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How to Write Business Proposals

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How to Write Business Proposals Powered By Docstoc
					                                                                                                                                                         *RATING SCALE:




                                                                                                                                                                                                                  Post Secondary Delivery
                          52.1999                                                                                                                        4 = Exceeds criteria and/or able to teach task




                                                                                                       Local Task ID Code or
                                                                                                                                                         3 = Accomplishes task to criteria
                                                                                                                                                         2 = Accomplishes task with help
                MARKETING, SALES AND SERVICES                                                                                  Improvement Plan          1 = Exposed to task




                                                                                                       Delivery Point
                                                                                                                                                         N = Not exposed to task




                                                                                             Rating*




                                                                                                                                                                                                                  Rating*
                                                                                                                                        Plan of Action                         Who:                       When:
                                                                                             SEGMENT 1
I Finctions of Marketing
 T   Technical
         1 Explain the role of business in society
         2 Describe types of business activities
         3 Explain marketing and its importance in a global economy
         4 Describe marketing functions and related activities
     Multiple Segments
         5 Apply effective listening skills
         6 Use proper grammar and vocabulary
         7 Follow directions
         8 Participate as a team member
         9 Explain employment opportunities in marketing
        10 Explain employment opportunities in business
 P   Pathway
         1 Explain the nature of marketing management
         2 Explain career opportunities in marketing management
     Multiple Segments
         3 Explain the importance of company involvement in community activities
         4 Propose community issues for company involvement
         5 Participate in community outreach activities
 F   Foundation
         1 Write executive summaries
         2 Write proposals
         3 Explain types of business ownership
         4 Select form of business ownership
         5 Explain the nature of trade regulations
         6 Describe the impact of anti-trust legislation
         7 Explain the nature of tax regulations on business
         8 Explain the nature of businesses’ reporting requirements
         9 Develop strategies for legal/government compliance
        10 Set personal goals
             Implements safety, health, and environmental controls to enhance productivity
        11
             in marketing
        12   Describe health and safety regulations in business
        13   Report noncompliance with business health and safety regulations
        14   Follow instructions for use of equipment, tools, and machinery
        15   Follow safety precautions
        16   Maintain a safe work environment
        17   Explain procedures for handling accidents
        18   Handle and report emergency situations
        19   Identify potential safety issues
        20   Establish safety policies and procedures
        21   Explain routine security precautions
                                                                                                                                               *RATING SCALE:




                                                                                                                                                                                                        Post Secondary Delivery
                 52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                             Local Task ID Code or
                                                                                                                                               3 = Accomplishes task to criteria
                                                                                                                                               2 = Accomplishes task with help
       MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                             Delivery Point
                                                                                                                                               N = Not exposed to task




                                                                                   Rating*




                                                                                                                                                                                                        Rating*
                                                                                                                              Plan of Action                         Who:                       When:
22 Follow established security procedures/policies
23 Protect company information and intangibles
24 Identify potential security issues
25 Establish policies to protect company information and intangibles
26 Establish policies to maintain a non-hostile work environment
     Establish policies and procedures to maintain physical security of the work
27
     environment
     Solves mathematical problems to obtain information for decision making in
28
     marketing
29   Recognize relationships among numbers
30   Employ mathematical operations
31   Perform computations successfully
32   Predict reasonable estimations
33   Describe types of business activities
34   Explain the organizational design of businesses
35   Describe factors that affect the business environment
36   Explain how organizations adapt to today’s markets
37   Explain the need for entrepreneurial discovery
38   Discuss entrepreneurial discovery processes
39   Assess global trends and opportunities
40   Determine opportunities for venture creation
41   Assess opportunities for venture creation
42   Describe idea-generation methods
43   Generate venture ideas
44   Determine feasibility of venture ideas
45   Describe entrepreneurial planning considerations
46   Explain tools used by entrepreneurs for venture planning
47   Assess start-up requirements
48   Assess risks associated with venture
     Describe external resources useful to entrepreneurs during concept
49
     development
50   Assess the need to use external resources for concept development
51   Describe strategies to protect intellectual property
52   Use components of business plan to define venture idea
     Describe processes used to acquire adequate financial resources for venture
53
     creation/start-up
54   Select sources to finance venture creation/startup
55
     Explain factors to consider in determining a venture’s human-resource needs
56 Explain considerations in making the decision to hire staff
57 Describe considerations in selecting capital resources
58 Identify capital resources needed for the venture
59 Assess the costs/benefits associated with resources
60 Use external resources to supplement entrepreneur’s expertise
                                                                                                                                                            *RATING SCALE:




                                                                                                                                                                                                                     Post Secondary Delivery
                         52.1999                                                                                                                            4 = Exceeds criteria and/or able to teach task




                                                                                                          Local Task ID Code or
                                                                                                                                                            3 = Accomplishes task to criteria
                                                                                                                                                            2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                      Improvement Plan          1 = Exposed to task




                                                                                                          Delivery Point
                                                                                                                                                            N = Not exposed to task




                                                                                                Rating*




                                                                                                                                                                                                                     Rating*
                                                                                                                                           Plan of Action                         Who:                       When:
       61 Explain the complexity of business operations
       62 Evaluate risk-taking opportunities
       63 Explain the need for business systems and procedures
       64 Describe the use of operating procedures
       65 Explain methods/processes for organizing workflow
       66 Develop and/or provide product/service
       67 Use creative problem solving in business activities/decisions
       68 Explain the impact of resource productivity on venture success
       69 Create processes for ongoing opportunity recognition
            Develop plan to invest resources into improving current products or creating
       70
            new ones
       71   Adapt to changes in business environment
       72   Explain the need for continuation planning
       73   Describe methods of venture harvesting
       74   Evaluate options for continued venture involvement
       75   Develop exit strategies
            Analyzes accounting systems to examine their contribution to the fiscal stability
       76
            of businesses
       77   Explain the purposes and importance of obtaining business credit
       78   Determine financing needed for business operations
       79   Identify risks associated with obtaining business credit
       80   Explain sources of financial assistance
       81   Explain loan evaluation criteria used by lending institutions
       82   Complete loan application package
       83   Explain the nature of business plans
       84   Develop business plan
       85   Conduct market analysis
       86   Conduct SWOT analysis for use in the marketing planning process
       87   Assess global trends and opportunities
       88   Conduct competitive analysis
       89   Develop marketing plan
       90   Describe measures used to control marketing planning
       91   Explain strategies for linking performance measures to financial outcomes
       92   Translate performance measures into financial outcomes
       93   Monitor and evaluate performance of marketing plan
       94   Assess cost-effectiveness of measurement tools
       95   Conduct marketing audits
       96   Describe the role of business ethics in pricing
       97   Explain the nature and scope of the product/service management function
    Multiple Segments

       98
            Use algebraic symbols to represent, solve, and analyze mathematical problems
       99 Recognize measurable attributes of objects
CE Career & Employability
                                                                                                                                                           *RATING SCALE:




                                                                                                                                                                                                                    Post Secondary Delivery
                           52.1999                                                                                                                         4 = Exceeds criteria and/or able to teach task




                                                                                                         Local Task ID Code or
                                                                                                                                                           3 = Accomplishes task to criteria
                                                                                                                                                           2 = Accomplishes task with help
                 MARKETING, SALES AND SERVICES                                                                                   Improvement Plan          1 = Exposed to task




                                                                                                         Delivery Point
                                                                                                                                                           N = Not exposed to task




                                                                                               Rating*




                                                                                                                                                                                                                    Rating*
                                                                                                                                          Plan of Action                         Who:                       When:
      Multiple Segments
            Read a technical manual and write a clear & logical report explaining the
          1
            information using standard business English.
          2 Give a verbal report on reading from a technical manual.
            Read a case study and identify the details about the situation, define technical
          3 terms, jargon, or words with multiple meanings based on context, and
            summarize the conclusion.
                                                                                               SEGMENT 2
II Economics
  T   Technical
          1 Distinguish between economic goods and services
          2 Explain the concept of economic resources
          3 Describe the nature of economics and economic activities
          4 Determine forms of economic utility created by marketing activities
          5 Explain the principles of supply and demand
          6 Describe the concept of price
          7 Explain the types of economic systems
          8 Determine the relationship between government and business
          9 Explain the concept of private enterprise
         10 Identify factors affecting a business’s profit
         11 Determine factors affecting business risk
         12 Explain the concept of competition
         13 Explain the concept of productivity
         14 Explain the concept of production
         15 Explain types of business ownership
      Multiple Segments
         16 Apply effective listening skills
         17 Use proper grammar and vocabulary
         18 Follow directions
         19 Participate as a team member
  P   Pathway
          1 Identify industry/economic trends that will impact business activities
          2 Predict demand patterns
          3 Conduct demand analysis
          4 Determine cost of product (breakeven, ROI, markup
          5 Establish pricing objectives
          6 Select pricing policies

          7
              Determine discounts and allowances that can be used to adjust base prices
          8 Determine terms of trading
          9 Set prices
         10 Adjust prices to maximize profitability
         11 Ensure price fairness
         12 Evaluate pricing decisions
                                                                                                                                              *RATING SCALE:




                                                                                                                                                                                                       Post Secondary Delivery
                         52.1999                                                                                                              4 = Exceeds criteria and/or able to teach task




                                                                                            Local Task ID Code or
                                                                                                                                              3 = Accomplishes task to criteria
                                                                                                                                              2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                        Improvement Plan          1 = Exposed to task




                                                                                            Delivery Point
                                                                                                                                              N = Not exposed to task




                                                                                  Rating*




                                                                                                                                                                                                       Rating*
                                                                                                                             Plan of Action                         Who:                       When:
       13 Assess changes in price structure
       14 Analyze variances to planned pricing
       15 Develop product search methods
    Multiple Segments
       16 Explain the importance of company involvement in community activities
       17 Propose community issues for company involvement
       18 Participate in community outreach activities
F   Foundation
        1 Recognize patterns and mathematical relations
        2 Create mathematical models from real- life situations
        3 Represent changes in quantities mathematically
        4 Determine rate of change mathematically
        5 Interpret graphical and numerical data
        6 Take measurements correctly
        7 Distinguish between economic goods and services
        8 Explain the concept of economic resources
        9 Describe the concepts of economics and economic activities
       10 Determine economic utilities created by business activities
       11 Explain the principles of supply and demand
       12 Describe the functions of prices in markets
       13 Explain the role of business in society
       14 Discuss the global environment in which businesses operate
       15 Explain the types of economic systems
       16 Explain the concept of private enterprise
       17 Identify factors affecting a business’s profit
       18 Determine factors affecting business risk
       19 Explain the concept of competition
       20 Describe market structures
       21 Determine the relationship between government and business
       22 Describe the nature of taxes
       23 Discuss the nature of monetary policy
       24 Discuss the supply and demand for money
       25 Explain the role of the Federal Reserve System
       26 Describe the effects of fiscal and monetary policies
       27 Explain the concept of productivity
       28 Analyze impact of specialization/division of labor on productivity
       29 Explain the concept of organized labor and business
       30 Explain the impact of the law of diminishing returns
       31 Describe the concept of economies of scale
       32 Describe the concept of price stability as an economic measure
       33 Discuss the measure of consumer spending as an economic indicator
       34 Discuss the impact of a nation’s unemployment rates
       35 Explain the concept of Gross Domestic Product
       36 Describe the economic impact of inflation on business
                                                                                                                                                                 *RATING SCALE:




                                                                                                                                                                                                                          Post Secondary Delivery
                              52.1999                                                                                                                            4 = Exceeds criteria and/or able to teach task




                                                                                                               Local Task ID Code or
                                                                                                                                                                 3 = Accomplishes task to criteria
                                                                                                                                                                 2 = Accomplishes task with help
                    MARKETING, SALES AND SERVICES                                                                                      Improvement Plan          1 = Exposed to task




                                                                                                               Delivery Point
                                                                                                                                                                 N = Not exposed to task




                                                                                                     Rating*




                                                                                                                                                                                                                          Rating*
                                                                                                                                                Plan of Action                         Who:                       When:
          37 Explain unemployment and inflation tradeoffs
          38 Explain the economic impact of interest-rate fluctuations
          39 Determine the impact of business cycles on business activities
          40 Explain the nature of global trade
                  Describe the determinants of exchange rates and their effects on the domestic
          41
                  economy
          42      Discuss the impact of cultural and social environments on global trade
          43      Explain labor issues associated with global trade
                  Integrates sociological knowledge of group behavior to understand customer
          44
                  decision-making
                  Identify types of currency (paper money, coins, banknotes, government bonds,
          45
                  treasury notes, etc.)
                  Describe functions of money (medium of exchange, unit of measure, store of
          46
                  value
                  Describe sources of income (wages/salaries, interest, rent, dividends, transfer
          47
                  payments, etc.)
          48      Explain the time value of money
       Multiple Segments

          49
                  Use algebraic symbols to represent, solve, and analyze mathematical problems
          50 Recognize measurable attributes of objects
   CE Career & Employability
                  Apply basic communication skills, mathematical processes and apply technology
              1
                  in work-related situations
       Multiple Segments
                  Read a technical manual and write a clear & logical report explaining the
              2
                  information using standard business English.
              3   Give a verbal report on reading from a technical manual.
                  Read a case study and identify the details about the situation, define technical
              4   terms, jargon, or words with multiple meanings based on context, and
                  summarize the conclusion.
                  Approach practical and workplace problems using a variety of mathematical
              5
                  techniques.
                  Research how math is used in the workplace and make a presentation detailing
              6
                  the process.
                  Apply technology to workplace or career situation. Include research and a
              7
                  written paper.
                                                                                                     SEGMENT 3
III Selling
   T   Technical
              1 Write informational messages
              2 Describe the need for marketing information
              3 Explain the concept of marketing strategies
              4 Explain the concept of market and market identification
                                                                                                                                                                *RATING SCALE:




                                                                                                                                                                                                                         Post Secondary Delivery
                         52.1999                                                                                                                                4 = Exceeds criteria and/or able to teach task




                                                                                                              Local Task ID Code or
                                                                                                                                                                3 = Accomplishes task to criteria
                                                                                                                                                                2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                          Improvement Plan          1 = Exposed to task




                                                                                                              Delivery Point
                                                                                                                                                                N = Not exposed to task




                                                                                                    Rating*




                                                                                                                                                                                                                         Rating*
                                                                                                                                               Plan of Action                         Who:                       When:
        5 Explain the communication process used in promotion
        6 Explain the role of promotion as a marketing function
        7 Explain the types of promotion
    Multiple Segments
        8 Apply effective listening skills
        9 Use proper grammar and vocabulary
       10 Follow directions
       11 Participate as a team member
P   Pathway
        1 Define uniform marketing processes to streamline communications
            Manage system for housing marketing assets (e.g., marketing collateral,
        2
            promotional items, graphics, letterhead, logos
        3   Standardize/automate marketing workflows
        4   Assess marketing-information needs
        5   Identify issues and trends in marketing information management
        6   Develop marketing-information management system
        7   Analyze market needs and opportunities
        8   Anticipate market changes
        9   Determine current market position
       10   Estimate market share
       11   Prepare trend analyses
       12   Conduct customer-satisfaction studies
       13   Measure media audience
       14   Evaluate promotional activity
       15   Display data in charts/graphs or in tables
            Evaluate quality of marketing research studies (e.g., sampling, validity/reliability,
       16
            bias, etc.
       17   Assess quality of contracted research firms
       18   Explain new product-development processes
       19   Adapt product range to needs of targeted market segments
       20   Determine product priorities
       21   Monitor market innovations
       22   Create a product/brand plan
       23   Plan/Manage product/brand lifecycle
       24   Develop new-product launch plan
       25   Coordinate product launches
            Evaluate alternative marketing techniques and procedures for achieving product-
       26
            development objectives
       27   Evaluate product mix
       28   Evaluate product/service launches
       29   Conduct product/brand audit
       30   Develop promotional- mix activities
       31   Develop advertising plans to achieve communications objectives
       32   Develop sales promotion plan to achieve communications objectives
                                                                                                                                                       *RATING SCALE:




                                                                                                                                                                                                                Post Secondary Delivery
                         52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                     Local Task ID Code or
                                                                                                                                                       3 = Accomplishes task to criteria
                                                                                                                                                       2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                     Delivery Point
                                                                                                                                                       N = Not exposed to task




                                                                                           Rating*




                                                                                                                                                                                                                Rating*
                                                                                                                                      Plan of Action                         Who:                       When:

       33
            Develop public relations/publicity plan to achieve communications objectives
       34 Evaluate allocation of promotional effort
       35 Describe the use of color in advertisements
       36 Describe the elements of design
       37 Explain the use of illustrations in advertisements
       38 Discuss the nature of typography
       39 Explain type styles used in advertisements
       40 Describe effective advertising layouts
       41 Identify types of drawing media
       42 Explain the impact of color harmonies on composition
       43 Describe digital color concepts
    Multiple Segments
       44 Explain the importance of company involvement in community activities
       45 Propose community issues for company involvement
       46 Participate in community outreach activities
F   Foundation
        1 Write persuasive messages
        2 Formulate questions effectively
        3 Collect relevant data
        4 Organize useful data
        5 Answer questions appropriately
        6 Employ appropriate statistical methods in data analysis
        7 Develop and evaluate inferences and predictions
        8 Apply basic concepts of probability
        9 Identify problem-solving techniques
       10 Apply a variety of problem-solving strategies
       11 Adjust problem-solving strategies, when needed
       12 Discuss the nature of information management
       13 Explain the role of ethics in information management
       14 Explain legal issues associated with information management
       15 Describe the nature of business records
       16 Maintain customer records
       17 Describe current business trends
       18 Monitor internal records for business information
       19 Conduct an environmental scan to obtain business information
       20 Interpret statistical findings
       21 Explain the nature of project management
       22 Identify resources needed for project
       23 Develop project plan
       24 Apply project-management tools to monitor project progress
       25 Evaluate project results
       26 Describe the need for marketing information
                                                                                                                                                       *RATING SCALE:




                                                                                                                                                                                                                Post Secondary Delivery
                 52.1999                                                                                                                               4 = Exceeds criteria and/or able to teach task




                                                                                                     Local Task ID Code or
                                                                                                                                                       3 = Accomplishes task to criteria
                                                                                                                                                       2 = Accomplishes task with help
       MARKETING, SALES AND SERVICES                                                                                         Improvement Plan          1 = Exposed to task




                                                                                                     Delivery Point
                                                                                                                                                       N = Not exposed to task




                                                                                           Rating*




                                                                                                                                                                                                                Rating*
                                                                                                                                      Plan of Action                         Who:                       When:
     Explain the nature and scope of the marketing information management
27
     function
28   Explain the role of ethics in marketing information management
     Describe the use of technology in the marketing-information management
29
     function
30   Explain the nature of marketing research
31   Explain types of primary marketing research
32   Identify sources of primary and secondary data
33   Explain research techniques
34   Determine the marketing-research problem/issue
     Identify research approaches (e.g., observation, survey, experiment appropriate
35
     to the research problem/issue)
     Identify the relationship between the research purpose and the marketing
36
     research objectives
37   Discuss the nature of sampling plans (i.e., who, how many, how chosen)
     Describe types of rating scales (including Likert scales, semantic differential
38
     scales, behavior intention scales, etc.)
39   Explain the use of diaries (e.g., product, mediause, contact)
40   Explain the nature of qualitative research
41   Identify information monitored for marketing decision-making
     Describe data-collection methods (e.g., observations, mail, telephone, Internet,
42
     discussion groups, interviews, scanners, etc.)
43   Describe techniques for processing marketing information
44   Interpret descriptive statistics in marketing decision-making
45   Explain the nature of marketing research briefs
46   Determine usefulness of marketing research briefs
     Identify sources of error and bias (e.g., response errors, interviewer errors, non-
47
     response errors, sample design)
     Evaluate questionnaire design (e.g., types of questions, question wording,
48
     routing, sequencing, length layout)
49   Assess information sources on basis of strengths and weaknesses
50   Assess timeliness of research information
51   Assess appropriateness of research methods for problem/issue
52   Explain the concept of marketing strategies
53   Identify considerations in implementing global marketing strategies
54   Explain the concept of market and market identification
55   Identify market segments
56   Select target market
57   Explain the nature of marketing planning
58   Explain the nature of marketing plans
59   Explain the role of situational analysis in the marketing planning process
60   Set marketing goals and objectives
61   Select marketing metrics
62   Set a marketing budget
                                                                                                                                                       *RATING SCALE:




                                                                                                                                                                                                                Post Secondary Delivery
                         52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                     Local Task ID Code or
                                                                                                                                                       3 = Accomplishes task to criteria
                                                                                                                                                       2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                     Delivery Point
                                                                                                                                                       N = Not exposed to task




                                                                                           Rating*




                                                                                                                                                                                                                Rating*
                                                                                                                                      Plan of Action                         Who:                       When:
       63 Identify the impact of product life cycles on marketing decisions

       64
            Describe the use of technology in the product/service management function
       65 Explain business ethics in product/service management
       66 Identify product opportunities
       67 Identify methods/techniques to generate a product idea
       68 Generate product ideas
       69 Determine initial feasibility of product idea
       70 Adjust idea to create functional product
       71 Identify champion to push ideas through to fruition
       72 Create processes for ongoing opportunity recognition
       73 Explain the concept of product mix
       74 Describe the nature of product bundling
       75 Identify product to fill customer need
       76 Plan product mix
       77 Determine services to provide customers
       78 Describe factors used by marketers to position products/services
       79 Explain the nature of product/service branding
       80 Explain the role of customer service in positioning/ image
       81 Develop strategies to position products/services
       82 Build product/service brand
       83 Explain the role of promotion as a marketing function
       84 Explain the types of promotion
       85 Identify the elements of the promotional mix
       86 Describe the use of business ethics in promotion
       87 Describe the use of technology in the promotion function
       88 Describe the regulation of promotion
       89 Explain types of advertising media

       90
            Describe word-of-mouth channels used to communicate with targeted audiences
       91 Explain the nature of direct marketing channels
       92 Identify communications channels used in sales promotion
       93 Explain communications channels used in public-relations activities
       94 Explain components of advertisements
       95 Explain the importance of coordinating elements in advertisements
       96 Explain the nature of a promotional plan
       97 Coordinate activities in the promotional mix
       98 Identify metrics to assess results of promotional efforts
       99 Implement metrics to assess results of promotional efforts
    Multiple Segments

      100
            Use algebraic symbols to represent, solve, and analyze mathematical problems
      101 Recognize measurable attributes of objects
CE Career & Employability
                                                                                                                                                             *RATING SCALE:




                                                                                                                                                                                                                      Post Secondary Delivery
                            52.1999                                                                                                                          4 = Exceeds criteria and/or able to teach task




                                                                                                           Local Task ID Code or
                                                                                                                                                             3 = Accomplishes task to criteria
                                                                                                                                                             2 = Accomplishes task with help
                  MARKETING, SALES AND SERVICES                                                                                    Improvement Plan          1 = Exposed to task




                                                                                                           Delivery Point
                                                                                                                                                             N = Not exposed to task




                                                                                                 Rating*




                                                                                                                                                                                                                      Rating*
                                                                                                                                            Plan of Action                         Who:                       When:
               Take a verbal and written position on a topic and use correct grammar to defend
           1
               it.
           2   Use correct grammar to communicate verbally.
               Listen to a presentation and record important information. Report back
           3   identifying central themes and use key points to explain how the message
               applies to a similar situation.
           4   Gather, interpret, analyze, and refine data.
           5   Analyze and synthesize information and data from multiple sources.

           6
             Plan and transform ideas and requirements into a concept, service, or product.
             Assess the quality of the concept, service, or product using a predetermined
           7
             standard.
             Develop a plan to market a new product, service, or concept which includes
           8 identifying of customers, a graphic presentation, product requirements, and
             costs.
             Practice and demonstrate presentation skills using a variety of media and
           9
             interpretive data.
          10
             Use appropriate personal expression and relate to school and work settings.
             View accomplishments or failures of self and others accurately and in a positive
          11
             manner.

          12
             Understand how to make improvements and ask for help from adults as needed.
             Offer encouragement and ideas to others as they work toward attaining their
          13
             goals.

          14
               Provide for customer needs and expectations in a helpful and courteous manner.
          15 Respect other points of view.
               Demonstrate customer service skills in an appropriate setting by listening,
          16
               suggesting solutions, and communicating the issues at hand.

