Standards

MKT Standards Logo
S01 S02 S03 S04 S05
S06 S07 S08 S09 S10
S11 S12 S13 S14 S15
S16 S17 S18 19 S20

MKT-s logoMKT-HS.01 Standard 01 - Business Law
Understands business's responsibility to know, abide by, and enforce laws and regulations that affect business operations and transactions.

Topic 1.1: Acquire the attitudes, knowledge and skills that contribute to effective learning in school and across the life span.
  • MKT+HS.01.T01.01    Describe legal issues affecting businesses
  • MKT+HS.01.T01.02    Describe legal issues affecting the marketing of sport/event products
  • MKT+HS.01.T01.03    Discuss legal considerations in the finance industry
  • MKT+HS.01.T01.04    Discuss the effect of tax laws and regulations on financial transactions
  • MKT+HS.01.T01.05    Explain the nature of regulations affecting the hospitality and tourism industry
  • MKT+HS.01.T01.06    Describe the rights of customers in the hospitality and tourism industry
  • MKT+HS.01.T01.07    Explain the nature of business licenses and permits
Topic 1.2: Apply knowledge of business ownership to establish and continue business operations.
  • MKT+HS.01.T02.01    Explain types of business ownership
  • MKT+HS.01.T02.02    Select form of business ownership

MKT-s logoMKT-HS.02 Standard 02 - Communication Skills
Understands the concepts, strategies, and systems used to obtain and convey ideas and information.

Topic 2.1: Read to acquire meaning from written material and apply verbal skills to obtain and convey information.
Topic 2.2: Record information to maintain and present a report of business activity.
Topic 2.3: Write internal and external business correspondence to convey and obtain information effectively.

MKT-s logoMKT-HS.03 Standard 03 - Customer Relations
Understands the techniques and strategies used to foster positive, ongoing relationships with customers.

Topic 3.1: Foster positive relationships with customers to enhance company image and sales.
Topic 3.2: Resolve conflicts with/for customers to encourage repeat business.
Topic 3.3: Reinforce company's image to exhibit the company's brand promise.
  • MKT-HS.03.T03.01    Identify company's brand promise
  • MKT-HS.03.T03.02    Determine ways of reinforcing the company's image through employee performance
  • MKT-HS.03.T03.03    Explain the nature of customer service in the hospitality and tourism industry
  • MKT-HS.03.T03.04    Differentiate between offering services and offering products in hospitality and tourism
Topic 3.4: Understand the nature of customer relationship management to show its contributions to a company.
  • MKT-HS.03.T04.01    Discuss the nature of customer relationship management
  • MKT-HS.03.T04.02    Explain the role of ethics in customer relationship management
  • MKT-HS.03.T04.03    Describe the use of technology in customer relationship management

MKT-logoMKT-HS.04 Standard 04 - Economics
Understands the economic principles and concepts fundamental to business operations.

Topic 4.1: Understand fundamental economic concepts to obtain a foundation for employment in business.
Topic 4.2: Understand the nature of business to show its contributions to society.
Topic 4.3: Understand economic systems to be able to recognize the environments in which businesses function.
Topic 4.4: Acquire knowledge of the impact of government on business activities to make informed economic decisions.
  • MKT-HS.04.T04.03    Describe small-business opportunities in international trade
Topic 4.5: Analyze cost/profit relationships to guide business decision-making.
Topic 4.6: Understand economic indicators to recognize economic trends and conditions.
  • MKT-HS.04.T06.04    Discuss the impact of a nation's unemployment rates
  • MKT-HS.04.T06.05    Explain the economic impact of interest-rate fluctuations
  • MKT-HS.04.T06.06    Determine the impact of business cycles on business activities
Topic 4.7: Understand global trade's impact to aid business decision-making.
  • MKT-HS.04.T07.01    Explain the nature of global trade
  • MKT-HS.04.T07.02    Describe the determinants of exchange rates and their effects on the domestic economy
  • MKT-HS.04.T07.03    Discuss the impact of cultural and social environments on global trade
  • MKT-HS.04.T07.04    Explain international trade considerations for sport/event industries

MKT-s logoMKT-HS.05 Standard 05 - Emotional Intelligence
Understands techniques, strategies, and systems used to foster self-understanding and enhance relationships with others.

