HS Marketing Applications Business and Technology

Transcription

1 Scope And Sequence Timeframe Unit Instructional Topics 1 Week(s) 4 Week(s) 5 Week(s) 2 Week(s) 5 Week(s) Course Description An instructional program for students who are interested in a career in the field of marketing and management. This course includes instructional areas designed to provide an understanding of the fundamental marketing processes and an orientation such as oral and written communication, marketing employment, advertising, sales promotion, personal selling, and ethics in the workplace, as well as social intelligence and vocational understanding. Course Rationale The objectives of the Business/Technology Department are to encourage students to develop marketable skills and to gain business knowledge for personal or business application. The courses are developed to enable students to seek employment immediately after graduation, to provide a background for college-bound students, and to gain a general understanding of the business world for personal use. Knowing your product and customer is a must to run a successful business. The purpose and goal of selling. The four key marketing decisions effect successful product development. Key Resources Marketing Essential, Glencoe Board Approval Date May 23, 2013 DECA Introduction The World of Marketing Selling Marketing Information Management Entrepreneurship Unit: DECA Introduction Course Details 1. What is DECA? 1. Marketing is all around us 2. Basic marketing concepts 1. Preparing for the sale 2. Initiating the sale 3. Presenting the Product 4. Closing the sale 5. Using math in sales 1. Marketing research 2. Conducting marketing research 1. Entrepreneurial Concepts 2. Risk Management 3. Developing a business plan This unit explains the benefits and opportunities that DECA provides for high school students. DECA helps build successful professionals. DECA offers a variety of business opportunities. DECA provides a program for college and career connections. How can DECA create successful professionals? Why to DECAs business opportunities help me? How does DECA help me prepare for college and/or my career? Given a sample competitive event, student can demonstrate DECA skills. Given a class discussion, students can explain DECAs opportunities for high school and the future. DECA Professional Organization Duration: 1 Week(s) Key Term: Career Development Conference (CDC) Career and Technical Student Organization (CTSO) Career Cluster Topic: What is DECA? Duration: 1 Week(s) The student will understand benefits and opportunities of DECA. Page 1

2 The student will participate in the DECA competitive events program. The student will have an understanding of the mission and purpose of DECA. The student will learn of all the benefits of getting fully involved in the co-curricular organization of DECA. The student will receive all the information necessary to get started and involved in DECA. The student will gain an understanding of all the competitive events associated with DECA and their relation to marketing, management and entrepreneurship. The student will have an opportunity to participate in practice events. Unit: The World of Marketing This unit addresses the overview of marketing. Duration: 4 Week(s) Marketing is an important part of our culture and economic system. A marketing plan is the foundation of a successful business operation. The functions of marketing are broad in range and important to business success. Why is marketing an important part of our culture and economic system? How does a marketing plan affect a businesses success? Why are all the functions of marketing important to the success of a business? Given an essay question, the student will explain their understanding of marketing in our culture and economic system. Through a marketing plan, the students will demonstrate the appropriate elements. Given a poster project, the students will showcase the different functions of marketing. Consumer Market Customer Profile Demographics Discretion Income Disposable Income Distribution Finance Functions of Marketing Geographic Goods Market Market Segmentation Market Share Marketing Marketing Concept Marketing Information Management Marketing Mix Marketing Plan Marketing Strategy Mass Marketing Organizational Market Pricing Psychographics PEST Analysis Product Service Management Promotion Sales Forecast Selling Services Situation Analysis SWOT Analysis Target Market Utility Topic: Marketing is all around us Description Chapter 1 Page 2