          17
             Be respectful of a variety of differences of people in a work/school setting.
             Demonstrate ability to work with others with different backgrounds, cultures,
          18
             and abilities.
       Multiple Segments
             Approach practical and workplace problems using a variety of mathematical
          19
             techniques.
             Research how math is used in the workplace and make a presentation detailing
          20
             the process.
             Apply technology to workplace or career situation. Include research and a
          21
             written paper.
                                                                                                 SEGMENT 4
IV Customer Relations
   T   Technical
                                                                                                                                                 *RATING SCALE:




                                                                                                                                                                                                          Post Secondary Delivery
                         52.1999                                                                                                                 4 = Exceeds criteria and/or able to teach task




                                                                                               Local Task ID Code or
                                                                                                                                                 3 = Accomplishes task to criteria
                                                                                                                                                 2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                           Improvement Plan          1 = Exposed to task




                                                                                               Delivery Point
                                                                                                                                                 N = Not exposed to task




                                                                                     Rating*




                                                                                                                                                                                                          Rating*
                                                                                                                                Plan of Action                         Who:                       When:
        1 Explain the nature of effective communications
        2 Reinforce service orientation through communication
        3 Explain the nature of effective verbal communications
        4 Explain the nature of written communications
        5 Write inquiries
    Multiple Segments
        6 Apply effective listening skills
        7 Use proper grammar and vocabulary
        8 Follow directions
        9 Participate as a team member
P   Pathway
        1 Develop communications objectives
        2 Create written briefs for outside agencies/consultants
        3 Assess outside agency/consultant relationships
        4 Identify ways to track marketing communications activities
        5 Select metrics to measure effectiveness of marketing communications
        6 Apply metrics to measure effectiveness of marketing communications
    Multiple Segments
        7 Explain the importance of company involvement in community activities
        8 Propose community issues for company involvement
        9 Participate in community outreach activities
F   Foundation
        1 Explain the nature of effective verbal communications
        2 Ask relevant questions
        3 Interpret others’ nonverbal cues
        4 Provide legitimate responses to inquiries
        5 Give verbal directions
        6 Employ communication styles appropriate to target audience
        7 Defend ideas objectively
        8 Handle telephone calls in a businesslike manner
        9 Explain the nature of effective written communications
       10 Select and utilize appropriate formats for professional writing
       11 Edit and revise written work consistent with professional standards
       12 Write professional e- mails
       13 Write and send business messages electronically
       14 Write business letters
       15 Write informational messages
       16 Write inquiries
       17 Explain the nature of effective communication
       18 Reinforce service orientation through communication
       19 Respond to customer inquiries
       20 Adapt communication to the cultural and social differences among clients
       21 Interpret business policies to customers/clients
       22 Persuade others
                                                                                                                                                            *RATING SCALE:




                                                                                                                                                                                                                     Post Secondary Delivery
                           52.1999                                                                                                                          4 = Exceeds criteria and/or able to teach task




                                                                                                          Local Task ID Code or
                                                                                                                                                            3 = Accomplishes task to criteria
                                                                                                                                                            2 = Accomplishes task with help
                 MARKETING, SALES AND SERVICES                                                                                    Improvement Plan          1 = Exposed to task




                                                                                                          Delivery Point
                                                                                                                                                            N = Not exposed to task




                                                                                                Rating*




                                                                                                                                                                                                                     Rating*
                                                                                                                                           Plan of Action                         Who:                       When:
         23 Demonstrate negotiation skills
         24 Identify ways that technology impacts business
         25 Explain the role of information systems
         26 Discuss principles of computer systems
         27 Use basic operating systems
         28 Describe the scope of the Internet
         29 Demonstrate basic e- mail functions
         30 Demonstrate personal information management/ productivity applications
         31 Demonstrate basic web-search skills
         32 Demonstrate basic word processing skills
         33 Demonstrate basic presentation applications
         34 Demonstrate basic database applications
         35 Demonstrate basic spreadsheet applications
         36 Use an integrated business software application package
         37 Demonstrate collaborative/groupware applications
         38 Create and post basic web page
         39 Identify types of public-relations activities
         40 Discuss internal and external audiences for public-relations activities
            Explain how businesses can use tradeshow/ exposition participation to
         41
            communicate with targeted audiences
            Explain considerations used to evaluate whether to participate in trade
         42
            shows/expositions

         43
              Explain the role of customer service as a component of selling relationships
         44 Explain key factors in building a clientele
      Multiple Segments

         45
              Use algebraic symbols to represent, solve, and analyze mathematical problems
         46 Recognize measurable attributes of objects
  CE Career & Employability
            Demonstrate leadership by listening to others and asking appropriate questions
          1
            to clarify a problem or issue.
          2 Summarize a problem clearly and in appropriate detail.
            Suggest constructive alternatives with confidence that will help resolve a
          3
            conflict.
            Compromise and/or build consensus within a group and summarize the decision
          4
            of the group while maintaining respect for minority viewpoints.
          5
            Participate in the implementation of a group's decision and evaluate the results.
            Show sensitivity to others' thoughts and opinions and relate them to the
          6
            resolution process.
                                                                                                SEGMENT 5
V Promotion
  T   Technical
                                                                                                                                                       *RATING SCALE:




                                                                                                                                                                                                                Post Secondary Delivery
                         52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                     Local Task ID Code or
                                                                                                                                                       3 = Accomplishes task to criteria
                                                                                                                                                       2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                     Delivery Point
                                                                                                                                                       N = Not exposed to task




                                                                                           Rating*




                                                                                                                                                                                                                Rating*
                                                                                                                                      Plan of Action                         Who:                       When:
        1 Demonstrate initiative
        2 Explain the nature and scope of the selling function

        3
            Explain the role of customer service as a component of selling relationships
        4 Explain the key factors in building a clientele
        5 Explain company selling policies
        6 Explain business ethics in spelling
        7 Describe the use of technology in the selling function
        8 Describe the nature of selling regulations
        9 Acquire product information for use in selling
       10 Analyze product information to identify product features and benefits
       11 Explain the selling process
       12 Prepare for the sales presentation
       13 Establish relationship with client/customer
       14 Determine customer/client needs
       15 Identify customer’s buying motives for use in selling
       16 Facilitate customer buying decisions
       17 Differentiate between consumer and organizational buying behavior
       18 Assess customer/client needs
       19 Recommend specific product
       20 Demonstrate product
       21 Prescribe solution to customer needs
       22 Convert customer/client objections into selling points
       23 Close the sale
       24 Demonstrate suggestion selling
    Multiple Segments
       25 Apply effective listening skills
       26 Use proper grammar and vocabulary
       27 Follow directions
       28 Participate as a team member
P   Pathway
    Multiple Segments
        1 Explain the importance of company involvement in community activities
        2 Propose community issues for company involvement
        3 Participate in community outreach activities
F   Foundation
        1 Explain the nature of sales forecasts
        2 Forecast sales for marketing plan
        3 Explain the nature and scope of the selling function
        4 Explain company selling policies
        5 Explain business ethics in selling
        6 Describe the use of technology in the selling function
        7 Describe the nature of selling regulations
        8 Acquire product information for use in selling
                                                                                                                                                          *RATING SCALE:




                                                                                                                                                                                                                   Post Secondary Delivery
                            52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                        Local Task ID Code or
                                                                                                                                                          3 = Accomplishes task to criteria
                                                                                                                                                          2 = Accomplishes task with help
                  MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                        Delivery Point
                                                                                                                                                          N = Not exposed to task




                                                                                              Rating*




                                                                                                                                                                                                                   Rating*
                                                                                                                                         Plan of Action                         Who:                       When:
           9 Analyze product information to identify product features and benefits
          10 Explain the selling process
          11 Discuss motivational theories that impact buying behavior
       Multiple Segments

          12
               Use algebraic symbols to represent, solve, and analyze mathematical problems
          13 Recognize measurable attributes of objects
                                                                                              SEGMENT 6
VI Distribution
   T   Technical
           1 Sell good/service idea to individuals
           2 Sell good/service idea to groups
           3 Plan follow-up strategies for use in selling
           4 Calculate miscellaneous charges
           5 Process sales documentation
           6 Prospect for customers
           7 Write sales letters
           8 Create a presentation software package to support sales presentation
           9 Describe the uses of grades and standards in marketing
          10 Explain warranties and guarantees
       Multiple Segments
          11 Apply effective listening skills
          12 Use proper grammar and vocabulary
          13 Follow directions
          14 Participate as a team member
   P   Pathway
           1 Collect product quality data
               Obtain and track information about domestic and foreign
           2
               suppliers/manufacturers
           3   Forecast changes in customer expectations
           4   Evaluate product usage
           5   Determine attitudes towards products and brands
           6   Analyze service sensitivity
           7   Conduct product analysis
           8   Conduct product/brand situation analysis
           9   Provide sales analysis reports
          10   Determine product-development objectives
          11   Evaluate and process innovations
          12   Analyze product needs and opportunities
          13   Assess product-development activities
          14   Assess product-packaging requirements
          15   Evaluate graphic design on packages
          16   Evaluate adequacy of product packaging
                                                                                                                                                          *RATING SCALE:




                                                                                                                                                                                                                   Post Secondary Delivery
                            52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                        Local Task ID Code or
                                                                                                                                                          3 = Accomplishes task to criteria
                                                                                                                                                          2 = Accomplishes task with help
                  MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                        Delivery Point
                                                                                                                                                          N = Not exposed to task




                                                                                              Rating*




                                                                                                                                                                                                                   Rating*
                                                                                                                                         Plan of Action                         Who:                       When:
          17 Conduct reviews of product packaging
          18 Develop positioning concept for a new product idea
          19 Communicate core values of product/service
          20 Identify product’s/service’s competitive advantage
          21 Leverage product’s/services competitive advantage
       Multiple Segments
          22 Explain the importance of company involvement in community activities
          23 Propose community issues for company involvement
          24 Participate in community outreach activities
   F   Foundation
           1 Identify company’s brand promise
               Determine ways of reinforcing the company’s image through employee
           2
               performance
           3   Discuss the nature of customer relationship management
           4   Explain the role of ethics in customer relationship management
           5   Describe the use of technology in customer relationship management
           6   Explain the nature of operations
           7   Discuss the role of ethics in operations
           8   Describe the use of technology in operations
           9   Explain the nature and scope of the pricing function
          10   Explain the use of technology in the pricing function
          11   Explain legal considerations for pricing
          12   Explain factors affecting pricing decisions
          13   Describe the uses of grades and standards in marketing
          14   Explain warranties and guarantees
          15   Identify consumer protection provisions of appropriate agencies
          16   Evaluate customer experience
          17   Explain the nature of corporate branding
          18   Describe factor used by businesses to position corporate brands
          19   Develop strategies to position corporate brands
          20   Build corporate brands
       Multiple Segments

          21
               Use algebraic symbols to represent, solve, and analyze mathematical problems
          22 Recognize measurable attributes of objects
                                                                                              SEGMENT 7
VII Marketing Information
   T   Technical
           1 Address people properly
           2 Handle telephone calls in a businesslike manner
           3 Develop cultural sensitivity
           4 Explain the nature of positive customer/client relations
           5 Demonstrate a customer-service mindset
                                                                                                                                              *RATING SCALE:




                                                                                                                                                                                                       Post Secondary Delivery
                         52.1999                                                                                                              4 = Exceeds criteria and/or able to teach task




                                                                                            Local Task ID Code or
                                                                                                                                              3 = Accomplishes task to criteria
                                                                                                                                              2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                        Improvement Plan          1 = Exposed to task




                                                                                            Delivery Point
                                                                                                                                              N = Not exposed to task




                                                                                  Rating*




                                                                                                                                                                                                       Rating*
                                                                                                                             Plan of Action                         Who:                       When:
        6 Handle customer inquiries
        7 Show empathy for others
        8 Use appropriate assertiveness
        9 Demonstrate problem-solving skills
       10 Handle difficult customers
       11 Interpret business policies to customers/clients
       12 Handle customer/client complaints
       13 Handle situations when the customer is at fault
       14 Recognize personal biases and stereotypes
    Multiple Segments
       15 Apply effective listening skills
       16 Use proper grammar and vocabulary
       17 Follow directions
       18 Participate as a team member
P   Pathway
        1 Evaluate buyer-seller relationships
        2 Track cost data
        3 Analyze purchasing behavior
        4 Estimate repeat purchase rate
        5 Estimate purchase cycle
        6 Conduct service-quality studies
    Multiple Segments
        7 Explain the importance of company involvement in community activities
        8 Propose community issues for company involvement
        9 Participate in community outreach activities
F   Foundation
        1 Handle difficult customers
        2 Handle customer/client complaints
        3 Handle employee complaints and grievances
        4 Analyze and interpret complex societal issues, events, and problems
        5 Analyze researched information and statistics
        6 Reach reasoned conclusions
        7 Examine social beliefs, influences, and behavior
        8 Analyze group dynamics
        9 Assess human behavior
       10 Integrates psychological knowledge to understand customer motivation
       11 Recognize factors influencing perception
       12 Identify sources of attitude formation
       13 Assess methods used to evaluate attitudes
       14 Identify basic social and cultural strata
       15 Determine behavioral effects of social and cultural strata
       16 Analyze effects of others on individual behavior
       17 Predict likelihood of conformity and obedience
       18 Determine significance of aggression
                                                                                                                                                             *RATING SCALE:




                                                                                                                                                                                                                      Post Secondary Delivery
                             52.1999                                                                                                                         4 = Exceeds criteria and/or able to teach task




                                                                                                           Local Task ID Code or
                                                                                                                                                             3 = Accomplishes task to criteria
                                                                                                                                                             2 = Accomplishes task with help
                   MARKETING, SALES AND SERVICES                                                                                   Improvement Plan          1 = Exposed to task




                                                                                                           Delivery Point
                                                                                                                                                             N = Not exposed to task




                                                                                                 Rating*




                                                                                                                                                                                                                      Rating*
                                                                                                                                            Plan of Action                         Who:                       When:
           19 Recognize factors affecting personality
           20 Evaluate the nature of change over a lifetime
           21 Identify sources of stress
           22 Detail reactions to stress
           23 Employ strategies for dealing with stress
           24 Investigate factors affecting motivation
           25 Analyze cues to basic drives/motives
           26 Analyze the development of motives
           27 Explain customer/client/business buying behavior

           28
                Discuss actions employees can take to achieve the company’s desired results
                Demonstrate connections between company actions and results (e.g.,
           29
                influencing consumer buying behavior, gaining market share, etc.
           30   Identify company’s unique selling proposition
           31   Identify internal and external service standards
           32   Explain the nature of positive customer relations
           33   Demonstrate a customer-service mindset
           34   Explain management’s role in customer relations
        Multiple Segments

           35
                Use algebraic symbols to represent, solve, and analyze mathematical problems
           36 Recognize measurable attributes of objects
    CE Career & Employability
        Multiple Segments
              Read a technical manual and write a clear & logical report explaining the
            1
              information using standard business English.
            2 Give a verbal report on reading from a technical manual.
              Read a case study and identify the details about the situation, define technical
            3 terms, jargon, or words with multiple meanings based on context, and
              summarize the conclusion.
                                                                                                 SEGMENT 8
VIII Product Planning
    T   Technical
            1 Explain the nature and scope of purchasing
            2 Explain the nature and scope of distribution
            3 Explain the nature of channels of distribution
            4 Describe the use of technology in the distribution function
            5 Explain the relationship between customer service and distribution
            6 Prepare invoices
            7 Use an information system for order fulfillment
            8 Explain the receiving process
            9 Explain shipping processes
           10 Explain storing considerations
           11 Explain the nature of warehousing
                                                                                                                                                       *RATING SCALE:




                                                                                                                                                                                                                Post Secondary Delivery
                         52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                     Local Task ID Code or
                                                                                                                                                       3 = Accomplishes task to criteria
                                                                                                                                                       2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                     Delivery Point
                                                                                                                                                       N = Not exposed to task




                                                                                           Rating*




                                                                                                                                                                                                                Rating*
                                                                                                                                      Plan of Action                         Who:                       When:
    Multiple Segments
       12 Apply effective listening skills
       13 Use proper grammar and vocabulary
       14 Follow directions
       15 Participate as a team member
P   Pathway
        1 Modify marketing strategies based on performance results
        2 Establish distribution points
        3 Develop performance standards for suppliers
        4 Develop new channels for products/services
        5 Develop collaborative relationships with channel members
        6 Develop channel-management strategies
        7 Monitor distributors’ performance standards
        8 Assess distribution channels
        9 Conduct total cost analysis of channel
    Multiple Segments
       10 Explain the importance of company involvement in community activities
       11 Propose community issues for company involvement
       12 Participate in community outreach activities
F   Foundation
        1 Explain the nature and scope of purchasing
        2 Place orders/reorders
        3 Maintain inventory of supplies
        4 Manage the bid process in purchasing
        5 Select vendors
        6 Evaluate vendor’s performance
        7 Explain the nature and scope of distribution

        8
            Explain the relationship between customer service and channel management
        9 Explain the nature of channels of distribution
       10 Describe the use of technology in the channel management function
       11 Explain legal considerations in channel management
       12 Describe ethical considerations in channel management
       13 Coordinate channel management with other marketing activities
       14 Explain the nature of channel-member relationships
       15 Explain the nature of channel strategies
       16 Select channels of distribution
       17 Evaluate channel members
    Multiple Segments

       18
            Use algebraic symbols to represent, solve, and analyze mathematical problems
       19 Recognize measurable attributes of objects
CE Career & Employability
                                                                                                                                                           *RATING SCALE:




                                                                                                                                                                                                                    Post Secondary Delivery
                           52.1999                                                                                                                         4 = Exceeds criteria and/or able to teach task




                                                                                                         Local Task ID Code or
                                                                                                                                                           3 = Accomplishes task to criteria
                                                                                                                                                           2 = Accomplishes task with help
                 MARKETING, SALES AND SERVICES                                                                                   Improvement Plan          1 = Exposed to task




                                                                                                         Delivery Point
                                                                                                                                                           N = Not exposed to task




                                                                                               Rating*




                                                                                                                                                                                                                    Rating*
                                                                                                                                          Plan of Action                         Who:                       When:
              Demonstrate regular attendance, promptness, and staying with a task until
          1
              satisfactory completion.
          2   Complete assignments with minimum supervision and meet deadlines.
              Use mistakes as learning opportunities; demonstrate persistence and
          3
              adaptability to change.
          4   Initiate projects and extra activities for personal satisfaction.
              Monitor & evaluate accurately one's progress towards a goal or completion of a
          5
              project.
          6   Prioritize and accomplish tasks independently.
              Determine goals and develop an action plan to accomplish them within a given
          7
              time frame.
              Read time charts and work schedules and perform tasks within time constraints
          8
              of school or the workplace.
          9   Prioritize tasks and revise schedules as needed.
                                                                                               SEGMENT 9
IX Management
  T   Technical
          1 Explain the concept of accounting
          2 Explain the nature and scope of financing
          3 Explain the purposes and importance of credit
      Multiple Segments
          4 Apply effective listening skills
          5 Use proper grammar and vocabulary
          6 Follow directions
          7 Participate as a team member
  P   Pathway
          1 Explain the financial implications of product cannibalization
          2 etermine product- line profitability
          3 Allocate marketing budget
          4 Calculate return on marketing investment (ROMI
          5 Measure cost-effectiveness of marketing expenditures
          6 Align marketing activities with business objectives
          7 Provide input into strategic planning
          8 Conduct gap analysis to determine organization’s capability
          9 Develop departmental structure
         10 Determine strategic marketing planning structure
         11 Predict brand share
         12 Conduct brand audit
         13 Calculate break-even point
      Multiple Segments
         14 Explain the importance of company involvement in community activities
         15 Propose community issues for company involvement
         16 Participate in community outreach activities
  F   Foundation
                                                                                                                                                        *RATING SCALE:




                                                                                                                                                                                                                 Post Secondary Delivery
                 52.1999                                                                                                                                4 = Exceeds criteria and/or able to teach task




                                                                                                      Local Task ID Code or
                                                                                                                                                        3 = Accomplishes task to criteria
                                                                                                                                                        2 = Accomplishes task with help
       MARKETING, SALES AND SERVICES                                                                                          Improvement Plan          1 = Exposed to task




                                                                                                      Delivery Point
                                                                                                                                                        N = Not exposed to task




                                                                                            Rating*




                                                                                                                                                                                                                 Rating*
                                                                                                                                       Plan of Action                         Who:                       When:
 1 Prepare complex written reports
 2 Explain the nature of staff communication
 3 Update employees on business and economic trends
 4 Conduct a staff meeting
 5 Explain the concept of fiscal policies
 6 Explain the concept of accounting
 7 Explain the need for accounting standards (GAAP)
 8 Discuss the role of ethics in accounting
 9 Explain the use of technology in accounting
10 Explain legal considerations for accounting financial stats
11 Describe the nature of cash flow statements
12 Prepare cash flow statements
13 Explain the nature of balance sheets
14 Describe the nature of income statements
15 Explain the role of finance in business
16 Discuss the role of ethics in finance
17 Explain legal considerations for finance
18 Discuss the nature of human resources management
19 Explain the role of ethics in human resources management
20 Describe the use of technology in human resources management
21 Explain marketing and its importance in a global economy
22 Describe marketing functions and related activities

23
     Maintains, controls, and plans the use of financial resources to protect solvency
     Explain forms of financial exchange (cash, credit, debit, electronic funds transfer,
24
     etc.
25   Explain the purposes and importance of credit
26   Explain legal responsibilities associated with financial exchanges
     Explain the nature of financial needs (e.g., college, retirement, wills, insurance,
27
     etc.
28   Set financial goals
29   Develop personal budget
30   Explain the nature of tax liabilities
31   Interpret a pay stub
32   Read and reconcile bank statements
33   Maintain financial records
34   Demonstrate the wise use of credit
35   Validate credit history
36   Protect against identity theft
37   Prepare personal income tax forms (i.e., 1040 EZ
38   Describe types of financial-services providers
39   Discuss considerations in selecting a financial services provider
40   Explain types of investments
41   Explain the nature of capital investment
                                                                                                                                                         *RATING SCALE:




                                                                                                                                                                                                                  Post Secondary Delivery
                           52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                       Local Task ID Code or
                                                                                                                                                         3 = Accomplishes task to criteria
                                                                                                                                                         2 = Accomplishes task with help
                 MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                       Delivery Point
                                                                                                                                                         N = Not exposed to task




                                                                                             Rating*




                                                                                                                                                                                                                  Rating*
                                                                                                                                        Plan of Action                         Who:                       When:
         42 Establish investment goals and objectives
         43 Analyze critical banking relationships
         44 Make critical decisions regarding acceptance of bank cards
         45 Describe the nature of budgets
         46 Explain the nature of operating budgets
         47 Describe the nature of cost/benefit analysis
              Determine relationships among total revenue, marginal revenue, output, and
         48
              profit
         49   Develop company's/department’s budget
         50   Forecast sales
         51   Calculate financial ratios
         52   Interpret financial statements
      Multiple Segments

         53
              Use algebraic symbols to represent, solve, and analyze mathematical problems
         54 Recognize measurable attributes of objects
  CE Career & Employability
            Estimate costs and prepare a detailed budget for a school-based or work-based
          1
            project.
            Report the costs of various components of a budget and adjust budget items as
          2
            needed.
            Understand compensation practices and financial management and explain how
          3
            financial resources can be used effectively and efficiently.
                                                                                             SEGMENT 10
X Financial
  T   Technical
          1 Respect the privacy of others
          2 Treat others fairly at work
          3 Foster positive working relationships
          4 Identify desirable personality traits important to business
          5 Maintain appropriate personal appearance
          6 Maintain positive attitude
          7 Demonstrate interest and enthusiasm
          8 Demonstrate responsible behavior
          9 Demonstrate honesty and integrity
         10 Demonstrate ethical work habits
         11 Explain the concept of self-esteem
         12 Use feedback for personal growth
         13 Adjust to change
         14 Make decisions
         15 Set personal goals
      Multiple Segments
         16 Apply effective listening skills
         17 Use proper grammar and vocabulary
                                                                                                                                                            *RATING SCALE:




                                                                                                                                                                                                                     Post Secondary Delivery
                         52.1999                                                                                                                            4 = Exceeds criteria and/or able to teach task




                                                                                                          Local Task ID Code or
                                                                                                                                                            3 = Accomplishes task to criteria
                                                                                                                                                            2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                      Improvement Plan          1 = Exposed to task




                                                                                                          Delivery Point
                                                                                                                                                            N = Not exposed to task




                                                                                                Rating*




                                                                                                                                                                                                                     Rating*
                                                                                                                                           Plan of Action                         Who:                       When:
       18 Follow directions
       19 Participate as a team member
P   Pathway
        1 Explain the need for professional and ethical standards in marketing

        2
            Explain the responsibility of individuals to apply ethical standards in marketing

        3
            Explain consequences of unprofessional and/or unethical behavior in marketing
        4 Discuss legal ramifications of breaching rules and regulations
        5 Show the effect of marketing strategy on marketing goals/objectives
        6 Monitor achievement of marketing objectives
        7 Set marketing policies
        8 Establish a marketing cost-control system
        9 Select metrics for measuring success
       10 Design a marketing performance measurement system
       11 Prepare written reports for decision-making
    Multiple Segments
       12 Explain the importance of company involvement in community activities
       13 Propose community issues for company involvement
       14 Participate in community outreach activities
F   Foundation
        1 Choose appropriate channel for workplace communication
        2 Participate in a staff meeting
        3 Provide directions for completing job tasks
        4 Respect the privacy of others
        5 Explain ethical considerations in providing information
        6 Protect confidential information

        7
            Determine information appropriate to obtain from a client or another employee
        8 Explain the nature of business ethics
        9 Treat others fairly at work
       10 Describe ethics in human resources issues
       11 Explain the nature of human resources regulations
       12 Explain the nature of workplace regulations (including OSHA, ADA
       13 Discuss employment relationships
       14 Assist employees with prioritizing work responsibilities
       15 Delegate work to others

       16
            Coordinate efforts of cross- functional teams to achieve project/company goals
       17 Manage collaborative efforts

       18
            Harmonize tasks, projects, and employees in the context of business priorities
       19 Determine hiring needs
       20 Screen job applications/résumés
                                                                                                                                                             *RATING SCALE:




                                                                                                                                                                                                                      Post Secondary Delivery
                            52.1999                                                                                                                          4 = Exceeds criteria and/or able to teach task




                                                                                                           Local Task ID Code or
                                                                                                                                                             3 = Accomplishes task to criteria
                                                                                                                                                             2 = Accomplishes task with help
                  MARKETING, SALES AND SERVICES                                                                                    Improvement Plan          1 = Exposed to task




                                                                                                           Delivery Point
                                                                                                                                                             N = Not exposed to task




                                                                                                 Rating*




                                                                                                                                                                                                                      Rating*
                                                                                                                                            Plan of Action                         Who:                       When:
          21 Interview job applicants
          22 Discuss employee compensation
          23 Select and hire new employees
          24 Conduct exit interviews
          25 Dismiss/Fire employees
          26 Maintain human resource records
          27 Orient new employees
          28 Orient new employees (management's role
          29 Explain the role of training and human resource development
          30 Explain the nature of management/supervisory training
          31 Coach employees
          32 Recognize/Reward employees
          33 Maintain ongoing discussion of compensation issues
          34 Train staff
          35 Supervise staff
          36 Assess employee performance
          37 Ensure equitable opportunities for employees
          38 Maintain collaborative partnerships with colleagues
          39 Explain the impact of political relationships within an organization
          40 Explain the nature of organizational culture
               Applies problem-solving and critical-thinking skills to help grow the business
          41
               and/or to resolve workplace conflict
       Multiple Segments

          42
               Use algebraic symbols to represent, solve, and analyze mathematical problems
          43 Recognize measurable attributes of objects
   CE Career & Employability

           1
             Learn cooperation and leadership in a team at school or in a workplace setting.
             Organize and communicate with members of a team using varied methods of
           2
             communications.
             Recognize the individual roles of team members, delegate tasks, and give
           3
             feedback on performance.

           4
             Acknowledge and utilize the skills, abilities, and input of all member of a team.
             Exhibit teamwork skills including trust and loyalty to group, and demonstrate
           5
             connectedness to group members, values, and culture.
           6
             Take personal responsibility for influencing and accomplishing group goals.
             Demonstrate understanding of how effective teams operate within organization
           7
             and diverse settings.
           8 Solve a career/work-related problem as a member of a team.
                                                                                                 SEGMENT 11
XI Entrepreneurship
                                                                                                                                                           *RATING SCALE:




                                                                                                                                                                                                                    Post Secondary Delivery
                         52.1999                                                                                                                           4 = Exceeds criteria and/or able to teach task




                                                                                                         Local Task ID Code or
                                                                                                                                                           3 = Accomplishes task to criteria
                                                                                                                                                           2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                     Improvement Plan          1 = Exposed to task




                                                                                                         Delivery Point
                                                                                                                                                           N = Not exposed to task




                                                                                               Rating*




                                                                                                                                                                                                                    Rating*
                                                                                                                                          Plan of Action                         Who:                       When:
T   Technical
        1 Write business letters
        2 Explain the nature of staff communication
        3 Explain the use of inter-departmental/company communications
        4 Assess personal interests and skills needed for success in business
        5 Explain the concept of management
        6 Explain types of business risk
        7 Describe the concept of insurance
        8 Explain routine security precautions
        9 Follow safety precautions
       10 Explain procedures for handling accidents
       11 Explain procedures for dealing with workplace threats
       12 Orient new employees
       13 Identify ways that technology impacts business
    Multiple Segments
       14 Apply effective listening skills
       15 Use proper grammar and vocabulary
       16 Follow directions
       17 Participate as a team member
P   Pathway
            Determine internal/external resource requirements and responsibilities for
        1
            projects
        2   Evaluate adequacy of staffing levels
        3   Staff key marketing positions
            Ensure staff understanding of responsibilities, duties, functions, and authority
        4
            levels
        5   Supervise marketing positions
        6   Determine adequacy of training courses
        7   Assess marketing personnel’s ability to react to market developments
        8   Purchase marketing data
        9   Purchase services
       10   Explain the nature of the sales staff’s induction program
       11   Conduct knowledge gap analysis of sales staff
       12   Analyze sales staff activity and results

       13
            Monitor sales management’s ability to conduct customer-service operations
       14 Assess sales staff’s compensation package
       15 Support sales operations
    Multiple Segments
       16 Explain the importance of company involvement in community activities
       17 Propose community issues for company involvement
       18 Participate in community outreach activities
F   Foundation
        1 Discuss the nature of law and sources of law in the United States
                                                                                                                               *RATING SCALE:




                                                                                                                                                                                        Post Secondary Delivery
                52.1999                                                                                                        4 = Exceeds criteria and/or able to teach task




                                                                             Local Task ID Code or
                                                                                                                               3 = Accomplishes task to criteria
                                                                                                                               2 = Accomplishes task with help
      MARKETING, SALES AND SERVICES                                                                  Improvement Plan          1 = Exposed to task




                                                                             Delivery Point
                                                                                                                               N = Not exposed to task




                                                                   Rating*




                                                                                                                                                                                        Rating*
                                                                                                              Plan of Action                         Who:                       When:
 2 Describe the United States’ judicial system
 3 Describe legal issues affecting businesses
 4 Identify the basic torts relating to business enterprises
 5 Describe the nature of legally binding contracts
 6 Describe the nature of legal procedure
 7 Discuss the nature of debtor-creditor relationships
 8 Explain the nature of agency relationships
 9 Discuss the nature of environmental law
10 Discuss the role of administrative law
11 Lead change
12 Enlist others in working toward a shared vision
13 Coach others
14 Recognize/Reward others for their efforts and contributions
15 Explain the need for innovation skills
16 Make decisions
17 Demonstrate problem-solving skills
18 Demonstrate appropriate creativity
19 Use time-management skills
20 Show empathy for others
21 Exhibit cultural sensitivity
22 Explain the use of feedback for personal growth
23 Adjust to change
24 Adjust work practices to respond to client needs
25 Explain the nature of organizational change
26 Explain the nature of stress management
27 Demonstrate self-control
28 Use appropriate assertiveness
29 Resolve customer complaints
30 Use conflict-resolution skills
31 Explain the nature of remedial action
32 Applies technological tools in marketing to expedite workflow
33 Explain the concept of production
34 Describe production activities
35 Identify quality-control measures
36 Utilize quality control methods at work
37 Describe crucial elements of a quality culture
38 Describe the role of management in the achievement of quality
39 Establish efficient operating systems
40 Assess information needs
41 Obtain needed information efficiently
42 Evaluate quality and source of information
43 Apply information to accomplish a task
44 Store information for future use
45 Describe the concept of insurance
                                                                                                                                                           *RATING SCALE:




                                                                                                                                                                                                                    Post Secondary Delivery
                         52.1999                                                                                                                           4 = Exceeds criteria and/or able to teach task




                                                                                                         Local Task ID Code or
                                                                                                                                                           3 = Accomplishes task to criteria
                                                                                                                                                           2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                     Improvement Plan          1 = Exposed to task




                                                                                                         Delivery Point
                                                                                                                                                           N = Not exposed to task




                                                                                               Rating*




                                                                                                                                                                                                                    Rating*
                                                                                                                                          Plan of Action                         Who:                       When:
       46 Obtain insurance coverage
       47 Settle insurance losses
       48 Identify speculative business risks
       49 Explain the nature of risk management
       50 Explain the concept of management
       51 Explain the nature of managerial ethics
       52 Develop company goals/objectives
       53 Define business mission
       54 Conduct an organizational SWOT
       55 Explain external planning considerations
            Identify and benchmark key performance indicators (e.g., dashboards,
       56
            scorecards, etc.)
       57   Develop action plans
            Describe the nature of managerial control (control process, types of control,
       58
            what is controlled)
       59   Analyze operating results in relation to budget/industry
       60   Track performance of business plan
       61   Explain the nature of overhead/operating costs
       62   Explain employee's role in expense control
       63   Control use of supplies
       64   Conduct breakeven analysis
       65   Negotiate service and maintenance contracts
       66   Negotiate lease or purchase of facility
       67   Develop expense control plans
       68   Use budgets to control operations

       69
            Identify routine activities for maintaining business facilities and equipment
       70 Plan maintenance program
    Multiple Segments

       71
            Use algebraic symbols to represent, solve, and analyze mathematical problems
       72 Recognize measurable attributes of objects
CE Career & Employability
        1 Demonstrate leadership ability in a work or school setting.