Topic 5.1: Apply ethics to demonstrate trustworthiness and manage stressful situations.
Topic 5.2: Use communication skills to foster open, honest communications and ethical interactions, while influencing others.

MKT-s logoMKT-HS.06 Standard 06 - Entrepreneurship
Understands the concepts, processes, and skills associated with identifying new ideas, opportunities, and methods and with creating or starting a new project or venture.

Topic 6.1: Employ entrepreneurial discovery strategies to generate feasible ideas for business ventures.
  • MKT+HS.06.T01.01    Explain the need for entrepreneurial discovery
  • MKT+HS.06.T01.02    Discuss entrepreneurial discovery processes
  • MKT+HS.06.T01.03    Assess global trends and opportunities for business ventures
  • MKT+HS.06.T01.04    Determine opportunities for venture creation
  • MKT+HS.06.T01.05    Assess opportunities for venture creation
  • MKT+HS.06.T01.06    Generate venture ideas
  • MKT+HS.06.T01.07    Determine feasibility of venture ideas
Topic 6.2: Develop concept for new business venture to evaluate its success potential.
  • MKT+HS.06.T02.01    Describe entrepreneurial planning considerations
  • MKT+HS.06.T02.02    Explain tools used by entrepreneurs for venture planning
  • MKT+HS.06.T02.03    Assess start-up requirements
  • MKT+HS.06.T02.04    Assess risks associated with venture
  • MKT+HS.06.T02.05    Assess the need to use external resources for concept development
Topic 6.3: Determine needed resources for a new business venture to contribute to its start-up viability.
  • MKT+HS.06.T03.01    Explain considerations in making the decision to hire staff
  • MKT+HS.06.T03.02    Identify capital resources needed for the venture
  • MKT+HS.06.T03.03    Assess the costs/benefits associated with resources
  • MKT+HS.06.T03.04    Use external resources to supplement entrepreneur's expertise

MKT-s logoMKT-HS.07 Standard 07 - Financial Analysis
Understands tools, strategies, and systems used to maintain, monitor, control, and plan the use of financial resources.

Topic 7.1: Understand the fundamental principles of money needed to make financial exchanges.
Topic 7.2: Analyze financial needs and goals to determine financial requirements.
Topic 7.3: Understand the use of financial-services providers to aid in financial-goal achievement.
Topic 7.4: Use risk management products to protect a business’s financial well-being.
  • MKT-HS.07.T04.07    Describe the use of technology in risk management
  • MKT-HS.07.T04.08    Explain the nature of quality management
  • MKT-HS.07.T04.09    Discuss the nature of continuous improvement of the quality process
  • MKT-HS.07.T04.10    Describe the relationship between economic conditions and financial markets
  • MKT-HS.07.T04.11    Explain the nature and scope of financial globalization
Topic 7.5: Acquire a foundational knowledge of accounting to understand its nature and scope.
Topic 7.6: Implement accounting procedures to track money flow and to determine financial status.
Topic 7.7: Acquire a foundational knowledge of finance to understand its nature and scope.
Topic 7.8: Implement financial skills to obtain business credit and to control its use.

MKT-s logoMKT-HS.08 Standard 08 - Human Resources Management
Understands the tools, techniques, and systems that businesses use to plan, staff, lead, and organize its human resources.

Topic 8.1: Understand the role and function of human resources management to obtain a foundational knowledge of its nature and scope.
  • MKT+HS.08.T01.01    Discuss the nature of human resources management
  • MKT+HS.08.T01.02    Explain the role of ethics in human resources management
  • MKT+HS.08.T01.03    Describe the use of technology in human resources management
  • MKT+HS.08.T01.04    Discuss factors that impact human resources management
  • MKT+HS.08.T01.05    Describe planning techniques used in the hiring process
  • MKT+HS.08.T01.06    Describe ways that businesses build positive employer-employee relationships
  • MKT+HS.08.T01.07    Foster employee engagement and commitment
  • MKT+HS.08.T01.08    Explain labor-relations issues
  • MKT+HS.08.T01.09    Discuss issues associated with workplace diversity
  • MKT+HS.08.T01.10    Manage employee turnover
Topic 8.2: Implement organizational skills to facilitate others' work efforts, budget constraints, and productivity.
  • MKT+HS.08.T02.01    Assist employees with prioritizing work responsibilities
  • MKT+HS.08.T02.02    Determine hiring needs
  • MKT+HS.08.T02.03    Orient new employees
  • MKT+HS.08.T02.04    Develop job descriptions

MKT-s logoMKT-HS.09 Standard 09 - Information Management
Understands tools, strategies, and systems needed to access, process, maintain, evaluate, and disseminate information to assist business decision-making.

