Sales Marketing Careers in Retail by tdk10567

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									                                Careers in Marketing Education and Retail Sales


 COURSE DESCRIPTION:

 Students will study marketing fundamentals, including sales and customer service, merchandising, pricing, cash handling, and cash
 register operations. Students learn current industry methods for shipping, receiving, and inventory control. Activities are designed to
 develop marketing concepts, such as product promotion, advertising, and visual displays. Other topics include basic economics and
 human relations. Classroom instruction reinforces leadership, and management skills. Math and English language arts are reinforced
 throughout the course. Students may participate in worksite training at various retail locations throughout the community.


COURSE INFORMATION:                                                    STATE AND FEDERAL DESIGNATIONS

Prerequisite: None                                                          System                              Designation
Dress Requirement and Grooming: Industry standard
Course Length: 360 hours                                   California Basic Educational Data                  4107 – General
Recommendation: 180 hrs of Community Classroom             System Code (CBEDS)                             Merchandising Retailing
Curriculum Outline Revision Date: 03/06
                                                           California Department of Education (CDE)                 D-4
                                                           Industry Sector

CAREER TECHNICAL EDUCATION INDUSTRY SECTOR:                US Department of Education (USDOE)               Wholesale/Retail Sales
                                                           Career Cluster
• Marketing, Sales, & Service
                                                           US Department of Labor Dictionary of               279.357-014 Sales
                                                           Occupational Titles (DOT)                            Representative
                                                                                                           290.477-014 Sales Clerk
                                                                                                         222.337-058 Sales Associate
 1.




                                                                                                                              Page 1
                                          INFORMATION ABOUT COMPETENCY-BASED COURSES

A course description states the scope and content of a course.
Competency is a skill attainment.
Competency is the minimum level of skill a student has to demonstrate to achieve success.
Competency-based instruction measures student success by demonstration of competency and program seat time.
Competency-based instruction targets academic and career technical education to better prepare the individual for transition to either
employment and/or higher education.

                                                  CALIFORNIA CTE FOUNDATION STANDARDS

The Foundation Standards include general competencies that all students need to master to be successful in the workplace in addition to the
competencies listed in the curriculum specific to the occupational area. The Foundation Standards are similar to the competencies identified in the
U.S. Department of Labor, Secretary’s Commission on Achieving Necessary Skills (SCANS) Report. Subcomponents (not listed here) provide
further detail about each Foundation Standard. The complete document California Career Technical Education Model Curriculum Standards,
Grades Seven Through Twelve, is available at www.cde.gov.

1.0   Academics
      Students understand the academic content required for entry into postsecondary education and employment in the Marketing, Sales, and
      Service sector
2.0   Communications
      Students understand the principles of effective oral, written, and multimedia communication in a variety of formats and contexts.
3.0   Career Planning and Management
      Students understand how to make effective decisions, use career information, and manage personal career plans.
4.0   Technology
      Students know how to use contemporary and emerging technological resources in diverse and changing personal, community, and
      workplace environments.
5.0   Problem Solving and Critical Thinking
      Students understand how to create alternative solutions by using critical and creative thinking skills, such as logical reasoning, analytical
      thinking, and problem-solving techniques.
6.0   Health and Safety
      Students understand health and safety policies, procedures, regulations, and practices, including the use of equipment and handling of
      hazardous materials.
7.0   Responsibility and Flexibility
      Students know the behaviors associated with the demonstration of responsibility and flexibility in personal, workplace, and community
      settings.
8.0   Ethics and Legal Responsibilities
      Students understand professional, ethical, and legal behavior consistent with applicable laws, regulations, and organizational norms.




                                                                                                                                              Page 2
9.0  Leadership and Teamwork
     Students understand effective leadership styles, key concepts of group dynamics, team and individual decision-making, the benefits of
     workforce diversity, and conflict resolution.
10.0 Technical Knowledge and Skills
     Students understand the essential knowledge and skills common to all pathways in the Marketing, Sales, and Service sector.
11.0 Demonstration and Application
     Students demonstrate and apply the concepts contained in the foundation and pathway standards.


