Title: (MKT) Marketing Education Standards Book
Course: CTE-S (MKT) Marketing Education > Section: Standards Workspace

Introduction

Marketing Education Standards

The CTE-S (MKT) Marketing Education Standards course in Learnbps is Bismarck Public School District's current progress on prioritizing and deconstructing standards to provide a consistent, clear understanding of what students are expected to learn. The standards are designed to provide guidance so teachers and parents know what they need to do to help students. Plus help students reflect on the knowledge and skills that they need for success.

Standards
Courses

Identifier Explanation

MKT-HS.19.T.03.01

The Bismarck Public School District Standards-Based Progress Report displays grades at the concept level. Therefore Bismarck Public School District has modified the North Dakota DPI Identifiers to fit into our student information system PowerSchool for Standards-Based grading. Above is a CTE-Standards MKT identifier with smaller muted text showing the addition  to the identifier that are the components that BPS adds to the State code.

MKT-HS.19.T03.01

MKT-HS

Subject-Grade Level

MKT Business and Marketing Education

In a word, Marketing Education is committed
to providing career awareness,
to the success of employees at various
levels and in various specialties.
.19

Standard

The overarching standards are

- Standard 01: Business Law
- Standard 02: Communication Skills
- Standard 03: Customer Relations
- Standard 04: Economics
- Standard 05: Emotional Intelligence
- Standard 06: Entrepreneurship
- Standard 07: Financial Analysis
- Standard 08: Human Resource Management
- Standard 09: Information Management
- Standard 10: Marketing
- Standard 11: Operations
- Standard 12: Professional Development
- Standard 13: Strategic Management
- Standard 14: Channel Management
- Standard 15: Marketing Information Management
- Standard 16: Marketing Planning
- Standard 17: Pricing
- Standard 18: Product/Service Management
- Standard 19: Promotion
- Standard 20: Selling

.T03

Topic

Each standard has between 2 to 12 topics

Topics are clusters of like competencies

.1

Standard Competency

A statement of what students should know
and be able to do at specified grade levels.

click on the identifier components for more explanations

MKT-HS.19.T03.01 Explain the components of advertisements.
Note how the identifiers auto-link to the standards global glossaries.

19.3.1

19

Standards

The overarching standards across all levels are

- Standard 01: Business Law
- Standard 02: Communication Skills
- Standard 03: Customer Relations
- Standard 04: Economics
- Standard 05: Emotional Intelligence
- Standard 06: Entrepreneurship
- Standard 07: Financial Analysis
- Standard 08: Human Resource Management
- Standard 09: Information Management
- Standard 10: Marketing
- Standard 11: Operations
- Standard 12: Professional Development
- Standard 13: Strategic Management
- Standard 14: Channel Management
- Standard 15: Marketing Information Management
- Standard 16: Marketing Planning
- Standard 17: Pricing
- Standard 18: Product/Service Management
- Standard 19: Promotion
- Standard 20: Selling

.3

Topics

Each standard has between 2 to 12 topics

Topics are clusters of like competencies

.1

Competency

A statement of what students should know
and be able to do at specified grade levels.

click on the identifier components for more explanations

19.3.1 Explain the components of advertisements.
State individual grade-specific standards can be identified by their Standard, Topic, and Competencies.

Global (MKT) Standards Glossary

Standards

S01 | S02 | S03 | S04 | S05
S06 | S07 | S08 | S09 | S10

S11 | S12 | S13 | S14 | S15
S16 | S17 | S18 | 19 | S20

(MKT) Standards Glossary

MKT-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-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.
- MKT-HS.02.T01.01    Analyze company resources to ascertain policies and procedures
- MKT-HS.02.T01.02    Employ communication styles appropriate to target audience
- MKT-HS.02.T01.03    Defend ideas objectively

- MKT-HS.02.T01.04    Handle telephone calls in a businesslike manner
- MKT-HS.02.T01.05    Participate in group discussions

Topic 2.2: Record information to maintain and present a report of business activity.
- MKT-HS.02.T02.01    Utilize note-taking strategies
- MKT-HS.02.T02.02    Organize information