Topic 9.1: Use information literacy skills to increase workplace efficiency and effectiveness.
  • MKT+HS.09.T01.01    Discuss the nature of information management
  • MKT+HS.09.T01.02    Assess information needs
  • MKT+HS.09.T01.03    Obtain needed information efficiently
  • MKT+HS.09.T01.04    Evaluate quality and source of information
  • MKT+HS.09.T01.05    Apply information to accomplish a task
  • MKT+HS.09.T01.06    Store information for future use
Topic 9.2: Utilize information-technology tools to manage and perform work responsibilities.
  • MKT+HS.09.T02.01    Identify ways that technology impacts business
  • MKT+HS.09.T02.02    Explain the role of information systems
  • MKT+HS.09.T02.03    Discuss principles of computer systems
  • MKT+HS.09.T02.04    Use basic operating systems
  • MKT+HS.09.T02.05    Describe the scope of the Internet
  • MKT+HS.09.T02.06    Demonstrate basic e-mail functions
  • MKT+HS.09.T02.07    Demonstrate personal information management/productivity applications
  • MKT+HS.09.T02.08    Demonstrate basic web-search skills
  • MKT+HS.09.T02.09    Demonstrate basic word processing skills
  • MKT+HS.09.T02.10    Demonstrate basic presentation applications
  • MKT+HS.09.T02.11    Demonstrate basic database applications
  • MKT+HS.09.T02.12    Demonstrate basic spreadsheet applications
  • MKT+HS.09.T02.13    Explain ways that technology impacts the hospitality and tourism industry
  • MKT+HS.09.T02.14    Use software to automate services
  • MKT+HS.09.T02.15    Use database for information analysis
  • MKT+HS.09.T02.16    Use analytical tracking tools
Topic 9.3: Maintain business records, acquire information, and apply data mining methods to guide business decision-making.
  • MKT+HS.09.T03.01    Describe the nature of business records
  • MKT+HS.09.T03.02    Conduct an environmental scan to obtain business information
  • MKT+HS.09.T03.03    Identify sport/event trends
  • MKT+HS.09.T03.04    Measure economic impact of sport/event
  • MKT+HS.09.T03.05    Describe current issues and trends in the hospitality and tourism industry
  • MKT+HS.09.T03.06    Explain the need for hospitality and tourism business information
  • MKT+HS.09.T03.07    Identify information monitored for business decision making
  • MKT+HS.09.T03.08    Explain sources of secondary hospitality and tourism information
  • MKT+HS.09.T03.09    Explain types of primary hospitality and tourism market information
  • MKT+HS.09.T03.10    Describe methods used to collect business information
  • MKT+HS.09.T03.11    Obtain business information from customer databases
  • MKT+HS.09.T03.12    Identify challenges with the use of unstructured business data
  • MKT+HS.09.T03.13    Obtain hospitality and tourism information from online sources
  • MKT+HS.09.T03.14    Track environmental changes that impact hospitality and tourism
  • MKT+HS.09.T03.15    Monitor hospitality and tourism sales data
  • MKT+HS.09.T03.16    Explain the use of descriptive statistics in business decision-making
  • MKT+HS.09.T03.17    Interpret descriptive statistics for business decision-making
  • MKT+HS.09.T03.18    Display hospitality and tourism data in charts/graphs or in tables
  • MKT+HS.09.T03.19    Prepare and use presentation software to aid in making oral reports
  • MKT+HS.09.T03.20    Present hospitality and tourism findings orally
  • MKT+HS.09.T03.21    Prepare written reports for hospitality and tourism decision-making

MKT-s logoMKT-HS.10 Standard 10 - Marketing
Understands the tools, techniques, and systems that businesses use to create exchanges and satisfy organizational objectives.

