Pittsylvania County Schools
Career and Technical Education
Marketing Education - Course Syllabus
Course: Advanced Marketing (Co-op) Course Number: 8130
Starting and Managing the Small Business
Required Fee/Supplies: Student Organization: DECA
Prerequisite: Marketing (8120)
Dual Enrollment Credit: Yes
Industry Certification: Fundamental Marketing Concepts (ASK Institute)
National Professional Certification in Customer Service
(National Retail Federation Foundation)
Retail Trades Assessment (NOCTI)
Sales Certification (National Retail Federation Foundation)
Virginia Workplace Readiness Assessment (NOCTI) and IC3
I. COURSE DESCRIPTION
Students continue to gain knowledge of marketing functions and foundations as they relate to supervisory
and management responsibilities and develop skills needed for advancement. They develop skills for
supervisory positions and/or for continuing education in a marketing-related field. Academic skills
(mathematics, science, English, and history/social science) related to the content are a part of this course.
Computer/technology applications supporting this course are studied.
II. COURSE CONTENT
Task Area Days
Implementing Virginia's CTE Course Requirements Ongoing
Participating in the Student Organization Ongoing
Examining Marketing and Business 12
Communicating in the Workplace 5
Developing Professionalism in the Workplace Ongoing
Understanding Economics 10
Developing Management 10
Managing Marketing Information 8
Developing Product/Service Planning Skills Ongoing
Understanding Product/Service Positioning 8
Examining Distribution 4
Pricing Products and Services 8
Applying the Promotional 5
Purchasing Products and Services 6
Implementing Risk Management 3
Selling Products and 4
Examining Financing 2
Developing a Career 5
Marketing Education Course Project/Portfolio Ongoing
III. EVALUATION/GRADE PROCEDURES
2. Daily Assignments
5. Exams/Dual enrollment
7. DECA Activities
8. Co-op Grade
Advanced Marketing (8130) - Related Standards of Learning
12.1 The student will make a 5-10 minute formal oral presentation.
a. Choose the purpose of the presentation: to defend a position, to entertain an audience, or to explain information.
b. Use a well-structured narrative or logical argument.
c. Use details, illustrations, statistics, comparisons, and analogies to support purposes.
d. Use visual aids or technology to support presentation.
e. Use grammatically correct language, including vocabulary appropriate to the topic, audience, and purpose.
12.2 The student will evaluate formal presentations.
a. Critique relationships among purpose, audience, and content of presentations.
b. Critique effectiveness of presentations.
12.4 The student will read and analyze a variety of informational materials, including electronic resources.
a. Identify formats common to new publications and information resources.
b. Recognize and apply specialized informational vocabulary.
c. Evaluate a product based on analysis of the accompanying warranty and instruction manual.
d. Evaluate the quality of informational and technical materials.
12.7 The student will develop expository and informational writings.
a. Generate, gather, and organize ideas for writing.
b. Consider audience and purpose when planning for writing.
c. Write analytically about literary, informational, and visual materials.
d. Elaborate ideas clearly and accurately.
e. Revise writing for depth of information and technique of presentation.
f. Apply grammatical conventions to edit writing for correct use of language, spelling, punctuation, and capitalization.
g. Proofread final copy and prepare document for publication submission.
12.8 The student will write documented research papers.
a. Identify and understand the ethical issues of research and documentation.
b. Evaluate the accuracy and usefulness of information.
c. Synthesize information to support the thesis.
d. Present information in a logical manner.
e. Cite sources of information using a standard method of documentation, such as MLA (Modern Language
Association) or APA (American Psychological Association).
f. Edit copies for correct use of language, spelling, punctuation, and capitalization.
g. Proofread final copy and prepare document for publication or other use.
History and Social Science
GOVT.3 The student will demonstrate knowledge of the concepts of democracy by
a. recognizing the fundamental worth and dignity of the individual;
b. recognizing the equality of all citizens under the law;
c. recognizing majority rule and minority rights;
d. recognizing the necessity of compromise;
e. recognizing the freedom of the individual.