- MKT-HS.02.T02.03    Select and use appropriate graphic aids

Topic 2.3: Write internal and external business correspondence to convey and obtain information effectively.
- MKT-HS.02.T03.01    Explain the nature of effective written communications
- MKT-HS.02.T03.02    Select and utilize appropriate formats for professional writing
- MKT-HS.02.T03.03    Edit and revise written work consistent with professional standards
- MKT-HS.02.T03.04    Write professional e-mails
- MKT-HS.02.T03.05    Write business letters
- MKT-HS.02.T03.06    Write informational messages

- MKT-HS.02.T03.07    Write inquiries
- MKT-HS.02.T03.08    Write persuasive messages
- MKT-HS.02.T03.09    Prepare simple written reports
- MKT-HS.02.T03.10    Write executive summaries
- MKT-HS.02.T03.11    Maintain day-to-day content on social platforms
- MKT-HS.02.T03.12    Develop a crisis management plan

MKT-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.
- MKT-HS.03.T01.01    Explain the nature of positive customer relations
- MKT-HS.03.T01.02    Demonstrate a customer-service mindset
- MKT-HS.03.T01.03    Develop rapport with customers
- MKT-HS.03.T01.04    Reinforce service orientation through communication
- MKT-HS.03.T01.05    Respond to customer inquiries
- MKT-HS.03.T01.06    Adapt communication to the cultural and social differences among clients
- MKT-HS.03.T01.07    Interpret business policies to customers/clients
- MKT-HS.03.T01.08    Explain the responsibilities of finance professionals in providing client services

- MKT-HS.03.T01.09    Process customer/guest orders
- MKT-HS.03.T01.10    Identify strategies to manage customer experience during peaks in demand
- MKT-HS.03.T01.11    Maintain service standards during peaks in demand
- MKT-HS.03.T01.12    Identify credit-card fraud prevention methods
- MKT-HS.03.T01.13    Explain the nature of identity theft controls
- MKT-HS.03.T01.14    Process customer payments
- MKT-HS.03.T01.15    Use social media to enhance customer post-sales experience

Topic 3.2: Resolve conflicts with/for customers to encourage repeat business.
- MKT-HS.03.T02.01    Handle difficult customers
- MKT-HS.03.T02.02    Handle customer/client complaints
- MKT-HS.03.T02.03    Describe customer service challenges in the hospitality and tourism industry
- MKT-HS.03.T02.04    Resolve hospitality and tourism related conflicts for customers

- MKT-HS.03.T02.05    Explain the nature of guest recovery
- MKT-HS.03.T02.06    Determine strategies for resolving customer-service situations
- MKT-HS.03.T02.07    Resolve sensitive/dangerous customer service situations
- MKT-HS.03.T02.08    Resolve comprising/fraudulent customer service situations

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

- MKT-HS.03.T03.05    Identify factors affecting customer service practices in hospitality and tourism
- MKT-HS.03.T03.06    Identify factors associated with positive customer experiences
- MKT-HS.03.T03.07    Anticipate unspoken customer needs
- MKT-HS.03.T03.08    Accommodate special needs/specific requests of customers
- MKT-HS.03.T03.09    Deliver positive moments of truth

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-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.
- MKT-HS.04.T01.01    Explain the concept of economic resources
- MKT-HS.04.T01.02    Describe the concepts of economics and economic activities
- MKT-HS.04.T01.03    Determine economic utilities created by business activities

- MKT-HS.04.T01.04    Explain the principles of supply and demand
- MKT-HS.04.T01.05    Describe the functions of prices in markets
- MKT-HS.04.T01.06    Distinguish between economic goods and services

Topic 4.2: Understand the nature of business to show its contributions to society.
- MKT-HS.04.T02.01    Explain the role of business in society
- MKT-HS.04.T02.02    Describe types of business activities
- MKT-HS.04.T02.03    Explain the organizational design of businesses
- MKT-HS.04.T02.04    Discuss the global environment in which businesses operate

- MKT-HS.04.T02.05    Describe factors that affect the business environment
- MKT-HS.04.T02.06    Explain the nature of business ethics
- MKT-HS.04.T02.07    Explain how organizations adapt to today's markets
- MKT-HS.04.T02.08    Explain the relationship between the economy and hospitality and tourism

Topic 4.3: Understand economic systems to be able to recognize the environments in which businesses function.
- MKT-HS.04.T03.01    Explain the types of economic systems
- MKT-HS.04.T03.02    Identify the impact of small business/entrepreneurship on market economies
- MKT-HS.04.T03.03    Explain the concept of private enterprise
- MKT-HS.04.T03.04    Identify factors affecting a business's profit