Topic 10.1: Understand marketing's role and function in business to facilitate economic exchanges with customers.
  • MKT-HS.10.T01.03    Differentiate between service marketing and product marketing
Topic 10.2: Acquire foundational knowledge of customer/client/business behavior to understand what motivates decision-making.
  • MKT-HS.10.T02.01    Explain factors that influence customer/client/business buying behavior
  • MKT-HS.10.T02.02    Discuss actions employees can take to achieve the company's desired results
  • MKT-HS.10.T02.03    Demonstrate connections between company actions and results
Topic 10.3: Acquire an understanding of marketing's role and function in business to facilitate work among departments.
  • MKT-HS.10.T03.03    Develop strategies to market an organization to potential employees

MKT-s logoMKT-HS.11 Standard 11 - Operations
Understands the processes and systems implemented to monitor, plan, and control the day-to-day activities required for continued business functioning.

Topic 11.1: Understand operation's role and function in business to value its contribution to a company.
  • MKT-HS.11.T01.04    Explain the nature and scope of distribution
  • MKT-HS.11.T01.05    Explain the concept of place (distribution) in the hospitality and tourism industry
  • MKT-HS.11.T01.06    Explain the relationship between customer service and distribution
Topic 11.2: Adhere to health and safety regulations to support a safe work environment.
  • MKT-HS.11.T02.02    Report noncompliance with business health and safety regulations
Topic 11.3: Determine and implement safety procedures to minimize loss and to protect employees, customer information, and company image.
  • MKT-HS.11.T03.07    Handle and report emergency situations
  • MKT-HS.11.T03.08    Comply with strategies for protecting business' digital assets
  • MKT-HS.11.T03.09    Comply with strategies to protect digital customer data
  • MKT-HS.11.T03.10    Define strategies to protect business' digital assets, customer data, and other protected information
  • MKT-HS.11.T03.11    Evaluate strategies for protecting business' digital assets
  • MKT-HS.11.T03.12    Develop strategies to protect digital data
Topic 11.4: Implement security policies/procedures to minimize chance for loss.
  • MKT-HS.11.T04.06    Identify factors affecting evacuation procedures/protocols
  • MKT-HS.11.T04.07    Explain security considerations in the hospitality and tourism industry
  • MKT-HS.11.T04.08    Discuss employee security issues in hospitality and tourism
  • MKT-HS.11.T04.09    Develop procedures for safeguarding cash
Topic 11.5: Utilize project-management skills to improve workflow and minimize costs.
Topic 11.6: Implement purchasing activities to obtain business supplies, equipment, resources, and services.
Topic 11.7: Understand production's function and the quality-control processes to minimize errors and to expedite workflow.
Topic 11.8: Implement expense-control strategies to enhance a business's financial wellbeing and a client’s budget.
Topic 11.9: Implement organizational skills in marketing communications to improve efficiency and workflow.

MKT-s logoMKT-HS.12 Standard 12 - Professional Development
Understands concepts, tools, and strategies used to explore, obtain, and develop in a business career.

Topic 12.1: Acquire self-development skills to enhance relationships and improve efficiency in the work environment.
Topic 12.2: Understand and follow company rules and regulations to maintain employment.
Topic 12.3: Achieve organizational goals to contribute to company growth.
  • MKT-HS.12.T03.02    Ascertain employee's role in meeting organizational goals
Topic 12.4: Utilize critical-thinking skills to determine best options/outcomes.
Topic 12.5: Participate in career planning to enhance job-success potential.
Topic 12.6: Implement job-seeking skills to obtain employment.
Topic 12.7: Utilize career-advancement activities to enhance professional development.
  • MKT-HS.12.T07.04    Determine the services provided by professional organizations in the hospitality & tourism industry
  • MKT-HS.12.T07.05    Utilize professional development opportunities in hospitality and tourism
  • MKT-HS.12.T07.06    Employ career-advancement strategies in hospitality and tourism
Topic 12.8: Acquire information about the marketing industry to aid in making career choices.

MKT-s logoMKT-HS.13 Standard 13 - Strategic Management
Understands tools, techniques, and systems that affect a business's ability to plan, control, and organize an organization/department.

