Review Your Knowledge #7 10; pg. 38 Apply Your Knowledge #9 Instruction: pg , 73 74, 226, 291 Application: pg. 66 Checkpoint 4.1 #3 4; pg. 164 Apply Your Knowledge #1; pg. 341 Building the Marketing Plan, Part 1, #3; pg. 439 Building the Marketing Plan, Part 1, #4 Instruction: pg Chapter 5: Ethics and Social Responsibility Application: pg. 92 Checkpoint 5.1 #1 5; pg.98 Checkpoint 5.2 #1 5; pg. 99 Review Your Knowledge #1 10; pg. 100 Apply Your Knowledge #1 10; pg. 101 Teamwork Global note: Marketing Ethics special feature occurs throughout the textbook. Page 1 of 16

2 Mktg_1.1.7 Explain the role of utility in facilitating exchange (i.e., form, time, place, possession, information) Mktg_1.1.8 Compare the American marketing system with those found in other countries Global note: Green Marketing special feature occurs throughout the textbook. Instruction: pg , 406 Application: pg. 56 Checkpoint 3.2 #2; pg. 57 Review Your Knowledge #6; pg. 58 Apply Your Knowledge 2; pg. 407 Checkpoint 20.2 #4 Instruction: pg Chapter 9 Global Trade Application: pg. 168 Critical Thinking, Web Connect; pg. 174 Checkpoint 9.1 #1 5; pg. 175 Critical Thinking, Web Connect; pg. 179 Checkpoint 9.2 #1 5; pg. 180 Review Your Knowledge #1 10; pg. 181 Apply Your Knowledge #1 10; pg. 182 Teamwork Marketing Mktg_2: Demonstrate Knowledge of Ethics in Marketing Mktg_2.1 Define, develop, and apply a code of ethics to various marketing issues. Mktg_2.1.1 Describe how and why different cultures have different ethical systems Instruction: pg , 411, 447 Application: pg. 248 Checkpoint 13.1 #3; pg. 255 Review Your Knowledge #3, 5, 6 Mktg_2.1.2 Develop a personal code of ethical behavior Mktg_2.1.3 Explain the importance of trust for the successful conduct of business Mktg_2.1.4 Differentiate between ethics and government regulations Mktg_2.1.5 Describe a code of ethical behavior for marketing Global note: Marketing Ethics special feature occurs throughout the textbook. Instruction: pg Application: pg. 82 Web Connect, Critical Thinking; pg. 92 Checkpoint 5.1 #1 2; pg. 100 Apply Your Knowledge #2 Global note: Marketing Ethics special feature occurs throughout the textbook. Instruction: pg Chapter 5: Ethics and Social Responsibility Application: pg. 82 Critical Thinking; pg. 98 Checkpoint 5.2 #5 Instruction: pg , , 502, 503 Application: pg. 92 Checkpoint 5.1 #1 5; pg. 162 Checkpoint 8.2 #1 5; pg. 504 Checkpoint 24.2 #4 5 Instruction: pg Page 2 of 16

