Courses of Study: Marketing, Sales, and Service

Marketing, Sales, and Service, Grade 9 - 12, Sales and Promotion Planning, 2009

1.) Categorize elements of the promotional mix and their applications in a competitive economic environment.

•  Distinguishing among advertising, promotion, publicity, and public relations
•  Analyzing sales and promotion for the effect on e-marketing
•  Describing ethical behavior as it relates to sales and promotion
•  Analyzing the role of branding and trademarks in merchandising
2.) Determine techniques used to segment advertising, promotion, products, and services for potential markets.

•  Demonstrating the need for target marketing
•  Developing customer and client profiles
•  Conducting a market analysis
Examples: market size, area, potential

3.) Utilize research results to determine regulations affecting ethical issues related to sales and promotion.

•  Describing methods used to protect intellectual property
4.) Design an advertising and promotional campaign, including identifying a target market, determining media use, preparing a budget, and developing a timeline for a product or service.

5.) Determine the importance of wholesale, retail, and professional sales in a free enterprise economy.

•  Calculating markups, sales tax, discounts, and costs of goods sold
6.) Create sales promotion materials, including slogans, brochures, catalogs, and cross promotions that incorporate company image and design through the use of various forms of technology.

7.) Demonstrate effective sales presentation skills, including obtaining product knowledge, developing a customer base, and determining sales techniques.

8.) Identify effective Internet sales methods used for Internet presentations and Internet commerce.

9.) Identify various follow-up sales techniques for obtaining customer referrals for future sales.

10.) Determine career and entrepreneurial opportunities, responsibilities, and educational and credentialing requirements in professional sales and promotion.