                                                        STUDENT LEARNING GOALS

In order to function as productive, involved members of society, San Bernardino County ROP students will:


1. Demonstrate personal skills that promote success and                     4. Demonstrate problem solving and critical thinking skills
   growth in the workplace                                                     a. Use critical thinking skills to make informed decisions and
   a. Know the policies, procedures, and regulations regarding                 solve problems
      health and safety                                                        b. Apply appropriate problem solving strategies and critical
   b. Understand the importance of responsibility and                          thinking skills to work-related issues and tasks
      accountability
   c. Understand the role of ethical behavior                               5. Demonstrate the use of appropriate technology used in the
   d. Understand how to work as a member of a team as well as                  21st Century
      independently                                                            a. Identify, analyze and integrate past, present and future
                                                                               technological resources for application in personal, workplace
2. Demonstrate career planning that leads to postsecondary                     and community environments
   education and/or employment                                                 b. Utilize technological skills to enhance personal and career
   a. Know the specific requirements in a career pathway for                   development
      postsecondary education, certification, and/or licensure
   b. Apply effective strategies for self-promotion in the hiring
      process

3. Demonstrate appropriate application of academic skills
   and concepts necessary for entry into postsecondary
   education and/or employment
   a. Apply the principles of effective oral, written, and
      multimedia communication in a variety of formats and
      contexts
   b. Perform mathematical computations required for industry-
      specific applications


                                                                                                                                  Page 3
                                                       CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                               HSEE         Activity/Assessment
                                                      Hours   Hours          Standards
I. Orientation                                          2                                             Review the course syllabus,
Unit Objective: Discuss the course requirements,                                                      including the community
expectations of the teacher and students, grading                                                     classroom requirements.
and attendance policies, and career opportunities.                                                    Complete the registration form.
Unit Competencies:                                                                                    Q&A session.
A. Review course syllabus and major objectives.
B. Discuss student and teacher expectations.
C. Explain enrollment procedures, attendance
    requirements, and grading policies.
D. Discuss class rules, dress code, acceptable
    behavior, and work ethic.
E. Review classroom safety and procedures to
    follow in the event of an emergency or
    disaster.
F. Discuss the community classroom aspect of
    the program, if applicable.
G. Discuss career opportunities, certificates, and
    the “next steps” in the course sequence related
    to additional education, training, and
    employment.
H. Discuss portfolio requirements.
I. Discuss ROP Student Learning Goals (SLGs)
    and their relationship to the course and
    employment.

II. Occupational Safety                                 6       7     LA: grades 9/10                Read a variety of work place
Unit Objective: Discuss the importance of                             Reading 1.0, 2.0                safety documents. Review the
identifying and following procedures for workplace                                                    safety terminology. Define the
safety, preventing common job related injuries, and                                                   key words and use them in
complying with CAL-OSHA requirements.                                                                 sentences.
Unit Competencies:                                                                                    Quiz
A. Recognize good housekeeping as a safety                                                            Teacher review
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                          Page 4
                                                         CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                         HSEE         Activity/Assessment
                                                        Hours   Hours          Standards
      precaution and implement good safety
      practices.
B.    Identify potential hazards in the work place,
      and discuss ways to report a safety hazard to a
      supervisor.
C.    Discuss the procedures for safely operating
      equipment.
D.    Describe the procedures to follow in
      responding to an accident involving a
      customer or employee.
E.    Follow safety policies related to bending and
      lifting.
F.    Demonstrate knowledge of store emergency
      procedures and drills (i.e. earthquake, fire,
      etc.).
G.    Define and discuss ergonomics in relationship
      to the work environment.

III. Interpersonal Skills                                10      15     LA: grades 9/10                         Research several documents
Unit Objective: Understand the principles of                            Reading 2.3                            relating to team building. Write
effective interpersonal skills, including group                         Writing 1.3, 1.5, 2.3                   a report summarizing your
dynamics, conflict resolution, and negotiation.                         Written and Oral English                findings and present to the class.
Unit Competencies:                                                      Language Conventions 1.1, 1.2,          Writing rubric.
A. Identify and discuss the key concepts of group                       1.3, 1.4                                Presentation rubric.
      dynamics.                                                         Listening/Speaking 1.0, 2.0             Peer evaluation.
B. Review the importance of mutual respect and
      responsible behavior in the workplace.                                                                    Complete a personality
C. Compare ideas and information about selling,                                                                 assessment and identify your
      marketing, and product promotion with                                                                     personality profile. List the
      teammates.                                                                                                qualities in each style that tend
D. Discuss the importance of working                                                                            to be indicators of success in the
      cooperatively and teamwork in the workplace.                                                              business world. Write an essay
E. Identify different personality types and                                                                     on your personality style.
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                     Page 5
                                                          CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                          HSEE         Activity/Assessment
                                                         Hours   Hours          Standards
      strategies for working effectively with each                                                               Writing rubric.
      type of personality.                                                                                       Teacher evaluation.
F.    Discuss the importance of being sensitive to
      diversity in the classroom and the workplace.
G.    Use appropriate business etiquette and social
      skills in department store meetings and at
      major events.
H.    Discuss methods to resolve conflicts with co-
      workers related to scheduling changes.