3 The student will cite examples of utilities. The student will compare and contrast consumer and organizational markets. The student will create a campaign theme tying all part of the promotional mix together to create one clear and concise campaign. The student will describe how marketers use knowledge of the markets to sell products. The student will describe the benefits of marketing. The student will describe the marketing core function. The student will describe the scope of marketing. The student will explain the concept of utility. The student will explain the importance of target markets. The student will explain the marketing concept. The student will explain how each component of the marketing mix contributes to successful marketing. Basic marketing concepts The student will analyze a target market. The student will differentiate between mass marketing and market segmentation. The student will explain the basic elements of a marketing plan. The student will explain the concept of market segmentation. The student will identify the factors in a PEST analysis. The student will learn how to conduct a SWOT analysis. The student will list the three key areas of an internal company analysis. Unit: Selling What sales skills are essential to help a business to be successful. Duration: 5 Week(s) Customers make different buying decisions everyday. There are different ways for a business to reach their customer. There are benefits to keeping a customer satisfied. Why do customers make different buying decisions? What are the different ways a business reaches their customer? What are the benefits of keeping a customer satisfied? Given a customer case-study, the student will be able to explain the customers buying decisions. Given customer data, the student will produce a way to reach the customer. The student will be able to explain the benefits of retaining a customer. Feature, benefits, business to business, sales quota, non verbal communication, layman's terms customer satisfaction, suggestive selling Topic: Preparing for the sale The student will define consultative selling. The student will define selling and different types of selling situations. The student will differentiate between rational and emotional buying. The student will explain the purpose and goals of selling. The student will list three levels of customer decision making. The student will use feature benefit selling Page 3

4 Initiating the sale The student will demonstrate how business to business sales representatives conduct the initial approach. The student will explain the importance and purposes of the approach in the sales process. The student will explain why determining needs is important to the sales process. The student will list seven steps of a sale. The student will list three methods for determining needs. The student will name three methods for making the initial approach. Presenting the Product The student will describe the goal of product presentation. The student will distinguish objections from excuses. The student will list four techniques that create an effective product presentation. The student will demonstrate the general four step method for handling customer objections. The student will know when to use the seven methods of handling objections. The student will explain the five buying decisions on which objections are based. Closing the sale The student will explain the importance of customer service and the follow-up. The student will explain the importance of suggestive selling. The student will identify customer buying signals. The student will list a few rules for closing the sale. The student will select the appropriate method to close the sale. Using math in sales The student will be able to prepare purchase orders and invoices. The student will calculate sales tax, discounts and shipping charges. The student will know the use of the Universal Product Code (UPCs). The student will list the different types of retail sales. The student will name the functions of a POS register. The student will process purchases, returns and exchanges. Unit: Marketing Information Management Page 4

5 This unit covers the importance of marketing research. It is important for a business to have reliably market information. There are different types of market research. There are limitations to market research. Why is it important for a business to have reliably market information? What are the different ways to collect market information? What are the limitations to market reach? The student will be able to explain why reliable market information is important to a business. The student will be able to list the different ways to collect and analysis market data. Given data, the student will be able to discuss the research limitations. Market Research Database Qualitative Research Quantitative Research Media Research Data Analysis Topic: Marketing research The student will describe the purpose of marketing research. The student will explain the characteristics and purpose of a marketing information system. Conducting marketing research The student will collect and interpret marketing information. The student will compare primary and secondary data. The student will explain the steps in the marketing research process. Unit: Entrepreneurship Duration: 5 Week(s) Page 5

6 This unit covers the issues of being an entrepreneur. There are advantages and disadvantages of being an entrepreneur. There are legal considerations to owning a business. There are different type of business organizations. There are many aspects to running a successful business. What are the advantages and disadvantages of being an entrepreneur? What are the legal considerations to owning a business? What are the different types of business organizations? How would you prioritize the aspect of running a business? The student will be able to explain the advantages and disadvantages of being an entrepreneur. The student will be able to describe the legal considerations to owning a business. Given data, the student will describe a business organization plan. The student will participate in a virtual business simulation that assess their ability to run a business. Entrepreneurship Limited Liability Unlimited Liability Franchise Partnership Incorporation Stockholders Risk Management Insurance Topic: Entrepreneurial Concepts Duration: 0 Day(s) The student will define entrepreneurship. The student will explain the advantages and disadvantages of entrepreneurship. The student will list the skills of an entrepreneur. Topic: Duration: 0 Day(s) Risk Management The student will explain the nature and scope of risk management. The student will identify the various types of business risk. The student will explain the concept of insurance. Topic: Duration: 0 Day(s) Developing a business plan The student will explain the importance of a business plan. The student will identify external planning considerations. The student will develop a business organization plan. Page 6

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