GOVT.11 The student will demonstrate knowledge of civil liberties and civil rights by
a. examining the Bill of Rights, with emphasis on First Amendment freedoms;
b. analyzing due process of law expressed in the 5th and 14th Amendments;
c. explaining selective incorporation of the Bill of Rights;
d. exploring the balance between individual liberties and the public interest;
e. explaining every citizen's right to be treated equally under the law.
GOVT.12 The student will demonstrate knowledge of the role of the United States in a changing world by
a. describing the responsibilities of the national government for foreign policy and national security;
b. assessing the role played by national interest in shaping foreign policy and promoting world peace;
c. examining the relationship of Virginia and the United States to the global economy;
d. examining recent foreign policy and international trade initiatives since 1980.
GOVT.14 The student will demonstrate knowledge of economic systems by
a. identifying the basic economic questions encountered by all economic systems;
b. comparing the characteristics of free market, command, and mixed economies, as described by Adam Smith
and Karl Marx;
c. evaluating the impact of the government's role in the economy on individual economic freedoms;
d. explaining the relationship between economic freedom and political freedom;
e. examining productivity and the standard of living as measured by key economic indicators.
GOVT.15 The student will demonstrate knowledge of the United States market economy by
a. assessing the importance of entrepreneurship, the profit motive, and economic independence to the promotion
of economic growth;
b. comparing types of business organizations;
c. describing the factors of production;
d. explaining the interaction of supply and demand;
e. illustrating the circular flow of economic activity;
f. analyzing global economic trends, with emphasis on the impact of technological innovations.
GOVT.16 The student will demonstrate knowledge of the role of government in the Virginia and United States economies by
a. analyzing the impact of fiscal and monetary policies on the economy;
b. describing the creation of public goods and services;
c. examining environmental issues, property rights, contracts, consumer rights, labor-management relations, and
competition in the marketplace.
GOVT.17 The student will demonstrate knowledge of personal character traits that facilitate thoughtful and effective participation
in civic life by
a. practicing trustworthiness and honesty;
b. practicing courtesy and respect for the rights of others;
c. practicing responsibility, accountability, and self-reliance;
d. practicing respect for the law;
e. practicing patriotism.
GOVT.18 The student will understand that thoughtful and effective participation in civic life is characterized by
a. obeying the law and paying taxes;
b. serving as a juror;
c. participating in the political process;
d. performing public service;
e. keeping informed about current issues;
f. respecting differing opinions in a diverse society.
VUS.14 The student will demonstrate knowledge of economic, social, cultural, and political developments in the contemporary
United States by
a. analyzing the effects of increased participation of women in the labor force;
b. analyzing how changing patterns of immigration affect the diversity of the United States population, the
reasons new immigrants choose to come to this country, and their contributions to contemporary America;
c. explaining the media influence on contemporary American culture and how scientific and technological
advances affect the workplace, health care, and education.
A.1 The student will solve multistep linear equations and inequalities in one variable, solve literal equations (formulas) for a
given variable, and apply these skills to solve practical problems. Graphing calculators will be used to confirm algebraic
A.2 The student will represent verbal quantitative situations algebraically and evaluate these expressions for given
replacement values of the variables. Students will choose an appropriate computational technique, such as mental
mathematics, calculator, or paper and pencil.
A.9 The student will solve systems of two linear equations in two variables both algebraically and graphically and apply these
techniques to solve practical problems. Graphing calculators will be used both as a primary tool for solution and to confirm
an algebraic solution.
AII- The student will collect and analyze data to make predictions and solve practical problems. Graphing calculators will be
T.19 used to investigate scatterplots and to determine the equation for a curve of best fit. Models will include linear, quadratic,
exponential, and logarithmic functions.
AII.19 The student will collect and analyze data to make predictions and solve practical problems. Graphing calculators will be
used to investigate scatterplots and to determine the equation for a curve of best fit. Models will include linear, quadratic,
exponential, and logarithmic functions.
COM.1 The student will apply programming techniques and skills to solve practical problems in mathematics arising from
consumer, business, other applications in mathematics. Problems will include opportunities for students to analyze data in
charts, graphs, and tables and to use their knowledge of equations, formulas, and functions to solve these problems.