IV. Ethics in the Workplace                                8      10     LA: grades 9/10                         In workgroups, evaluate several
Unit Objective: Identify the importance of                               Reading 2.0                            job-related scenarios relating to
integrity, honesty, dependability, and ethical                           Writing 2.4                             workplace ethics.
behavior in the workplace.                                               Written and Oral English                Class participation.
Unit Competencies:                                                       Language Conventions 1.1, 1.2,          Identify an ethical situation or
A. Define ethical behavior related to the                                1.3, 1.4                                challenge faced by an employee.
     workplace.                                                          Listening/Speaking 1.2                  Write an essay discussing the
B. Explain the difference between professional                                                                   way you would address the
     and unprofessional conduct.                                                                                 situation.
C. Compare ethical and unethical business                                                                        Prepare and deliver an oral
     practices, and demonstrate the ability to make                                                              presentation.
     ethical choices.                                                                                            Writing rubric.
D. Define pilfering and discuss the relationship to                                                              Presentation rubric.
     workplace ethics.                                                                                           Teacher evaluation.
E. Discuss the difference between ethical and
     unethical sales practices.

V. Building Customer Relations                            10      18     LA grades 9/10                          Using a variety of different sales
Unit Objective: Demonstrate the sales process for                        Reading 1.0, 2.4, 2.6                  scenarios, demonstrate the sales
direct and indirect sales, and identify strategies for                   Writing 1.0, 1.3, 1.5, 1.7              process for direct and indirect
building customer relations.                                             Written and Oral English                sales. Discuss appropriate sales
Unit Competencies:                                                       Language Conventions 1.1, 1.2,          practices.
A. Demonstrate appropriate behavior when                                 1.3, 1.4                                Class participation
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                      Page 6
                                                         CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                         HSEE         Activity/Assessment
                                                        Hours   Hours          Standards
      greeting customers.                                               Listening/Speaking 1.2                  Role-play.
B.    Determine customer needs by listening and                                                                 Teacher evaluation.
      asking questions.                                                 LA grades 11/12
C.    Demonstrate strategies used to make shopping                      Reading 2.3                             Write a process essay that
      easier for customers.                                             Writing 1.7                             describes the steps in the sales
D.    Define customer relations and the importance                                                              process.
      of building customer relationships.                                                                       Writing rubric.
E.    Identify techniques for dealing with difficult                                                            Teacher evaluation.
      customers and the steps involved in resolving
      customer complaints.
F.    Describe strategies for providing responsive
      service to customers on the telephone and in
      the store.
G.    Discuss techniques used to direct customers to
      additional services.
H.    Discuss the proper process for completing
      special orders or handling merchandise
      returns.
I.    Apply Maslow’s “Hierarchy of Needs” theory
      to building customer relations and the sales
      process.
J.    Describe the differences in direct and indirect
      sales.

VI. Applied Marketing Mathematics                        10      15     Math grades 9 – 12                      Complete a math worksheet by
Unit Objective: Demonstrate an understanding of                         Number and Operations:                 solving problems common to
math applications related to sales and marketing.                       Understand numbers, ways of             retail sales using addition,
Unit Competencies:                                                      representing numbers,                   subtraction, multiplication,
A. Practice basic math computations used in sales                       relationships among numbers             division, decimals, fractions, and
    transactions.                                                       and number systems.                     percentages.
B. Demonstrate the proper procedures for                                Understand meanings of                  Class discussion
    calculating:                                                        operations and how they relate          Quiz
    • Selling price                                                     to one another.                         Teacher evaluation
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                     Page 7
                                                        CL      CC         CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                          HSEE         Activity/Assessment
                                                       Hours   Hours           Standards
      • Cost mark-ups                                                  Compute fluently and make
      • Percents and discounts                                         reasonable estimates.
      • Shipping, sales tax, or other fees
      • Difference on returns or exchanges                             Math grade 7
      • Price by weight.                                               Number Sense
      • Unit pricing                                                   1.2 Add, subtract, multiply, and
C.    Demonstrate the use of ten key calculators.                      divide rational numbers
D.    Demonstrate the process for counting money                       1.3 Convert fractions to
      and making change.                                               decimals and percents and use
E.    Demonstrate the procedure for processing cash                    these representations in
      sales and cash refunds on overcharges.                           estimations, computations, and
F.    Complete a purchase order.                                       applications
G.    Calculate and compare stock and sales ratios.                    1.6 Calculate the percentage of
H.    Compare actual sales to projected sales.                         increases and decreases of a
I.    Discuss the advantage of using charts and                        quantity
      graphs to compare sales data.                                    1.7 Solve problems that involve
J.    Describe the procedure for creating a profit                     discounts, markups,
      and loss statement.                                              commissions, and profit and
                                                                       compute simple and compound
                                                                       interest.