        2 Recognize and take advantage of leadership opportunities that give direction to
            other team members, or that encourage other members to complete tasks.
        3 Using correct terminology, clarify the problem or issue to be negotiated.
          Identify, organize, and define ideas from various sources to logically support a
        4
          position and use these ideas in debate.
          Demonstrate objectivity in assessing other viewpoints by considering all sides of
        5 an issue, using past experience, data and logical analysis, and showing respectful
          behavior towards others.
                                                                                                                                                          *RATING SCALE:




                                                                                                                                                                                                                   Post Secondary Delivery
                            52.1999                                                                                                                       4 = Exceeds criteria and/or able to teach task




                                                                                                        Local Task ID Code or
                                                                                                                                                          3 = Accomplishes task to criteria
                                                                                                                                                          2 = Accomplishes task with help
                  MARKETING, SALES AND SERVICES                                                                                 Improvement Plan          1 = Exposed to task




                                                                                                        Delivery Point
                                                                                                                                                          N = Not exposed to task




                                                                                              Rating*




                                                                                                                                                                                                                   Rating*
                                                                                                                                         Plan of Action                         Who:                       When:
               Responsibly challenge existing policies and procedures and identify new
           6
               solutions or policy changes.
           7   Identify trends and how they affect changes within a system.
           8   Demonstrate an understanding of business systems.
               Compare management systems and consider how employees function and adapt
           9
               to change within them.
          10   Describe the technical systems related to a career interest area.
               Diagnose and make necessary corrections or improvements to a technical
          11
               system in a business, industry, or simulated work place setting.
               Describe how changes in technology have impacted business and industry,
          12   identify current trends, and recommend how a technical system might be
               improved.
               Demonstrate the use of equipment and machines to solve practical or work-
          13
               based problems.
          14   Demonstrate effective use of a variety of on-line technological resources.
                                                                                              SEGMENT 12
XII Career Development
   T   Technical
           1 Analyze employer expectations in the business environment
           2 Explain the rights of workers
           3 Identify sources of career information
           4 Identify tentative occupational interest
           5 Explain employment opportunities in marketing
           6 Explain employment opportunities in business
           7 Utilize job-search strategies
           8 Complete a job application
           9 Interview for a job
          10 Write a follow-up letter after job interviews
          11 Write a letter of application
          12 Prepare a résumé
             Describe techniques for obtaining work experience (e.g., volunteer activities,
          13
             internships)
          14 Explain the need for ongoing education as a worker
          15 Explain possible advancement patterns for jobs
       Multiple Segments
          16 Apply effective listening skills
          17 Use proper grammar and vocabulary
          18 Follow directions
          19 Participate as a team member
   P   Pathway
           1 Analyze the impact of technology on marketing
           2 Use software to automate services
               Use Marketing Operations Management software (i.e., software that automates
           3
               marketing operations processes
                                                                                                                                                      *RATING SCALE:




                                                                                                                                                                                                               Post Secondary Delivery
                         52.1999                                                                                                                      4 = Exceeds criteria and/or able to teach task




                                                                                                    Local Task ID Code or
                                                                                                                                                      3 = Accomplishes task to criteria
                                                                                                                                                      2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                Improvement Plan          1 = Exposed to task




                                                                                                    Delivery Point
                                                                                                                                                      N = Not exposed to task




                                                                                          Rating*




                                                                                                                                                                                                               Rating*
                                                                                                                                     Plan of Action                         Who:                       When:
        4 Determine types of technology needed by company/agency
        5 Maintain data security
        6 Explain security considerations in marketing management
        7 Develop strategies to protect digital data
        8 Coordinate activities with those of other departments
        9 Manage cross- functional projects
       10 Assign work to external partners
       11 Develop an operational plan of marketing activities/initiatives
       12 Track invoices
       13 Track marketing budgets
       14 Adjust marketing budget in response to new market opportunities
       15 Assess the services of professional organizations in marketing


       16 Utilize professional development opportunities in marketing (e.g., continuing
           education courses, certifications, journals, online activities/courses
       17 Employ career-advancement strategies in marketing
    Multiple Segments
       18 Explain the importance of company involvement in community activities
       19 Propose community issues for company involvement
       20 Participate in community outreach activities
F   Foundation
        1 Describe the nature of emotional intelligence
        2 Explain the concept of self-esteem
        3 Recognize personal biases and stereotypes
        4 Assess personal strengths and weaknesses
        5 Demonstrate systematic behavior
        6 Use feedback for personal growth
        7 Identify desirable personality traits important to business
        8 Exhibit a positive attitude
        9 Exhibit self-confidence
       10 Demonstrate interest and enthusiasm
       11 Demonstrate initiative
       12 Foster positive working relationships
       13 Assess personal interests and skills needed for success in business
       14 Analyze employer expectations in the business environment
       15 Explain the rights of workers
       16 Identify sources of career information
       17 Identify tentative occupational interest
       18 Explain employment opportunities in business
       19 Utilize job-search strategies
       20 Complete a job application
       21 Interview for a job
       22 Write a follow-up letter after job interviews
       23 Write a letter of application
                                                                                                                                                         *RATING SCALE:




                                                                                                                                                                                                                  Post Secondary Delivery
                         52.1999                                                                                                                         4 = Exceeds criteria and/or able to teach task




                                                                                                       Local Task ID Code or
                                                                                                                                                         3 = Accomplishes task to criteria
                                                                                                                                                         2 = Accomplishes task with help
               MARKETING, SALES AND SERVICES                                                                                   Improvement Plan          1 = Exposed to task




                                                                                                       Delivery Point
                                                                                                                                                         N = Not exposed to task




                                                                                             Rating*




                                                                                                                                                                                                                  Rating*
                                                                                                                                        Plan of Action                         Who:                       When:
       24 Prepare a résumé
       25 Use networking techniques to identify employment opportunities
            Describe techniques for obtaining work experience (e.g., volunteer activities,
       26
            internships)
       27   Explain the need for ongoing education as a worker
       28   Explain possible advancement patterns for jobs
       29   Identify skills needed to enhance career progression
            Utilize resources that can contribute to professional development (e.g., trade
       30   journals/periodicals, professional/trade associations, classes/seminars, trade
            shows, and mentors)
       31   Participate as a team member
       32   Use consensus-building skills
       33   Encourage team building
       34   Motivate team members
       35   Explain the concept of leadership
       36   Determine personal vision
       37   Demonstrate adaptability
       38   Develop an achievement orientation
    Multiple Segments

       39
            Use algebraic symbols to represent, solve, and analyze mathematical problems
       40 Recognize measurable attributes of objects
CE Career & Employability

        1
            Organize career information and labor market trends from a variety of sources.
            Explain the advantages and disadvantages of working for self, others, being an
        2
            employee of a large or small organization.
        3   Analyze information & preferences from work-based opportunity.
            Interpret information from a variety of career assessments to identify career
        4
            interests and abilities.
            Apply a decision-making model and use career assessment information to
        5
            choose a career pathway.
        6   Annually review EDP and include plan for continuing education.
            Apply a problem solving model to a workplace situation that involves setting
        7
            goals, implementing and evaluating results.
            Identify typical problems that occur in a workplace and use a problem solving
        8   model to devise solutions, compare alternatives to past solutions, and predict
            their success.
        9   Demonstrate ethical behavior in school, work, and community situations.
       10   Describe employer-employee rights and responsibilities.

       11
            Demonstrate appropriate behaviors necessary to maintaining employment.
       12 Demonstrate positive personal qualities as a group leader.
                                                                                                                                                   *RATING SCALE:




                                                                                                                                                                                                            Post Secondary Delivery
                 52.1999                                                                                                                           4 = Exceeds criteria and/or able to teach task




                                                                                                 Local Task ID Code or
                                                                                                                                                   3 = Accomplishes task to criteria
                                                                                                                                                   2 = Accomplishes task with help
       MARKETING, SALES AND SERVICES                                                                                     Improvement Plan          1 = Exposed to task




                                                                                                 Delivery Point
                                                                                                                                                   N = Not exposed to task




                                                                                       Rating*




                                                                                                                                                                                                            Rating*
                                                                                                                                  Plan of Action                         Who:                       When:
   Utilize materials, tools, and processes to complete a task related to a career
13
   selection.

14
     Compile a list of materials and supplies needed in advance of an assignment.
15 Acquire resources in a timely fashion and take responsibility for their care.
   Identify and prepare tools, equipment, space, and facilities appropriate for a
16
   task.
17 Work within constraints of safety precautions and available resources.
   Determine what kind of application is needed for a given task and use
18
   effectively.
   Use technologies as tools for communication of technical or work-related
19
   information.

20
     Use technology effectively in solving problems in an area of career interest.
     Understand and demonstrate basic computer hardware and software installation
21
     and maintaining efficient machines.
     Demonstrate ability to adapt to different software applications, comparing and
22
     contrasting specfic functions and applying them to different projects.
     Continue the EDP process which includes an annual review with student and
23
     counselor and notification of parents.
     Participate in work-based opportunities such as job-shadowing, mentorships,
24
     work experiences, etc.
     Show ability to market oneself by preparing for and completing an interview
25
     process.
     Accurately complete records/documents to support job applications (inquiry
26
     letters, resume, references, evaluations, follow-up letters).

27 Use a portfolio, resume, record of attendance, certificates, and/or transcript as
   self-marketing tools to demonstrate interest and competence.
   Apply career and labor market information to seek and obtain employment
28
   and/or pursue educational goals.

29 Research availability of educational programs, financial requirements, and
     resource and complete an application process as appropriate for career goals.
30 Understand the need for lifelong learning in a rapidly changing job market.
                                                                                                        Functions of Marketing




                                                                                                                                                                                        Marketing Information




                                                                                                                                                                                                                                                                              Career Development
                                                                                                                                                       Customer Relations




                                                                                                                                                                                                                                                           Entrepreneurship
                                                                                                                                                                                                                Product Planning
                                                                                                                                                                                        Management


                                                                                                                                                                                                                                   Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                        Distribution
                                                                                                                                                                            Promotion
                                                                                                                                 Economics




                                                                                                                                                                                                                                                Finacial
                                                                                                                                             Selling
                                                 SERVICES
                                                Michigan Marketing Standards                                     1                2           3           4                  5           6            7           8                 9           10 11 12
                I                 ECONOMICS                                                                                       2                                                                                                                                                                Technical Standards
                    A             Basic Concepts                                                                                  2                                                                                                                                                                Technical Standards
                         1        Distinguish between economic goods and services                                                 2                                                                                                                                                                Technical Standards
                         2        Explain the concept of economic resources                                                       2                                                                                                                                                                Technical Standards
                         3        Describe the nature of economics and economic activities                                        2                                                                                                                                                                Technical Standards
                         4        Determine forms of economic utility created by marketing activities                             2                                                                                                                                                                Technical Standards
                         5        Explain the principles of supply and demand                                                     2                                                                                                                                                                Technical Standards
                         6        Describe the concept of price                                                                   2                                                                                                                                                                Technical Standards
                    B             Economic Systems                                                                                2                                                                                                                                                                Technical Standards
                         1        Explain the types of economic systems                                                           2                                                                                                                                                                Technical Standards
                         2        Determine the relationship between government and business                                      2                                                                                                                                                                Technical Standards
                         3        Explain the concept of private enterprise                                                       2                                                                                                                                                                Technical Standards
                         4        Identify factors affecting a business’s profit                                                  2                                                                                                                                                                Technical Standards
                         5        Determine factors affecting business risk                                                       2                                                                                                                                                                Technical Standards
                         6        Explain the concept of competition                                                              2                                                                                                                                                                Technical Standards
                    C             Cost/Profit Relationships                                                                       2                                                                                                                                                                Technical Standards
                         1        Explain the concept of productivity                                                             2                                                                                                                                                                Technical Standards
               II                 COMMUNICATION AND INTERPERSONAL SKILLS                                         1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                    A             Fundamentals of Communication                                                  1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                         1        Explain the nature of effective communications                                                                          4                                                                                                                                        Technical Standards
                         2        Apply effective listening skills                                               1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                         3        Use proper grammar and vocabulary                                              1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                         4        Reinforce service orientation through communication                                                                     4                                                                                                                                        Technical Standards
                         5        Explain the nature of effective verbal communications                                                                   4                                                                                                                                        Technical Standards
                         6        Address people properly                                                                                                                                             7                                                                                            Technical Standards
                         7        Handle telephone calls in a businesslike manner                                                                                                                     7                                                                                            Technical Standards
                         8        Explain the nature of written communications                                                                            4                                                                                                                                        Technical Standards
                         9        Write business letters                                                                                                                                                                                                   11                                      Technical Standards
                        10        Write informational messages                                                                                3                                                                                                                                                    Technical Standards
                        11        Write inquiries                                                                                                         4                                                                                                                                        Technical Standards
                    B             Staff Communications                                                           1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                         1        Follow directions                                                              1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                         2        Explain the nature of staff communication                                                                                                                                                                        11                                              Technical Standards
                         3        Explain the use of inter-departmental/company communications                                                                                                                                                     11                                              Technical Standards
                    C             Ethics in Communication                                                                                                                                                                                                                                          Technical Standards
                         1        Respect the privacy of others                                                                                                                                                                                 10                                                 Technical Standards
                    D             Group Working Relationships                                                    1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                         1        Treat others fairly at work                                                                                                                                                                                   10                                                 Technical Standards
                         2        Develop cultural sensitivity                                                                                                                                        7                                                                                            Technical Standards



Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                 32
                                                                                                        Functions of Marketing




                                                                                                                                                                                        Marketing Information




                                                                                                                                                                                                                                                                              Career Development
                                                                                                                                                       Customer Relations




                                                                                                                                                                                                                                                           Entrepreneurship
                                                                                                                                                                                                                Product Planning
                                                                                                                                                                                        Management


                                                                                                                                                                                                                                   Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                        Distribution
                                                                                                                                                                            Promotion
                                                                                                                                 Economics




                                                                                                                                                                                                                                                Finacial
                                                                                                                                             Selling
                                                 SERVICES
                         3        Foster positive working relationships                                                                                                                                                                         10                                                 Technical Standards
                         4        Participate as a team member                                                   1                2           3           4                  5           6            7           8                 9           10 11 12                                           Technical Standards
                     E            Customer Relationships                                                                                                                                              7                                                                                            Technical Standards
                         1        Explain the nature of positive customer/client relations                                                                                                            7                                                                                            Technical Standards
                         2        Demonstrate a customer-service mindset                                                                                                                              7                                                                                            Technical Standards
                         3        Handle customer inquiries                                                                                                                                           7                                                                                            Technical Standards
                     F            Dealing with Conflict                                                                                                                                               7                                                                                            Technical Standards
                         1        Show empathy for others                                                                                                                                             7                                                                                            Technical Standards
                         2        Use appropriate assertiveness                                                                                                                                       7                                                                                            Technical Standards
                         3        Demonstrate problem-solving skills                                                                                                                                  7                                                                                            Technical Standards
                         4        Handle difficult customers                                                                                                                                          7                                                                                            Technical Standards
                         5        Interpret business policies to customers/clients                                                                                                                    7                                                                                            Technical Standards
                         6        Handle customer/client complaints                                                                                                                                   7                                                                                            Technical Standards
                         7        Handle situations when the customer is at fault                                                                                                                     7                                                                                            Technical Standards
               III                PROFESSIONAL DEVELOPMENT                                                       1                                                           5                        7                                         10 11 12                                           Technical Standards
                     A            Self-Understanding                                                                                                                         5                        7                                         10                                                 Technical Standards
                          1       Identify desirable personality traits important to business                                                                                                                                                   10                                                 Technical Standards
                          2       Maintain appropriate personal appearance                                                                                                                                                                      10                                                 Technical Standards
                          3       Maintain positive attitude                                                                                                                                                                                    10                                                 Technical Standards
                          4       Demonstrate interest and enthusiasm                                                                                                                                                                           10                                                 Technical Standards
                          5       Demonstrate responsible behavior                                                                                                                                                                              10                                                 Technical Standards
                          6       Demonstrate honesty and integrity                                                                                                                                                                             10                                                 Technical Standards
                          7       Recognize personal biases and stereotypes                                                                                                                           7                                                                                            Technical Standards
                          8       Demonstrate ethical work habits                                                                                                                                                                               10                                                 Technical Standards
                         10       Demonstrate initiative                                                                                                                     5                                                                                                                     Technical Standards
                     B            Self-Development                                                                                                                                                                                              10 11                                              Technical Standards
                         1        Assess personal interests and skills needed for success in business                                                                                                                                              11                                              Technical Standards
                         2        Explain the concept of self-esteem                                                                                                                                                                            10                                                 Technical Standards
                         3        Use feedback for personal growth                                                                                                                                                                              10                                                 Technical Standards
                         4        Adjust to change                                                                                                                                                                                              10                                                 Technical Standards
                         5        Make decisions                                                                                                                                                                                                10                                                 Technical Standards
                         6        Set personal goals                                                                                                                                                                                            10                                                 Technical Standards
                     C            Career Planning                                                                1                                                                                                                                                            12                   Technical Standards
                         1        Analyze employer expectations in the business environment                                                                                                                                                                                   12                   Technical Standards
                         2        Explain the rights of workers                                                                                                                                                                                                               12                   Technical Standards
                         3        Identify sources of career information                                                                                                                                                                                                      12                   Technical Standards
                         4        Identify tentative occupational interest                                                                                                                                                                                                    12                   Technical Standards
                         5        Explain employment opportunities in marketing                                  1                                                                                                                                                            12                   Technical Standards
                         6        Explain employment opportunities in business                                   1                                                                                                                                                            12                   Technical Standards
                     D            Job-Seeking Skills                                                                                                                                                                                                                          12                   Technical Standards
                         1        Utilize job-search strategies                                                                                                                                                                                                               12                   Technical Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                 33
                                                                                                                   Functions of Marketing




                                                                                                                                                                                                   Marketing Information




                                                                                                                                                                                                                                                                                         Career Development
                                                                                                                                                                  Customer Relations




                                                                                                                                                                                                                                                                      Entrepreneurship
                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


                                                                                                                                                                                                                                              Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                   Distribution
                                                                                                                                                                                       Promotion
                                                                                                                                            Economics




                                                                                                                                                                                                                                                           Finacial
                                                                                                                                                        Selling
                                                 SERVICES
                         2        Complete a job application                                                                                                                                                                                                                             12                   Technical Standards
                         3        Interview for a job                                                                                                                                                                                                                                    12                   Technical Standards
                         4        Write a follow-up letter after job interviews                                                                                                                                                                                                          12                   Technical Standards
                         5        Write a letter of application                                                                                                                                                                                                                          12                   Technical Standards
                         6        Prepare a résumé                                                                                                                                                                                                                                       12                   Technical Standards
                    E             Continuing Development                                                                                                                                                                                                                                 12                   Technical Standards
                                  Describe techniques for obtaining work experience (e.g., volunteer activities,
                         1        internships)                                                                                                                                                                                                                                           12                   Technical Standards
                         2        Explain the need for ongoing education as a worker                                                                                                                                                                                                     12                   Technical Standards
                         3        Explain possible advancement patterns for jobs                                                                                                                                                                                                         12                   Technical Standards
               IV                 BUSINESS, MANAGEMENT, AND ENTREPRENEURSHIP                                                1                2                                                                               8                 9                      11                                      Technical Standards
                    A             Business Fundamentals                                                                     1                2                                                                               8                 9                      11                                      Technical Standards
                         1        Explain the role of business in society                                                   1                                                                                                                                                                                 Technical Standards
                         2        Describe types of business activities                                                     1                                                                                                                                                                                 Technical Standards
                         3        Explain marketing and its importance in a global economy                                  1                                                                                                                                                                                 Technical Standards
                         4        Describe marketing functions and related activities                                       1                                                                                                                                                                                 Technical Standards
                         5        Explain the nature and scope of purchasing                                                                                                                                                 8                                                                                Technical Standards
                         6        Explain the concept of production                                                                          2                                                                                                                                                                Technical Standards
                         7        Explain the concept of accounting                                                                                                                                                                            9                                                              Technical Standards
                         8        Explain the concept of management                                                                                                                                                                                                   11                                      Technical Standards
                         9        Explain types of business ownership                                                                        2                                                                                                                                                                Technical Standards
                    B             Business Risks                                                                                                                                                                                                                      11                                      Technical Standards
                         1        Explain types of business risk                                                                                                                                                                                                      11                                      Technical Standards
                         2        Describe the concept of insurance                                                                                                                                                                                                   11                                      Technical Standards
                         3        Explain routine security precautions                                                                                                                                                                                                11                                      Technical Standards
                         4        Follow safety precautions                                                                                                                                                                                                           11                                      Technical Standards
                         5        Explain procedures for handling accidents                                                                                                                                                                                           11                                      Technical Standards
                         6        Explain procedures for dealing with workplace threats                                                                                                                                                                               11                                      Technical Standards
                    C             Leading                                                                                                                                                                                                                             11                                      Technical Standards
                         1        Orient new employees                                                                                                                                                                                                                11                                      Technical Standards
                    D             Technological Tools                                                                                                                                                                                                                 11                                      Technical Standards
                         1        Identify ways that technology impacts business                                                                                                                                                                                      11                                      Technical Standards
               V                  SELLING                                                                                                                                               5           6                                                                                                         Technical Standards
                    A             Nature and Scope                                                                                                                                      5                                                                                                                     Technical Standards
                         1        Explain the nature and scope of the selling function                                                                                                  5                                                                                                                     Technical Standards


                         2        Explain the role of customer service as a component of selling relationships                                                                          5                                                                                                                     Technical Standards
                         3        Explain the key factors in building a clientele                                                                                                       5                                                                                                                     Technical Standards
                         4        Explain company selling policies                                                                                                                      5                                                                                                                     Technical Standards
                         5        Explain business ethics in spelling                                                                                                                   5                                                                                                                     Technical Standards
                         6        Describe the use of technology in the selling function                                                                                                5                                                                                                                     Technical Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            34
                                                                                                          Functions of Marketing




                                                                                                                                                                                          Marketing Information




                                                                                                                                                                                                                                                                                Career Development
                                                                                                                                                         Customer Relations




                                                                                                                                                                                                                                                             Entrepreneurship
                                                                                                                                                                                                                  Product Planning
                                                                                                                                                                                          Management


                                                                                                                                                                                                                                     Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                          Distribution
                                                                                                                                                                              Promotion
                                                                                                                                   Economics




                                                                                                                                                                                                                                                  Finacial
                                                                                                                                               Selling
                                                 SERVICES
                         7        Describe the nature of selling regulations                                                                                                   5                                                                                                                     Technical Standards
                    B             Product Knowledge                                                                                                                            5                                                                                                                     Technical Standards
                         1        Acquire product information for use in selling                                                                                               5                                                                                                                     Technical Standards
                         2        Analyze product information to identify product features and benefits                                                                        5                                                                                                                     Technical Standards
                    C             Process and Techniques                                                                                                                       5           6                                                                                                         Technical Standards
                         1        Explain the selling process                                                                                                                  5                                                                                                                     Technical Standards
                         2        Prepare for the sales presentation                                                                                                           5                                                                                                                     Technical Standards
                         3        Establish relationship with client/customer                                                                                                  5                                                                                                                     Technical Standards
                         4        Determine customer/client needs                                                                                                              5                                                                                                                     Technical Standards
                         5        Identify customer’s buying motives for use in selling                                                                                        5                                                                                                                     Technical Standards
                         6        Facilitate customer buying decisions                                                                                                         5                                                                                                                     Technical Standards
                         7        Differentiate between consumer and organizational buying behavior                                                                            5                                                                                                                     Technical Standards
                         8        Assess customer/client needs                                                                                                                 5                                                                                                                     Technical Standards
                         9        Recommend specific product                                                                                                                   5                                                                                                                     Technical Standards
                        10        Demonstrate product                                                                                                                          5                                                                                                                     Technical Standards
                        11        Prescribe solution to customer needs                                                                                                         5                                                                                                                     Technical Standards
                        12        Convert customer/client objections into selling points                                                                                       5                                                                                                                     Technical Standards
                        13        Close the sale                                                                                                                               5                                                                                                                     Technical Standards
                        14        Demonstrate suggestion selling                                                                                                               5                                                                                                                     Technical Standards
                        15        Sell good/service idea to individuals                                                                                                                    6                                                                                                         Technical Standards
                        16        Sell good/service idea to groups                                                                                                                         6                                                                                                         Technical Standards
                        17        Plan follow-up strategies for use in selling                                                                                                             6                                                                                                         Technical Standards
                    D             Support Activities                                                                                                                                       6                                                                                                         Technical Standards
                         1        Calculate miscellaneous charges                                                                                                                          6                                                                                                         Technical Standards
                         2        Process sales documentation                                                                                                                              6                                                                                                         Technical Standards
                         3        Prospect for customers                                                                                                                                   6                                                                                                         Technical Standards
                         4        Write sales letters                                                                                                                                      6                                                                                                         Technical Standards
                         5        Create a presentation software package to support sales presentation                                                                                     6                                                                                                         Technical Standards
               VI                 DISTRIBUTION                                                                                                                                                                      8                                                                                Technical Standards
                    A             Nature and Scope                                                                                                                                                                  8                                                                                Technical Standards
                         1        Explain the nature and scope of distribution                                                                                                                                      8                                                                                Technical Standards
                         2        Explain the nature of channels of distribution                                                                                                                                    8                                                                                Technical Standards
                         3        Describe the use of technology in the distribution function                                                                                                                       8                                                                                Technical Standards
                    B             Order Fulfillment                                                                                                                                                                 8                                                                                Technical Standards
                         1        Explain the relationship between customer service and distribution                                                                                                                8                                                                                Technical Standards
                         2        Prepare invoices                                                                                                                                                                  8                                                                                Technical Standards
                         3        Use an information system for order fulfillment                                                                                                                                   8                                                                                Technical Standards
                    C             Warehousing/Stock Handling                                                                                                                                                        8                                                                                Technical Standards
                         1        Explain the receiving process                                                                                                                                                     8                                                                                Technical Standards
                         2        Explain shipping processes                                                                                                                                                        8                                                                                Technical Standards
                         3        Explain storing considerations                                                                                                                                                    8                                                                                Technical Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                   35
                                                                                                               Functions of Marketing