3 Application: pg. 92 Checkpoint 5.1 #1 3; pg. 99 Review Your Knowledge #1 3; pg. 100 Apply Your Knowledge #1 4; pg. 101 Teamwork Mktg_2.1.6 Identify ethical considerations relating to truth in advertising (e.g., puffing vs. rational advertising) Mktg_2.1.7 Identify ethical considerations relating to truth in selling (e.g., lack of full disclosure about product/service) Mktg_2.1.8 Identify ethical considerations relating to truth in packaging (e.g., deceptive packaging, lack of full disclosure about product on label) Mktg_2.1.9 Determine how patents, copyrights, and trademarks are used to combat unethical behavior Mktg_ Illustrate how unethical behavior can lead to fraudulent behavior (e.g., tobacco company denying health risks of smoking) Mktg_ Identify ethical considerations relating to pricing (e.g., gouging, price fixing) Mktg_ Give examples of how unethical behavior leads to governmental regulations Mktg_ Identify ethical considerations relating to product development (e.g., pilfering ideas, industrial espionage) Global note: Marketing Ethics special feature occurs throughout the textbook. Instruction: pg. 86, 87, 90, , ; Marketing Ethics special feature pg 141,246, and pg 522 Application: pg. 92 Checkpoint 5.1 #1 2; pg. 504 Checkpoint 5.2 #4 5 Instruction: pg. 86, 87, 90, , Marketing Ethics special feature on pg. 141 and pg. 522 Application: pg. 504 Checkpoint 24.2 #4 5 Instruction: pg , 286, 307 Application: pg. 92 Checkpoint 5.1 #3; pg. 290 Checkpoint 15.1 #3; pg. 311 Checkpoint 16.1 #3 Instruction: pg , Application: pg. 337 Checkpoint 17.2 #4 Instruction: pg. 91, Chapter 13 Business to Consumer (B2C) Marketing Application: pg. 99 Review Your Knowledge #5 8; pg. 100 Apply Your Knowledge #3, 10; pg. 101 Teamwork; pg. 248 Checkpoint 13.1 #1 5; pg. 254 Checkpoint 13.2 #1 5; pg. 255 Review Your Knowledge #1 10; pg. 256 Apply Your Knowledge #1 10; pg. 257 Teamwork Instruction: pg. 91, Application: pg. 360 Checkpoint 18.2 #1; pg. 361 Review Your Knowledge #5 10 Instruction: pg Application: pg. 360 Checkpoint 18.2 #2 5; pg. 361 Review Your Knowledge #6 10 Instruction: pg , , 409, Application: pg. 92 Checkpoint 5.1 #1 5; pg. 329 Checkpoint 17.1 #1 5; pg. 338 Review Your Knowledge #1 5; pg. 339 Apply Your Page 3 of 16

4 Knowledge #1 5 Marketing Mktg_3: Demonstrate Knowledge of External Factors to Business Mktg_3.1 Identify and explain how government regulations influence/dictate marketing decisions. Mktg_3.1.1 Identify specific marketing regulations and the government agencies that create them Mktg_3.1.2 State the ways in which marketing regulations differ among countries and their effects on business Mktg_3.1.3 Analyze the impact of specific marketing regulations on doing business both domestically and internationally Mktg_3.1.4 Compare the relative merits of having more or less government regulation of marketing Mktg_3.1.5 Identify the effects marketing regulation has had on specific industries Instruction: pg , 502 Application: pg. 360 Checkpoint 18.2 #1 5; pg. 361 Review Your Knowledge #6 10; pg. 362 Apply Your Knowledge #9 10; pg. 504 Checkpoint 24.2 #5; pg. 505 Review Your Knowledge #9; pg. 506 Apply Your Knowledge #9 10 Instruction: pg , Application: pg. 369 Checkpoint 19.1 #1 5; pg. 414 Checkpoint 20.3 #3 4 Instruction: pg Application: pg. 179 Checkpoint 9.2 #1 5; pg. 180 Review Your Knowledge #6 10; pg. 181 Apply Your Knowledge #6, 7, 10 Instruction: pg Application: pg. 162 Checkpoint 8.2 #15; pg. 163 Review Your Knowledge #6 10; pg. 164 Apply Your Knowledge #9 Instruction: pg , 502 Application: pg. 360 Checkpoint 18.2 #1 5; pg. 361 Review Your Knowledge #6 10; pg. 362 Apply Your Knowledge #9 10; pg. 363 Teamwork; pg. 504 Checkpoint 24.2 #5; pg. 505 Review Your Knowledge #9; pg. 506 Apply Your Knowledge #9 10 Mktg_3.2 Identify and explain how the economic environment influences/dictates marketing decisions. Mktg_3.2.1 Determine the ways in which economic conditions, both domestically and internationally, affect marketing strategy Instruction: pg Chapter 7 Market Forces and Economic Indicators Application: pg. 133 Checkpoint 7.1 #1 5; pg. 144 Checkpoint 7.2 #1 5; pg. 145 Review Your Knowledge #1 10; pg. 146 Apply Your Knowledge #1 10 Page 4 of 16