VII. Sales and Promotions                               10      20     LA: grades 9/10                           Research information related to a
Unit Objective: Identify appropriate ways to                           Reading 1.0, 2.4, 2.6                    specific product. Design a
promote and sell products.                                             Writing 1.0, 1.3                          marketing/sales campaign for
Unit Competencies:                                                     Written and Oral English                  promoting the product. Write a
A. Demonstrate the seven steps in the sales process.                   Language Conventions 1.1, 1.2,            one-page summary. Create a
B. Describe ways to determine customer needs,                          1.3, 1.4                                  poster relating to the product or
    including questioning and listening for clues.                     Listening/Speaking 1.0                    service you’ve selected. Present
C. Explain the difference between the features and                                                               your promotional strategies to
    benefits of a product.                                                                                       the class.
D. Describe strategies for requesting customer                                                                   Written rubric
    feedback on products and service.                                                                            Presentation rubric
E. Demonstrate ways to offer additional products                                                                 Class participation
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                     Page 8
                                                       CL      CC         CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                         HSEE         Activity/Assessment
                                                      Hours   Hours           Standards
   and services.                                                                                                Teacher evaluation
F. Describe ways to overcome objections to a
   sale.
G. Describe ways to build a sale, such as offering
    special promotions, credit accounts, or gift
    cards.
H. Describe ways to motivate a customer to
    return for future purchases.

VIII. Cash Handling                                    10      20     Math grade 7                              Based on a list of items with
Unit Objective: Understand and demonstrate                            Number Sense                             varying discounts, calculate the
security precautions when handling cash and                           1.2 Add, subtract, multiply, and          discount and determine net price
negotiable instruments.                                               divide rational numbers                   for each item.
Unit Competencies:                                                    1.3 Convert fractions to                  Quiz
A. Research and evaluate the features of cash                         decimals and percents and use             Teacher review.
    registers currently used in retail stores.                        these representations in                  Demonstrate the proper steps in
B. Identify characteristics commonly found in                         estimations, computations, and            using a cash register, making
    counterfeit currency and altered bills.                           applications                              change, and counting money.
C. Describe how to recognize a correctly written                      1.6 Calculate the percentage of           Class participation and peer
    check.                                                            increases and decreases of a              evaluation.
D. Discuss the different forms of endorsement.                        quantity                                  Research and compare
E. Demonstrate the correct steps in processing a                      1.7 Solve problems that involve           accounting services for a
    cash transaction, making change, and                              discounts, markups,                       business, including payroll
    balancing a cash drawer.                                          commissions, and profit and               services, tax preparation, and
F. Describe the procedure to process a credit card                    compute simple and compound               quarterly and annual reports.
    transaction.                                                      interest.                                 Write an essay comparing the
G. Explain the difference between credit and                                                                    services that are available.
    debit cards.                                                      LA grades 9/10                            Writing rubric.
H. State the guidelines for accepting credit cards.                   Reading 2.1                               Teacher evaluation.
I. Discuss the procedures for detecting                               Writing 1.2
    counterfeit credit cards.
J. Demonstrate the steps for verifying customer
    identification.
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                    Page 9
                                                          CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                          HSEE         Activity/Assessment
                                                         Hours   Hours          Standards
 K.   Describe the appropriate security techniques
      when using a cash register.