                                                                                                                                                                                               Marketing Information




                                                                                                                                                                                                                                                                                     Career Development
                                                                                                                                                              Customer Relations




                                                                                                                                                                                                                                                                  Entrepreneurship
                                                                                                                                                                                                                       Product Planning
                                                                                                                                                                                               Management


                                                                                                                                                                                                                                          Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                               Distribution
                                                                                                                                                                                   Promotion
                                                                                                                                        Economics




                                                                                                                                                                                                                                                       Finacial
                                                                                                                                                    Selling
                                                 SERVICES
                         4        Explain the nature of warehousing                                                                                                                                                      8                                                                                Technical Standards
              VII                 FINANCING                                                                                                                                                                                                9                                                              Technical Standards
                     A            Nature and Scope                                                                                                                                                                                         9                                                              Technical Standards
                         1        Explain the nature and scope of financing                                                                                                                                                                9                                                              Technical Standards
                     B            Extending Credit                                                                                                                                                                                         9                                                              Technical Standards
                         1        Explain the purposes and importance of credit                                                                                                                                                            9                                                              Technical Standards
              VIII                MARKETING-INFORMATION MANAGEMENT                                                                                   3                                                                                                                                                    Technical Standards
                     A            Nature and Scope                                                                                                   3                                                                                                                                                    Technical Standards
                         1        Describe the need for marketing information                                                                        3                                                                                                                                                    Technical Standards
                     B            Marketing Planning                                                                                                 3                                                                                                                                                    Technical Standards
                         1        Explain the concept of marketing strategies                                                                        3                                                                                                                                                    Technical Standards
                         2        Explain the concept of market and market identification                                                            3                                                                                                                                                    Technical Standards
               IX                 PRODUCT/SERVICE MANAGEMENT                                                                                                                                    6                                                                                                         Technical Standards
                     A            Quality Assurances                                                                                                                                            6                                                                                                         Technical Standards
                         1        Describe the uses of grades and standards in marketing                                                                                                        6                                                                                                         Technical Standards
                         2        Explain warranties and guarantees                                                                                                                             6                                                                                                         Technical Standards
               X                  PROMOTION                                                                                                          3                                                                                                                                                    Technical Standards
                     A            Nature and Scope                                                                                                   3                                                                                                                                                    Technical Standards
                         1        Explain the communication process used in promotion                                                                3                                                                                                                                                    Technical Standards
                         2        Explain the role of promotion as a marketing function                                                              3                                                                                                                                                    Technical Standards
                         3        Explain the types of promotion                                                                                     3                                                                                                                                                    Technical Standards

                                           Marketing Management Cluster Pathway
                                                          Skills                                                        1                2           3           4                  5           6            7           8                 9           10 11 12
                                  Understands tools, strategies, and systems used to maintain, monitor,
                I                 control, and plan the use of financial resources                                                                                                                                                         9                                                              Pathway Standards
                                  Performance Element: Implement accounting procedures to track money
                     A            flow and to determine financial status.                                                                                                                                                                  9                                                              Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Pathway Standards
                         1        Explain the financial implications of product cannibalization                                                                                                                                            9                                                              Pathway Standards
                         2        etermine product- line profitability                                                                                                                                                                     9                                                              Pathway Standards
                                  Performance Element: Manage marketing finances to monitor return on
                     B            marketing investment (ROMI                                                                                                                                                                               9                                                              Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Pathway Standards
                         1        Allocate marketing budget                                                                                                                                                                                9                                                              Pathway Standards
                         2        Calculate return on marketing investment (ROMI                                                                                                                                                           9                                                              Pathway Standards
                         3        Measure cost-effectiveness of marketing expenditures                                                                                                                                                     9                                                              Pathway Standards
                                  Understands the tools techniques, and systems that businesses use to plan,
               II                 staff, lead, and organize its human resources                                                                                                                                                                                   11                                      Pathway Standards
                                  Performance Element: Implement organizational skills to facilitate work
                     A            efforts.                                                                                                                                                                                                                        11                                      Pathway Standards

Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                        36
                                                                                                                     Functions of Marketing




                                                                                                                                                                                                     Marketing Information




                                                                                                                                                                                                                                                                                           Career Development
                                                                                                                                                                    Customer Relations




                                                                                                                                                                                                                                                                        Entrepreneurship
                                                                                                                                                                                                                             Product Planning
                                                                                                                                                                                                     Management


                                                                                                                                                                                                                                                Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                     Distribution
                                                                                                                                                                                         Promotion
                                                                                                                                              Economics




                                                                                                                                                                                                                                                             Finacial
                                                                                                                                                          Selling
                                                 SERVICES
                                  Measurement Criteria:                                                                                                                                                                                                                                                         Pathway Standards
                                  Determine internal/external resource requirements and responsibilities for
                         1        projects                                                                                                                                                                                                                              11                                      Pathway Standards
                                  Performance Element: Utilize techniques to staff an organization or a
                     B            department within an organization.                                                                                                                                                                                                    11                                      Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                         Pathway Standards
                         1        Evaluate adequacy of staffing levels                                                                                                                                                                                                  11                                      Pathway Standards
                         2        Staff key marketing positions                                                                                                                                                                                                         11                                      Pathway Standards
                                  Performance Element: Manage staff growth and development to increase
                     C            productivity and employee satisfaction.                                                                                                                                                                                               11                                      Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                         Pathway Standards
                                  Ensure staff understanding of responsibilities, duties, functions, and authority
                         1        levels                                                                                                                                                                                                                                11                                      Pathway Standards
                         2        Supervise marketing positions                                                                                                                                                                                                         11                                      Pathway Standards
                         3        Determine adequacy of training courses                                                                                                                                                                                                11                                      Pathway Standards
                         4        Assess marketing personnel’s ability to react to market developments                                                                                                                                                                  11                                      Pathway Standards
                                  Understands tools, strategies, and systems needed to access, process,
                                  maintain, evaluate, and disseminate information to assist business decision-
               III                making                                                                                                                                                                                                                                                   12                   Pathway Standards
                                  Performance Element: Utilize information-technology tools to manage and
                     A            perform work responsibilities.                                                                                                                                                                                                                           12                   Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                         Pathway Standards
                         1        Analyze the impact of technology on marketing                                                                                                                                                                                                            12                   Pathway Standards
                         2        Use software to automate services                                                                                                                                                                                                                        12                   Pathway Standards
                                  Use Marketing Operations Management software (i.e., software that
                         3        automates marketing operations processes                                                                                                                                                                                                                 12                   Pathway Standards
                         4        Determine types of technology needed by company/agency                                                                                                                                                                                                   12                   Pathway Standards


                                  Understands the processes and systems implemented to monitor, plan, and
               IV                 control the day-to-day activities required for continued business functioning                                            3                                                                                                            11 12                                   Pathway Standards
                                  Performance Element: Analyze security issues to protect employees and to
                     A            minimize loss.                                                                                                                                                                                                                                           12                   Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                         Pathway Standards
                         1        Maintain data security                                                                                                                                                                                                                                   12                   Pathway Standards
                         2        Explain security considerations in marketing management                                                                                                                                                                                                  12                   Pathway Standards
                         3        Develop strategies to protect digital data                                                                                                                                                                                                               12                   Pathway Standards
                                  Performance Element: Implement organizational skills to improve efficiency
                     B            and work flow.                                                                                                                                                                                                                                           12                   Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                         Pathway Standards
                         1        Coordinate activities with those of other departments                                                                                                                                                                                                    12                   Pathway Standards
                         2        Manage cross- functional projects                                                                                                                                                                                                                        12                   Pathway Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            37
                                                                                                                      Functions of Marketing




                                                                                                                                                                                                      Marketing Information




                                                                                                                                                                                                                                                                                            Career Development
                                                                                                                                                                     Customer Relations




                                                                                                                                                                                                                                                                         Entrepreneurship
                                                                                                                                                                                                                              Product Planning
                                                                                                                                                                                                      Management


                                                                                                                                                                                                                                                 Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                      Distribution
                                                                                                                                                                                          Promotion
                                                                                                                                               Economics




                                                                                                                                                                                                                                                              Finacial
                                                                                                                                                           Selling
                                                 SERVICES
                         3        Assign work to external partners                                                                                                                                                                                                                          12                   Pathway Standards
                         4        Develop an operational plan of marketing activities/initiatives                                                                                                                                                                                           12                   Pathway Standards
                                  Performance Element: Implement purchasing activities to obtain business
                    C             supplies, equipment, and resources.                                                                                                                                                                                                    11                                      Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Pathway Standards
                         1        Purchase marketing data                                                                                                                                                                                                                11                                      Pathway Standards
                         2        Purchase services                                                                                                                                                                                                                      11                                      Pathway Standards
                                  Performance Element: Utilize business systems to expedite workflow and
                    D             enhance a business’s image.                                                                                               3                                                                                                                                                    Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Pathway Standards
                         1        Define uniform marketing processes to streamline communications                                                           3                                                                                                                                                    Pathway Standards
                                  Manage system for housing marketing assets (e.g., marketing collateral,
                         2        promotional items, graphics, letterhead, logos                                                                            3                                                                                                                                                    Pathway Standards
                         3        Standardize/automate marketing workflows                                                                                  3                                                                                                                                                    Pathway Standards
                                  Performance Element: Implement expense-control strategies to enhance a
                    E             business’s financial well being.                                                                                                                                                                                                                          12                   Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Pathway Standards
                         1        Track invoices                                                                                                                                                                                                                                            12                   Pathway Standards
                         2        Track marketing budgets                                                                                                                                                                                                                                   12                   Pathway Standards
                         3        Adjust marketing budget in response to new market opportunities                                                                                                                                                                                           12                   Pathway Standards
                                  Understands concepts, tools, and strategies used to explore, obtain, and
               V                  develop in a business career                                                                 1                                                                                                                              10                            12                   Pathway Standards
                                  Performance Element: Understand responsibilities in marketing to
                    A             demonstrate ethical/legal behavior.                                                                                                                                                                                         10                                                 Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Pathway Standards
                         1        Explain the need for professional and ethical standards in marketing                                                                                                                                                        10                                                 Pathway Standards


                         2        Explain the responsibility of individuals to apply ethical standards in marketing                                                                                                                                           10                                                 Pathway Standards


                         3        Explain consequences of unprofessional and/or unethical behavior in marketing                                                                                                                                               10                                                 Pathway Standards
                         4        Discuss legal ramifications of breaching rules and regulations                                                                                                                                                              10                                                 Pathway Standards
                                  Performance Element: Acquire information about marketing management to
                    B             aid in making career choices.                                                                1                                                                                                                                                                                 Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Pathway Standards
                         1        Explain the nature of marketing management                                                   1                                                                                                                                                                                 Pathway Standards
                         2        Explain career opportunities in marketing management                                         1                                                                                                                                                                                 Pathway Standards
                                  Performance Element: Utilize career-advancement activities to enhance
                    C             professional development in marketing.                                                                                                                                                                                                                    12                   Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Pathway Standards
                         1        Assess the services of professional organizations in marketing                                                                                                                                                                                            12                   Pathway Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                             38
                                                                                                                   Functions of Marketing




                                                                                                                                                                                                   Marketing Information




                                                                                                                                                                                                                                                                                         Career Development
                                                                                                                                                                  Customer Relations




                                                                                                                                                                                                                                                                      Entrepreneurship
                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


                                                                                                                                                                                                                                              Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                   Distribution
                                                                                                                                                                                       Promotion
                                                                                                                                            Economics




                                                                                                                                                                                                                                                           Finacial
                                                                                                                                                        Selling
                                                 SERVICES
                                  Utilize professional development opportunities in marketing (e.g., continuing
                         2        education courses, certifications, journals, online activities/courses                                                                                                                                                                                 12                   Pathway Standards
                         3        Employ career-advancement strategies in marketing                                                                                                                                                                                                      12                   Pathway Standards
                                  Understands tools, techniques, and systems that affect a business’s ability to
               VI                 plan, control, and organize an organization/department                                                                                                                                     8                 9           10                                                 Pathway Standards
                                  Performance Element: Utilize planning tools to guide
                    A             organization’s/department’s activities.                                                                                                                                                                      9                                                              Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Pathway Standards
                         1        Align marketing activities with business objectives                                                                                                                                                          9                                                              Pathway Standards
                         2        Provide input into strategic planning                                                                                                                                                                        9                                                              Pathway Standards
                         3        Conduct gap analysis to determine organization’s capability                                                                                                                                                  9                                                              Pathway Standards
                         4        Develop departmental structure                                                                                                                                                                               9                                                              Pathway Standards
                         5        Determine strategic marketing planning structure                                                                                                                                                             9                                                              Pathway Standards
                                  Performance Element: Control an organization’s/department’s activities to
                    B             encourage growth and development.                                                                                                                                                          8                             10                                                 Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Pathway Standards
                         1        Show the effect of marketing strategy on marketing goals/objectives                                                                                                                                                      10                                                 Pathway Standards
                         2        Monitor achievement of marketing objectives                                                                                                                                                                              10                                                 Pathway Standards
                         3        Set marketing policies                                                                                                                                                                                                   10                                                 Pathway Standards
                         4        Establish a marketing cost-control system                                                                                                                                                                                10                                                 Pathway Standards
                         5        Select metrics for measuring success                                                                                                                                                                                     10                                                 Pathway Standards
                         6        Design a marketing performance measurement system                                                                                                                                                                        10                                                 Pathway Standards
                         7        Modify marketing strategies based on performance results                                                                                                                                   8                                                                                Pathway Standards
                                  Understands the concepts and processes needed to identify, select, monitor,
              VII                 and evaluate sales channels                                                                                                                                                    7           8                                                                                Pathway Standards
                                  Performance Element: Develop channel-management strategies to minimize
                    A             costs.                                                                                                                                                                                     8                                                                                Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Pathway Standards
                         1        Establish distribution points                                                                                                                                                              8                                                                                Pathway Standards
                         2        Develop performance standards for suppliers                                                                                                                                                8                                                                                Pathway Standards
                         3        Develop new channels for products/services                                                                                                                                                 8                                                                                Pathway Standards
                         4        Develop collaborative relationships with channel members                                                                                                                                   8                                                                                Pathway Standards
                         5        Develop channel-management strategies                                                                                                                                                      8                                                                                Pathway Standards
                                  Performance Element: Assess channel- management strategies to improve
                    B             their effectiveness and to minimize their costs.                                                                                                                               7           8                                                                                Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Pathway Standards
                         1        Monitor distributors’ performance standards                                                                                                                                                8                                                                                Pathway Standards
                         2        Evaluate buyer-seller relationships                                                                                                                                            7                                                                                            Pathway Standards
                         3        Assess distribution channels                                                                                                                                                               8                                                                                Pathway Standards
                         4        Conduct total cost analysis of channel                                                                                                                                                     8                                                                                Pathway Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                          39
                                                                                                                 Functions of Marketing




                                                                                                                                                                                                 Marketing Information




                                                                                                                                                                                                                                                                                       Career Development
                                                                                                                                                                Customer Relations




                                                                                                                                                                                                                                                                    Entrepreneurship
                                                                                                                                                                                                                         Product Planning
                                                                                                                                                                                                 Management


                                                                                                                                                                                                                                            Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                 Distribution
                                                                                                                                                                                     Promotion
                                                                                                                                          Economics




                                                                                                                                                                                                                                                         Finacial
                                                                                                                                                      Selling
                                                 SERVICES
                                  Understands the concepts, systems, and tools needed to gather, access,
                                  synthesize, evaluate, and disseminate information for use in making business
              VIII                decisions                                                                                                2           3                                          6            7                             9           10                                                 Pathway Standards
                                  Performance Element: Assess marketing information needs to develop a
                     A            marketing-information management system.                                                                             3                                                                                                                                                    Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Assess marketing-information needs                                                                                   3                                                                                                                                                    Pathway Standards
                         2        Identify issues and trends in marketing information management                                                       3                                                                                                                                                    Pathway Standards
                         3        Develop marketing-information management system                                                                      3                                                                                                                                                    Pathway Standards
                                  Performance Element: Analyze marketing information to make informed
                     B            marketing decisions.                                                                                     2           3                                                                                                                                                    Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Identify industry/economic trends that will impact business activities                                   2                                                                                                                                                                Pathway Standards
                         2        Analyze market needs and opportunities                                                                               3                                                                                                                                                    Pathway Standards
                         3        Anticipate market changes                                                                                            3                                                                                                                                                    Pathway Standards
                         4        Determine current market position                                                                                    3                                                                                                                                                    Pathway Standards
                         5        Estimate market share                                                                                                3                                                                                                                                                    Pathway Standards
                         6        Prepare trend analyses                                                                                               3                                                                                                                                                    Pathway Standards
                                  Performance Element: Employ marketing- information to aid in making and
                     C            evaluating channel-management decisions.                                                                                                                        6            7                                                                                            Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Track cost data                                                                                                                                                              7                                                                                            Pathway Standards
                         2        Collect product quality data                                                                                                                                    6                                                                                                         Pathway Standards
                                  Obtain and track information about domestic and foreign
                         3        suppliers/manufacturers                                                                                                                                         6                                                                                                         Pathway Standards
                                  Performance Element: Utilize marketing-information to determine consumer
                     D            behavior.                                                                                                2                                                      6            7                                                                                            Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                          1       Predict demand patterns                                                                                  2                                                                                                                                                                Pathway Standards
                          2       Conduct demand analysis                                                                                  2                                                                                                                                                                Pathway Standards
                          3       Forecast changes in customer expectations                                                                                                                       6                                                                                                         Pathway Standards
                          4       Evaluate product usage                                                                                                                                          6                                                                                                         Pathway Standards
                          5       Analyze purchasing behavior                                                                                                                                                  7                                                                                            Pathway Standards
                          6       Estimate repeat purchase rate                                                                                                                                                7                                                                                            Pathway Standards
                          7       Estimate purchase cycle                                                                                                                                                      7                                                                                            Pathway Standards
                          8       Determine attitudes towards products and brands                                                                                                                 6                                                                                                         Pathway Standards
                          9       Conduct customer-satisfaction studies                                                                                3                                                                                                                                                    Pathway Standards
                         10       Analyze service sensitivity                                                                                                                                     6                                                                                                         Pathway Standards
                                  Performance Element: Apply pricing information to facilitate pricing
                     E            decisions.                                                                                                                                                                                                                                                                Pathway Standards
                                  Measurement Criteria: Determine price sensitivity                                                                                                                                                                                                                         Pathway Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                        40
                                                                                                                Functions of Marketing




                                                                                                                                                                                                Marketing Information




                                                                                                                                                                                                                                                                                      Career Development
                                                                                                                                                               Customer Relations




                                                                                                                                                                                                                                                                   Entrepreneurship
                                                                                                                                                                                                                        Product Planning
                                                                                                                                                                                                Management


                                                                                                                                                                                                                                           Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                Distribution
                                                                                                                                                                                    Promotion
                                                                                                                                         Economics




                                                                                                                                                                                                                                                        Finacial
                                                                                                                                                     Selling
                                                 SERVICES
                                  Performance Element: Apply marketing information to facilitate
                    F             product/service management decisions.                                                                                                                          6            7                             9                                                              Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Pathway Standards
                         1        Conduct product analysis                                                                                                                                       6                                                                                                         Pathway Standards
                         2        Conduct product/brand situation analysis                                                                                                                       6                                                                                                         Pathway Standards
                         3        Conduct service-quality studies                                                                                                                                             7                                                                                            Pathway Standards
                         4        Predict brand share                                                                                                                                                                                       9                                                              Pathway Standards
                         5        Conduct brand audit                                                                                                                                                                                       9                                                              Pathway Standards
                                  Performance Element: Utilize marketing information to assess promotional
                    G             activities.                                                                                                         3                                                                                                                                                    Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Pathway Standards
                         1        Measure media audience                                                                                              3                                                                                                                                                    Pathway Standards
                         2        Evaluate promotional activity                                                                                       3                                                                                                                                                    Pathway Standards
                                  Performance Element: Report findings to communicate research information
                    H             to others.                                                                                                          3                                          6                                                      10                                                 Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Pathway Standards
                         1        Display data in charts/graphs or in tables                                                                          3                                                                                                                                                    Pathway Standards
                         2        Provide sales analysis reports                                                                                                                                 6                                                                                                         Pathway Standards
                         4        Prepare written reports for decision-making                                                                                                                                                                           10                                                 Pathway Standards
                                  Performance Element: Assess quality of marketing-research activities to
                     I            determine needed improvements.                                                                                      3                                                                                                                                                    Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Pathway Standards
                                  Evaluate quality of marketing research studies (e.g., sampling,
                         1        validity/reliability, bias, etc.                                                                                    3                                                                                                                                                    Pathway Standards
                         2        Assess quality of contracted research firms                                                                         3                                                                                                                                                    Pathway Standards


                                  Understands concepts and strategies utilized in determining and adjusting
              VIV                 prices to maximize return and meet customers’ perceptions of value                                      2                                                                                                 9                                                              Pathway Standards


                    A             Performance Element: Employ pricing strategies to determine optimal prices.                             2                                                                                                 9                                                              Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Pathway Standards
                         1        Determine cost of product (breakeven, ROI, markup                                                       2                                                                                                                                                                Pathway Standards
                         2        Calculate break-even point                                                                                                                                                                                9                                                              Pathway Standards
                         3        Establish pricing objectives                                                                            2                                                                                                                                                                Pathway Standards
                         4        Select pricing policies                                                                                 2                                                                                                                                                                Pathway Standards


                         5        Determine discounts and allowances that can be used to adjust base prices                               2                                                                                                                                                                Pathway Standards
                         6        Determine terms of trading                                                                              2                                                                                                                                                                Pathway Standards
                         7        Set prices                                                                                              2                                                                                                                                                                Pathway Standards
                         8        Adjust prices to maximize profitability                                                                 2                                                                                                                                                                Pathway Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                       41
                                                                                                              Functions of Marketing




                                                                                                                                                                                              Marketing Information




                                                                                                                                                                                                                                                                                    Career Development
                                                                                                                                                             Customer Relations




                                                                                                                                                                                                                                                                 Entrepreneurship
                                                                                                                                                                                                                      Product Planning
                                                                                                                                                                                              Management


                                                                                                                                                                                                                                         Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                              Distribution
                                                                                                                                                                                  Promotion
                                                                                                                                       Economics




                                                                                                                                                                                                                                                      Finacial
                                                                                                                                                   Selling
                                                 SERVICES
                                  Performance Element: Assess pricing strategies to identify needed changes
                    B             and to improve profitability.                                                                         2                                                                                                                                                                Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Pathway Standards
                         1        Ensure price fairness                                                                                 2                                                                                                                                                                Pathway Standards
                         2        Evaluate pricing decisions                                                                            2                                                                                                                                                                Pathway Standards
                         3        Assess changes in price structure                                                                     2                                                                                                                                                                Pathway Standards
                         4        Analyze variances to planned pricing                                                                  2                                                                                                                                                                Pathway Standards
                                  Understands the concepts and processes needed to obtain, develop,
                                  maintain, and improve a product or service mix in response to market
               X                  opportunities                                                                                         2           3                                          6                                                                                                         Pathway Standards
                                  Performance Element: Employ product-development processes to maintain
                    A             up-to- date product pipeline.                                                                                     3                                          6                                                                                                         Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Pathway Standards
                         1        Explain new product-development processes                                                                         3                                                                                                                                                    Pathway Standards
                         2        Determine product-development objectives                                                                                                                     6                                                                                                         Pathway Standards
                         3        Evaluate and process innovations                                                                                                                             6                                                                                                         Pathway Standards
                                  Performance Element: Employ product-mix strategies to meet customer
                    B             expectations.                                                                                         2           3                                          6                                                                                                         Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Pathway Standards
                         1        Analyze product needs and opportunities                                                                                                                      6                                                                                                         Pathway Standards
                         2        Adapt product range to needs of targeted market segments                                                          3                                                                                                                                                    Pathway Standards
                         3        Develop product search methods                                                                        2                                                                                                                                                                Pathway Standards
                         4        Determine product priorities                                                                                      3                                                                                                                                                    Pathway Standards
                         5        Monitor market innovations                                                                                        3                                                                                                                                                    Pathway Standards
                                  Performance Element: Plan product/service management activities to
                    C             facilitate product      development.                                                                              3                                                                                                                                                    Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Pathway Standards
                         1        Create a product/brand plan                                                                                       3                                                                                                                                                    Pathway Standards
                         2        Plan/Manage product/brand lifecycle                                                                               3                                                                                                                                                    Pathway Standards
                         3        Develop new-product launch plan                                                                                   3                                                                                                                                                    Pathway Standards
                         4        Coordinate product launches                                                                                       3                                                                                                                                                    Pathway Standards
                                  Performance Element: Assess product/service management activities to
                    D             increase profitability.                                                                                           3                                          6                                                                                                         Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Pathway Standards
                                  Evaluate alternative marketing techniques and procedures for achieving
                         1        product-development objectives                                                                                    3                                                                                                                                                    Pathway Standards
                         2        Evaluate product mix                                                                                              3                                                                                                                                                    Pathway Standards
                         3        Assess product-development activities                                                                                                                        6                                                                                                         Pathway Standards
                         4        Evaluate product/service launches                                                                                 3                                                                                                                                                    Pathway Standards
                         5        Conduct product/brand audit                                                                                       3                                                                                                                                                    Pathway Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                     42
                                                                                                                 Functions of Marketing




                                                                                                                                                                                                 Marketing Information




                                                                                                                                                                                                                                                                                       Career Development
                                                                                                                                                                Customer Relations




                                                                                                                                                                                                                                                                    Entrepreneurship
                                                                                                                                                                                                                         Product Planning
                                                                                                                                                                                                 Management


                                                                                                                                                                                                                                            Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                 Distribution
                                                                                                                                                                                     Promotion
                                                                                                                                          Economics




                                                                                                                                                                                                                                                         Finacial
                                                                                                                                                      Selling
                                                 SERVICES
                                  Performance Element: Assess product packaging to improve its function and
                    E             to improve its brand recognition.                                                                                                                               6                                                                                                         Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Assess product-packaging requirements                                                                                                                           6                                                                                                         Pathway Standards
                         2        Evaluate graphic design on packages                                                                                                                             6                                                                                                         Pathway Standards
                         3        Evaluate adequacy of product packaging                                                                                                                          6                                                                                                         Pathway Standards
                         4        Conduct reviews of product packaging                                                                                                                            6                                                                                                         Pathway Standards
                                  Performance Element: Position products/services to acquire desired business
                    F             image.                                                                                                                                                          6                                                                                                         Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Develop positioning concept for a new product idea                                                                                                              6                                                                                                         Pathway Standards
                         2        Communicate core values of product/service                                                                                                                      6                                                                                                         Pathway Standards
                         3        Identify product’s/service’s competitive advantage                                                                                                              6                                                                                                         Pathway Standards
                         4        Leverage product’s/services competitive advantage                                                                                                               6                                                                                                         Pathway Standards
                                  Understands the concepts and strategies needed to communicate
                                  information about products, services, images, and/or ideas to achieve a
               XI                 desired outcome                                                                         1                2           3           4                  5           6            7           8                 9           10 11 12                                           Pathway Standards
                                  Performance Element: Participate in company’s community outreach
                    A             involvement to foster a positive company image.                                         1                2           3           4                  5           6            7           8                 9           10 11 12                                           Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Explain the importance of company involvement in community activities                   1                2           3           4                  5           6            7           8                 9           10 11 12                                           Pathway Standards
                         2        Propose community issues for company involvement                                        1                2           3           4                  5           6            7           8                 9           10 11 12                                           Pathway Standards
                         3        Participate in community outreach activities                                            1                2           3           4                  5           6            7           8                 9           10 11 12                                           Pathway Standards
                                  Performance Element: Plan and evaluate promotional activities to maximize
                    B             return on promotional efforts.                                                                                       3           4                                                                                                                                        Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Develop communications objectives                                                                                                4                                                                                                                                        Pathway Standards
                         2        Develop promotional- mix activities                                                                                  3                                                                                                                                                    Pathway Standards
                         3        Develop advertising plans to achieve communications objectives                                                       3                                                                                                                                                    Pathway Standards
                         4        Develop sales promotion plan to achieve communications objectives                                                    3                                                                                                                                                    Pathway Standards