- MKT-HS.04.T03.05    Determine factors affecting business risk
- MKT-HS.04.T03.06    Explain the concept of competition
- MKT-HS.04.T03.07    Describe the impact of unions on the sport/event industries

Topic 4.4: Acquire knowledge of the impact of government on business activities to make informed economic decisions.
- MKT-HS.04.T04.01    Determine the relationship between government and business
- MKT-HS.04.T04.02    Describe the nature of taxes

- MKT-HS.04.T04.03    Describe small-business opportunities in international trade

Topic 4.5: Analyze cost/profit relationships to guide business decision-making.
- MKT-HS.04.T05.01    Explain the concept of productivity
- MKT-HS.04.T05.02    Analyze impact of specialization/division of labor on productivity
- MKT-HS.04.T05.03    Explain the concept of organized labor and business

- MKT-HS.04.T05.04    Explain the impact of the law of diminishing returns
- MKT-HS.04.T05.05    Describe the concept of economies of scale

Topic 4.6: Understand economic indicators to recognize economic trends and conditions.
- MKT-HS.04.T06.01    Discuss the measure of consumer spending as an economic indicator
- MKT-HS.04.T06.02    Explain the concept of Gross Domestic Product
- MKT-HS.04.T06.03    Describe the economic impact of inflation on business

- 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-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.
- MKT-HS.05.T01.01    Take responsibility for decisions and actions
- MKT-HS.05.T01.02    Manage commitments in a timely manner

- MKT-HS.05.T01.03    Explain the nature of stress management

Topic 5.2: Use communication skills to foster open, honest communications and ethical interactions, while influencing others.
- MKT-HS.05.T02.01    Explain ethical considerations in providing information
- MKT-HS.05.T02.02    Persuade others
- MKT-HS.05.T02.03    Demonstrate negotiation skills

- MKT-HS.05.T02.04    Give elevator pitch
- MKT-HS.05.T02.05    Describe personal traits important to success in hospitality and tourism management
- MKT-HS.05.T02.06    Determine and respond appropriately to personality types

MKT-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-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.
- MKT-HS.07.T01.01    Explain forms of financial exchange
- MKT-HS.07.T01.02    Identify types of currency
- MKT-HS.07.T01.03    Describe functions of money
- MKT-HS.07.T01.04    Describe sources of income

- MKT-HS.07.T01.05    Explain the time value of money
- MKT-HS.07.T01.06    Explain the purposes and importance of credit
- MKT-HS.07.T01.07    Explain legal responsibilities associated with financial exchanges
- MKT-HS.07.T01.08    Determine financing needed to start a business

Topic 7.2: Analyze financial needs and goals to determine financial requirements.
- MKT-HS.07.T02.01    Make responsible financial decisions
- MKT-HS.07.T02.02    Set financial goals
- MKT-HS.07.T02.03    Develop personal budget
- MKT-HS.07.T02.04    Pay bills
- MKT-HS.07.T02.05    Contest incorrect bills
- MKT-HS.07.T02.06    Control debt
- MKT-HS.07.T02.07    Explain the need to save and invest
- MKT-HS.07.T02.08    Explain the nature of tax liabilities
- MKT-HS.07.T02.09    Interpret a pay stub
- MKT-HS.07.T02.10    Prepare bank account documents

- MKT-HS.07.T02.11    Maintain financial records
- MKT-HS.07.T02.12    Read and reconcile bank statements
- MKT-HS.07.T02.13    Calculate the cost of credit
- MKT-HS.07.T02.14    Apply for a consumer loan
- MKT-HS.07.T02.15    Demonstrate the wise use of credit
- MKT-HS.07.T02.16    Validate credit history
- MKT-HS.07.T02.17    Protect against identity theft
- MKT-HS.07.T02.18    Determine personal net worth
- MKT-HS.07.T02.19    Prepare personal income tax forms

Topic 7.3: Understand the use of financial-services providers to aid in financial-goal achievement.
- MKT-HS.07.T03.01    Describe types of financial-services providers
- MKT-HS.07.T03.02    Describe the nature of financial institutions
- MKT-HS.07.T03.03    Explain types of financial markets
- MKT-HS.07.T03.04    Discuss considerations in selecting a financial-services provider
- MKT-HS.07.T03.05    Explain types of investments
- MKT-HS.07.T03.06    Explain the nature of estate planning
- MKT-HS.07.T03.07    Discuss the nature of retirement planning
- MKT-HS.07.T03.08    Describe sources of securities information
- MKT-HS.07.T03.09 Read/interpret securities tables
- MKT-HS.07.T03.10    Explain factors to consider when selecting investments