5 Mktg_3.3 Identify and explain how special interest groups influence/dictate marketing decisions. Mktg_3.3.1 Identify specific special interest groups Instruction: pg , concerned with marketing policy (e.g., consumer and labor groups) Application: ; pg. 236 Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #6 10; pg. 239 Teamwork Mktg_3.3.2 Describe the ways in which special interest groups affect marketing (e.g., pressure for government regulations, boycotts) Mktg_3.3.3 Analyze the ways in which marketers may respond to the concerns of special interest groups Global note: Social Media special feature is featured throughout the text. Instruction: pg Application: pg. 92 Checkpoint 5.1 #1 2; pg. 99 Review your Knowledge #1 4; pg. 100 Apply Your Knowledge #1; pg. 101 Teamwork Instruction: pg , , Application: pg. 164 Apply Your Knowledge #9; pg. 236 Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #6 10; pg. 239 Teamwork Global note: Social Media special feature is featured throughout the text. Mktg_3.4 Identify and explain how cultural differences influence/dictate marketing decisions. Mktg_3.4.1 Identify specific differences in cultural norms and values that may influence marketing Mktg_3.4.2 Describe how cultural differences, both domestically and internationally, affect each element of the marketing mix Mktg_3.4.3 Demonstrate through case studies the effects of cultural differences on marketing Instruction: pg , Application: pg. 236 Checkpoint 12.2 #3; pg. 237 Review Your Knowledge #7; pg. 239 Teamwork; pg. 255 Review Your Knowledge #1 10; pg. 256 Apply Your Knowledge #1 10 Instruction: pg. 231 (Ethnicity), Application: pg. 236 Checkpoint 12.2 #3; pg. 239 Teamwork Instruction: pg ; Case in Point, pg 170 Application: pg. 236 Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #9,10; pg. 239 Teamwork; pg. 255 Review Your Knowledge #1 10; pg. 256 Apply Your Knowledge #1 10 Mktg_3.5 Identify and explain how technology influences/dictates marketing decisions. Mktg_3.5.1 Identify current technological advances affecting market strategy Instruction: pg Page 5 of 16

6 Application: pg. 436 Review Your Knowledge #4, 7, 8; pg. 487 Review Your Knowledge #6 Mktg_3.5.2 Explain the importance of having a technological edge over competition (e.g., faster to market with new products) Mktg_3.5.3 Determine new ways of marketing products using emerging technologies (e.g., Internet, television shopping) Mktg_3.5.4 Demonstrate the ability to use the latest technology in marketing activities Global note: Social Media special feature occurs throughout the textbook. Instruction: pg , , 198, Application: pg. 203, Review Your Knowledge #7; pg. 436 Review Your Knowledge #4, 7, 8; pg. 487 Review Your Knowledge #6 Global note: Social Media special feature occurs throughout the textbook. Instruction: pg , Application: pg. 436 Review Your Knowledge #4, 7, 8; pg. 487 Review Your Knowledge #6; pg. 474 Web Connect; pg. 487 Review Your Knowledge #6 10; pg. 488 Apply Your Knowledge #9; pg. 554 Building the Marketing Plan Part 1, #3 Global note: Social Media special feature occurs throughout the textbook. Instruction: pg. 89, , , Application: pg. 203 Review Your Knowledge #7; pg. 486 Checkpoint 23.2 #1 5; pg. 487 Review Your Knowledge #6 10; pg. 488 Apply Your Knowledge #9 Building the Marketing Plan pg , 183, , 341, 387, 439, 554, 599, 653, 715 Global note: Social Media special feature occurs throughout the textbook. Mktg_3.6 Identify and explain how competition influences/dictates marketing decisions. Mktg_3.6.1 Differentiate between direct and nondirect competition and how each affects marketing strategy Mktg_3.6.2 Analyze the competition for a specific product or service Instruction: pg , Application: pg. 218 Checkpoint 11.2 #2 5; pg. 219 Review Your Knowledge #8 10; pg. 220 Apply Your Knowledge # 7, 8 Instruction: pg Page 6 of 16

