|
Marketing Foundations |
| STANDARD |
SKILLS and CONCEPTS |
VOCABULARY |
| MF 1.1 Content Standard:
Students understand fundamental business/marketing administrative
concepts that affect business decision making. |
MF 1.1.1 Describe and
differentiate between business activities (MB:001) (CS) |
marketing concept |
| MF
1.1.2 Explain marketing and its importance in a global economy (BA:003) (CS) |
import, export |
| MF
1.1.3 Explain marketing functions and related activities (BA:004) (CS) |
pricing, promotion, distribution |
| MF
1.1.4 Explain types of business ownership (BA:028) (CS) |
sole proprietorship,
partnership, corporation |
| MF
1.1.5 Explain the concept of management (BA:022) (CS) |
strategic planning |
| MF 2.1 Content Standard:
Students apply verbal skills to obtain and convey information. |
MF 2.1.1 Explain the nature
of effective verbal communications (CO:147) (PQ) |
|
| MF
2.1.2 Ask relevant questions (PQ) |
|
| MF
2.1.3 Apply active listening skills (CO:017) (PQ) |
barriers |
| MF
2.1.4 Use proper grammar and vocabulary (CO:004) (PQ) |
jargon |
| MF
2.1.5 Provide legitimate responses to inquiries (PQ) |
|
| MF
2.1.6 Interpret others’ nonverbal cues (PQ) |
body language |
| MF
2.1.7 Defend ideas objectively (CS) |
|
| MF
2.1.8 Participate in group discussions (CS) |
|
| MF
2.1.9 Address people properly (CO:005) |
introductions |
| MF
2.1.10 Make oral presentations (CO:025) (SP |
persuade |
| MF
2.1.11 Handle telephone/cellular calls in a businesslike manner (CO:114) (CS) |
|
| MF
2.1.12 Use communication technology systems (CO:021) (CS) |
|
| MF 2.2 Content Standard: Students write effectively to convey
information. |
MF 2.2.1 Explain the nature
of effective written communications (CO:016) (PQ) |
marketing writing |
| MF
2.2.2 Write thank you correspondence (CO:027) (CS) |
|
| MF
2.2.3 Write inquiries (CO:040) (CS) |
|
| MF
2.2.4 Write informational messages (CO:039) (CS) |
targeted letters |
| MF
2.2.5 Write memorandums (CO:030) |
headings |
| MF
2.2.6 Write business letters (CO:133) (CS) |
ethical communications |
| MF
2.2.7 Utilize computer hardware/software to prepare written communications
(TC:002) (CS) |
work processing programs |
| MF
2.2.8 Send information via fax (TC:004) (CS) |
|
| MF
2.2.9 Access Internet and obtain relevant information (TC:005) (PQ) |
firewall |
MF 2.3 Content Standard:
Students communicate with staff to clarify workplace objectives.
|
MF 2.3.1 Follow directions
(CO:119) (PQ) |
|
| MF
2.3.2 Explain the nature of staff communication (CO:014) (CS) |
|
MF 2.3.3 Participate in
staff meetings (CS)
|
quorum |
| MF 3.1 Content Standard: Students acquire foundational knowledge
of distribution to understand its role in marketing. |
MF 3.1.1 Describe the
nature and scope of distribution (DS:001) (CS) |
place utility |
| MF
3.1.2 Explain the nature of channels of distribution (DS:055) (CS) |
intermediaries |
| MF
3.1.3 Illustrate the shipping and receiving process (DS:004) |
purchase order |
| MF
3.1.4 Explain the nature of warehousing (DS:032) (CS) |
|
| MF 3.1.5 Summarize
storage considerations (DS:013) (CS) |
|
| MF
3.1.6 Explain the nature of inventory control systems (DS:019) (CS) |
turnover rate |
| MF 4.1 Content Standard:
Students acquire an understanding of fundamental economic concepts to
obtain a foundation for employment in business. |
MF 4.1.1 Distinguish
between economic goods and services (EC:002) (CS) |
intangible |
| MF
4.1.2 Explain the concept of economic resources (EC:003) (CS) |
factors of production |
| MF
4.1.3 Determine economic utilities created by business activities (EC:004)
(CS) |
law of diminishing marginal utility |
| MF
4.1.4 Describe the concept of economic scarcity and economic activities
(EC:001) (CS) |
|
| MF
4.1.5 Explain the principles of supply and demand (EC:005) (CS) |
law of demand |
| MF
4.1.6 Describe the concept of price (EC:006) (CS) |
exchange price |
| MF 4.1.7 Explain the
concept of productivity (EC:013) (CS) |
|
| MF 4.2 Content Standard:
Students differentiate among economic systems to understand the
environments in which businesses function. |
MF 4.2.1 Explain the types
of economic systems (EC:007) (CS) |
market economy |
| MF
4.2.2 Explain the relationship between government and business (EC:008) (CS) |
government regulations |
| MF
4.2.3 Explain the concept of private enterprise (EC:009) (CS) |
price directed system |
| MF
4.2.4 Identify factors affecting a business’s profit (EC:010) (CS) |