COM.2 The student will design, write, test, debug, and document a program. Programming documentation will include pre-
conditions and post-conditions of program segments, input/output specifications, the step-by-step plan, the test data, a
sample run, and the program listing with appropriately placed comments.
DM.10 The student will use the recursive process and difference equations with the aid of appropriate technology to generate
a. compound interest;
b. sequences and series;
d. population growth models; and
e. the Fibonacci sequence.
DM.11 The student will describe and apply sorting algorithms and coding algorithms used in storing, processing, and
communicating information. These will include
a. bubble sort, merge sort, and network sort; and
b. ISBN, UPC, Zip, and banking codes.
PS.1 The student will analyze graphical displays of data, including dotplots, stemplots, and histograms, to identify and describe
patterns and departures from patterns, using central tendency, spread, clusters, gaps, and outliers. Appropriate
technology will be used to create graphical displays.
PS.2 The student will analyze numerical characteristics of univariate data sets to describe patterns and departure from patterns,
using mean, median, mode, variance, standard deviation, interquartile range, range, and outliers. Appropriate technology
will be used to calculate statistics.
PS.3 The student will compare distributions of two or more univariate data sets, analyzing center and spread (within group and
between group variations), clusters and gaps, shapes, outliers, or other unusual features. Appropriate technology will be
used to generate graphical displays.
PS.4 The student will analyze scatterplots to identify and describe the relationship between two variables, using shape; strength
of relationship; clusters; positive, negative, or no association; outliers; and influential points. Appropriate technology will be
used to generate scatterplots and identify outliers and influential points.
PS.5 The student will find and interpret linear correlation, use the method of least squares regression to model the linear
relationship between two variables, and use the residual plots to assess linearity. Appropriate technology will be used to
compute correlation coefficients and residual plots.
PS.7 The student, using two-way tables, will analyze categorical data to describe patterns and departure from patterns and to
find marginal frequency and relative frequencies, including conditional frequencies.
PS.8 The student will describe the methods of data collection in a census, sample survey, experiment, and observational study
and identify an appropriate method of solution for a given problem setting.
PS.9 The student will plan and conduct a survey. The plan will address sampling techniques (e.g., simple random and stratified)
and methods to reduce bias.
Advanced Marketing (8130) - Correlation By Task
007 Apply the components of the marketing mix to a selected product or English 12.4
008 Analyze the components of a marketing plan. Mathematics PS.1
009 Examine current events that impact marketing. History and Social Science GOVT.15,
010 Analyze the impact of marketing trends on a selected business or History and Social Science VUS.14
product. Mathematics AII-T.19, AII.19, PS.1
011 Describe the impact of environmental issues on marketing. History and Social Science GOVT.16
012 Explain elements of ethical decision making. History and Social Science GOVT.16,
013 Identify fair and unfair business practices. English 12.4
014 Report information/data in a written document. Mathematics AII-T.19, AII.19
English 12.4, 12.7, 12.8
015 Report information/data in an oral presentation. Mathematics AII-T.19, AII.19
English 12.1, 12.4
016 Use trade journals, periodicals, and electronic resources for research English 12.4, 12.8
and professional development.