- MKT-HS.07.T03.11    Explain fundamental analysis used in making investment decisions
- MKT-HS.07.T03.12    Assess securities’ fundamentals
- MKT-HS.07.T03.13    Explain strategies for selecting investments
- MKT-HS.07.T03.14    Choose investments based on fundamental analysis
- MKT-HS.07.T03.15    Discuss the nature and scope of convergence/consolidation in the finance industry
- MKT-HS.07.T03.16    Explain the nature of sales for hospitality and tourism
- MKT-HS.07.T03.17    Discuss considerations in accepting credit card payments
- MKT-HS.07.T03.18    Calculate credit card processing costs
- MKT-HS.07.T03.19    Establish credit card acceptance policies
- MKT-HS.07.T03.20    Forecast hospitality and tourism sales

Topic 7.4: Use risk management products to protect a business’s financial well-being.
- MKT-HS.07.T04.01    Describe the concept of insurance
- MKT-HS.07.T04.02    Explain the need for sport/event insurance
- MKT-HS.07.T04.03    Conduct a risk assessment of an event
- MKT-HS.07.T04.04    Explain the nature of risk management
- MKT-HS.07.T04.05    Explain the role of ethics in risk management
- MKT-HS.07.T04.06    Discuss legal considerations affecting risk management

- 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.
- MKT-HS.07.T05.01    Describe the need for financial information

- MKT-HS.07.T05.02    Explain the concept of accounting

Topic 7.6: Implement accounting procedures to track money flow and to determine financial status.
- MKT-HS.07.T06.01    Describe the nature of cash flow statements
- MKT-HS.07.T06.02    Explain the nature of balance sheets
- MKT-HS.07.T06.03    Describe the nature of income statements
- MKT-HS.07.T06.04    Develop a pro forma income statement
- MKT-HS.07.T06.05    Prepare a pro forma cash flow statement
- MKT-HS.07.T06.06    Prepare a pro forma balance sheet
- MKT-HS.07.T06.07    Determine product-line profitability

- MKT-HS.07.T06.08    Explain cash-control procedures
- MKT-HS.07.T06.09    Reconcile cash
- MKT-HS.07.T06.10    Coordinate money handling
- MKT-HS.07.T06.11    Set up cash collection and deposit systems
- MKT-HS.07.T06.12    Establish cash policies and procedures
- MKT-HS.07.T06.13    Monitor cash handling procedures

Topic 7.7: Acquire a foundational knowledge of finance to understand its nature and scope.
- MKT-HS.07.T07.01    Explain the role of finance in business

- MKT-HS.07.T07.02    Describe the nature of budgets

Topic 7.8: Implement financial skills to obtain business credit and to control its use.
- MKT-HS.07.T08.01    Explain the purposes and importance of obtaining business credit
- MKT-HS.07.T08.02    Analyze critical banking relationships
- MKT-HS.07.T08.03    Determine financing needed for business operations
- MKT-HS.07.T08.04    Identify risks associated with obtaining business credit

- MKT-HS.07.T08.05    Explain sources of financial assistance
- MKT-HS.07.T08.06    Explain loan evaluation criteria used by lending institutions
- MKT-HS.07.T08.07    Complete loan application package

MKT-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-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-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.T01.01    Explain marketing and its importance in a global economy
- MKT-HS.10.T01.02    Describe marketing functions and related activities

- 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.T03.01    Explain the nature of sport marketing
- MKT-HS.10.T03.02    Describe the nature of event marketing

- MKT-HS.10.T03.03    Develop strategies to market an organization to potential employees

MKT-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.T01.01    Explain the nature of operations
- MKT-HS.11.T01.02    Discuss the role of ethics in operations
- MKT-HS.11.T01.03    Describe the use of technology in operations

- 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.T02.01    Describe health and safety regulations in business

- 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.T03.01    Discuss legal considerations in operations
- MKT-HS.11.T03.02    Conduct site inspections
- MKT-HS.11.T03.03    Follow instructions for use of equipment, tools, and machinery
- MKT-HS.11.T03.04    Follow safety precautions
- MKT-HS.11.T03.05    Maintain a safe work environment
- MKT-HS.11.T03.06    Explain procedures for handling accidents