                         5        Develop public relations/publicity plan to achieve communications objectives                                         3                                                                                                                                                    Pathway Standards
                         6        Evaluate allocation of promotional effort                                                                            3                                                                                                                                                    Pathway Standards
                                  Performance Element: Utilize outside agency/consultant to aid in
                    C             promotional planning and development.                                                                                            4                                                                                                                                        Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Create written briefs for outside agencies/consultants                                                                           4                                                                                                                                        Pathway Standards
                         2        Assess outside agency/consultant relationships                                                                                   4                                                                                                                                        Pathway Standards
                                  Performance Element: Utilize metrics to measure effectiveness of marketing
                    D             communications.                                                                                                                  4                                                                                                                                        Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                        43
                                                                                                                Functions of Marketing




                                                                                                                                                                                                Marketing Information




                                                                                                                                                                                                                                                                                      Career Development
                                                                                                                                                               Customer Relations




                                                                                                                                                                                                                                                                   Entrepreneurship
                                                                                                                                                                                                                        Product Planning
                                                                                                                                                                                                Management


                                                                                                                                                                                                                                           Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                Distribution
                                                                                                                                                                                    Promotion
                                                                                                                                         Economics




                                                                                                                                                                                                                                                        Finacial
                                                                                                                                                     Selling
                                                 SERVICES
                         1        Identify ways to track marketing communications activities                                                                      4                                                                                                                                         Pathway Standards
                         2        Select metrics to measure effectiveness of marketing communications                                                             4                                                                                                                                         Pathway Standards
                         3        Apply metrics to measure effectiveness of marketing communications                                                              4                                                                                                                                         Pathway Standards
                                  Performance Element: Understand design principles used in advertising
                    E             layouts to be able to communicate needs to designers.                                                               3                                                                                                                                                     Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Describe the use of color in advertisements                                                                         3                                                                                                                                                     Pathway Standards
                         2        Describe the elements of design                                                                                     3                                                                                                                                                     Pathway Standards
                         3        Explain the use of illustrations in advertisements                                                                  3                                                                                                                                                     Pathway Standards
                         4        Discuss the nature of typography                                                                                    3                                                                                                                                                     Pathway Standards
                         5        Explain type styles used in advertisements                                                                          3                                                                                                                                                     Pathway Standards
                         6        Describe effective advertising layouts                                                                              3                                                                                                                                                     Pathway Standards
                         7        Identify types of drawing media                                                                                     3                                                                                                                                                     Pathway Standards
                         8        Explain the impact of color harmonies on composition                                                                3                                                                                                                                                     Pathway Standards
                         9        Describe digital color concepts                                                                                     3                                                                                                                                                     Pathway Standards


                                  Understands the concepts and actions needed to determine client needs and
                                  wants and respond through planned, personalized communication that
              XII                 influences purchase decisions and enhances future business opportunities                                                                                                                                                         11                                       Pathway Standards
                                  Performance Element: Guide sales staff to improve their success rate and to
                    A             minimize staff turnover.                                                                                                                                                                                                         11                                       Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards
                         1        Explain the nature of the sales staff’s induction program                                                                                                                                                                        11                                       Pathway Standards
                         2        Conduct knowledge gap analysis of sales staff                                                                                                                                                                                    11                                       Pathway Standards
                         3        Analyze sales staff activity and results                                                                                                                                                                                         11                                       Pathway Standards
                                  Performance Element: Influence sales procedures/activities to improve
                    B             return on investment.                                                                                                                                                                                                            11                                       Pathway Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Pathway Standards


                         1        Monitor sales management’s ability to conduct customer-service operations                                                                                                                                                        11                                       Pathway Standards
                         2        Assess sales staff’s compensation package                                                                                                                                                                                        11                                       Pathway Standards
                         3        Support sales operations                                                                                                                                                                                                         11                                       Pathway Standards

                                                     Marketing Foundations                                                           1        2           3              4               5          6            7               8              9         10 11 12
                                  Understands the concepts, strategies, and systems used to obtain and convey
                I                 ideas and information                                                                              1                    3              4                                                                      9         10                                               Foundation Standards
                                  Performance Element: Read to acquire meaning from written material and to
                    A             apply the information to a task.                                                                                                                                                                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                                  Performance Element: Apply active listening skills to demonstrate
                    B             understanding of what is being said.                                                                                                                                                                                                                                     Foundation Standards



Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                          44
                                                                                                               Functions of Marketing




                                                                                                                                                                                               Marketing Information




                                                                                                                                                                                                                                                                                     Career Development
                                                                                                                                                              Customer Relations




                                                                                                                                                                                                                                                                  Entrepreneurship
                                                                                                                                                                                                                       Product Planning
                                                                                                                                                                                               Management


                                                                                                                                                                                                                                          Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                               Distribution
                                                                                                                                                                                   Promotion
                                                                                                                                        Economics




                                                                                                                                                                                                                                                       Finacial
                                                                                                                                                    Selling
                                                 SERVICES
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards


                    C             Performance Element: Apply verbal skills to obtain and convey information.                                                            4                                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature of effective verbal communications                                                                                 4                                                                                                                                 Foundation Standards
                         2        Ask relevant questions                                                                                                                4                                                                                                                                 Foundation Standards
                         3        Interpret others’ nonverbal cues                                                                                                      4                                                                                                                                 Foundation Standards
                         4        Provide legitimate responses to inquiries                                                                                             4                                                                                                                                 Foundation Standards
                         5        Give verbal directions                                                                                                                4                                                                                                                                 Foundation Standards
                         6        Employ communication styles appropriate to target audience                                                                            4                                                                                                                                 Foundation Standards
                         7        Defend ideas objectively                                                                                                              4                                                                                                                                 Foundation Standards
                         8        Handle telephone calls in a businesslike manner                                                                                       4                                                                                                                                 Foundation Standards
                                  Performance Element: Record information to maintain and present a report
                    D             of business activity.                                                                                                                                                                                                                                                   Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                                  Performance Element: Write internal and external business correspondence
                    E             to convey and obtain information effectively.                                                     1                    3              4                                                                      9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature of effective written communications                                                                                4                                                                                                                                 Foundation Standards
                         2        Select and utilize appropriate formats for professional writing                                                                       4                                                                                                                                 Foundation Standards
                         3        Edit and revise written work consistent with professional standards                                                                   4                                                                                                                                 Foundation Standards
                         4        Write professional e- mails                                                                                                           4                                                                                                                                 Foundation Standards
                         5        Write and send business messages electronically                                                                                       4                                                                                                                                 Foundation Standards
                         6        Write business letters                                                                                                                4                                                                                                                                 Foundation Standards
                         7        Write informational messages                                                                                                          4                                                                                                                                 Foundation Standards
                         8        Write inquiries                                                                                                                       4                                                                                                                                 Foundation Standards
                         9        Write persuasive messages                                                                                              3                                                                                                                                                Foundation Standards
                        10        Write executive summaries                                                                         1                                                                                                                                                                     Foundation Standards
                        12        Prepare complex written reports                                                                                                                                                                              9                                                          Foundation Standards
                        13        Write proposals                                                                                   1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Communicate with staff to clarify workplace
                    F             objectives.                                                                                                                                                                                                  9         10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature of staff communication                                                                                                                                                                    9                                                          Foundation Standards
                         2        Choose appropriate channel for workplace communication                                                                                                                                                                 10                                               Foundation Standards
                         3        Participate in a staff meeting                                                                                                                                                                                         10                                               Foundation Standards
                         4        Provide directions for completing job tasks                                                                                                                                                                            10                                               Foundation Standards
                         5        Update employees on business and economic trends                                                                                                                                                             9                                                          Foundation Standards
                         6        Conduct a staff meeting                                                                                                                                                                                      9                                                          Foundation Standards
                                  Performance Element: Communicate effectively with customers to foster
                    G             positive relationships that enhance company image.                                                                                    4                                                                                                                                 Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                         45
                                                                                                                Functions of Marketing




                                                                                                                                                                                                Marketing Information




                                                                                                                                                                                                                                                                                      Career Development
                                                                                                                                                               Customer Relations




                                                                                                                                                                                                                                                                   Entrepreneurship
                                                                                                                                                                                                                        Product Planning
                                                                                                                                                                                                Management


                                                                                                                                                                                                                                           Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                Distribution
                                                                                                                                                                                    Promotion
                                                                                                                                         Economics




                                                                                                                                                                                                                                                        Finacial
                                                                                                                                                     Selling
                                                 SERVICES
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain the nature of effective communication                                                                                          4                                                                                                                                 Foundation Standards
                         2        Reinforce service orientation through communication                                                                                    4                                                                                                                                 Foundation Standards
                         3        Respond to customer inquiries                                                                                                          4                                                                                                                                 Foundation Standards


                         4        Adapt communication to the cultural and social differences among clients                                                               4                                                                                                                                 Foundation Standards
                         5        Interpret business policies to customers/clients                                                                                       4                                                                                                                                 Foundation Standards
                    H             Performance Element: Use communication skills to influence others.                                                                     4                                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Persuade others                                                                                                                        4                                                                                                                                 Foundation Standards
                         2        Demonstrate negotiation skills                                                                                                         4                                                                                                                                 Foundation Standards
                                  Understands business’s responsibility to know, abide by, and enforce laws,
                                  regulations, and ethical behavior that affect business operations and
               II                 transactions                                                                                       1                                                                                                                    10 11                                            Foundation Standards
                                  Performance Element: Employ ethical actions in obtaining and providing
                    A             information to acquire others’ confidence.                                                                                                                                                                              10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Respect the privacy of others                                                                                                                                                                                           10                                               Foundation Standards
                         2        Explain ethical considerations in providing information                                                                                                                                                                 10                                               Foundation Standards
                         3        Protect confidential information                                                                                                                                                                                        10                                               Foundation Standards
                                  Determine information appropriate to obtain from a client or another
                         4        employee                                                                                                                                                                                                                10                                               Foundation Standards
                    B             Performance Element: Apply ethics to demonstrate trustworthiness.                                                                                                                                                       10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain the nature of business ethics                                                                                                                                                                                   10                                               Foundation Standards
                                  Performance Element: Manage internal and external business relationships to
                    C             foster positive interactions.                                                                                                                                                                                           10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Treat others fairly at work                                                                                                                                                                                             10                                               Foundation Standards
                         2        Describe ethics in human resources issues                                                                                                                                                                               10                                               Foundation Standards
                                  Performance Element: Acquire foundational knowledge of business laws and
                    D             regulations to understand their nature and scope.                                                                                                                                                                                11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Discuss the nature of law and sources of law in the United States                                                                                                                                                                11                                      Foundation Standards
                         2        Describe the United States’ judicial system                                                                                                                                                                                      11                                      Foundation Standards
                         3        Describe legal issues affecting businesses                                                                                                                                                                                       11                                      Foundation Standards
                                  Performance Element: Understand the civil foundations of the legal
                    E             environment of business to demonstrate knowledge of contracts.                                                                                                                                                                   11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Identify the basic torts relating to business enterprises                                                                                                                                                                        11                                      Foundation Standards
                         2        Describe the nature of legally binding contracts                                                                                                                                                                                 11                                      Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                          46
                                                                                                               Functions of Marketing




                                                                                                                                                                                               Marketing Information




                                                                                                                                                                                                                                                                                     Career Development
                                                                                                                                                              Customer Relations




                                                                                                                                                                                                                                                                  Entrepreneurship
                                                                                                                                                                                                                       Product Planning
                                                                                                                                                                                               Management


                                                                                                                                                                                                                                          Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                               Distribution
                                                                                                                                                                                   Promotion
                                                                                                                                        Economics




                                                                                                                                                                                                                                                       Finacial
                                                                                                                                                    Selling
                                                 SERVICES
                                  Performance Element: Explore the regulatory environment of United States’
                     F            businesses to understand the diversity of regulations.                                                                                                                                                                                                                  Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Describe the nature of legal procedure                                                                                                                                                                                          11                                      Foundation Standards
                         2        Discuss the nature of debtor-creditor relationships                                                                                                                                                                             11                                      Foundation Standards
                         3        Explain the nature of agency relationships                                                                                                                                                                                      11                                      Foundation Standards
                         4        Discuss the nature of environmental law                                                                                                                                                                                         11                                      Foundation Standards
                         5        Discuss the role of administrative law                                                                                                                                                                                          11                                      Foundation Standards
                                  Performance Element: Understand human resources laws and regulations to
                     G            facilitate business operations.                                                                                                                                                                                        10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature of human resources regulations                                                                                                                                                                      10                                               Foundation Standards
                         2        Explain the nature of workplace regulations (including OSHA, ADA                                                                                                                                                       10                                               Foundation Standards
                         3        Discuss employment relationships                                                                                                                                                                                       10                                               Foundation Standards
                                  Performance Element: Apply knowledge of business ownership to establish
                     H            and continue business operations.                                                                 1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain types of business ownership                                                               1                                                                                                                                                                     Foundation Standards
                         2        Select form of business ownership                                                                 1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Acquire knowledge of commerce laws and regulations
                     I            to continue business operations.                                                                  1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature of trade regulations                                                           1                                                                                                                                                                     Foundation Standards
                         2        Describe the impact of anti-trust legislation                                                     1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Understand tax laws and regulations to adhere to
                     J            government requirements.                                                                          1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature of tax regulations on business                                                 1                                                                                                                                                                     Foundation Standards
                         2        Explain the nature of businesses’ reporting requirements                                          1                                                                                                                                                                     Foundation Standards
                         3        Develop strategies for legal/government compliance                                                1                                                                                                                                                                     Foundation Standards
                                  Understands concepts, tools, and strategies used to explore, obtain, and
               III                develop in a business career                                                                      1        2           3              4               5          6            7               8              9         10 11 12                                         Foundation Standards
                                  Performance Element: Foster self- understanding to recognize the impact of
                     A            personal feelings on others.                                                                                                                                                                                                                                            Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Describe the nature of emotional intelligence                                                                                                                                                                                                       12                  Foundation Standards
                         2        Explain the concept of self-esteem                                                                                                                                                                                                                  12                  Foundation Standards
                         3        Recognize personal biases and stereotypes                                                                                                                                                                                                           12                  Foundation Standards
                         4        Assess personal strengths and weaknesses                                                                                                                                                                                                            12                  Foundation Standards
                                  Performance Element: Acquire self-development skills to enhance
                     B            relationships and improve efficiency in the work environment.                                     1                                                                                                                                                 12                  Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                         47
                                                                                                                   Functions of Marketing




                                                                                                                                                                                                   Marketing Information




                                                                                                                                                                                                                                                                                         Career Development
                                                                                                                                                                  Customer Relations




                                                                                                                                                                                                                                                                      Entrepreneurship
                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


                                                                                                                                                                                                                                              Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                   Distribution
                                                                                                                                                                                       Promotion
                                                                                                                                            Economics




                                                                                                                                                                                                                                                           Finacial
                                                                                                                                                        Selling
                                                 SERVICES
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         2        Demonstrate systematic behavior                                                                                                                                                                                                                         12                  Foundation Standards
                         3        Set personal goals                                                                                    1                                                                                                                                                                     Foundation Standards
                         4        Use feedback for personal growth                                                                                                                                                                                                                        12                  Foundation Standards


                    C             Performance Element: Develop personal traits to foster career advancement.                                                                                                                                                                              12                  Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Identify desirable personality traits important to business                                                                                                                                                                                             12                  Foundation Standards
                         2        Exhibit a positive attitude                                                                                                                                                                                                                             12                  Foundation Standards
                         3        Exhibit self-confidence                                                                                                                                                                                                                                 12                  Foundation Standards
                         4        Demonstrate interest and enthusiasm                                                                                                                                                                                                                     12                  Foundation Standards
                         5        Demonstrate initiative                                                                                                                                                                                                                                  12                  Foundation Standards
                         6        Foster positive working relationships                                                                                                                                                                                                                   12                  Foundation Standards
                                  Performance Element: Participate in career-planning to enhance job-success
                    D             potential.                                                                                                                                                                                                                                              12                  Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Assess personal interests and skills needed for success in business                                                                                                                                                                                     12                  Foundation Standards
                         2        Analyze employer expectations in the business environment                                                                                                                                                                                               12                  Foundation Standards
                         3        Explain the rights of workers                                                                                                                                                                                                                           12                  Foundation Standards
                         4        Identify sources of career information                                                                                                                                                                                                                  12                  Foundation Standards
                         5        Identify tentative occupational interest                                                                                                                                                                                                                12                  Foundation Standards
                         6        Explain employment opportunities in business                                                                                                                                                                                                            12                  Foundation Standards


                    E             Performance Element: Implement job-seeking skills to obtain employment.                                                                                                                                                                                 12                  Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Utilize job-search strategies                                                                                                                                                                                                                           12                  Foundation Standards
                         2        Complete a job application                                                                                                                                                                                                                              12                  Foundation Standards
                         3        Interview for a job                                                                                                                                                                                                                                     12                  Foundation Standards
                         4        Write a follow-up letter after job interviews                                                                                                                                                                                                           12                  Foundation Standards
                         5        Write a letter of application                                                                                                                                                                                                                           12                  Foundation Standards
                         6        Prepare a résumé                                                                                                                                                                                                                                        12                  Foundation Standards
                         7        Use networking techniques to identify employment opportunities                                                                                                                                                                                          12                  Foundation Standards
                                  Performance Element: Utilize career-advancement activities to enhance
                    F             professional development.                                                                                                                                                                                                                               12                  Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                                  Describe techniques for obtaining work experience (e.g., volunteer activities,
                         1        internships)                                                                                                                                                                                                                                            12                  Foundation Standards
                         2        Explain the need for ongoing education as a worker                                                                                                                                                                                                      12                  Foundation Standards
                         3        Explain possible advancement patterns for jobs                                                                                                                                                                                                          12                  Foundation Standards
                         4        Identify skills needed to enhance career progression                                                                                                                                                                                                    12                  Foundation Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                             48
                                                                                                                   Functions of Marketing




                                                                                                                                                                                                   Marketing Information




                                                                                                                                                                                                                                                                                         Career Development
                                                                                                                                                                  Customer Relations




                                                                                                                                                                                                                                                                      Entrepreneurship
                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


                                                                                                                                                                                                                                              Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                   Distribution
                                                                                                                                                                                       Promotion
                                                                                                                                            Economics




                                                                                                                                                                                                                                                           Finacial
                                                                                                                                                        Selling
                                                 SERVICES
                                  Utilize resources that can contribute to professional development (e.g., trade
                                  journals/periodicals, professional/trade associations, classes/seminars, trade
                         5        shows, and mentors)                                                                                                                                                                                                                                     12                  Foundation Standards


                    G             Performance Element: Implement teamwork techniques to accomplish goals.                                                                                                                                                                                 12                  Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Participate as a team member                                                                                                                                                                                                                            12                  Foundation Standards
                         2        Use consensus-building skills                                                                                                                                                                                                                           12                  Foundation Standards
                         3        Encourage team building                                                                                                                                                                                                                                 12                  Foundation Standards
                         4        Motivate team members                                                                                                                                                                                                                                   12                  Foundation Standards
                                  Performance Element: Employ leadership skills to achieve workplace
                    H             objectives.                                                                                                                                                                                                                         11 12                                   Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Explain the concept of leadership                                                                                                                                                                                                                       12                  Foundation Standards
                         2        Determine personal vision                                                                                                                                                                                                                               12                  Foundation Standards
                         3        Demonstrate adaptability                                                                                                                                                                                                                                12                  Foundation Standards
                         4        Develop an achievement orientation                                                                                                                                                                                                                      12                  Foundation Standards
                         5        Lead change                                                                                                                                                                                                                         11                                      Foundation Standards
                         6        Enlist others in working toward a shared vision                                                                                                                                                                                     11                                      Foundation Standards
                         7        Coach others                                                                                                                                                                                                                        11                                      Foundation Standards
                         8        Recognize/Reward others for their efforts and contributions                                                                                                                                                                         11                                      Foundation Standards
                                  Performance Element: Implement organizational skills to facilitate others’
                     I            work efforts.                                                                                                                                                                                                              10                                               Foundation Standards
                                  Measurement Criteria: 1                                                                                                                                                                                                                                                     Foundation Standards
                         1        Assist employees with prioritizing work responsibilities                                                                                                                                                                   10                                               Foundation Standards
                         2        Delegate work to others                                                                                                                                                                                                    10                                               Foundation Standards


                         3        Coordinate efforts of cross- functional teams to achieve project/company goals                                                                                                                                             10                                               Foundation Standards
                         4        Manage collaborative efforts                                                                                                                                                                                               10                                               Foundation Standards


                         5        Harmonize tasks, projects, and employees in the context of business priorities                                                                                                                                             10                                               Foundation Standards
                                  Performance Element: Staff a business unit to satisfy work demands while
                    J             adhering to budget constraints.                                                                                                                                                                                            10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Determine hiring needs                                                                                                                                                                                                     10                                               Foundation Standards
                         2        Screen job applications/résumés                                                                                                                                                                                            10                                               Foundation Standards
                         3        Interview job applicants                                                                                                                                                                                                   10                                               Foundation Standards
                         4        Discuss employee compensation                                                                                                                                                                                              10                                               Foundation Standards
                         5        Select and hire new employees                                                                                                                                                                                              10                                               Foundation Standards
                         6        Conduct exit interviews                                                                                                                                                                                                    10                                               Foundation Standards
                         7        Dismiss/Fire employees                                                                                                                                                                                                     10                                               Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                             49
                                                                                                                   Functions of Marketing




                                                                                                                                                                                                   Marketing Information




                                                                                                                                                                                                                                                                                         Career Development
                                                                                                                                                                  Customer Relations




                                                                                                                                                                                                                                                                      Entrepreneurship
                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


                                                                                                                                                                                                                                              Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                   Distribution
                                                                                                                                                                                       Promotion
                                                                                                                                            Economics




                                                                                                                                                                                                                                                           Finacial
                                                                                                                                                        Selling
                                                 SERVICES
                         8        Maintain human resource records                                                                                                                                                                                            10                                               Foundation Standards
                                  Performance Element: Manage staff growth and development to increase
                    K             productivity and employee satisfaction.                                                                                                                                                                                    10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Orient new employees                                                                                                                                                                                                       10                                               Foundation Standards
                         2        Orient new employees (management's role                                                                                                                                                                                    10                                               Foundation Standards
                         3        Explain the role of training and human resource development                                                                                                                                                                10                                               Foundation Standards
                         4        Explain the nature of management/supervisory training                                                                                                                                                                      10                                               Foundation Standards
                         5        Coach employees                                                                                                                                                                                                            10                                               Foundation Standards
                         6        Recognize/Reward employees                                                                                                                                                                                                 10                                               Foundation Standards
                         7        Maintain ongoing discussion of compensation issues                                                                                                                                                                         10                                               Foundation Standards
                         8        Train staff                                                                                                                                                                                                                10                                               Foundation Standards
                         9        Supervise staff                                                                                                                                                                                                            10                                               Foundation Standards
                        10        Assess employee performance                                                                                                                                                                                                10                                               Foundation Standards
                        11        Ensure equitable opportunities for employees                                                                                                                                                                               10                                               Foundation Standards
                                  Performance Element: Manage internal and external business relationships to
                    L             foster positive interactions.                                                                                                                                                                                              10                                               Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Maintain collaborative partnerships with colleagues                                                                                                                                                                        10                                               Foundation Standards
                         2        Explain the impact of political relationships within an organization                                                                                                                                                       10                                               Foundation Standards
                         3        Explain the nature of organizational culture                                                                                                                                                                               10                                               Foundation Standards
                                  Applies problem-solving and critical-thinking skills to help grow the business
                         4        and/or to resolve workplace conflict                                                                                                                                                                                       10                                               Foundation Standards
                                  Performance Element: Utilize critical-thinking skills to determine best
                    M             options/outcomes.                                                                                                                                                                                                                   11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Explain the need for innovation skills                                                                                                                                                                                              11                                      Foundation Standards
                         2        Make decisions                                                                                                                                                                                                                      11                                      Foundation Standards
                         3        Demonstrate problem-solving skills                                                                                                                                                                                                  11                                      Foundation Standards
                         4        Demonstrate appropriate creativity                                                                                                                                                                                                  11                                      Foundation Standards
                         5        Use time-management skills                                                                                                                                                                                                          11                                      Foundation Standards
                                  Performance Element: Identify with others’ feelings, needs, and concerns to
                    N             enhance interpersonal relations.                                                                                                                                                                                                    11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Show empathy for others                                                                                                                                                                                                             11                                      Foundation Standards
                         2        Exhibit cultural sensitivity                                                                                                                                                                                                        11                                      Foundation Standards
                                  Performance Element: Manage stressful situations to minimize negative
                    O             workplace interactions.                                                                                                                                                                                                             11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Explain the use of feedback for personal growth                                                                                                                                                                                     11                                      Foundation Standards
                         2        Adjust to change                                                                                                                                                                                                                    11                                      Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                             50
                                                                                                               Functions of Marketing




                                                                                                                                                                                               Marketing Information




                                                                                                                                                                                                                                                                                     Career Development
                                                                                                                                                              Customer Relations




                                                                                                                                                                                                                                                                  Entrepreneurship
                                                                                                                                                                                                                       Product Planning
                                                                                                                                                                                               Management


                                                                                                                                                                                                                                          Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                               Distribution
                                                                                                                                                                                   Promotion
                                                                                                                                        Economics




                                                                                                                                                                                                                                                       Finacial
                                                                                                                                                    Selling
                                                 SERVICES
                         3        Adjust work practices to respond to client needs                                                                                                                                                                                11                                      Foundation Standards
                         4        Explain the nature of organizational change                                                                                                                                                                                     11                                      Foundation Standards
                         5        Explain the nature of stress management                                                                                                                                                                                         11                                      Foundation Standards
                                  Performance Element: Deal with conflict to minimize disruptions in the
                    P             workplace.                                                                                                                                                                                                                      11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Demonstrate self-control                                                                                                                                                                                                        11                                      Foundation Standards
                         2        Use appropriate assertiveness                                                                                                                                                                                                   11                                      Foundation Standards
                         3        Resolve customer complaints                                                                                                                                                                                                     11                                      Foundation Standards
                         4        Use conflict-resolution skills                                                                                                                                                                                                  11                                      Foundation Standards
                                  Performance Element: Resolve conflicts with/for customers to encourage
                    Q             repeat business.                                                                                                                                                              7                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Handle difficult customers                                                                                                                                                    7                                                                                         Foundation Standards
                         2        Handle customer/client complaints                                                                                                                                             7                                                                                         Foundation Standards
                                  Performance Element: Resolve staff issues/problems to enhance productivity
                    R             and improve employee relationships.                                                                                                                                           7                                                 11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Handle employee complaints and grievances                                                                                                                                     7                                                                                         Foundation Standards
                         2        Explain the nature of remedial action                                                                                                                                                                                           11                                      Foundation Standards
                         3        Applies technological tools in marketing to expedite workflow                                                                                                                                                                   11                                      Foundation Standards
                                  Performance Element: Utilize information-technology tools to manage and
                    S             perform work responsibilities.                                                                    1                                   4                                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Identify ways that technology impacts business                                                                                        4                                                                                                                                 Foundation Standards
                         2        Explain the role of information systems                                                                                               4                                                                                                                                 Foundation Standards
                         3        Discuss principles of computer systems                                                                                                4                                                                                                                                 Foundation Standards
                         4        Use basic operating systems                                                                                                           4                                                                                                                                 Foundation Standards
                         5        Describe the scope of the Internet                                                                                                    4                                                                                                                                 Foundation Standards
                         6        Demonstrate basic e- mail functions                                                                                                   4                                                                                                                                 Foundation Standards