Topic 13.1: Recognize management's role to understand its contribution to business success.
  • MKT+HS.13.T01.01    Explain the concept of management
  • MKT+HS.13.T01.02    Explain the nature of managerial ethics
  • MKT+HS.13.T01.03    Discuss the nature of managerial planning
  • MKT+HS.13.T01.04    Explain managerial considerations in organizing
  • MKT+HS.13.T01.05    Describe managerial considerations in staffing
  • MKT+HS.13.T01.06    Discuss managerial considerations in directing
  • MKT+HS.13.T01.07    Explain management theories and their applications
Topic 13.2: Utilize planning tools to guide organization's/department's activities.
  • MKT+HS.13.T02.01    Explain the nature of business plans
  • MKT+HS.13.T02.02    Develop company goals/objectives
  • MKT+HS.13.T02.03    Define business mission
  • MKT+HS.13.T02.04    Describe the nature of managerial control
  • MKT+HS.13.T02.05    Explain external planning considerations
  • MKT+HS.13.T02.06    Identify and benchmark key performance indicators
  • MKT+HS.13.T02.07    Develop action plans
  • MKT+HS.13.T02.08    Develop business plan

MKT-s logoMKT-HS.14 Standard 14 - Channel Management
Understands the concepts and processes needed to identify, select, monitor, and evaluate sales channels.

Topic 14.1: Acquire foundational knowledge of channel management to understand its role in marketing.
  • MKT-HS.14.T01.01    Explain the nature and scope of channel management
  • MKT-HS.14.T01.02    Explain the relationship between customer service and channel management
  • MKT-HS.14.T01.03    Explain the nature of channels of distribution
  • MKT-HS.14.T01.04    Describe the use of technology in the channel management function
  • MKT-HS.14.T01.05    Explain legal considerations in channel management
  • MKT-HS.14.T01.06    Describe ethical considerations in channel management
Topic 14.2: Manage channel activities to minimize costs and to determine distribution strategies.
  • MKT-HS.14.T02.01    Coordinate channel management with other marketing activities
  • MKT-HS.14.T02.02    Explain the nature of channel-member relationships

MKT-s logoMKT-HS.15 Standard 15 - Marketing-Informaton Management
Understands the concepts, systems, and tools needed to gather, access, synthesize, evaluate, and disseminate information for use in making business decisions.

Topic 15.1: Acquire foundational knowledge of marketing-information management to understand its nature and scope.
  • MKT-HS.15.T01.01    Describe the need for marketing data
  • MKT-HS.15.T01.02    Explain the nature and scope of the marketing information management function
  • MKT-HS.15.T01.03    Explain the role of ethics in marketing-information management
  • MKT-HS.15.T01.04    Describe the use of technology in the marketing-information management function
  • MKT-HS.15.T01.05    Describe the regulation of marketing-information management
  • MKT-HS.15.T01.06    Explain the need for sport/event marketing information
Topic 15.2: Understand marketing-research activities to show command of their nature and scope.
  • MKT-HS.15.T02.02    Discuss the nature of marketing research problems/issues
Topic 15.3: Understand marketing-research design considerations to evaluate their appropriateness for the research problem/issue.
  • MKT-HS.15.T03.01    Describe methods used to design marketing research studies
  • MKT-HS.15.T03.02    Describe options businesses use to obtain marketing-research data
Topic 15.4: Understand data-collection methods to evaluate their appropriateness for the research problem/issue.
Topic 15.5: Interpret marketing information and research data to test hypotheses, to resolve issues, and for decision-making.
Topic 15.6: Collect, assess, and scrutinize marketing information to ensure accuracy and adequacy of data for decision-making in marketing communications.
Topic 15.7: Analyze and report findings to communicate research information to others and to stay abreast of trends and changes that could impact business decision-making.

MKT-s logoMKT-HS.16 Standard 16 - Market Planning
Understands the concepts and strategies utilized to determine and target marketing strategies to a select audience.

Topic 16.1: Develop marketing strategies and select target market appropriate for product/business to obtain the best return on marketing investment (ROMI).
Topic 16.2: Employ marketing-information to plan marketing activities.

MKT-s logoMKT-HS.17 Standard 17 - Pricing
Understands concepts and strategies utilized in determining and adjusting prices to maximize return and meet customers' perceptions of value.

Topic 17.1: Develop a foundational knowledge of pricing to understand its role in marketing.
  • MKT-HS.17.T01.06    Describe pricing issues associated with sport/event products
  • MKT-HS.17.T01.07    Explain the concept of price in the hospitality and tourism industry
  • MKT-HS.17.T01.08    Explain the nature and scope of the pricing function
  • MKT-HS.17.T01.09    Describe factors affecting the prices of hospitality and tourism products
Topic 17.2: Employ pricing strategies to determine optimal pricing.