IX. Technology Skills                                     10       5     LA: grades 9/10                         Write an essay about the impact
Unit Objective: Discuss the use of computers and                         Reading 2.1, 2.4                       of technology on sales and
other technology in sales and marketing.                                 Writing 2.3                             marketing.
Unit Competencies:                                                       Written and Oral English                Writing rubric
  A. Identify the software programs commonly                             Language Conventions 1.1, 1.2,          Teacher evaluation
       used in the retail industry and the purpose of                    1.3, 1.4
       each.
  B. Explain the effect of technology on sales and
       marketing.
  C. Demonstrate the ability to use a personal
       computer for analyzing data pertaining to sales
       and marketing.
  D. Describe how to create a customer database
       based on sales transactions.
  E. Discuss the impact of Internet sales, catalog
       sales, telemarketing, etc.
 X. Ethics                                                10       5     LA: grades 9/10                         Write an essay discussing ethical
  Unit Objective: Understand the importance of                           Reading 2.3, 2.4, 2.6                  behavior regarding the use of
  maintaining ethical business practices.                                Writing 1.4, 1.5, 2.3                   personal information in sales and
  Unit Competencies:                                                     Written and Oral English                marketing.
  A. Discuss ethical responsibilities concerning                         Language Conventions 1.1, 1.2,          Writing rubric
       access to information.                                            1.3, 1.4                                Teacher evaluation
  B. Discuss an individual’s right to privacy                            Listening/Speaking 1.1                  As a member of a team, review
       regarding personal information.                                                                           scenarios pertaining to business
  C. Demonstrate the ability to make ethical                                                                     situations that involve making
       choices in the workplace.                                                                                 ethical decisions. Analyze the
  D. Safeguard customer information and use                                                                      options. Present your team’s
       technology systems responsibly.                                                                           decision (including your
  E. Discuss copyright guidelines in regard to                                                                   analysis) to the class.
       accessing and using technology.                                                                           Class participation
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                     Page 10
                                                        CL      CC         CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                         HSEE         Activity/Assessment
                                                       Hours   Hours           Standards
                                                                                                                Peer evaluation
                                                                                                                Teacher review

XI. Inventory and Stocking Management                   15      20     Math grades 9 – 12                       Using a product inventory
 Unit Objective: Describe the inventory control                        Number and Operations                   spreadsheet, calculate discounts,
 systems used in a retail store.                                       Understand numbers, ways of              markups, commissions, profits,
 Unit Competencies:                                                    representing numbers,                    and inventory balances using a
 A. Explain the process of inventory control and                       relationships among numbers              FIFO (First In - First Out)
      how it impacts business.                                         and number systems.                      system.
 B. Demonstrate the process for locating                               Understand meanings of                   Teacher evaluation
      merchandise using an inventory control                           operations and how they relate
      system.                                                          to one another.
 C. Identify basic computer principles that apply                      Compute fluently and make
      to inventory control.                                            reasonable estimates.
 D. Compare invoice receipts to physical
      inventory.                                                       Algebra
 E. Demonstrate stocking and restocking                                Understand patterns, relations,
      procedures.                                                      and functions
 F. Demonstrate the process for returning stock to
      a manufacturer or vendor for resale.                             Math grade 7
 G. Demonstrate procedures for handling layaways                       Number Sense
      and discuss the effect on a store’s inventory.                   1.7 Solve problems that involve
 H. Demonstrate store procedures for receiving,                        discounts, markups,
      checking, marking, and stocking merchandise.                     commissions, and profit and
 I. Discuss and demonstrate the use of                                 compute simple and compound
      computerized systems to track merchandise                        interest.
      based on a FIFO (First In-First Out) system.
 J. Discuss procedures for returns, exchanges and
      adjustments.




CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                    Page 11
                                                        CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                        HSEE         Activity/Assessment
                                                       Hours   Hours          Standards
XII. Loss Prevention and Asset Protection               15      15     LA: grades 9/10                         Analyze several different
 Unit Objective: Discuss methods of loss                               Writing 1.0, 2.0. 2.4                  situations and determine the
 prevention used in the sales industry.                                Written and Oral English                measures that should be
 Unit Competencies:                                                    Language Conventions 1.1, 1.2,          followed by store personnel to
 A. Discuss security procedures used in retail sales                   1.3, 1.4,                               prevent a loss in each situation.
     and strategies for loss prevention.                               Listening/Speaking 2.6                  Write an essay highlighting the
 B. Identify internal and external factors relating                                                            measures used to prevent
     to theft.                                                         LA: grades 11/12                        internal and external theft.
 C. Demonstrate loss prevention measures for                           Writing 2.5                             Present your finding to the class.
     preventing employee and customer pilferage.                                                               Writing rubric
 D. Demonstrate the procedure for attaching                                                                    Class participation
     security devices to merchandise.                                                                          Peer evaluation
 E. Demonstrate the procedure for removing                                                                     Teacher evaluation
     security devices from merchandise.
 F. Explain security procedures for shoplifting.
 G. Discuss the importance of reporting security
     violations to appropriate company personnel.
 H. Identify the procedure for reporting a
     suspicious customer.
 I. Discuss the procedures to follow in the event
     of a robbery.
 J. Demonstrate the procedures for opening and
     closing a store.
 K. Demonstrate precautionary measures used for
     break-ins and burglaries.

 XIII. Maintaining Appearance of Department             20      10     LA: grades 9/10                         Research several store layouts
         Store Merchandise and Displays                                Reading 1.0                            and merchandise display
 Unit Objective: Identify the purpose of window,                       Writing 1.5, 2.3                        designs. Collect pictures that
 interior and point of purchase displays.                              Listening/Speaking 1.7, 2.6             demonstrate a variety of store
 Unit Competencies:                                                    Written and Oral English                layouts and displays and explain
 A. Describe different store layouts and compare                       Language Conventions 1.1, 1.2,          each.
      feasibility for merchandise displays.                            1.3, 1.4                                Write an essay comparing at
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                    Page 12
                                                         CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                 HSEE         Activity/Assessment
                                                        Hours   Hours          Standards
 B.   Discuss visual merchandise display designs,                       LA: grades 11/12                least two types merchandise
      including window, interior, impulse, and point                    Reading 2.3                     display designs.
      of purchase.                                                      Writing 1.7                     Writing rubric
 C.   Discuss the relationship between sales and the                                                    Teacher evaluation
      store layout, fixtures, wall colors, lighting,                                                    Create a store display and
      signs, and floor covering.                                                                        present to class.
 D.   Discuss basic design elements, including line,                                                    Presentation rubric
      shape, size, and weight.                                                                          Class participation
 E.   Discuss the principles of design in relation to                                                   Class evaluation.
      harmony, contrast, balance, and proportion.
 F.   Discuss the impact of texture and color on
      merchandise displays.
 G.   Describe the relationship between zigzag and
      pyramid displays.
 H.   Identify other sources used to create displays.
 I.   Discuss the importance of good housekeeping
      and the relationship to sales.

XIV. Marketing Economics                                 15       5     LA: grades 9/10                 Analyze three articles relating to
Unit Objective: Demonstrates an understanding of                        Reading 1.0                    the effects of economic systems
economics as it relates to marketing.                                   Writing 1.0                     on individual, groups, and
Unit Competencies:                                                      Listening/Speaking 1.1          society. Write an essay related
 A. Discuss basic global economic concepts.                                                             to the economic concepts and
 B. Discuss economic fundamentals and show the                                                          systems discussed in the articles.
      relationship to business activities.                                                              Writing rubric
 C. Define the following types of business                                                              Class discussion
      ownership:                                                                                        Teacher evaluation
      •     Individual                                                                                  Develop a business plan that
     •      Proprietorship                                                                              includes the type of business,
     •      Partnership                                                                                 ownership, resources, short-term
     •      Corporation                                                                                 and long-term goals, projected
     •      Cooperative                                                                                 sales, projected costs, location
     •      Chain                                                                                       surveys, and marketing
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                             Page 13
                                                         CL      CC        CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                      HSEE         Activity/Assessment
                                                        Hours   Hours          Standards
   •    Branch                                                                                               strategies. Organize the business
   •    Franchise                                                                                            plan in a portfolio.
   •    Leased dealership                                                                                    Portfolio rubric
D. Define private enterprise and gross national                                                              Writing rubric
   product (GNP).                                                                                            Teacher evaluation
E. Develop a business plan.