|
| MF 4.2.5 Explain the
concept of competition (EC:012) (CS) |
indirect competition |
| MF
4.2.6 Determine factors affecting business risk (EC:011) (CS) |
speculative risks |
| MF 5.1 Content Standard:
Students develop awareness of personal feelings and their impact on
others to foster self-understanding. |
MF 5.1.1 Describe the nature of emotional intelligence
(PQ) |
|
| MF
5.1.2 Develop personality traits important to business (HR:286) (CS) |
|
| MF 5.1.3 Explain the
concept of self-esteem (PD:014) (PQ) |
affirmation |
| MF 5.1.4 Assess personal
strengths and weaknesses (PQ) |
|
| MF
5.1.5 Recognize personal biases and stereotypes (PD:007) (PQ) |
|
| MF 5.2 Content Standard:
Students exhibit techniques to manage emotional reactions to people
and situations. |
MF 5.2.1 Identify desirable
personality traits important to business (PD:001) (PQ) |
adaptability |
| MF
5.2.2 Maintain positive attitude (PD:003) (PQ) |
optimistic |
| MF 5.2.3 Demonstrate
interest and enthusiasm (PD:004) (PQ) |
indifference |
| MF 5.2.4 Demonstrate
responsible behavior (PD:005) (PQ) |
|
| MF 5.2.5 Demonstrate
honesty and integrity (PD:006) (PQ) |
trustworthy |
| MF
5.2.6 Exhibit self-confidence (PQ) |
interdependence |
| MF
5.2.7 Demonstrate ethical work habits (PD:008) (PQ) |
stimulus control |
| MF
5.2.8 Demonstrate initiative (PD:010) (PQ) |
|
| MF
5.2.9 Demonstrate self-control (PD:011) (PQ) |
|
| MF 5.2.10 Use feedback
for personal growth (PD:015) (PQ) |
emotional traits |
| MF
5.2.11 Adjust to change (PD:016) (PQ) |
|
| MF 5.3 Content Standard:
Students understand others’ feelings, needs, and concerns to enhance
interpersonal relations. |
MF 5.3.1 Show empathy for
others (IS:009) (PQ) |
|
| MF
5.3.2 Explain the nature of positive customer/client relations (IS:005) (CS) |
|
| MF
5.3.3 Demonstrate a customer-service mindset (IS:002) (CS) |
|
| MF
5.3.4 Develop cultural sensitivity (IS:002) (CS) |
|
| MF 5.4 Content Standard:
Students manage internal and external business relationships to foster
positive interactions. |
MF 5.4.1 Explain the nature
of effective communications (CO:015) (PQ) |
|
| MF
5.4.2 Foster positive working relations (IS:003) CS) |
perspective |
| MF
5.4.3 Explain the concept of leadership (CS) |
|
| MF
5.4.4 Participate as a team member (IS:004)
(PQ) |
consensus |
| MF
5.4.5 Handle difficult customers (IS:013) (CS) |
indecisive customer |
| MF
5.4.6 Interpret business policies to customers/clients (IS:014) (CS) |
|
| MF 6.1 Content Standard:
Students acquire an understanding of the fundamental principles of
money needed to make financial exchanges. |
MF 6.1.1 Explain forms of
financial exchange (cash, credit, debit, electronic fund transfer, etc.) (PQ) |
|
| MF
6.1.2 Identify types of currency (paper money, coins, banknotes, government
bonds, treasury notes, etc.) (PQ) |
|
| MF
6.1.3 Describe the functions of money (medium of exchange, unit of measure,
store of value) (PQ) |
|
| MF
6.1.4 Describe sources of income (wages/salaries, interest, rent, dividends,
transfer payments, etc.) (PQ) |
fringe benefits |
| MF
6.1.5 Explain the time value of money (CS) |
|
| MF
6.1.6 Explain the purposes and importance of credit (FI:002) (CS) |
|
| MF 7.1 Content Standard:
Students acquire foundational knowledge of marketing-information
management to understand its nature and scope. |
MF 7.1.1 Describe the need
for marketing-information management. (IM:012) (CS) |
|
| MF
7.1.2 Introduce the basics of marketing research. (IM:001) (SP) |
historical research |
| MF 7.2 Content Standard:
Students employ marketing information to plan marketing activities. |
MF 7.2.1 Explain the
concept of marketing strategies. (IM:194) (CS) |
marketing mix |
| MF
7.2.2 Explain the concept of market identification. (IM:196) (CS) |
demographic segmentation |
| MF 7.3 Content
Standard: Students utilize
information-technology tools to manage and perform work responsibilities. |
MF 7.3.1 Identify ways that
technology impacts business (BA:030) (PQ) |
video conference |
| MF
7.3.2 Demonstrate e-mail function (BA:033) (PQ) |
|
| MF
7.3.3 Demonstrate basic web-search skills ( BA:035) (PQ) |
site map |
| MF
7.3.4 Demonstrate basic word-processing skills (BA:031) (PQ) |
format |
| MF
7.3.5 Demonstrate basic presentation applications (BA:032) (PQ) |
|
| MF 8.1 Content Standard:
Students solve mathematical problems that present themselves in
marketing. |
MF 8.1.1 Solve addition