MKT-s logoMKT-HS.18 Standard 18 - Product/Service Management
Understands the concepts and processes needed to obtain, develop, maintain, and improve a product or service mix in response to market opportunities.

Topic 18.1: Acquire a foundational knowledge of product/service management to understand its nature and scope.
  • MKT-HS.18.T01.01    Explain the nature and scope of the product/service management function
  • MKT-HS.18.T01.02    Identify the impact of product life cycles on marketing decisions
  • MKT-HS.18.T01.03    Describe the use of technology in the product/service management function
  • MKT-HS.18.T01.04    Explain business ethics in product/service management
  • MKT-HS.18.T01.05    Explain the nature of sport/event brand/branding
Topic 18.2: Generate product ideas to contribute to ongoing business success.
Topic 18.3: Employ product-mix strategies to meet customer expectations.
  • MKT-HS.18.T03.05    Determine services to provide customers
  • MKT-HS.18.T03.06    Identify consumer protection provisions of appropriate agencies
  • MKT-HS.18.T03.07    Describe services offered by the hospitality and tourism industry
  • MKT-HS.18.T03.08    Explain the nature of product extensions in the hospitality and tourism industry
Topic 18.4: Position company and product/services to acquire desired business image.
Topic 18.5: Develop plans, strategies, and systems to promote sport/events products and activities.

MKT-s logoMKT-HS.19 Standard 19 - Promotion
Understands the concepts and strategies needed to communicate information about products, services, images, and/or ideas to achieve a desired outcome

Topic 19.1: Acquire a foundational knowledge of promotion to understand its nature and scope.
  • MKT-HS.19.T01.05    Describe the use of technology in the promotion function
  • MKT-HS.19.T01.06    Describe the regulation of promotion
  • MKT-HS.19.T01.07    Describe the concept of promotion in the hospitality and tourism industry
  • MKT-HS.19.T01.08    Explain promotional methods used by the hospitality and tourism industry
Topic 19.2: Understand promotional channels used to communicate with targeted audiences.
  • MKT-HS.19.T02.04    Identify communications channels used in sales promotion
  • MKT-HS.19.T02.05    Explain communications channels used in public-relations activities
Topic 19.3: Understand the use of an advertisement's components to communicate with targeted audiences.
  • MKT-HS.19.T03.02    Explain the importance of coordinating elements in advertisements
Topic 19.4: Understand the use of public-relations activities to communicate with targeted audiences.
  • MKT-HS.19.T04.02    Discuss internal and external audiences for public-relations activities
Topic 19.5: Understand the use of direct marketing to attract attention and to build brand.
Topic 19.6: Develop content for use in marketing communications to create interest in product/business/idea.
Topic 19.7: Manage media planning and placement to enhance return on marketing investment.
Topic 19.8: Utilize publicity to inform stakeholders of business activities.
Topic 19.9: Employ sales-promotion activities to inform or remind customers of business/product.
  • MKT-HS.19.T09.01    Explain how businesses can use trade-show/exposition participation to communicate with targeted audiences
  • MKT-HS.19.T09.02    Participate in trade shows/expositions
  • MKT-HS.19.T09.03    Explain considerations used to evaluate whether to participate in trade shows/expositions
Topic 19.10: Plan marketing communications to maximize effectiveness and to minimize costs.
Topic 19.11: Utilize special events or outside agency/consultant to increase sales.
Topic 19.12: Understand, monitor, and manage promotional activities to maximize return on sport/event efforts.

MKT-s logoMKT-HS.20 Standard 20 - Selling
Understands the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that influences purchase decisions and enhances future business opportunities.

Topic 20.1: Acquire a foundational knowledge of selling to understand its nature and scope.
Topic 20.2: Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.
Topic 20.3: Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
  • MKT-HS.20.T03.03    Describe factors that motivate people to participate in/attend sports/events
Topic 20.4: Utilize sales-support activities to increase customer/sponsor satisfaction.
Topic 20.5: Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
Topic 20.6: Implement support activities to facilitate the selling process.
Topic 20.7: Understand, perform pre-sales of, and complete the sales process to show command of their nature and scope.