                         7        Demonstrate personal information management/ productivity applications                                                                4                                                                                                                                 Foundation Standards
                         8        Demonstrate basic web-search skills                                                                                                   4                                                                                                                                 Foundation Standards
                         9        Demonstrate basic word processing skills                                                                                              4                                                                                                                                 Foundation Standards
                        10        Demonstrate basic presentation applications                                                                                           4                                                                                                                                 Foundation Standards
                        11        Demonstrate basic database applications                                                                                               4                                                                                                                                 Foundation Standards
                        12        Demonstrate basic spreadsheet applications                                                                                            4                                                                                                                                 Foundation Standards
                        13        Use an integrated business software application package                                                                               4                                                                                                                                 Foundation Standards
                        14        Demonstrate collaborative/groupware applications                                                                                      4                                                                                                                                 Foundation Standards
                        15        Create and post basic web page                                                                                                        4                                                                                                                                 Foundation Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                         51
                                                                                                                  Functions of Marketing




                                                                                                                                                                                                  Marketing Information




                                                                                                                                                                                                                                                                                        Career Development
                                                                                                                                                                 Customer Relations




                                                                                                                                                                                                                                                                     Entrepreneurship
                                                                                                                                                                                                                          Product Planning
                                                                                                                                                                                                  Management


                                                                                                                                                                                                                                             Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                  Distribution
                                                                                                                                                                                      Promotion
                                                                                                                                           Economics




                                                                                                                                                                                                                                                          Finacial
                                                                                                                                                       Selling
                                                 SERVICES
                                  Implements safety, health, and environmental controls to enhance productivity
                        16        in marketing                                                                                         1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Adhere to health and safety regulations to support a
                    T             safe work environment.                                                                                                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe health and safety regulations in business                                                   1                                                                                                                                                                     Foundation Standards
                         2        Report noncompliance with business health and safety regulations                                     1                                                                                                                                                                     Foundation Standards
                    U             Performance Element: Implement safety procedures to minimize loss.                                   1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Follow instructions for use of equipment, tools, and machinery                                       1                                                                                                                                                                     Foundation Standards
                         2        Follow safety precautions                                                                            1                                                                                                                                                                     Foundation Standards
                         3        Maintain a safe work environment                                                                     1                                                                                                                                                                     Foundation Standards
                         4        Explain procedures for handling accidents                                                            1                                                                                                                                                                     Foundation Standards
                         5        Handle and report emergency situations                                                               1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Determine needed safety policies/procedures to
                    V             protect employees.                                                                                   1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Identify potential safety issues                                                                     1                                                                                                                                                                     Foundation Standards
                         2        Establish safety policies and procedures                                                             1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Implement security policies/procedures to minimize
                    W             chance for loss.                                                                                     1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain routine security precautions                                                                 1                                                                                                                                                                     Foundation Standards
                         2        Follow established security procedures/policies                                                      1                                                                                                                                                                     Foundation Standards
                         3        Protect company information and intangibles                                                          1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Develop policies/procedures to protect workplace
                    X             security.                                                                                            1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Identify potential security issues                                                                   1                                                                                                                                                                     Foundation Standards
                         2        Establish policies to protect company information and intangibles                                    1                                                                                                                                                                     Foundation Standards
                         3        Establish policies to maintain a non-hostile work environment                                        1                                                                                                                                                                     Foundation Standards
                                  Establish policies and procedures to maintain physical security of the work
                         4        environment                                                                                          1                                                                                                                                                                     Foundation Standards
                                  Solves mathematical problems to obtain information for decision making in
                         5        marketing                                                                                            1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Employ numbers and operations to understand and
                    Y             solve mathematical problems in marketing.                                                            1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Recognize relationships among numbers                                                                1                                                                                                                                                                     Foundation Standards
                         2        Employ mathematical operations                                                                       1                                                                                                                                                                     Foundation Standards
                         3        Perform computations successfully                                                                    1                                                                                                                                                                     Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            52
                                                                                                                 Functions of Marketing




                                                                                                                                                                                                 Marketing Information




                                                                                                                                                                                                                                                                                       Career Development
                                                                                                                                                                Customer Relations




                                                                                                                                                                                                                                                                    Entrepreneurship
                                                                                                                                                                                                                         Product Planning
                                                                                                                                                                                                 Management


                                                                                                                                                                                                                                            Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                 Distribution
                                                                                                                                                                                     Promotion
                                                                                                                                          Economics




                                                                                                                                                                                                                                                         Finacial
                                                                                                                                                      Selling
                                                 SERVICES
                         4        Predict reasonable estimations                                                                      1                                                                                                                                                                     Foundation Standards


                    Z             Performance Element: Apply algebraic skills to make business decisions.                             1        2           3              4               5          6            7               8              9         10 11 12                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Recognize patterns and mathematical relations                                                                2                                                                                                                                                            Foundation Standards


                         2        Use algebraic symbols to represent, solve, and analyze mathematical problems                        1        2           3              4               5          6            7               8              9         10 11 12                                         Foundation Standards
                         3        Create mathematical models from real- life situations                                                        2                                                                                                                                                            Foundation Standards
                         4        Represent changes in quantities mathematically                                                               2                                                                                                                                                            Foundation Standards
                         5        Determine rate of change mathematically                                                                      2                                                                                                                                                            Foundation Standards
                         6        Interpret graphical and numerical data                                                                       2                                                                                                                                                            Foundation Standards
                                  Performance Element: Employ measurement skills to make business
                    AA            decisions.                                                                                          1        2           3              4               5          6            7               8              9         10 11 12                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Recognize measurable attributes of objects                                                          1        2           3              4               5          6            7               8              9         10 11 12                                         Foundation Standards
                         2        Take measurements correctly                                                                                  2                                                                                                                                                            Foundation Standards


                    AB            Performance Element: Perform data analysis to make business decisions.                                                   3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Formulate questions effectively                                                                                          3                                                                                                                                                Foundation Standards
                         2        Collect relevant data                                                                                                    3                                                                                                                                                Foundation Standards
                         3        Organize useful data                                                                                                     3                                                                                                                                                Foundation Standards
                         4        Answer questions appropriately                                                                                           3                                                                                                                                                Foundation Standards
                         5        Employ appropriate statistical methods in data analysis                                                                  3                                                                                                                                                Foundation Standards
                         6        Develop and evaluate inferences and predictions                                                                          3                                                                                                                                                Foundation Standards
                         7        Apply basic concepts of probability                                                                                      3                                                                                                                                                Foundation Standards
                                  Performance Element: Implement problem-solving techniques to evaluate
                    AC            the accuracy of mathematical responses.                                                                                  3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Identify problem-solving techniques                                                                                      3                                                                                                                                                Foundation Standards
                         2        Apply a variety of problem-solving strategies                                                                            3                                                                                                                                                Foundation Standards
                         3        Adjust problem-solving strategies, when needed                                                                           3                                                                                                                                                Foundation Standards
                                  Understands the economic principles and concepts fundamental to business
               IV                 operations                                                                                          1        2                                                                  7                              9                                                          Foundation Standards
                                  Performance Element: Understand fundamental economic concepts to obtain
                    A             a foundation for employment in business.                                                                     2                                                                                                                                                            Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Distinguish between economic goods and services                                                              2                                                                                                                                                            Foundation Standards
                         2        Explain the concept of economic resources                                                                    2                                                                                                                                                            Foundation Standards
                         3        Describe the concepts of economics and economic activities                                                   2                                                                                                                                                            Foundation Standards
                         4        Determine economic utilities created by business activities                                                  2                                                                                                                                                            Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                           53
                                                                                                             Functions of Marketing




                                                                                                                                                                                             Marketing Information




                                                                                                                                                                                                                                                                                   Career Development
                                                                                                                                                            Customer Relations




                                                                                                                                                                                                                                                                Entrepreneurship
                                                                                                                                                                                                                     Product Planning
                                                                                                                                                                                             Management


                                                                                                                                                                                                                                        Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                             Distribution
                                                                                                                                                                                 Promotion
                                                                                                                                      Economics




                                                                                                                                                                                                                                                     Finacial
                                                                                                                                                  Selling
                                                 SERVICES
                         5        Explain the principles of supply and demand                                                              2                                                                                                                                                            Foundation Standards
                         6        Describe the functions of prices in markets                                                              2                                                                                                                                                            Foundation Standards
                                  Performance Element: Understand the nature of business to show its
                    B             contributions to society.                                                                       1        2                                                                                                                                                            Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                 Foundation Standards
                         1        Explain the role of business in society                                                                  2                                                                                                                                                            Foundation Standards
                         2        Describe types of business activities                                                           1                                                                                                                                                                     Foundation Standards
                         3        Explain the organizational design of businesses                                                 1                                                                                                                                                                     Foundation Standards
                         4        Discuss the global environment in which businesses operate                                               2                                                                                                                                                            Foundation Standards
                         5        Describe factors that affect the business environment                                           1                                                                                                                                                                     Foundation Standards
                         6        Explain how organizations adapt to today’s markets                                              1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Understand economic systems to be able to recognize
                    C             the environments in which businesses function.                                                           2                                                                                                                                                            Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                 Foundation Standards
                         1        Explain the types of economic systems                                                                    2                                                                                                                                                            Foundation Standards
                         2        Explain the concept of private enterprise                                                                2                                                                                                                                                            Foundation Standards
                         3        Identify factors affecting a business’s profit                                                           2                                                                                                                                                            Foundation Standards
                         4        Determine factors affecting business risk                                                                2                                                                                                                                                            Foundation Standards
                         5        Explain the concept of competition                                                                       2                                                                                                                                                            Foundation Standards
                         6        Describe market structures                                                                               2                                                                                                                                                            Foundation Standards


                                  Performance Element: Acquire knowledge of the impact of government on
                    D             business activities to make informed economic decisions.                                                 2                                                                                                 9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                 Foundation Standards
                         1        Determine the relationship between government and business                                               2                                                                                                                                                            Foundation Standards
                         2        Describe the nature of taxes                                                                             2                                                                                                                                                            Foundation Standards
                         3        Discuss the nature of monetary policy                                                                    2                                                                                                                                                            Foundation Standards
                         4        Discuss the supply and demand for money                                                                  2                                                                                                                                                            Foundation Standards
                         5        Explain the role of the Federal Reserve System                                                           2                                                                                                                                                            Foundation Standards
                         6        Explain the concept of fiscal policies                                                                                                                                                                     9                                                          Foundation Standards
                         7        Describe the effects of fiscal and monetary policies                                                     2                                                                                                                                                            Foundation Standards
                                  Performance Element: Analyze cost/profit relationships to guide business
                    E             decision-making.                                                                                         2                                                                                                                                                            Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                 Foundation Standards
                         1        Explain the concept of productivity                                                                      2                                                                                                                                                            Foundation Standards
                         2        Analyze impact of specialization/division of labor on productivity                                       2                                                                                                                                                            Foundation Standards
                         3        Explain the concept of organized labor and business                                                      2                                                                                                                                                            Foundation Standards
                         4        Explain the impact of the law of diminishing returns                                                     2                                                                                                                                                            Foundation Standards
                         5        Describe the concept of economies of scale                                                               2                                                                                                                                                            Foundation Standards
                                  Performance Element: Understand economic indicators to recognize
                    F             economic trends and conditions.                                                                          2                                                                                                                                                            Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                       54
                                                                                                                  Functions of Marketing




                                                                                                                                                                                                  Marketing Information




                                                                                                                                                                                                                                                                                        Career Development
                                                                                                                                                                 Customer Relations




                                                                                                                                                                                                                                                                     Entrepreneurship
                                                                                                                                                                                                                          Product Planning
                                                                                                                                                                                                  Management


                                                                                                                                                                                                                                             Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                  Distribution
                                                                                                                                                                                      Promotion
                                                                                                                                           Economics




                                                                                                                                                                                                                                                          Finacial
                                                                                                                                                       Selling
                                                 SERVICES
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe the concept of price stability as an economic measure                                                2                                                                                                                                                            Foundation Standards
                         2        Discuss the measure of consumer spending as an economic indicator                                             2                                                                                                                                                            Foundation Standards
                         3        Discuss the impact of a nation’s unemployment rates                                                           2                                                                                                                                                            Foundation Standards
                         4        Explain the concept of Gross Domestic Product                                                                 2                                                                                                                                                            Foundation Standards
                         5        Describe the economic impact of inflation on business                                                         2                                                                                                                                                            Foundation Standards
                         6        Explain unemployment and inflation tradeoffs                                                                  2                                                                                                                                                            Foundation Standards
                         7        Explain the economic impact of interest-rate fluctuations                                                     2                                                                                                                                                            Foundation Standards
                         8        Determine the impact of business cycles on business activities                                                2                                                                                                                                                            Foundation Standards
                                  Performance Element: Determine global trade’s impact on business decision
                    G             making.                                                                                                       2                                                                                                                                                            Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the nature of global trade                                                                            2                                                                                                                                                            Foundation Standards
                                  Describe the determinants of exchange rates and their effects on the domestic
                         2        economy                                                                                                       2                                                                                                                                                            Foundation Standards
                         3        Discuss the impact of cultural and social environments on global trade                                        2                                                                                                                                                            Foundation Standards
                         4        Explain labor issues associated with global trade                                                             2                                                                                                                                                            Foundation Standards
                                  Integrates sociological knowledge of group behavior to understand customer
                         5        decision-making                                                                                               2                                                                                                                                                            Foundation Standards
                                  Performance Element: Employ sociological knowledge to facilitate marketing
                    H             activities.                                                                                                                                                                      7                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Analyze and interpret complex societal issues, events, and problems                                                                                                              7                                                                                         Foundation Standards
                         2        Analyze researched information and statistics                                                                                                                                    7                                                                                         Foundation Standards
                         3        Reach reasoned conclusions                                                                                                                                                       7                                                                                         Foundation Standards
                         4        Examine social beliefs, influences, and behavior                                                                                                                                 7                                                                                         Foundation Standards
                         5        Analyze group dynamics                                                                                                                                                           7                                                                                         Foundation Standards
                         6        Assess human behavior                                                                                                                                                            7                                                                                         Foundation Standards
                         7        Integrates psychological knowledge to understand customer motivation                                                                                                             7                                                                                         Foundation Standards
                                  Performance Element: Apply psychological knowledge to facilitate marketing
                     I            activities.                                                                                                                                                                      7                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Recognize factors influencing perception                                                                                                                                         7                                                                                         Foundation Standards
                         2        Identify sources of attitude formation                                                                                                                                           7                                                                                         Foundation Standards
                         3        Assess methods used to evaluate attitudes                                                                                                                                        7                                                                                         Foundation Standards
                         4        Identify basic social and cultural strata                                                                                                                                        7                                                                                         Foundation Standards
                         5        Determine behavioral effects of social and cultural strata                                                                                                                       7                                                                                         Foundation Standards
                         6        Analyze effects of others on individual behavior                                                                                                                                 7                                                                                         Foundation Standards
                         7        Predict likelihood of conformity and obedience                                                                                                                                   7                                                                                         Foundation Standards
                         8        Determine significance of aggression                                                                                                                                             7                                                                                         Foundation Standards
                         9        Recognize factors affecting personality                                                                                                                                          7                                                                                         Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            55
                                                                                                                Functions of Marketing




                                                                                                                                                                                                Marketing Information




                                                                                                                                                                                                                                                                                      Career Development
                                                                                                                                                               Customer Relations




                                                                                                                                                                                                                                                                   Entrepreneurship
                                                                                                                                                                                                                        Product Planning
                                                                                                                                                                                                Management


                                                                                                                                                                                                                                           Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                Distribution
                                                                                                                                                                                    Promotion
                                                                                                                                         Economics




                                                                                                                                                                                                                                                        Finacial
                                                                                                                                                     Selling
                                                 SERVICES
                        10        Evaluate the nature of change over a lifetime                                                                                                                                  7                                                                                         Foundation Standards
                        11        Identify sources of stress                                                                                                                                                     7                                                                                         Foundation Standards
                        12        Detail reactions to stress                                                                                                                                                     7                                                                                         Foundation Standards
                        13        Employ strategies for dealing with stress                                                                                                                                      7                                                                                         Foundation Standards
                        14        Investigate factors affecting motivation                                                                                                                                       7                                                                                         Foundation Standards
                        15        Analyze cues to basic drives/motives                                                                                                                                           7                                                                                         Foundation Standards
                        16        Analyze the development of motives                                                                                                                                             7                                                                                         Foundation Standards
                                  Understands the concepts, processes, and skills associated with identifying
                                  new ideas, opportunities, and methods and with creating or starting a new
               V                  project or venture                                                                                 1                                                                                                          9                                                          Foundation Standards
                                  Performance Element: Employ entrepreneurial discovery strategies to
                    A             generate feasible ideas for business ventures.                                                     1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain the need for entrepreneurial discovery                                                     1                                                                                                                                                                     Foundation Standards
                         2        Discuss entrepreneurial discovery processes                                                        1                                                                                                                                                                     Foundation Standards
                         3        Assess global trends and opportunities                                                             1                                                                                                                                                                     Foundation Standards
                         4        Determine opportunities for venture creation                                                       1                                                                                                                                                                     Foundation Standards
                         5        Assess opportunities for venture creation                                                          1                                                                                                                                                                     Foundation Standards
                         6        Describe idea-generation methods                                                                   1                                                                                                                                                                     Foundation Standards
                         7        Generate venture ideas                                                                             1                                                                                                                                                                     Foundation Standards
                         8        Determine feasibility of venture ideas                                                             1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Develop concept for new business venture to evaluate
                    B             its success potential.                                                                             1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Describe entrepreneurial planning considerations                                                   1                                                                                                                                                                     Foundation Standards
                         2        Explain tools used by entrepreneurs for venture planning                                           1                                                                                                                                                                     Foundation Standards
                         3        Assess start-up requirements                                                                       1                                                                                                                                                                     Foundation Standards
                         4        Assess risks associated with venture                                                               1                                                                                                                                                                     Foundation Standards
                                  Describe external resources useful to entrepreneurs during concept
                         5        development                                                                                        1                                                                                                                                                                     Foundation Standards
                         6        Assess the need to use external resources for concept development                                  1                                                                                                                                                                     Foundation Standards
                         7        Describe strategies to protect intellectual property                                               1                                                                                                                                                                     Foundation Standards
                         8        Use components of business plan to define venture idea                                             1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Determine needed resources for a new business
                    C             venture to contribute to its start- up viability.                                                  1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                                  Describe processes used to acquire adequate financial resources for venture
                         1        creation/start-up                                                                                  1                                                                                                                                                                     Foundation Standards
                         2        Select sources to finance venture creation/startup                                                 1                                                                                                                                                                     Foundation Standards


                         3        Explain factors to consider in determining a venture’s human-resource needs                        1                                                                                                                                                                     Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                          56
                                                                                                                      Functions of Marketing




                                                                                                                                                                                                      Marketing Information




                                                                                                                                                                                                                                                                                            Career Development
                                                                                                                                                                     Customer Relations




                                                                                                                                                                                                                                                                         Entrepreneurship
                                                                                                                                                                                                                              Product Planning
                                                                                                                                                                                                      Management


                                                                                                                                                                                                                                                 Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                      Distribution
                                                                                                                                                                                          Promotion
                                                                                                                                               Economics




                                                                                                                                                                                                                                                              Finacial
                                                                                                                                                           Selling
                                                 SERVICES
                         4        Explain considerations in making the decision to hire staff                                              1                                                                                                                                                                     Foundation Standards
                         5        Describe considerations in selecting capital resources                                                   1                                                                                                                                                                     Foundation Standards
                         6        Identify capital resources needed for the venture                                                        1                                                                                                                                                                     Foundation Standards
                         7        Assess the costs/benefits associated with resources                                                      1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Actualize new business venture to generate profit
                    D             and/or meet objectives.                                                                                  1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Foundation Standards
                         1        Use external resources to supplement entrepreneur’s expertise                                            1                                                                                                                                                                     Foundation Standards
                         2        Explain the complexity of business operations                                                            1                                                                                                                                                                     Foundation Standards
                         3        Evaluate risk-taking opportunities                                                                       1                                                                                                                                                                     Foundation Standards
                         4        Explain the need for business systems and procedures                                                     1                                                                                                                                                                     Foundation Standards
                         5        Describe the use of operating procedures                                                                 1                                                                                                                                                                     Foundation Standards
                         6        Explain methods/processes for organizing workflow                                                        1                                                                                                                                                                     Foundation Standards
                         7        Develop and/or provide product/service                                                                   1                                                                                                                                                                     Foundation Standards
                         8        Use creative problem solving in business activities/decisions                                            1                                                                                                                                                                     Foundation Standards
                         9        Explain the impact of resource productivity on venture success                                           1                                                                                                                                                                     Foundation Standards
                        10        Create processes for ongoing opportunity recognition                                                     1                                                                                                                                                                     Foundation Standards
                                  Develop plan to invest resources into improving current products or creating
                        11        new ones                                                                                                 1                                                                                                                                                                     Foundation Standards
                        12        Adapt to changes in business environment                                                                 1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Select harvesting strategies to identify entrepreneur’s
                    E             role in the business venture.                                                                            1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Foundation Standards
                         1        Explain the need for continuation planning                                                               1                                                                                                                                                                     Foundation Standards
                         2        Describe methods of venture harvesting                                                                   1                                                                                                                                                                     Foundation Standards
                         3        Evaluate options for continued venture involvement                                                       1                                                                                                                                                                     Foundation Standards
                         4        Develop exit strategies                                                                                  1                                                                                                                                                                     Foundation Standards
                                  Analyzes accounting systems to examine their contribution to the fiscal stability
                         5        of businesses                                                                                            1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Acquire a foundational knowledge of accounting to
                    F             understand its nature and scope.                                                                                                                                                                                    9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                          Foundation Standards
                         1        Explain the concept of accounting                                                                                                                                                                                   9                                                          Foundation Standards
                         2        Explain the need for accounting standards (GAAP)                                                                                                                                                                    9                                                          Foundation Standards
                         3        Discuss the role of ethics in accounting                                                                                                                                                                            9                                                          Foundation Standards
                         4        Explain the use of technology in accounting                                                                                                                                                                         9                                                          Foundation Standards
                         5        Explain legal considerations for accounting financial stats                                                                                                                                                         9                                                          Foundation Standards
                                  Performance Element: Implement accounting procedures to track money
                    G             flow and to determine financial status.                                                                                                                                                                             9                                                          Foundation Standards
                         1        Describe the nature of cash flow statements                                                                                                                                                                         9                                                          Foundation Standards
                         2        Prepare cash flow statements                                                                                                                                                                                        9                                                          Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                                57
                                                                                                                Functions of Marketing




                                                                                                                                                                                                Marketing Information




                                                                                                                                                                                                                                                                                      Career Development
                                                                                                                                                               Customer Relations




                                                                                                                                                                                                                                                                   Entrepreneurship
                                                                                                                                                                                                                        Product Planning
                                                                                                                                                                                                Management


                                                                                                                                                                                                                                           Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                Distribution
                                                                                                                                                                                    Promotion
                                                                                                                                         Economics




                                                                                                                                                                                                                                                        Finacial
                                                                                                                                                     Selling
                                                 SERVICES
                         3        Explain the nature of balance sheets                                                                                                                                                                          9                                                          Foundation Standards
                         4        Describe the nature of income statements                                                                                                                                                                      9                                                          Foundation Standards
                                  Understands tools, strategies, and systems used to maintain, monitor,
               VI                 control, and plan the use of financial resources                                                                                                                                                              9                                                          Foundation Standards
                                  Performance Element: Acquire a foundational knowledge of finance to
                     A            understand its nature and scope.                                                                                                                                                                              9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain the role of finance in business                                                                                                                                                                       9                                                          Foundation Standards
                         2        Discuss the role of ethics in finance                                                                                                                                                                         9                                                          Foundation Standards
                         3        Explain legal considerations for finance                                                                                                                                                                      9                                                          Foundation Standards
                                  Understands the tools techniques, and systems that businesses use to plan,
              VII                 staff, lead, and organize its human resources                                                                                                                                                                 9                                                          Foundation Standards


                                  Performance Element: Understand the role and function of human resources
                     A            management to obtain a foundational knowledge of its nature and scope.                                                                                                                                        9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Discuss the nature of human resources management                                                                                                                                                              9                                                          Foundation Standards
                         2        Explain the role of ethics in human resources management                                                                                                                                                      9                                                          Foundation Standards
                         3        Describe the use of technology in human resources management                                                                                                                                                  9                                                          Foundation Standards
                                  Understands the tools, techniques, and systems that businesses use to
                                  create, communicate, and deliver value to customers and to manage
                                  customer relationships in ways that benefit the organization and its
              VIII                stakeholders                                                                                                                                                                                                  9                                                          Foundation Standards
                                  Performance Element: Understand marketing’s role and function in business
                     A            to facilitate economic exchanges with customers.                                                                                                                                                              9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain marketing and its importance in a global economy                                                                                                                                                      9                                                          Foundation Standards
                         2        Describe marketing functions and related activities                                                                                                                                                           9                                                          Foundation Standards
                                  Performance Element: Acquire foundational knowledge of
                                  customer/client/business behavior to understand what motivates decision-
                     B            making.                                                                                                                                                                        7                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain customer/client/business buying behavior                                                                                                                               7                                                                                         Foundation Standards


                         2        Discuss actions employees can take to achieve the company’s desired results                                                                                                    7                                                                                         Foundation Standards
                                  Demonstrate connections between company actions and results (e.g.,
                         3        influencing consumer buying behavior, gaining market share, etc.                                                                                                               7                                                                                         Foundation Standards


                                  Performance Element: Understand company’s unique selling proposition to
                     C            recognize what sets the company apart from its competitors.                                                                                                                    7                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                          58
                                                                                                                  Functions of Marketing




                                                                                                                                                                                                  Marketing Information




                                                                                                                                                                                                                                                                                        Career Development
                                                                                                                                                                 Customer Relations




                                                                                                                                                                                                                                                                     Entrepreneurship
                                                                                                                                                                                                                          Product Planning
                                                                                                                                                                                                  Management


                                                                                                                                                                                                                                             Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                  Distribution
                                                                                                                                                                                      Promotion
                                                                                                                                           Economics




                                                                                                                                                                                                                                                          Finacial
                                                                                                                                                       Selling
                                                 SERVICES
                         1        Identify company’s unique selling proposition                                                                                                                                    7                                                                                         Foundation Standards
                         2        Identify internal and external service standards                                                                                                                                 7                                                                                         Foundation Standards
                                  Understands the techniques and strategies used to foster positive, ongoing
               IX                 relationships with customers                                                                                                                                        6            7                                                                                         Foundation Standards
                                  Performance Element: Foster positive relationships with customers to
                    A             enhance company image.                                                                                                                                                           7                                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the nature of positive customer relations                                                                                                                                7                                                                                         Foundation Standards
                         2        Demonstrate a customer-service mindset                                                                                                                                           7                                                                                         Foundation Standards
                         3        Explain management’s role in customer relations                                                                                                                                  7                                                                                         Foundation Standards
                                  Performance Element: Reinforce company’s image to exhibit the company’s
                    B             brand promise.                                                                                                                                                      6                                                                                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Identify company’s brand promise                                                                                                                                    6                                                                                                      Foundation Standards
                                  Determine ways of reinforcing the company’s image through employee
                         2        performance                                                                                                                                                         6                                                                                                      Foundation Standards
                                  Performance Element: Understand the nature of customer relationship
                    C             management to show its contributions to a company.                                                                                                                  6                                                                                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Discuss the nature of customer relationship management                                                                                                              6                                                                                                      Foundation Standards
                         2        Explain the role of ethics in customer relationship management                                                                                                      6                                                                                                      Foundation Standards
                         3        Describe the use of technology in customer relationship management                                                                                                  6                                                                                                      Foundation Standards