problems (MA:097) |
addemd |
| MF
8.1.2 Solve subtraction problems (MA:098) |
difference |
| MF
8.1.3 Solve multiplication problems (MA:099) |
multiplicand |
| MF
8.1.4 Solve division problems (MA:100) |
quotient |
| MF
8.1.5 Solve mathematical problems involving fractions (MA:101) |
equivalent fractions |
| MF
8.1.6 Solve mathematical problems involving percentages (MA:377) |
rate |
| MF
8.1.7 Make change (MA:386) (CS) |
amount tendered |
| MF
8.1.8 Calculate tax, discounts, and miscellaneous charges for purchases
(MA:089) (CS) |
installment payment |
| MF 9.1 Content Standard:
Students develop a foundational knowledge of pricing to understand its
role in marketing. |
MF 9.1.1 Explain the nature
and scope of the pricing function (PI:001) (SP) |
variable cost |
| MF
9.1.2 Explain factors affecting selling price
(PI:002) (SP) |
manufacturing costs |
| MF
9.1.3 Solve math problems related to pricing (CS) |
|
| MF 10.1 Content Standard:
Students acquire a foundational knowledge of product/service
management to understand its nature and scope. |
MF 10.1.1 Explain the
nature and scope of the product/service management function (PM:001) (SP) |
|
| MF 10.1.2 Explain the
concept of production (BA:013) (CS) |
|
| MF
10.1.3 Describe production activities (CS) |
|
| MF
10.1.4 Identify the impact of product life cycles on marketing decisions
(PM:024) (SP) |
culmination stage |
| MF 11.1 Content Standard:
Students acquire self-development skills to enhance relationships and
improve efficiency in the work environment. |
MF 11.1.1 Maintain
appropriate personal appearance (PD:002) (PQ) |
|
| MF
11.1.2 Demonstrate orderly and systematic behavior (PD:009) (PQ) |
|
| MF
11.1.3 Set personal goals (PD:018) (CS) |
goal setting |
| MF
11.1.4 Make decisions (PD:017) (CS) |
|
| MF
11.1.5 Demonstrate problem-solving skills (IS:012) (SP) |
|
| MF 11.2 Content Standard:
Students implement job-seeking skills to obtain employment. |
MF 11.2.1 Assess personal
interests and skills needed for success in business (PD:013) (PQ) |
personal assessment |
| MF
11.2.2 Complete job applications (PD:027) (PQ) |
|
| MF
11.2.3 Write a letter of application/cover letter (PD:030) (CS) |
cover letter |
| MF
11.2.4 Prepare a resume (PD:031) (CS) |
references |
| MF
11.2.5 Interview for a job (PD:028) (PQ) |
|
| MF
11.2.6 Write a follow-up letter after job interviews (PD:029) (CS) |
thank you letter |
| MF 12.1 Content Standard:
Students acquire a foundational knowledge of promotion to understand
its nature and scope. |
MF 12.1.1 Explain the role
of promotion as a marketing function (PR:001) (CS) |
|
| MF
12.1.2 Explain the types of promotion (PR:002) (CS) |
communication channel |
| MF
12.1.3 Explain the elements of the promotional mix (PR:003) (SP) |
product life cycle |
| MF
12.1.4 Describe the use of business ethics in promotion (PR:099) (SP) |
truth in advertising |
| MF 13.1 Content Standard:
Students acquire fundamental knowledge of selling to understand its
nature and scope. |
MF 13.1.1 Explain the
nature and scope of the selling function (SE:017) (CS) |
|
| MF
13.1.2 Explain the role of customer service as a component of selling
relationships (SE:076) (CS) |
goodwill |
| MF 13.1.3 Explain
company selling policies (SE:932) (CS) |
|
| MF 13.2 Content Standard:
Students acquire product knowledge to communicate product benefits and
to ensure appropriateness of product for the customers. |
MF 13.2.1 Acquire
product information for use in selling
(SE:062) (SP) |
handtag |
| MF
13.2.2 Analyze product information to identify product features and benefits
(SE:109) (SP) |
seal |
| MF 13.3 Content Standard:
Students employ sales processes and techniques to enhance customer
relationships and to increase the likelihood of making sales. |
MF 13.3.1 Explain the
selling process (SE:048) (SP) |
|
| MF 13.3.2 Open the sales
presentation (SE:869) (SP) |
merchandise approach |
| MF 13.3.3 Question for
information (SE:024) (SP) |
interpretive question |
| MF
13.3.4 Suggest product substitutions (SE:871) (SP) |
trading-down |
| MF
13.3.5 Demonstrate product (SE:893) (SP) |
product analysis sheet |
| MF 13.3.6 Demonstrate
feature/benefit selling (SE:873) (SP) |
feature-benefit chart |
| MF 13.3.7 Handle
customer/client objections (SE:874) (SP) |
hidden complaint |
| MF
13.3.8 Close the sale (SE:895) (SP) |
assumption close |
| MF
13.3.9 Employ suggestion selling (SE:875) (SP) |
trading-up |
|
|
|
|
|
|
|
|
|
|
|