7 Application: pg. 218 Checkpoint 11.2 #4 5; pg. 219 Review Your Knowledge #8 10; pg. 220 Apply Your Knowledge #7; pg. 221 Teamwork; pg. 227 Checkpoint 12.1 #2 5 Marketing Mktg_4: Demonstrate Product Knowledge Mktg_4.1 Describe stages of product development and how new products are developed. Mktg_4.1.1 Develop new products/services that are perceived as wanted by consumers Mktg_4.1.2 Describe how new product/services are conceived, developed, and test marketed Mktg_4.1.3 List the steps of the product life cycle and identify in which stag a product is located Instruction: pg Chapter 10 Marketing Research; Application: pg. 195 Checkpoint 10.1 #1 5; pg. 202 Checkpoint 10.2 #1 5; pg. 203 Review Your Knowledge #1 10; pg. 204 Apply Your Knowledge #1 10; pg. 205 Teamwork; pg. 318 Checkpoint 16.2 #1 5 Instruction: pg Application: pg. 318 Checkpoint 16.2 #1 5; pg. 319 Review Your Knowledge #1 10; pg. 320 Apply Your Knowledge #1 10; pg. 321 Teamwork Instruction: pg Application: pg. 300 Checkpoint 15.3 #1 5; pg. 301 Review Your Knowledge #5; pg. 302 Apply Your Knowledge #9 Mktg_4.2 Describe the common characteristics of a product package and brand. Instruction: pg. 286, 358 Mktg_4.2.1 Name the common elements (required and non-required) on a typical product package Mktg_4.2.2 Explain the various functions of packaging and why each is important (e.g., protection, promotion) Mktg_4.2.3 Identify the qualities of an effective brand name Mktg_4.2.4 State the effects of increased global trade on packaging (e.g., descriptors in various languages, durability) Application: pg. 290 Checkpoint 15.1 #3 Instruction: pg. 286, 358 Application: pg. 290 Checkpoint 15.1 #3 Instruction: pg Application: pg. 329 Checkpoint 17.1 #1 5 Instruction: pg. 286, 358 Application: pg. 290 Checkpoint 15.1 #3 Mktg_4.3 Classify products in industrial or consumer categories. Mktg_4.3.1 Define industrial or consumer Instruction: pg categories and classify product in those categories (e.g., convenience, shopping, specialty, raw Application: pg. 114 Checkpoint 6.1 #3 materials, component parts, installations) Page 7 of 16

8 Mktg_4.3.2 Differentiate between brand name and generic products Instruction: pg. 328 Application: pg. 329 Checkpoint 17.1 #5 Mktg_4.4 Describe the characteristics of a product mix and extensions. Instruction: pg Mktg_4.4.1 Define the nature of a product mix in a particular company Mktg_4.4.2 Identify product mix decisions that must be made in order to market the product or service Mktg_4.4.3 Explain the advantages and disadvantages of product line diversification (e.g., extending product lines and adding new ones) Mktg_4.4.4 Explain the need for comprehensive marketing of the extended product such as warranty, service contract, etc. Application: pg. 295 Checkpoint 15.2 #1 5; pg. 301 Review Your Knowledge #4; pg. 302 Apply Your Knowledge #6, 7 Instruction: pg Application: pg. 295 Checkpoint 15.2 #1 5; pg. 301 Review Your Knowledge #4; pg. 302 Apply Your Knowledge #6, 7 Instruction: pg Application: pg. 311 Checkpoint 16.1 #1 5; pg. 319 Review Your Knowledge #1 5 Instruction: pg Application: pg. 290 Checkpoint 15.1 #1 5; pg. 295 Checkpoint 15.2 #1 5; pg. 301 Review Your Knowledge #1 4; Marketing Mktg_5: Demonstrate Knowledge of Price Mktg_5.1 Explain the role of pricing in the marketing process. Mktg_5.2 Describe and use various pricing strategies. Mktg_5.1.1 Identify the various objectives of pricing (e.g., revenue maximization, profit maximization) Instruction: pg Chapter 19 Price Strategies Mktg_5.2.1 Identify the factors that will influence a product s price (e.g., cost, quality, competition, brand loyalty) Mktg_5.2.2 Identify various pricing policies (e.g., line, loss leader, psychological) and the situations in which each is applicable Mktg_5.2.3 Explain the use of break-even analysis to determine price Application: pg all Chapter 19 end of chapter activities. Instruction: pg , Application: pg. 355 Checkpoint 18.1 #1; pg. 362 Apply Your Knowledge, #3; pg. 376 Checkpoint 19.2 #1 5; pg. 385 Apply Your Knowledge #5, 6 9 Instruction: pg Application: pg. 376 Checkpoint 19.2 #1 5; pg. 384 Review Your Knowledge #2;pg 385 Apply Your Knowledge #1 6 Instruction: pg. 368 Application: pg. 369 Checkpoint 19.1 #5; pg. 384 Review Your Knowledge #3, 5 Page 8 of 16