                                  Understands the processes and systems implemented to monitor, plan, and
               X                  control the day-to-day activities required for continued business functioning                                                                                       6                            8                                 11                                      Foundation Standards
                                  Performance Element: Understand operation’s role and function in business
                    D             to value its contribution to a company.                                                                                                                             6                                                                                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the nature of operations                                                                                                                                    6                                                                                                      Foundation Standards
                         2        Discuss the role of ethics in operations                                                                                                                            6                                                                                                      Foundation Standards
                         3        Describe the use of technology in operations                                                                                                                        6                                                                                                      Foundation Standards
                                  Performance Element: Implement purchasing activities to obtain business
                    E             supplies and equipment.                                                                                                                                                                          8                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the nature and scope of purchasing                                                                                                                                                       8                                                                         Foundation Standards
                         2        Place orders/reorders                                                                                                                                                                            8                                                                         Foundation Standards
                         3        Maintain inventory of supplies                                                                                                                                                                   8                                                                         Foundation Standards
                         4        Manage the bid process in purchasing                                                                                                                                                             8                                                                         Foundation Standards
                         5        Select vendors                                                                                                                                                                                   8                                                                         Foundation Standards
                         6        Evaluate vendor’s performance                                                                                                                                                                    8                                                                         Foundation Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            59
                                                                                                                  Functions of Marketing




                                                                                                                                                                                                  Marketing Information




                                                                                                                                                                                                                                                                                        Career Development
                                                                                                                                                                 Customer Relations




                                                                                                                                                                                                                                                                     Entrepreneurship
                                                                                                                                                                                                                          Product Planning
                                                                                                                                                                                                  Management


                                                                                                                                                                                                                                             Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                  Distribution
                                                                                                                                                                                      Promotion
                                                                                                                                           Economics




                                                                                                                                                                                                                                                          Finacial
                                                                                                                                                       Selling
                                                 SERVICES
                                  Performance Element: Understand production’s role and function in business
                    F             to recognize its need in an organization.                                                                                                                                                                                          11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the concept of production                                                                                                                                                                                                  11                                      Foundation Standards
                         2        Describe production activities                                                                                                                                                                                                     11                                      Foundation Standards
                                  Performance Element: Implement quality-control processes to minimize
                    G             errors and to expedite workflow.                                                                                                                                                                                                   11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Identify quality-control measures                                                                                                                                                                                                  11                                      Foundation Standards
                         2        Utilize quality control methods at work                                                                                                                                                                                            11                                      Foundation Standards
                         3        Describe crucial elements of a quality culture                                                                                                                                                                                     11                                      Foundation Standards
                         4        Describe the role of management in the achievement of quality                                                                                                                                                                      11                                      Foundation Standards
                         5        Establish efficient operating systems                                                                                                                                                                                              11                                      Foundation Standards


                                  Understands tools and strategies used to access, process, maintain, evaluate,
               XI                 and disseminate information to assist business decision-making                                       1        2           3                                                                                     9                  11                                      Foundation Standards
                                  Performance Element: Use information literacy skills to increase workplace
                    A             efficiency and effectiveness.                                                                                                                                                                                                      11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                              11                                      Foundation Standards
                         1        Assess information needs                                                                                                                                                                                                           11                                      Foundation Standards
                         2        Obtain needed information efficiently                                                                                                                                                                                              11                                      Foundation Standards
                         3        Evaluate quality and source of information                                                                                                                                                                                         11                                      Foundation Standards
                         4        Apply information to accomplish a task                                                                                                                                                                                             11                                      Foundation Standards
                         5        Store information for future use                                                                                                                                                                                                   11                                      Foundation Standards
                                  Performance Element: Acquire a foundational knowledge of information
                    B             management to understand its nature and scope.                                                                            3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Discuss the nature of information management                                                                              3                                                                                                                                                Foundation Standards
                         2        Explain the role of ethics in information management                                                                      3                                                                                                                                                Foundation Standards
                         3        Explain legal issues associated with information management                                                               3                                                                                                                                                Foundation Standards
                                  Performance Element: Maintain business records to facilitate business
                    C             operations.                                                                                                               3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe the nature of business records                                                                                   3                                                                                                                                                Foundation Standards
                         2        Maintain customer records                                                                                                 3                                                                                                                                                Foundation Standards
                                  Performance Element: Acquire information to guide business decision-
                    D             making.                                                                                                                   3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe current business trends                                                                                          3                                                                                                                                                Foundation Standards
                         2        Monitor internal records for business information                                                                         3                                                                                                                                                Foundation Standards
                         3        Conduct an environmental scan to obtain business information                                                              3                                                                                                                                                Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            60
                                                                                                                        Functions of Marketing




                                                                                                                                                                                                        Marketing Information




                                                                                                                                                                                                                                                                                              Career Development
                                                                                                                                                                       Customer Relations




                                                                                                                                                                                                                                                                           Entrepreneurship
                                                                                                                                                                                                                                Product Planning
                                                                                                                                                                                                        Management


                                                                                                                                                                                                                                                   Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                        Distribution
                                                                                                                                                                                            Promotion
                                                                                                                                                 Economics




                                                                                                                                                                                                                                                                Finacial
                                                                                                                                                             Selling
                                                 SERVICES
                         4        Interpret statistical findings                                                                                                  3                                                                                                                                                Foundation Standards
                                  Performance Element: Utilize project-management skills to improve
                    E             workflow and minimize costs.                                                                                                    3                                                                                     9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                         1        Explain the nature of project management                                                                                        3                                                                                                                                                Foundation Standards
                         2        Identify resources needed for project                                                                                           3                                                                                                                                                Foundation Standards
                         3        Develop project plan                                                                                                            3                                                                                                                                                Foundation Standards
                         4        Apply project-management tools to monitor project progress                                                                      3                                                                                                                                                Foundation Standards
                         5        Evaluate project results                                                                                                        3                                                                                                                                                Foundation Standards


                         6        Maintains, controls, and plans the use of financial resources to protect solvency                                                                                                                                     9                                                          Foundation Standards
                                  Performance Element: Understand the fundamental principles of money
                    F             needed to make financial exchanges.                                                                                 2                                                                                                 9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                                  Explain forms of financial exchange (cash, credit, debit, electronic funds
                         1        transfer, etc.                                                                                                                                                                                                        9                                                          Foundation Standards
                                  Identify types of currency (paper money, coins, banknotes, government bonds,
                         2        treasury notes, etc.)                                                                                               2                                                                                                                                                            Foundation Standards
                                  Describe functions of money (medium of exchange, unit of measure, store of
                         3        value                                                                                                               2                                                                                                                                                            Foundation Standards
                                  Describe sources of income (wages/salaries, interest, rent, dividends, transfer
                         4        payments, etc.)                                                                                                     2                                                                                                                                                            Foundation Standards
                         5        Explain the time value of money                                                                                     2                                                                                                                                                            Foundation Standards
                         6        Explain the purposes and importance of credit                                                                                                                                                                         9                                                          Foundation Standards
                         7        Explain legal responsibilities associated with financial exchanges                                                                                                                                                    9                                                          Foundation Standards
                                  Performance Element: Analyze financial needs and goals to determine
                    G             financial requirements.                                                                                                                                                                                               9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                                  Explain the nature of financial needs (e.g., college, retirement, wills, insurance,
                         1        etc.                                                                                                                                                                                                                  9                                                          Foundation Standards
                         2        Set financial goals                                                                                                                                                                                                   9                                                          Foundation Standards
                         3        Develop personal budget                                                                                                                                                                                               9                                                          Foundation Standards


                    H             Performance Element: Manage personal finances to achieve financial goals.                                                                                                                                             9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                         1        Explain the nature of tax liabilities                                                                                                                                                                                 9                                                          Foundation Standards
                         2        Interpret a pay stub                                                                                                                                                                                                  9                                                          Foundation Standards
                         3        Read and reconcile bank statements                                                                                                                                                                                    9                                                          Foundation Standards
                         4        Maintain financial records                                                                                                                                                                                            9                                                          Foundation Standards
                         5        Demonstrate the wise use of credit                                                                                                                                                                                    9                                                          Foundation Standards
                         6        Validate credit history                                                                                                                                                                                               9                                                          Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                                  61
                                                                                                                  Functions of Marketing




                                                                                                                                                                                                  Marketing Information




                                                                                                                                                                                                                                                                                        Career Development
                                                                                                                                                                 Customer Relations




                                                                                                                                                                                                                                                                     Entrepreneurship
                                                                                                                                                                                                                          Product Planning
                                                                                                                                                                                                  Management


                                                                                                                                                                                                                                             Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                  Distribution
                                                                                                                                                                                      Promotion
                                                                                                                                           Economics




                                                                                                                                                                                                                                                          Finacial
                                                                                                                                                       Selling
                                                 SERVICES
                         7        Protect against identity theft                                                                                                                                                                                  9                                                          Foundation Standards
                         8        Prepare personal income tax forms (i.e., 1040 EZ                                                                                                                                                                9                                                          Foundation Standards
                                  Performance Element: Understand the use of financial-services providers to
                     I            aid in financial-goal achievement.                                                                                                                                                                              9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe types of financial-services providers                                                                                                                                                                  9                                                          Foundation Standards
                         2        Discuss considerations in selecting a financial services provider                                                                                                                                               9                                                          Foundation Standards
                                  Performance Element: Use investment strategies to ensure financial
                    J             wellbeing.                                                                                                                                                                                                      9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain types of investments                                                                                                                                                                                    9                                                          Foundation Standards
                         2        Explain the nature of capital investment                                                                                                                                                                        9                                                          Foundation Standards
                         3        Establish investment goals and objectives                                                                                                                                                                       9                                                          Foundation Standards
                                  Performance Element: Identify potential business threats and opportunities
                    K             to protect a business’s financial well-being.                                                                                                                                                                                      11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe the concept of insurance                                                                                                                                                                                                  11                                      Foundation Standards
                         2        Obtain insurance coverage                                                                                                                                                                                                          11                                      Foundation Standards
                         3        Settle insurance losses                                                                                                                                                                                                            11                                      Foundation Standards
                         4        Identify speculative business risks                                                                                                                                                                                                11                                      Foundation Standards
                         5        Explain the nature of risk management                                                                                                                                                                                              11                                      Foundation Standards
                                  Performance Element: Implement financial skills to obtain business credit and
                    L             to control its use.                                                                                  1                                                                                                          9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the purposes and importance of obtaining business credit                                     1                                                                                                                                                                     Foundation Standards
                         2        Analyze critical banking relationships                                                                                                                                                                          9                                                          Foundation Standards
                         3        Make critical decisions regarding acceptance of bank cards                                                                                                                                                      9                                                          Foundation Standards
                         4        Determine financing needed for business operations                                                   1                                                                                                                                                                     Foundation Standards
                         5        Identify risks associated with obtaining business credit                                             1                                                                                                                                                                     Foundation Standards
                         6        Explain sources of financial assistance                                                              1                                                                                                                                                                     Foundation Standards
                         7        Explain loan evaluation criteria used by lending institutions                                        1                                                                                                                                                                     Foundation Standards
                         ##       Complete loan application package                                                                    1                                                                                                                                                                     Foundation Standards


                    M             Performance Element: Manage financial resources to ensure solvency.                                                                                                                                             9                                                          Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe the nature of budgets                                                                                                                                                                                  9                                                          Foundation Standards
                         2        Explain the nature of operating budgets                                                                                                                                                                         9                                                          Foundation Standards
                         3        Describe the nature of cost/benefit analysis                                                                                                                                                                    9                                                          Foundation Standards
                                  Determine relationships among total revenue, marginal revenue, output, and
                         4        profit                                                                                                                                                                                                          9                                                          Foundation Standards
                         5        Develop company's/department’s budget                                                                                                                                                                           9                                                          Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            62
                                                                                                                   Functions of Marketing




                                                                                                                                                                                                   Marketing Information




                                                                                                                                                                                                                                                                                         Career Development
                                                                                                                                                                  Customer Relations




                                                                                                                                                                                                                                                                      Entrepreneurship
                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


                                                                                                                                                                                                                                              Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                   Distribution
                                                                                                                                                                                       Promotion
                                                                                                                                            Economics




                                                                                                                                                                                                                                                           Finacial
                                                                                                                                                        Selling
                                                 SERVICES
                         6        Forecast sales                                                                                                                                                                                                   9                                                          Foundation Standards
                         7        Calculate financial ratios                                                                                                                                                                                       9                                                          Foundation Standards
                         8        Interpret financial statements                                                                                                                                                                                   9                                                          Foundation Standards
                                  Understands tools, techniques, and strategies that affect a business’s ability
              XII                 to plan, control, and organize an organization/department                                             1                    3                                                                      8                                 11                                      Foundation Standards
                                  Performance Element: Recognize management’s role to understand its
                     A            contribution to business success.                                                                                                                                                                                                   11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Explain the concept of management                                                                                                                                                                                                   11                                      Foundation Standards
                         2        Explain the nature of managerial ethics                                                                                                                                                                                             11                                      Foundation Standards
                                  Performance Element: Utilize planning tools to guide organization’s/
                     B            department’s activities.                                                                              1                                                                                                                             11                                      Foundation Standards
                         1        Explain the nature of business plans                                                                  1                                                                                                                                                                     Foundation Standards
                         2        Develop company goals/objectives                                                                                                                                                                                                    11                                      Foundation Standards
                         3        Define business mission                                                                                                                                                                                                             11                                      Foundation Standards
                         4        Conduct an organizational SWOT                                                                                                                                                                                                      11                                      Foundation Standards
                         5        Explain external planning considerations                                                                                                                                                                                            11                                      Foundation Standards
                                  Identify and benchmark key performance indicators (e.g., dashboards,
                         6        scorecards, etc.)                                                                                                                                                                                                                   11                                      Foundation Standards
                         7        Develop action plans                                                                                                                                                                                                                11                                      Foundation Standards
                         8        Develop business plan                                                                                 1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Control an organization’s/department’s activities to
                     C            encourage growth and development.                                                                                                                                                                                                   11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                                  Describe the nature of managerial control (control process, types of control,
                         1        what is controlled)                                                                                                                                                                                                                 11                                      Foundation Standards
                         2        Analyze operating results in relation to budget/industry                                                                                                                                                                            11                                      Foundation Standards
                         3        Track performance of business plan                                                                                                                                                                                                  11                                      Foundation Standards
                                  Understands the processes used to monitor, plan, and control the day-to-day
              XIII                activities required for continued business functioning                                                                                                                                                                              11                                      Foundation Standards
                                  Performance Element: Implement expense-control strategies to enhance a
                     A            business’s financial well-being.                                                                                                                                                                                                    11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                       Foundation Standards
                         1        Explain the nature of overhead/operating costs                                                                                                                                                                                      11                                      Foundation Standards
                         2        Explain employee's role in expense control                                                                                                                                                                                          11                                      Foundation Standards
                         3        Control use of supplies                                                                                                                                                                                                             11                                      Foundation Standards
                         4        Conduct breakeven analysis                                                                                                                                                                                                          11                                      Foundation Standards
                         5        Negotiate service and maintenance contracts                                                                                                                                                                                         11                                      Foundation Standards
                         6        Negotiate lease or purchase of facility                                                                                                                                                                                             11                                      Foundation Standards
                         7        Develop expense control plans                                                                                                                                                                                                       11                                      Foundation Standards
                         8        Use budgets to control operations                                                                                                                                                                                                   11                                      Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                             63
                                                                                                                  Functions of Marketing




                                                                                                                                                                                                  Marketing Information




                                                                                                                                                                                                                                                                                        Career Development
                                                                                                                                                                 Customer Relations




                                                                                                                                                                                                                                                                     Entrepreneurship
                                                                                                                                                                                                                          Product Planning
                                                                                                                                                                                                  Management


                                                                                                                                                                                                                                             Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                  Distribution
                                                                                                                                                                                      Promotion
                                                                                                                                           Economics




                                                                                                                                                                                                                                                          Finacial
                                                                                                                                                       Selling
                                                 SERVICES
                                  Performance Element: Maintain property and equipment to facilitate ongoing
                    B             business activities.                                                                                                                                                                                                               11                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards


                         1        Identify routine activities for maintaining business facilities and equipment                                                                                                                                                      11                                      Foundation Standards
                         2        Plan maintenance program                                                                                                                                                                                                           11                                      Foundation Standards
                                  Understands the concepts and processes needed to identify, select, monitor,
              XIV                 and evaluate sales channels                                                                                                                                                                      8                                                                         Foundation Standards
                                  Performance Element: Acquire foundational knowledge of channel
                    A             management to understand its role in marketing.                                                                                                                                                  8                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Explain the nature and scope of distribution                                                                                                                                                     8                                                                         Foundation Standards


                         2        Explain the relationship between customer service and channel management                                                                                                                         8                                                                         Foundation Standards
                         3        Explain the nature of channels of distribution                                                                                                                                                   8                                                                         Foundation Standards
                         4        Describe the use of technology in the channel management function                                                                                                                                8                                                                         Foundation Standards
                         5        Explain legal considerations in channel management                                                                                                                                               8                                                                         Foundation Standards
                         6        Describe ethical considerations in channel management                                                                                                                                            8                                                                         Foundation Standards
                                  Performance Element: Manage channel activities to minimize costs and to
                    B             determine distribution strategies.                                                                                                                                                               8                                                                         Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Coordinate channel management with other marketing activities                                                                                                                                    8                                                                         Foundation Standards
                         2        Explain the nature of channel-member relationships                                                                                                                                               8                                                                         Foundation Standards
                         3        Explain the nature of channel strategies                                                                                                                                                         8                                                                         Foundation Standards
                         4        Select channels of distribution                                                                                                                                                                  8                                                                         Foundation Standards
                         5        Evaluate channel members                                                                                                                                                                         8                                                                         Foundation Standards
                                  Understands the concepts, systems, and tools needed to gather, access,
                                  synthesize, evaluate, and disseminate information for use in making business
              XV                  decisions                                                                                                                 3                                                                                                                                                Foundation Standards
                                  Performance Element: Acquire foundational knowledge of marketing
                    A             information management to understand its nature and scope.                                                                3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards
                         1        Describe the need for marketing information                                                                               3                                                                                                                                                Foundation Standards
                                  Explain the nature and scope of the marketing information management
                         2        function                                                                                                                  3                                                                                                                                                Foundation Standards
                         3        Explain the role of ethics in marketing information management                                                            3                                                                                                                                                Foundation Standards
                                  Describe the use of technology in the marketing-information management
                         4        function                                                                                                                  3                                                                                                                                                Foundation Standards
                                  Performance Element: Understand marketing-research activities to show
                    B             command their nature and scope.                                                                                           3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                      Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                            64
                                                                                                                        Functions of Marketing




                                                                                                                                                                                                        Marketing Information




                                                                                                                                                                                                                                                                                              Career Development
                                                                                                                                                                       Customer Relations




                                                                                                                                                                                                                                                                           Entrepreneurship
                                                                                                                                                                                                                                Product Planning
                                                                                                                                                                                                        Management


                                                                                                                                                                                                                                                   Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                        Distribution
                                                                                                                                                                                            Promotion
                                                                                                                                                 Economics




                                                                                                                                                                                                                                                                Finacial
                                                                                                                                                             Selling
                                                 SERVICES
                         1        Explain the nature of marketing research                                                                                        3                                                                                                                                                Foundation Standards
                         2        Explain types of primary marketing research                                                                                     3                                                                                                                                                Foundation Standards
                         3        Identify sources of primary and secondary data                                                                                  3                                                                                                                                                Foundation Standards
                         4        Explain research techniques                                                                                                     3                                                                                                                                                Foundation Standards
                         5        Determine the marketing-research problem/issue                                                                                  3                                                                                                                                                Foundation Standards
                                  Identify research approaches (e.g., observation, survey, experiment
                         6        appropriate to the research problem/issue)                                                                                      3                                                                                                                                                Foundation Standards
                                  Identify the relationship between the research purpose and the marketing
                         7        research objectives                                                                                                             3                                                                                                                                                Foundation Standards
                         8        Discuss the nature of sampling plans (i.e., who, how many, how chosen)                                                          3                                                                                                                                                Foundation Standards
                                  Describe types of rating scales (including Likert scales, semantic differential
                         9        scales, behavior intention scales, etc.)                                                                                        3                                                                                                                                                Foundation Standards
                        10        Explain the use of diaries (e.g., product, mediause, contact)                                                                   3                                                                                                                                                Foundation Standards
                        11        Explain the nature of qualitative research                                                                                      3                                                                                                                                                Foundation Standards
                                  Performance Element: Understand data-collection methods to evaluate their
                    C             appropriateness for the research problem/issue.                                                                                 3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                         1        Identify information monitored for marketing decision-making                                                                    3                                                                                                                                                Foundation Standards
                                  Describe data-collection methods (e.g., observations, mail, telephone, Internet,
                         2        discussion groups, interviews, scanners, etc.)                                                                                  3                                                                                                                                                Foundation Standards
                                  Performance Element: Interpret marketing information to test hypotheses
                    D             and/or to resolve issues.                                                                                                       3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                         1        Describe techniques for processing marketing information                                                                        3                                                                                                                                                Foundation Standards
                         2        Interpret descriptive statistics in marketing decision-making                                                                   3                                                                                                                                                Foundation Standards
                                  Performance Element: Assess marketing research briefs to determine
                    E             comprehensiveness and clarity.                                                                                                  3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                         1        Explain the nature of marketing research briefs                                                                                 3                                                                                                                                                Foundation Standards
                         2        Determine usefulness of marketing research briefs                                                                               3                                                                                                                                                Foundation Standards
                                  Performance Element: Evaluate marketing research procedures and findings
                    F             to assess their credibility.                                                                                                    3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                            Foundation Standards
                                  Identify sources of error and bias (e.g., response errors, interviewer errors, non-
                         1        response errors, sample design)                                                                                                 3                                                                                                                                                Foundation Standards
                                  Evaluate questionnaire design (e.g., types of questions, question wording,
                         2        routing, sequencing, length layout)                                                                                             3                                                                                                                                                Foundation Standards
                         3        Assess information sources on basis of strengths and weaknesses                                                                 3                                                                                                                                                Foundation Standards
                         4        Assess timeliness of research information                                                                                       3                                                                                                                                                Foundation Standards
                         5        Assess appropriateness of research methods for problem/issue                                                                    3                                                                                                                                                Foundation Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                                  65
                                                                                                               Functions of Marketing




                                                                                                                                                                                               Marketing Information




                                                                                                                                                                                                                                                                                     Career Development
                                                                                                                                                              Customer Relations




                                                                                                                                                                                                                                                                  Entrepreneurship
                                                                                                                                                                                                                       Product Planning
                                                                                                                                                                                               Management


                                                                                                                                                                                                                                          Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                               Distribution
                                                                                                                                                                                   Promotion
                                                                                                                                        Economics




                                                                                                                                                                                                                                                       Finacial
                                                                                                                                                    Selling
                                                 SERVICES
                                  Understands the concepts and strategies utilized to determine and target
              XVI                 marketing strategies to a select audience                                                         1                    3                              5                                                                                                                 Foundation Standards
                                  Performance Element: Employ marketing- information to develop a
                    A             marketing plan.                                                                                   1                    3                              5                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the concept of marketing strategies                                                                            3                                                                                                                                                Foundation Standards
                         2        Identify considerations in implementing global marketing strategies                                                    3                                                                                                                                                Foundation Standards
                         3        Explain the concept of market and market identification                                                                3                                                                                                                                                Foundation Standards
                         4        Identify market segments                                                                                               3                                                                                                                                                Foundation Standards
                         5        Select target market                                                                                                   3                                                                                                                                                Foundation Standards
                         6        Explain the nature of marketing planning                                                                               3                                                                                                                                                Foundation Standards
                         7        Explain the nature of marketing plans                                                                                  3                                                                                                                                                Foundation Standards
                         8        Explain the role of situational analysis in the marketing planning process                                             3                                                                                                                                                Foundation Standards
                         9        Conduct market analysis                                                                           1                                                                                                                                                                     Foundation Standards
                        10        Conduct SWOT analysis for use in the marketing planning process                                   1                                                                                                                                                                     Foundation Standards
                        11        Assess global trends and opportunities                                                            1                                                                                                                                                                     Foundation Standards
                        12        Conduct competitive analysis                                                                      1                                                                                                                                                                     Foundation Standards
                        13        Explain the nature of sales forecasts                                                                                                                 5                                                                                                                 Foundation Standards
                        14        Forecast sales for marketing plan                                                                                                                     5                                                                                                                 Foundation Standards
                        15        Set marketing goals and objectives                                                                                     3                                                                                                                                                Foundation Standards
                        16        Select marketing metrics                                                                                               3                                                                                                                                                Foundation Standards
                        17        Set a marketing budget                                                                                                 3                                                                                                                                                Foundation Standards
                        18        Develop marketing plan                                                                            1                                                                                                                                                                     Foundation Standards
                                  Performance Element: Assess marketing strategies to improve return on
                    B             marketing investment (ROMI                                                                        1                                                                                                                                                                     Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Describe measures used to control marketing planning                                              1                                                                                                                                                                     Foundation Standards


                         2        Explain strategies for linking performance measures to financial outcomes                         1                                                                                                                                                                     Foundation Standards
                         3        Translate performance measures into financial outcomes                                            1                                                                                                                                                                     Foundation Standards
                         4        Monitor and evaluate performance of marketing plan                                                1                                                                                                                                                                     Foundation Standards
                         5        Assess cost-effectiveness of measurement tools                                                    1                                                                                                                                                                     Foundation Standards
                         6        Conduct marketing audits                                                                          1                                                                                                                                                                     Foundation Standards


                                  Understands concepts and strategies utilized in determining and adjusting
             XVII                 prices to maximize return and meet customers’ perceptions of value                                1                                                              6                                                                                                      Foundation Standards
                                  Performance Element: Develop a foundational knowledge of pricing to
                    A             understand its role in marketing.                                                                 1                                                              6                                                                                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                   Foundation Standards
                         1        Explain the nature and scope of the pricing function                                                                                                             6                                                                                                      Foundation Standards
                         2        Describe the role of business ethics in pricing                                                   1                                                                                                                                                                     Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                         66
                                                                                                              Functions of Marketing




                                                                                                                                                                                              Marketing Information




                                                                                                                                                                                                                                                                                    Career Development
                                                                                                                                                             Customer Relations




                                                                                                                                                                                                                                                                 Entrepreneurship
                                                                                                                                                                                                                      Product Planning
                                                                                                                                                                                              Management


                                                                                                                                                                                                                                         Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                              Distribution
                                                                                                                                                                                  Promotion
                                                                                                                                       Economics




                                                                                                                                                                                                                                                      Finacial
                                                                                                                                                   Selling
                                                 SERVICES
                         3        Explain the use of technology in the pricing function                                                                                                           6                                                                                                      Foundation Standards
                         4        Explain legal considerations for pricing                                                                                                                        6                                                                                                      Foundation Standards
                         5        Explain factors affecting pricing decisions                                                                                                                     6                                                                                                      Foundation Standards
                                  Understands the concepts and processes needed to obtain, develop,
                                  maintain, and improve a product or service mix in response to market
             XVIII                opportunities                                                                                    1                    3                                         6                                                                                                      Foundation Standards
                                  Performance Element: Acquire a foundational knowledge of product/service
                     A            management to understand its nature and scope.                                                   1                    3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Foundation Standards


                         1        Explain the nature and scope of the product/service management function                          1                                                                                                                                                                     Foundation Standards
                         2        Identify the impact of product life cycles on marketing decisions                                                     3                                                                                                                                                Foundation Standards