XV. Management and Supervision                           10       5     LA: grades 9/10                      Based on a business scenario,
Unit Objective: Describe the role of management                         Reading 1.0                         role-play different styles of
in planning, organizing, and supervising the                            Writing 1.0                          management. Demonstrate
business.                                                               Listening/Speaking 1.1               decision-making and human
  Unit Competences:                                                                                          relations, and interpersonal skills
A. Review personal and professional management                                                               related to each style of
     practices.                                                                                              management.
B. Discuss the role of each level of management.                                                             Class participation
C. Demonstrate techniques for motivating                                                                     Teacher evaluation
     employees.                                                                                              Read several journal articles
D. Describe strategies used to build employee                                                                related to different styles of
     morale.                                                                                                 management. Write a one-page
E. Recognize the importance of acknowledging                                                                 essay summarizing your
     the accomplishments of others.                                                                          findings.
F. Discuss the importance of time management.                                                                Writing rubric
G. Explain how to give feedback for personal                                                                 Teacher evaluation
     growth.

XVI.      Leadership                                     14      10     LA: grades 9/10                      Attend a professional
 Unit Objective: Demonstrate leadership skills in                       Reading 1.0                         development conference,
 the classroom and workplace.                                           Writing 1.5, 1.6                     workshop, or related activity.
 Unit Competencies:                                                     Listening/Speaking 1.7               Write an essay that details the
   A. Discuss the benefit of participating in student                                                        experience. Present to class.
        organizations related to careers in marketing                   Math grade 9 – 12                    Writing rubric
        and retail sales.                                               Number and Operations                Presentation rubric
   B. Demonstrate the ability to accept direction                       Understand numbers, ways of          Working as a team member,
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                  Page 14
                                                         CL      CC         CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                                       HSEE         Activity/Assessment
                                                        Hours   Hours           Standards
        and assume responsibility for completing                        representing numbers,                 research, plan, organize, and
        assignments.                                                    relationships among numbers,          implement a community service
  C.    Demonstrate the ability to work well with                       and number systems.                   project. Using graphs and
        others.                                                                                               charts, prepare a visual summary
  D.    Display appropriate professional behavior,                                                            of the project, including staff
        including a positive attitude, initiative,                                                            participation, cost, number of
        interest, honesty, responsibility,                                                                    community members served by
        assertiveness, self-control, enthusiasm,                                                              the project.
        integrity, teamwork, and dependability.                                                               Class participation
  E.    Identify professional and trade organizations                                                         Teacher evaluation
        that support your business.
  F.    Discuss ways to get community support.

Job Search                                                5             LA: grades 9/10                       Write job applications and
Unit Objective: Demonstrate job search and job                          Writing 1.0, 1.1, 2.5                resumes that provide clear and
retention techniques.                                                   Reading 2.1                           purposeful information and
Unit Competencies:                                                      Speaking 2.3                          address the intended audience
A. Identify sources of job information, including                                                             appropriately. Modify the tone to
     electronic sources.                                                LA: grades 11/12                      fit the purpose and audience.
B. Explore career opportunities and projected                           Writing 2.5                           Follow conventional page
     trends, investigate required education, training                                                         formats, fonts, and spacing that
     and experience, and develop an individual                                                                contribute to the readability and
     educational plan.                                                                                        impact of the document.
C. Demonstrate positive work habits and attitude.                                                             Apply appropriate interviewing
D. Discuss appropriate dress and grooming                                                                     techniques: Prepare and ask
     standards for seeking employment and for the                                                             relevant questions; make notes
     workplace.                                                                                               of responses; use language that
E. Review company policies and current trends in                                                              conveys maturity, sensitivity,
     employee compatibility screening, drug                                                                   and respect; respond correctly
     screening, and background checks.                                                                        and effectively to questions.
F. Correctly complete an employment                                                                           Create a professional portfolio
     application.                                                                                             including samples of class work,
G. Develop an employment resume and cover                                                                     cover letter, resume, letter of
CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                                  Page 15
                                                       CL      CC     CA Academic Content
       MAJOR INSTRUCTIONAL UNITS                                                            HSEE        Activity/Assessment
                                                      Hours   Hours       Standards
      letter.                                                                                      application and
H.    Demonstrate interviewing techniques, using                                                   recommendation.
      appropriate tone and body language.                                                          Teacher evaluation
I.    Develop a work portfolio.
J.    Describe career paths and goal setting.
K.    Identify steps for setting personal goals and
      objectives.
L.    List job retention and job leaving skills.




CL = Classroom and Lab
CC = Community Classroom (worksite learning)
LA = Language Arts Standards
MA = Math Standards
SC = Science Standards
AC = Art Cornerstones
HSEE = High School Exit Exam Standards                                                                      Page 16

								
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