9 Mktg_5.2.4 Calculate a product s price using a variety of methods (e.g., break-even, cost-plus) Mktg_5.2.5 Explain the concept of price elasticity and how it affects price Mktg_5.2.6 Describe the alternative new product pricing strategies of skimming and penetration, and explain when each is applicable Mktg_5.2.7 Explain how international currency exchange rates affect the prices of exported products Mktg_5.2.8 Calculate a break-even point using cost and price information Mktg_5.2.9 Explain the relationship between price and perceived quality Mktg_ Describe how economies of scale attained through mass production affect pricing strategy Instruction: pg Application: pg. 369 Checkpoint 19.1 #1 5; pg. 384 Review Your Knowledge #1 5 Instruction: pg Application: pg. 361 Apply Your Knowledge #4; pg/ 363 Teamwork Instruction: pg.299, , Application: pg.311 Checkpoint 16.1 #1 5; pg. Review Your Knowledge #1, 2; pg. 320 Apply Your Knowledge #7; pg. 376 Checkpoint 19.2 #1 Instruction: pg Application: pg. 174 Checkpoint 9.1 #4 5 Instruction: pg. 368 Application: pg. 369 Checkpoint 19.1 #5; pg. 384 Review Your Knowledge #3, 5 Instruction: pg. 373 (Prestige Pricing) Application: pg. 385 Review Your Knowledge #8, Apply Your Knowledge #5 Instruction: Application: pg. 385 Apply Your Knowledge #7; pg. 426 Checkpoint 21.1 #3 Marketing Mktg_6: Demonstrate Knowledge of Place/Distribution Mktg_6.1 Apply distribution processes and methods to develop distribution plans. Mktg_6.1.1 Differentiate among the various channels of distribution and explain their importance to the marketing process (e.g., indirect vs. direct) Mktg_6.1.2 Explain the direct channel of distribution (producer to consumer) and when it is most appropriate to use Mktg_6.1.3 Explain the role of the various intermediaries in the channel of distribution (e.g., retailer, wholesaler, broker, agent, warehouser, stock handler) Mktg_6.1.4 Identify the major components of a physical distribution system (e.g., type of transportation, storage) Instruction: pg Chapter 20 Place Application: pg all Chapter 20 end of chapter activities Instruction: pg Application: pg. 415 Review Your Knowledge #4 Instruction: pg Application: pg. 399 Checkpoint 20.1 #2; pg. 415 Review Your Knowledge #1 2; pg. 416 Apply Your Knowledge #3 Instruction: pg Application: pg. 407 Checkpoint 20.2 #1 5; pg. 415 Review Your Knowledge #5 6 Page 9 of 16

10 Mktg_6.1.5 Determine various indirect channels of distribution (e.g., wholesaler, agent) and when each is most appropriate to use Mktg_6.1.6 Identify the most efficient means for distributing a product or service (e.g., agent, broker, retailer, wholesaler) Mktg_6.1.7 Describe the importance of inventory control in the marketing process (e.g., maintain appropriate level, shrinkage) Mktg_6.1.8 Develop a distribution plan for a given product Instruction: pg Chapter 20 Place Application: pg all Chapter 20 end of chapter activities. Instruction: pg Chapter 20 Place Application: pg all Chapter 20 end of chapter activities. Instruction: pg Application: pg. 435 Checkpoint 21.2 #1 5 Instruction: pg Chapter 20 Place Application: pg. 399 Checkpoint 20.1 #1 5; pg. 407 Checkpoint 20.2 #1 5; pg. 414 Checkpoint 20.3 #1 5; pg. 415 Review Your Knowledge #1 10; pg. 416 Apply Your Knowledge #1 10 Marketing Mktg_7: Demonstrate Knowledge of Advertising Mktg_7.1 Explain how and why advertising contributes to successful marketing. Mktg_7.1.1 Identify the various mediums available for advertising Mktg_7.1.2 Demonstrate a knowledge of the basics of the design process in graphics Instruction: pg , 492, Application: pg. 486 Checkpoint 23.2 #1; pg. 515 Checkpoint 25.1 #1 5 Instruction: pg Application: pg. 504 Checkpoint 24.2 #1 5 Mktg_7.1.3 Design advertisements Instruction: pg Mktg_7.1.4 Identify the factors that determine media selection Mktg_7.1.5 Explain how research can be used in the advertising process (e.g., pretesting, post testing) Mktg_7.1.6 Determine effective strategies for graphic design Mktg_7.1.7 Describe the roles of copywriting, art direction, and production in the creative process Mktg_7.1.8 Explain how changing technology affects advertising Application: pg. 504 Checkpoint 24.2 #1 5 Instruction: pg. 494 Application: pg. 497 Checkpoint 24.1 #2 Instruction: pg Application: pg. 505 Review Your Knowledge #3, 5 Instruction: pg Application: pg. 504 Checkpoint 24.2 #1 3 Instruction: pg ; pg. 476 Exploring Careers feature Application: pg. 504 Checkpoint 24.2 #1 3 Instruction: pg , Page 10 of 16