                         3        Describe the use of technology in the product/service management function                                             3                                                                                                                                                Foundation Standards
                         4        Explain business ethics in product/service management                                                                 3                                                                                                                                                Foundation Standards
                                  Performance Element: Generate product ideas to contribute to ongoing
                     B            business success.                                                                                                     3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Foundation Standards
                         1        Identify product opportunities                                                                                        3                                                                                                                                                Foundation Standards
                         2        Identify methods/techniques to generate a product idea                                                                3                                                                                                                                                Foundation Standards
                         3        Generate product ideas                                                                                                3                                                                                                                                                Foundation Standards
                         4        Determine initial feasibility of product idea                                                                         3                                                                                                                                                Foundation Standards
                         5        Adjust idea to create functional product                                                                              3                                                                                                                                                Foundation Standards
                         6        Identify champion to push ideas through to fruition                                                                   3                                                                                                                                                Foundation Standards
                         7        Create processes for ongoing opportunity recognition                                                                  3                                                                                                                                                Foundation Standards
                                  Performance Element: Apply quality assurances to enhance product/service
                     C            offerings.                                                                                                                                                      6                                                                                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Foundation Standards
                         1        Describe the uses of grades and standards in marketing                                                                                                          6                                                                                                      Foundation Standards
                         2        Explain warranties and guarantees                                                                                                                               6                                                                                                      Foundation Standards
                         3        Identify consumer protection provisions of appropriate agencies                                                                                                 6                                                                                                      Foundation Standards
                         4        Evaluate customer experience                                                                                                                                    6                                                                                                      Foundation Standards
                                  Performance Element: Employ product-mix strategies to meet customer
                     D            expectations.                                                                                                         3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Foundation Standards
                         1        Explain the concept of product mix                                                                                    3                                                                                                                                                Foundation Standards
                         2        Describe the nature of product bundling                                                                               3                                                                                                                                                Foundation Standards
                         3        Identify product to fill customer need                                                                                3                                                                                                                                                Foundation Standards
                         4        Plan product mix                                                                                                      3                                                                                                                                                Foundation Standards
                         5        Determine services to provide customers                                                                               3                                                                                                                                                Foundation Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                        67
                                                                                                                Functions of Marketing




                                                                                                                                                                                                Marketing Information




                                                                                                                                                                                                                                                                                      Career Development
                                                                                                                                                               Customer Relations




                                                                                                                                                                                                                                                                   Entrepreneurship
                                                                                                                                                                                                                        Product Planning
                                                                                                                                                                                                Management


                                                                                                                                                                                                                                           Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                Distribution
                                                                                                                                                                                    Promotion
                                                                                                                                         Economics




                                                                                                                                                                                                                                                        Finacial
                                                                                                                                                     Selling
                                                 SERVICES
                                  Performance Element: Position products/services to acquire desired business
                    E             image.                                                                                                                  3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Describe factors used by marketers to position products/services                                                        3                                                                                                                                                Foundation Standards
                         2        Explain the nature of product/service branding                                                                          3                                                                                                                                                Foundation Standards
                         3        Explain the role of customer service in positioning/ image                                                              3                                                                                                                                                Foundation Standards
                         4        Develop strategies to position products/services                                                                        3                                                                                                                                                Foundation Standards
                         5        Build product/service brand                                                                                             3                                                                                                                                                Foundation Standards


                    F             Performance Element: Position company to acquire desired business image.                                                                                          6                                                                                                      Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain the nature of corporate branding                                                                                                                          6                                                                                                      Foundation Standards
                         2        Describe factor used by businesses to position corporate brands                                                                                                   6                                                                                                      Foundation Standards
                         3        Develop strategies to position corporate brands                                                                                                                   6                                                                                                      Foundation Standards
                         4        Build corporate brands                                                                                                                                            6                                                                                                      Foundation Standards
                                  Understands the concepts and strategies needed to communicate
                                  information about products, services, images, and/or ideas to achieve a
             XVIV                 desired outcome                                                                                                         3              4                                                                                                                                 Foundation Standards
                                  Performance Element: Acquire a foundational knowledge of promotion to
                    A             understand its nature and scope.                                                                                        3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain the role of promotion as a marketing function                                                                   3                                                                                                                                                Foundation Standards
                         2        Explain the types of promotion                                                                                          3                                                                                                                                                Foundation Standards
                         3        Identify the elements of the promotional mix                                                                            3                                                                                                                                                Foundation Standards
                         4        Describe the use of business ethics in promotion                                                                        3                                                                                                                                                Foundation Standards
                         5        Describe the use of technology in the promotion function                                                                3                                                                                                                                                Foundation Standards
                         6        Describe the regulation of promotion                                                                                    3                                                                                                                                                Foundation Standards
                                  Performance Element: Understand promotional channels used to
                    B             communicate with targeted audiences.                                                                                    3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain types of advertising media                                                                                      3                                                                                                                                                Foundation Standards
                                  Describe word-of-mouth channels used to communicate with targeted
                         2        audiences                                                                                                               3                                                                                                                                                Foundation Standards
                         3        Explain the nature of direct marketing channels                                                                         3                                                                                                                                                Foundation Standards
                         4        Identify communications channels used in sales promotion                                                                3                                                                                                                                                Foundation Standards
                         5        Explain communications channels used in public-relations activities                                                     3                                                                                                                                                Foundation Standards
                                  Performance Element: Understand the use of an advertisement’s
                    C             components to communicate with targeted audiences.                                                                      3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                    Foundation Standards
                         1        Explain components of advertisements                                                                                    3                                                                                                                                                Foundation Standards
                         2        Explain the importance of coordinating elements in advertisements                                                       3                                                                                                                                                Foundation Standards


Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                          68
                                                                                                              Functions of Marketing




                                                                                                                                                                                              Marketing Information




                                                                                                                                                                                                                                                                                    Career Development
                                                                                                                                                             Customer Relations




                                                                                                                                                                                                                                                                 Entrepreneurship
                                                                                                                                                                                                                      Product Planning
                                                                                                                                                                                              Management


                                                                                                                                                                                                                                         Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                              Distribution
                                                                                                                                                                                  Promotion
                                                                                                                                       Economics




                                                                                                                                                                                                                                                      Finacial
                                                                                                                                                   Selling
                                                 SERVICES
                                  Performance Element: Understand the use of public-relations activities to
                    D             communicate with targeted audiences.                                                                                                 4                                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Foundation Standards
                         1        Identify types of public-relations activities                                                                                        4                                                                                                                                 Foundation Standards
                         2        Discuss internal and external audiences for public-relations activities                                                              4                                                                                                                                 Foundation Standards
                                  Performance Element: Understand the use of trade shows/expositions to
                    E             communicate with targeted audiences.                                                                                                 4                                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                4                                                                                                                                 Foundation Standards
                                  Explain how businesses can use tradeshow/ exposition participation to
                         1        communicate with targeted audiences                                                                                                  4                                                                                                                                 Foundation Standards
                                  Explain considerations used to evaluate whether to participate in trade
                         2        shows/expositions                                                                                                                    4                                                                                                                                 Foundation Standards
                                  Performance Element: Manage promotional activities to maximize return on
                    F             promotional efforts.                                                                                                  3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                  Foundation Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                        69
                                                                                                                 Functions of Marketing




                                                                                                                                                                                                 Marketing Information




                                                                                                                                                                                                                                                                                       Career Development
                                                                                                                                                                Customer Relations




                                                                                                                                                                                                                                                                    Entrepreneurship
                                                                                                                                                                                                                         Product Planning
                                                                                                                                                                                                 Management


                                                                                                                                                                                                                                            Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                 Distribution
                                                                                                                                                                                     Promotion
                                                                                                                                          Economics




                                                                                                                                                                                                                                                         Finacial
                                                                                                                                                      Selling
                                                 SERVICES
                         1        Explain the nature of a promotional plan                                                                                 3                                                                                                                                                Foundation Standards
                         2        Coordinate activities in the promotional mix                                                                             3                                                                                                                                                Foundation Standards
                                  Performance Element: Evaluate long-term and short-term results of
                    G             promotional efforts.                                                                                                     3                                                                                                                                                Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Identify metrics to assess results of promotional efforts                                                                3                                                                                                                                                Foundation Standards
                         2        Implement metrics to assess results of promotional efforts                                                               3                                                                                                                                                Foundation Standards


                                  Understands the concepts and actions needed to determine client needs and
                                  wants and respond through planned, personalized communication that
              XX                  influences purchase decisions and enhances future business opportunities                                                                4               5                                                                                                                 Foundation Standards
                                  Performance Element: Acquire a foundational knowledge of selling to
                    A             understand its nature and scope.                                                                                                        4               5                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Explain the nature and scope of the selling function                                                                                                    5                                                                                                                 Foundation Standards


                         2        Explain the role of customer service as a component of selling relationships                                                            4                                                                                                                                 Foundation Standards
                         3        Explain key factors in building a clientele                                                                                             4                                                                                                                                 Foundation Standards
                         4        Explain company selling policies                                                                                                                        5                                                                                                                 Foundation Standards
                         5        Explain business ethics in selling                                                                                                                      5                                                                                                                 Foundation Standards
                         6        Describe the use of technology in the selling function                                                                                                  5                                                                                                                 Foundation Standards
                         7        Describe the nature of selling regulations                                                                                                              5                                                                                                                 Foundation Standards


                                  Performance Element: Acquire product knowledge to communicate product
                    B             benefits to ensure appropriateness of product for the customer.                                                                                         5                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Acquire product information for use in selling                                                                                                          5                                                                                                                 Foundation Standards
                         2        Analyze product information to identify product features and benefits                                                                                   5                                                                                                                 Foundation Standards
                                  Performance Element: Understand sales processes and techniques to
                                  enhance customer relationships and to increase the likelihood of making
                    C             sales.                                                                                                                                                  5                                                                                                                 Foundation Standards
                                  Measurement Criteria:                                                                                                                                                                                                                                                     Foundation Standards
                         1        Explain the selling process                                                                                                                             5                                                                                                                 Foundation Standards
                         2        Discuss motivational theories that impact buying behavior                                                                                               5                                                                                                                 Foundation Standards

                                   CAREER AND EMPLOYABILITY SKILLS                                                        1                2           3           4                  5           6            7           8                 9           10 11 12
                    A             APPLIED ACADEMIC SKILLS                                                                 1                2           3                                                       7                                                                                             MI C&E Standards
                                  Apply basic communication skills, mathematical processes and apply
                                  technology in work-related situations                                                                    2                                                                                                                                                                 MI C&E Standards
                                  Reading, English & Language Arts                                                        1                2                                                                   7                                                                                             MI C&E Standards




Marketing Sales and Services - Segmented                                                                                                                                                                                                                                                                                           70
                                                                                                                      Functions of Marketing




                                                                                                                                                                                                      Marketing Information




                                                                                                                                                                                                                                                                                            Career Development
                                                                                                                                                                     Customer Relations




                                                                                                                                                                                                                                                                         Entrepreneurship
                                                                                                                                                                                                                              Product Planning
                                                                                                                                                                                                      Management


                                                                                                                                                                                                                                                 Management
                                       52.1999 MARKETING, SALES AND




                                                                                                                                                                                                      Distribution
                                                                                                                                                                                          Promotion
                                                                                                                                               Economics




                                                                                                                                                                                                                                                              Finacial
                                                                                                                                                           Selling
                                                 SERVICES
                                  Read a technical manual and write a clear & logical report explaining the
                         1        information using standard business English.                                                 1                2                                                                   7                                                                                            MI C&E Standards
                         2        Give a verbal report on reading from a technical manual.                                     1                2                                                                   7                                                                                            MI C&E Standards
                                  Read a case study and identify the details about the situation, define technical
                                  terms, jargon, or words with multiple meanings based on context, and
                         3        summarize the conclusion.                                                                    1                2                                                                   7                                                                                            MI C&E Standards


                                  Relate the results of study to a similar situation in a verbal or written report.                                                                                                                                                                                              MI C&E Standards
                                  Take a verbal and written position on a topic and use correct grammar to
                         4        defend it.                                                                                                                3                                                                                                                                                    MI C&E Standards
                                  Mathematics                                                                                                   2           3                                                                                                                                                    MI C&E Standards
                                  Approach practical and workplace problems using a variety of mathematical
                         5        techniques.                                                                                                   2           3                                                                                                                                                    MI C&E Standards
                                  Problems include making conversions between the metric system and non-
                                  English systems of measurement, mixed units (such as hours and minutes), and
                                  can require several steps to finding a solution.                                                                          3                                                                                                                                                    MI C&E Standards
                                  Research how math is used in the workplace and make a presentation detailing
                         6        the process.                                                                                                  2           3                                                                                                                                                    MI C&E Standards
                                  Listening & Presentation Skills                                                                                           3                                                                                                                                                    MI C&E Standards
                         7        Use correct grammar to communicate verbally.                                                                              3                                                                                                                                                    MI C&E Standards
                                  Listen to a presentation and record important information. Report back
                                  identifying central themes and use key points to explain how the message
                         8        applies to a similar situation.                                                                                           3                                                                                                                                                    MI C&E Standards
                                  Technology                                                                                                    2           3                                                                                                                                                    MI C&E Standards
                                  Apply technology to workplace or career situation. Include research and a
                         9        written paper.                                                                                                2           3                                                                                                                                                    MI C&E Standards
                    B             CAREER PLANNING                                                                                                                                                                                                                                           12                   MI C&E Standards


                         1        Organize career information and labor market trends from a variety of sources.                                                                                                                                                                            12                   MI C&E Standards
                                  Explain the advantages and disadvantages of working for self, others, being an
                         2        employee of a large or small organization.                                                                                                                                                                                                                12                   MI C&E Standards
                         3        Analyze information & preferences from work-based opportunity.                                                                                                                                                                                            12                   MI C&E Standards
                                  Interpret information from a variety of career assessments to identify career
                         4        interests and abilities.                                                                                                                                                                                                                                  12                   MI C&E Standards
                                  Apply a decision-making model and use career assessment information to
                         5        choose a career pathway.                                                                                                                                                                                                                                  12                   MI C&E Standards
                         6        Annually review EDP and include plan for continuing education.                                                                                                                                                                                            12                   MI C&E Standards
                    C             DEVELOPING AND PRESENTING INFORMATION                                                                                     3                                                                                                                                                    MI C&E Standards
                         1        Gather, interpret, analyze, and refine data.                                                                              3                                                                                                                                                    MI C&E Standards
                         2        Analyze and synthesize information and data from multiple sources.                                                        3                                                                                                                                                    MI C&E Standards




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                                                                                                                                                                                                                                                                                         Career Development
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                                                                                                                                                                                                                           Product Planning
                                                                                                                                                                                                   Management


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                         3        Plan and transform ideas and requirements into a concept, service, or product.                                         3                                                                                                                                                    MI C&E Standards
                                  Assess the quality of the concept, service, or product using a predetermined
                         4        standard.                                                                                                              3                                                                                                                                                    MI C&E Standards
                                  Develop a plan to market a new product, service, or concept which includes
                                  identifying of customers, a graphic presentation, product requirements, and
                         5        costs.                                                                                                                 3                                                                                                                                                    MI C&E Standards
                                  Practice and demonstrate presentation skills using a variety of media and
                         6        interpretive data.                                                                                                     3                                                                                                                                                    MI C&E Standards




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                                                                                                                                                                                                                                                                                           Career Development
                                                                                                                                                                    Customer Relations




                                                                                                                                                                                                                                                                        Entrepreneurship
                                                                                                                                                                                                                             Product Planning
                                                                                                                                                                                                     Management


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                                                                                                                                                                                                                                                             Finacial
                                                                                                                                                          Selling
                                                 SERVICES
                    D             PROBLEM SOLVING                                                                                                                                                                                                                                          12                   MI C&E Standards
                                  Apply a problem solving model to a workplace situation that involves setting
                         1        goals, implementing and evaluating results.                                                                                                                                                                                                              12                   MI C&E Standards
                                  Identify typical problems that occur in a workplace and use a problem solving
                                  model to devise solutions, compare alternatives to past solutions, and predict
                         2        their success.                                                                                                                                                                                                                                           12                   MI C&E Standards
                    E             PERSONAL MANAGEMENT                                                                                                      3                                                                   8                                                           12                   MI C&E Standards
                                  Responsibility                                                                                                                                                                               8                                                                                MI C&E Standards
                                  Demonstrate regular attendance, promptness, and staying with a task until
                         1        satisfactory completion.                                                                                                                                                                     8                                                                                MI C&E Standards


                         2        Complete assignments with minimum supervision and meet deadlines.                                                                                                                            8                                                                                MI C&E Standards
                                  Use mistakes as learning opportunities; demonstrate persistence and
                         3        adaptability to change.                                                                                                                                                                      8                                                                                MI C&E Standards
                         4        Initiate projects and extra activities for personal satisfaction.                                                                                                                            8                                                                                MI C&E Standards
                                  Self-Management                                                                                                                                                                              8                                                                                MI C&E Standards
                                  Monitor & evaluate accurately one's progress towards a goal or completion of a
                         5        project.                                                                                                                                                                                     8                                                                                MI C&E Standards
                         8        Prioritize and accomplish tasks independently.                                                                                                                                               8                                                                                MI C&E Standards


                         9        Use appropriate personal expression and relate to school and work settings.                                              3                                                                                                                                                    MI C&E Standards
                                  Ethical Behavior                                                                                                                                                                                                                                         12                   MI C&E Standards
                        10        Demonstrate ethical behavior in school, work, and community situations.                                                                                                                                                                                  12                   MI C&E Standards
                        11        Describe employer-employee rights and responsibilities.                                                                                                                                                                                                  12                   MI C&E Standards


                        12        Demonstrate appropriate behaviors necessary to maintaining employment.                                                                                                                                                                                   12                   MI C&E Standards
                        13        Demonstrate positive personal qualities as a group leader.                                                                                                                                                                                               12                   MI C&E Standards
                                  Respect for Self and Others                                                                                              3                                                                                                                                                    MI C&E Standards
                                  View accomplishments or failures of self and others accurately and in a positive
                        14        manner.                                                                                                                  3                                                                                                                                                    MI C&E Standards
                                  Understand how to make improvements and ask for help from adults as
                        15        needed.                                                                                                                  3                                                                                                                                                    MI C&E Standards
                                  Offer encouragement and ideas to others as they work toward attaining their
                        16        goals.                                                                                                                   3                                                                                                                                                    MI C&E Standards
                                  Provide for customer needs and expectations in a helpful and courteous
                        17        manner.                                                                                                                  3                                                                                                                                                    MI C&E Standards
                        18        Respect other points of view.                                                                                            3                                                                                                                                                    MI C&E Standards
                                  Demonstrate customer service skills in an appropriate setting by listening,
                        19        suggesting solutions, and communicating the issues at hand.                                                              3                                                                                                                                                    MI C&E Standards
                    F             ORGANIZING SKILLS                                                                                                                                                                            8                 9           10                            12                   MI C&E Standards
                                  Time                                                                                                                                                                                                                                                                          MI C&E Standards


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                                                                                                                                                                     Customer Relations




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                                                                                                                                                                                                                              Product Planning
                                                                                                                                                                                                      Management


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                                                 SERVICES
                                  Determine goals and develop an action plan to accomplish them within a given
                         1        time frame.                                                                                                                                                                                   8                                                                                MI C&E Standards
                                  Read time charts and work schedules and perform tasks within time constraints
                         2        of school or the workplace.                                                                                                                                                                   8                                                                                MI C&E Standards
                         3        Prioritize tasks and revise schedules as needed.                                                                                                                                              8                                                                                MI C&E Standards
                                  Money                                                                                                                                                                                                           9                                                              MI C&E Standards
                                  Estimate costs and prepare a detailed budget for a school-based or work-based
                         4        project.                                                                                                                                                                                                        9                                                              MI C&E Standards
                                  Report the costs of various components of a budget and adjust budget items as
                         5        needed.                                                                                                                                                                                                         9                                                              MI C&E Standards
                                  Understand compensation practices and financial management and explain
                         6        how financial resources can be used effectively and efficiently.                                                                                                                                                9                                                              MI C&E Standards
                                  Materials                                                                                                                                                                                                                                                 12                   MI C&E Standards
                                  Utilize materials, tools, and processes to complete a task related to a career
                         7        selection.                                                                                                                                                                                                                                                12                   MI C&E Standards


                         8        Compile a list of materials and supplies needed in advance of an assignment.                                                                                                                                                                              12                   MI C&E Standards


                         9        Acquire resources in a timely fashion and take responsibility for their care.                                                                                                                                                                             12                   MI C&E Standards
                                  Identify and prepare tools, equipment, space, and facilities appropriate for a
                        10        task.                                                                                                                                                                                                                                                     12                   MI C&E Standards
                        11        Work within constraints of safety precautions and available resources.                                                                                                                                                                                    12                   MI C&E Standards
                                  Human Resources                                                                                                                                                                                                                                           12                   MI C&E Standards


                        12        Learn cooperation and leadership in a team at school or in a workplace setting.                                                                                                                                             10                                                 MI C&E Standards
                                  Organize and communicate with members of a team using varied methods of
                        13        communications.                                                                                                                                                                                                             10                                                 MI C&E Standards
                                  Recognize the individual roles of team members, delegate tasks, and give
                        14        feedback on performance.                                                                                                                                                                                                    10                                                 MI C&E Standards


                        15        Acknowledge and utilize the skills, abilities, and input of all member of a team.                                                                                                                                           10                                                 MI C&E Standards
                    G             TEAMWORK                                                                                                                  3           4                                                                                     10                                                 MI C&E Standards
                                  Group Participation                                                                                                                                                                                                         10                                                 MI C&E Standards
                                  Exhibit teamwork skills including trust and loyalty to group, and demonstrate
                         1        connectedness to group members, values, and culture.                                                                                                                                                                        10                                                 MI C&E Standards


                         2        Take personal responsibility for influencing and accomplishing group goals.                                                                                                                                                 10                                                 MI C&E Standards
                                  Demonstrate understanding of how effective teams operate within
                         3        organization and diverse settings.                                                                                                                                                                                          10                                                 MI C&E Standards
                         4        Solve a career/work-related problem as a member of a team.                                                                                                                                                                  10                                                 MI C&E Standards
                                  Conflict Resolution                                                                                                                   4                                                                                                                                        MI C&E Standards


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                                                                                                                                                                                                     Management


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                                  Demonstrate leadership by listening to others and asking appropriate questions
                         6        to clarify a problem or issue.                                                                                                       4                                                                                                                                        MI C&E Standards
                         7        Summarize a problem clearly and in appropriate detail.                                                                               4                                                                                                                                        MI C&E Standards
                                  Suggest constructive alternatives with confidence that will help resolve a
                         8        conflict.                                                                                                                            4                                                                                                                                        MI C&E Standards
                                  Compromise and/or build consensus within a group and summarize the
                         9        decision of the group while maintaining respect for minority viewpoints.                                                             4                                                                                                                                        MI C&E Standards
                                  Participate in the implementation of a group's decision and evaluate the
                        10        results.                                                                                                                             4                                                                                                                                        MI C&E Standards
                                  Show sensitivity to others' thoughts and opinions and relate them to the
                        11        resolution process.                                                                                                                  4                                                                                                                                        MI C&E Standards
                                  Diversity                                                                                                                3                                                                                                                                                    MI C&E Standards


                        13        Be respectful of a variety of differences of people in a work/school setting.                                            3                                                                                                                                                    MI C&E Standards
                                  Demonstrate ability to work with others with different backgrounds, cultures,
                        14        and abilities.                                                                                                           3                                                                                                                                                    MI C&E Standards
                                  Leadership                                                                                                                                                                                                                            11                                      MI C&E Standards
                        15        Demonstrate leadership ability in a work or school setting.                                                                                                                                                                           11                                      MI C&E Standards


                                  Recognize and take advantage of leadership opportunities that give direction to
                        16        other team members, or that encourage other members to complete tasks.                                                                                                                                                                11                                      MI C&E Standards
                    H             NEGOTIATION SKILLS                                                                                                                                                                                                                    11                                      MI C&E Standards
                         1        Using correct terminology, clarify the problem or issue to be negotiated.                                                                                                                                                             11                                      MI C&E Standards
                                  Identify, organize, and define ideas from various sources to logically support a
                         2        position and use these ideas in debate.                                                                                                                                                                                               11                                      MI C&E Standards
                                  Demonstrate objectivity in assessing other viewpoints by considering all sides
                                  of an issue, using past experience, data and logical analysis, and showing
                         3        respectful behavior towards others.                                                                                                                                                                                                   11                                      MI C&E Standards
                                  Responsibly challenge existing policies and procedures and identify new
                         4        solutions or policy changes.                                                                                                                                                                                                          11                                      MI C&E Standards
                    I             UNDERSTANDING SYSTEMS AND USING TECHNOLOGY                                                                                                                                                                                            11 12                                   MI C&E Standards
                         1        Identify trends and how they affect changes within a system.                                                                                                                                                                          11                                      MI C&E Standards
                         2        Demonstrate an understanding of business systems.                                                                                                                                                                                     11                                      MI C&E Standards
                                  Compare management systems and consider how employees function and
                         3        adapt to change within them.                                                                                                                                                                                                          11                                      MI C&E Standards
                         4        Describe the technical systems related to a career interest area.                                                                                                                                                                     11                                      MI C&E Standards
                                  Diagnose and make necessary corrections or improvements to a technical
                         5        system in a business, industry, or simulated work place setting.                                                                                                                                                                      11                                      MI C&E Standards
                                  Describe how changes in technology have impacted business and industry,
                                  identify current trends, and recommend how a technical system might be
                         6        improved.                                                                                                                                                                                                                             11                                      MI C&E Standards


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                                                                                                                                                                     Customer Relations




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                                                                                                                                                                                                                              Product Planning
                                                                                                                                                                                                      Management


                                                                                                                                                                                                                                                 Management
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                                                                                                                                                                                                      Distribution
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                                                                                                                                               Economics




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                                                 SERVICES
                                  Demonstrate the use of equipment and machines to solve practical or work-
                         7        based problems.                                                                                                                                                                                                                        11                                      MI C&E Standards


                         8        Demonstrate effective use of a variety of on-line technological resources.                                                                                                                                                             11                                      MI C&E Standards
                                  Determine what kind of application is needed for a given task and use
                         9        effectively.                                                                                                                                                                                                                                              12                   MI C&E Standards
                                  Use technologies as tools for communication of technical or work-related
                        10        information.                                                                                                                                                                                                                                              12                   MI C&E Standards


                        11        Use technology effectively in solving problems in an area of career interest.                                                                                                                                                                             12                   MI C&E Standards
                                  Understand and demonstrate basic computer hardware and software
                        12        installation and maintaining efficient machines.                                                                                                                                                                                                          12                   MI C&E Standards


                                  Demonstrate ability to adapt to different software applications, comparing and
                        13        contrasting specfic functions and applying them to different projects.                                                                                                                                                                                    12                   MI C&E Standards
                    J             EMPLOYAB ILITY SKILLS                                                                                                                                                                                                                                     12                   MI C&E Standards
                                  Continue the EDP process which includes an annual review with student and
                         1        counselor and notification of parents.                                                                                                                                                                                                                    12                   MI C&E Standards
                                  Participate in work-based opportunities such as job-shadowing, mentorships,
                         2        work experiences, etc.                                                                                                                                                                                                                                    12                   MI C&E Standards
                                  Show ability to market oneself by preparing for and completing an interview
                         3        process.                                                                                                                                                                                                                                                  12                   MI C&E Standards
                                  Accurately complete records/documents to support job applications (inquiry
                         4        letters, resume, references, evaluations, follow-up letters).                                                                                                                                                                                             12                   MI C&E Standards


                                  Use a portfolio, resume, record of attendance, certificates, and/or transcript as
                         5        self-marketing tools to demonstrate interest and competence.                                                                                                                                                                                              12                   MI C&E Standards
                                  Apply career and labor market information to seek and obtain employment
                         6        and/or pursue educational goals.                                                                                                                                                                                                                          12                   MI C&E Standards


                                  Research availability of educational programs, financial requirements, and
                         7        resource and complete an application process as appropriate for career goals.                                                                                                                                                                             12                   MI C&E Standards


                         8        Understand the need for lifelong learning in a rapidly changing job market.                                                                                                                                                                               12                   MI C&E Standards
                                  TECHNOLOGY SKILLS                                                                                                                                                                                                                                                              MI C&E Standards
                    K             BASIC OPERATIONS AND CONCEPTS                                                                                                                                                                                                                                                  MI C&E Standards
                    L             SOCIAL, ETHICAL, AND HUMAN ISSUES                                                                                                                                                                                                                                              MI C&E Standards
                    M             TECHNOLOGY PRODUCTIVITY TOOLS                                                                                                                                                                                                                                                  MI C&E Standards
                    N             TECHNOLOGY COMMUNICATIONS TOOLS                                                                                                                                                                                                                                                MI C&E Standards
                    O             TECHNOLOGY RESEARCH TOOLS                                                                                                                                                                                                                                                      MI C&E Standards
                    P             TECHNOLOGY PROBLEM-SOLVING and DECISION-MAKING TOOLS                                                                                                                                                                                                                           MI C&E Standards


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