017 Apply time-management strategies. Mathematics COM.1
018 Identify the steps in negotiation and their use in the workplace. English 12.4
019 Analyze innovative customer service through the use of case studies. English 12.4
020 Identify the characteristics of leaders. History and Social Science GOVT.3,
021 Analyze evolving economic systems and their impact on global History and Social Science GOVT.12,
marketing. GOVT.14, GOVT.15, GOVT.16
022 Describe the impact of global marketing on businesses in America. History and Social Science GOVT.12,
GOVT.14, GOVT.15, GOVT.16
023 Describe the phases of the business cycle. History and Social Science GOVT.15
024 Explain the concept of gross domestic product. History and Social Science GOVT.14,
025 Explain productivity and its effects on individual businesses and the History and Social Science GOVT.14,
economy as a whole. GOVT.15, GOVT.16
026 Describe the functions and levels of management. History and Social Science GOVT.17,
027 Explain the roles of financial statements and their importance in Mathematics PS.2
decision making. English 12.4
028 Interpret financial statements. Mathematics PS.2, PS.3, PS.8
029 Explain the nature and importance of a budget. Mathematics PS.8
030 Create a marketing budget, using a spreadsheet. Mathematics COM.1, COM.2
031 Explain the process of hiring, orienting, and training employees. History and Social Science GOVT.17,
033 Explain the process of handling employee complaints. History and Social Science GOVT.11,
034 Explain the process of remedial action. History and Social Science GOVT.11,
035 Describe legal aspects of personnel management. History and Social Science GOVT.11,
036 Apply decision-making skills to management situations. English 12.4
037 Explain the nature of sales forecasts. Mathematics AII-T.19, AII.19, PS.1, PS.2,
PS.3, PS.4, PS.5, PS.7
038 Conduct a marketing research project. Mathematics PS.8, PS.9
English 12.4, 12.7, 12.8
039 Prepare a marketing research report. Mathematics PS.8, PS.9
English 12.4, 12.7, 12.8
040 Present marketing research findings. English 12.1
041 Analyze the life cycle of an existing product or service. History and Social Science GOVT.15,
042 Analyze a product line and a brand extension, using case studies. History and Social Science GOVT.15,
043 Create a product extension for an existing product. History and Social Science GOVT.15,
044 Describe the competitive positioning of an existing product or service. History and Social Science GOVT.15,
045 Analyze the effects of competition on the selected product/service. History and Social Science GOVT.15,
046 Develop a new positioning plan or a rationale for maintaining the History and Social Science GOVT.15,
existing positioning plan. GOVT.16
047 Explain inventory control systems. History and Social Science VUS.14
English 12.4, 12.7
048 Compare common shipping methods. Mathematics PS.1
049 Trace the channels of distribution for a selected product and service. English 12.4
050 Identify the psychological effects of pricing. English 12.4
051 Explain the impact of price on profitability. History and Social Science GOVT.15,
052 Explain the concept of markup. English 12.4
053 Apply formulas for pricing to calculate markup and markdown. Mathematics A.1, A.2
054 Calculate break-even point in units and dollars. Mathematics A.9
055 Calculate gross and net profit. Mathematics A.2
056 Explain how pricing is determined in not-for-profit organizations. Mathematics A.2
057 Describe the roles of laws and ethics in pricing. History and Social Science GOVT.16,
058 Identify methods of promoting sales for a selected product or service. English 12.4
059 Identify promotional media to reflect company image and financial English 12.4
060 Develop a promotional plan or campaign for a business-to-business or English 12.4
consumer product or service.
061 Explain strategies for developing media relations. English 12.4
062 Describe the impact of new media on marketing. English 12.4
063 Explain the role of a merchandising plan in the purchasing of products Mathematics A.2
064 Explain the elements of a merchandising plan. Mathematics A.2
065 Compare merchandising strategies of two stores with similar products English 12.4
and different target markets.
066 Analyze forms used in purchasing. English 12.4
068 Explain the importance of copyright, registered service mark, History and Social Science GOVT.15,
registered trademarks, and brand name protection. GOVT.16, GOVT.17, GOVT.18
069 Describe legal aspects of marketing management. History and Social Science GOVT.15,
GOVT.16, GOVT.17, GOVT.18
070 Use buying motives of businesses as bases for sales presentations. English 12.1, 12.4
071 Analyze methods used in developing long-term sales relationships. English 12.4
072 Explain key factors in building and retaining a clientele. English 12.4
073 Explain the uses of a prospect list. English 12.4
074 Identify the types and purposes of credit. Mathematics DM.10
075 Identify the legal considerations in granting credit. History and Social Science GOVT.16,
077 Research career trends and opportunities in marketing. English 12.4
078 Prepare a career development plan. English 12.4
079 Explore postsecondary training and educational opportunities. English 12.4
080 Update an electronic résumé. English 12.4, 12.7
081 Update a cover letter. English 12.4, 12.7
082 Tailor interview techniques to a variety of companies. English 12.4
083 Describe the role of professional/trade organizations in career English 12.4
084 Demonstrate networking skills for professional development. English 12.1, 12.2