11 Application: pg. 486 Checkpoint 23.3 #1 5; pg. 487 Review Your Knowledge #6 10; pg. 488 Apply Your Knowledge #9; pg. 506 Apply Your Knowledge #6 Global note: Social Media special feature occurs throughout the textbook. Mktg_7.1.9 Develop an advertising budget Instruction: pg. 493 Application: pg. 554 Marketing Plan Part 2 #1 Mktg_7.2 Explain how sales promotion contributes to successful marketing. Mktg_7.2.1 Choose appropriate sales promotion tools for a particular product or service Mktg_7.2.2 Compare and contrast the alternative forms of sales promotion Mktg_7.2.3 Describe the factors used to determine the proportion of the promotional budget that should be allocated to sales promotion vs. advertising Mktg_7.2.4 Describe how marketers combine trade and consumer promotions in developing effective promotional programs Instruction: pg Chapter 23 Promotions Application: pg all Chapter 23 end of chapter activities. Instruction: pg Application: pg. 488 Apply Your Knowledge #6 Instruction: pg. 74, 493, 590, 594 Application: pg. 497 Checkpoint 24.1 #5; pg. 505 Review Your Knowledge #3, 5 Instruction: pg Application: pg. 486 Checkpoint #1 5; pg. 487 Review Your Knowledge #1 10 Mktg_7.3 Identify, compare, and contrast various forms of public relations activities and determine how public relations contributes to successful marketing. Mktg_7.3.1 Identify the various forms of public relations activities used by marketers Instruction: pg. 29, Exploring Careers feature pg. 295 Mktg_7.3.2 Critique public relations activities being used by marketers Mktg_7.3.3 Differentiate between public relations activities (which are largely controllable) and publicity (which is largely uncontrollable) Application: pg. 37 Review Your Knowledge #4; pg. 487 Review Your Knowledge #4; pg. 529 DECA Emerging Leaders activity Instruction: pg. 29, Exploring Careers feature pg. 295 Application: pg. 37 Review Your Knowledge #4; pg. 487 Review Your Knowledge #4; pg. 529 DECA Emerging Leaders activity Instruction: pg. 29, Exploring Careers feature pg. 295 Application: pg. 37 Review Your Knowledge #4; pg. 487 Review Your Knowledge #4; pg. 529 Page 11 of 16

12 Mktg_7.3.4 Discuss ways in which companies can control (or at least minimize) unfavorable publicity DECA Emerging Leaders activity Instruction: pg. 29, Exploring Careers feature pg. 295 Mktg_7.3.5 Develop a public relations plan for responding to unfavorable publicity based on a previous case study Application: pg. 37 Review Your Knowledge #4; pg. 487 Review Your Knowledge #4; pg. 529 DECA Emerging Leaders activity Instruction: pg. 29, Exploring Careers feature pg. 295 Application: pg. 37 Review Your Knowledge #4; pg. 487 Review Your Knowledge #4; pg. 529 DECA Emerging Leaders activity Mktg_7.4 Describe how personal selling contributes to successful marketing and demonstrate how successful sales are accomplished. Mktg_7.4.1 Explain the importance of personal selling in a company s operation Mktg_7.4.2 Demonstrate the steps involved in the selling process Mktg_7.4.3 Describe the qualities necessary for success as a sales manager Instruction: pg Chapter 26 Selling Application: pg. 533 Checkpoint 26.1 #1 5; pg. 545 Checkpoint 26.2 #1 5; pg. 550 Checkpoint 26.3 #1 5; pg. 551 Review Your Knowledge #1 10; pg. 552 Apply Your Knowledge #1 10 Instruction: pg Application: pg. 545 Checkpoint 26.2 #1 3; pg. 551 Review Your Knowledge #3 7; pg. 552 Apply Your Knowledge #6 Instruction: pg. 294, Chapter 27 Management Skills, Chapter 28 Marketing Management Exploring Careers feature pg. 96, 672 Mktg_7.4.4 Identify the roles played by people involved in the purchase or use of the product (e.g., buyer, influencer, user) Mktg_7.4.5 Evaluate a variety of sales approaches (e.g., order-getting vs. order-taking) Application: pg all Chapter 27 end of chapter activities; pg all Chapter 28 end of chapter activities Instruction: pg , , 420 Application: pg. 56 Checkpoint 3.2 #5; pg. 57 Review Your Knowledge #9; pg. 58 Apply Your Knowledge #7; pg. 272 Checkpoint 14.2 #1 5; pg. 273 Review Your Knowledge #6 9; pg. 274 Apply Your Knowledge #8 Instruction: pg Application: pg. 545 Checkpoint 26.2 #3, 4 Page 12 of 16

13 Mktg_7.4.6 Identify the various types of sales personnel (e.g., manufacturers, agents, missionary salespeople, retail salespeople) Mktg_7.4.7 Describe the functions of sales managers, including personnel and budget management Instruction: pg 532; Exploring Careers feature, pg 96, 140, 592, 609, 672 Application: pg. 533 Checkpoint 26.1 #1 5 Instruction: pg. 74, 294, , Chapter 27 Management Skills, Chapter 28 Marketing Management, 672 Exploring Careers feature Application: pg all Chapter 27 end of chapter activities; pg all Chapter 28 end of chapter activities Marketing Mktg_8: Demonstrate Knowledge of Marketing Research Mktg_8.1 Develop, implement, and evaluate a marketing research project. Mktg_8.1.1 Identify the steps in the marketing Instruction: pg research process Application: pg. 202 Checkpoint 10.2 #1; pg. Mktg_8.1.2 Explain the purposes for conducting marketing research Mktg_8.1.3 Differentiate between primary and secondary sources of data Mktg_8.1.4 Develop and implement a marketing research project Mktg_8.1.5 Evaluate the various data collection and sampling techniques (e.g., random or stratified samples, survey or interview data collection) 203 Review Your Knowledge #1, 6; Instruction: pg Application: pg. 203 Review Your Knowledge # 1 10 Instruction: pg Application: pg. 195 Checkpoint 10.1 #2 5; pg. 203 Review Your Knowledge #2 4; pg. 204 Apply Your Knowledge #2 3 Instruction: pg Chapter 10 Marketing Research Application: pg. 203 Review Your Knowledge #1 10; pg. 204 Apply Your Knowledge #1 10; pg 276 Marketing Plan Part 1 Instruction: pg Chapter 10 Marketing Research Application: pg. 203 Review Your Knowledge #1 10; pg. 204 Apply Your Knowledge #1 10; pg 276 Marketing Plan Part 1 Marketing Mktg_9: Identify Characteristics of a Market Mktg_9.1 Identify buying motives and strategies to influence buying. Mktg_9.1.1 Differentiate between rational and emotional buying motives Instruction: pg. 539 Application: pg 545 Checkpoint 26.2 #5 Page 13 of 16

14 Mktg_9.1.2 Develop strategies to influence rational and emotional buying motives Instruction: pg Application: pg. 545 Checkpoint 26.2 #2 Mktg_9.2 Differentiate between the types of markets. Instruction: pg , , Mktg_9.2.1 Differentiate between the consumer market and non-consumer market (e.g., government, industry, organizations) Application: pg. 272 Checkpoint 14.2 #1; pg. 273 Review Your Knowledge #6 8; pg. 274 Apply Your Knowledge #4 Mktg_9.3 Describe market segmentation, why it is important, and how a business uses market segmentation to reach market goals. Mktg_9.3.1 Describe various methods of market segmentation (e.g., demographics, psychographics, benefits, product usage) Mktg_9.3.2 Identify a target market for a given product or service Mktg_9.3.3 Explain why market segmentation is important to the achievement of market goals Mktg_9.3.4 Explain the marketing strategies used to reach a given target market Instruction: pg , Application: pg. 76 Checkpoint 4.2 #4; pg. 236 Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #1 4 Instruction: pg. 71, Application: pg. 227 Checkpoint 12.1 #2 5; pg 232 Apply Your Knowledge #1 10; pg 239 Teamwork Instruction: pg , Application: pg. 227 Checkpoint 12.1 #2 5; pg. 236 Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #1 4 Instruction: pg , 73 75, , Mktg_9.3.5 Devise a plan to market a given product to a specific target market Application: pg. 66 Checkpoint 4.1 #4; pg. 227 Checkpoint 12.1 #5; pg. Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #1 4 Instruction: pg , 73 75, , Application: pg. 66 Checkpoint 4.1 #4; pg. 227 Checkpoint 12.1 #5; pg. Checkpoint 12.2 #1 5; pg. 237 Review Your Knowledge #6 10; pg. 238 Apply Your Knowledge #1 4; pg 277 Marketing Plan Part 3 Page 14 of 16

15 Mktg_9.4 Explain why market positioning and repositioning are important. Mktg_9.4.1 Explain why the characteristics of a given product or service have a competitive edge Mktg_9.4.2 Identify why manufacturing locations are often close to the market served Mktg_9.4.3 Determine extended product features that give a product the competitive edge Mktg_9.4.4 Contrast a domestic and international marketing plan for a given product/service Mktg_9.4.5 Adjust the marketing plans of a product for different international markets Instruction: pg Application: pg. 295 Checkpoint 15.2 #1 5 Instruction: pg , , 668 Application: pg. 399 Checkpoint 20.1 #1 Instruction: pg , , Application: pg.218 Checkpoint 11.2 #2 5; pg. 219 Review Your Knowledge #6 10; pg. 220 Apply Your Knowledge #6 10 Instruction: pg Chapter 9:Global Trade Application: pg. 174 Checkpoint 9.1 #1 5; pg. 179 Checkpoint 9.2 #1 5; pg. 180 Review your Knowledge #1 10; pg. 181 Apply Your Knowledge #1 10; pg. 183 Building the Marketing Plan Instruction: pg.62 75Chapter 4 Marketing Plan Application: pg. 66 Checkpoint 4.1 #1 5; pg. 76 Checkpoint 4.2 #1 5; pg. 77 Review your Knowledge #1 10; pg. 78 Apply Your Knowledge #1 10; pg. 102 Building the Marketing Plan Marketing Mktg_10: Demonstrate Knowledge of Developing a Marketing Plan Mktg_10.1 Develop a marketing plan encompassing all of the necessary components. Mktg_ Explain why marketing planning is essential for an organization s success Instruction: pg Chapter 4 Marketing Plan Application: pg. pg all Chapter 4 end of chapter activities. Mktg_ Explain why a marketing plan is essential for the success of a product Global note: Building the Marketing Plan activity is available at end of each unit for students to write their own marketing plan. Instruction: pg Chapter 4 Marketing Plan Application: pg all Chapter 4 end of chapter activities. Global note: Building the Marketing Plan activity is available at end of each unit for Page 15 of 16

16 Mktg_ Identify the steps involved in the development of a marketing plan Mktg_ Explain how the marketing plan encompasses all elements within marketing students to write their own marketing plan. Instruction: pg.62 75Chapter 4 Marketing Plan Application: all Chapter 4 end of chapter activities. Global note: Building the Marketing Plan activity is available at end of each unit for students to write their own marketing plan. Instruction: pg Chapter 4 Marketing Plan Application: pg all Chapter 4 end of chapter activities. Mktg_ Differentiate between strategic and short-term tactical planning Mktg_ Develop a marketing plan for a product given a set of circumstances (e.g., location, competition) Global note: Building the Marketing Plan activity is available at end of each unit for students to write their own marketing plan. Instruction: pg. 583 Application: pg 588 Checkpoint 28.1 #2 Instruction: pg Chapter 4 Marketing Plan Application: pg all Chapter 4 end of chapter activities. Global note: Building the Marketing Plan activity is available at end of each unit for students to write their own marketing plan. Marketing Mktg_11: Demonstrate Knowledge of Forecasting Mktg_11.1 Apply forecasting principles and methods to determine sales potential for specific products. Mktg_ Describe why sales forecasting is an important determinant of business success Instruction: pg , , , , 704 Mktg_ Explain the concept of market potential (e.g., total number of products that can be sold) Application: pg 76 Checkpoint 4.2 #3; pg. 369 Checkpoint 19.1 #1 5; pg. 435 Checkpoint 21.2 #2; pg. 595 Checkpoint 28.2 #1; pg. 597 Apply Your Knowledge#8 Instruction: pg , , Application: pg. 76 Checkpoint 4.2 #3; pg. 218 Checkpoint 11.2 #1 5; pg. 369 Checkpoint 19.1 #1 5 Page 16 of 16