- 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.T04.01    Explain routine security precautions
- MKT-HS.11.T04.02    Follow established security procedures/policies
- MKT-HS.11.T04.03    Protect company information and intangibles
- MKT-HS.11.T04.04    Develop contingency plans for events
- MKT-HS.11.T04.05    Handle emergency situations in hospitality and tourism

- 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.
- MKT-HS.11.T05.01    Explain the nature of project management
- MKT-HS.11.T05.02    Develop project plan

- MKT-HS.11.T05.03 Schedule tournaments

Topic 11.6: Implement purchasing activities to obtain business supplies, equipment, resources, and services.
- MKT-HS.11.T06.01    Explain the nature and scope of purchasing
- MKT-HS.11.T06.02    Place orders/reorders
- MKT-HS.11.T06.03    Maintain inventory of supplies
- MKT-HS.11.T06.04    Discuss types of inventory
- MKT-HS.11.T06.05    Manage the bid process in purchasing

- MKT-HS.11.T06.06    Select vendors
- MKT-HS.11.T06.07    Evaluate vendor performance
- MKT-HS.11.T06.08    Describe types of purchase orders
- MKT-HS.11.T06.09    Negotiate terms with vendors in business
- MKT-HS.11.T06.10    Maintain vendor/supplier relationships

Topic 11.7: Understand production's function and the quality-control processes to minimize errors and to expedite workflow.
- MKT-HS.11.T07.01    Explain the concept of production
- MKT-HS.11.T07.02    Identify quality-control measures
- MKT-HS.11.T07.03    Utilize quality control methods at work

- MKT-HS.11.T07.04    Describe crucial elements of a quality culture
- MKT-HS.11.T07.05    Describe the role of management in the achievement of quality

Topic 11.8: Implement expense-control strategies to enhance a business's financial wellbeing and a client’s budget.
- MKT-HS.11.T08.01    Explain the nature of overhead/operating costs
- MKT-HS.11.T08.02    Explain distribution systems for the sport/event industries

- MKT-HS.11.T08.03    Track invoices

Topic 11.9: Implement organizational skills in marketing communications to improve efficiency and workflow.
- MKT-HS.11.T09.01    Develop production schedules for events
- MKT-HS.11.T09.02    Organize and prioritize work
- MKT-HS.11.T09.03    Coordinate work with that of team members

- MKT-HS.11.T09.04    Monitor and ensure completion of delegated tasks
- MKT-HS.11.T09.05    Streamline work processes
- MKT-HS.11.T09.06    Coordinate activities with those of other departments

MKT-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.
- MKT-HS.12.T01.01    Demonstrate systematic behavior
- MKT-HS.12.T01.02    Set personal goals

- MKT-HS.12.T01.03    Balance personal and professional responsibilities

Topic 12.2: Understand and follow company rules and regulations to maintain employment.
- MKT-HS.12.T02.01    Follow rules of conduct

- MKT-HS.12.T02.02    Follow chain of command

Topic 12.3: Achieve organizational goals to contribute to company growth.
- MKT-HS.12.T03.01    Determine the nature of organizational goals

- 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.
- MKT-HS.12.T04.01    Explain the need for innovation skills
- MKT-HS.12.T04.02    Make decisions
- MKT-HS.12.T04.03    Demonstrate problem-solving skills

- MKT-HS.12.T04.04    Demonstrate appropriate creativity
- MKT-HS.12.T04.05    Use time-management skills

Topic 12.5: Participate in career planning to enhance job-success potential.
- MKT-HS.12.T05.01    Assess personal interests and skills needed for success in business
- MKT-HS.12.T05.02    Analyze employer expectations in the business environment
- MKT-HS.12.T05.03    Explain the rights of workers
- MKT-HS.12.T05.04    Identify sources of career information
- MKT-HS.12.T05.05    Identify tentative occupational interest

- MKT-HS.12.T05.06 Explain employment opportunities in business
- MKT-HS.12.T05.07    Explain career opportunities in entrepreneurship
- MKT-HS.12.T05.08    Explain employment opportunities in marketing
- MKT-HS.12.T05.09    Conduct self-assessment to determine entrepreneurial potential

Topic 12.6: Implement job-seeking skills to obtain employment.
- MKT-HS.12.T06.01    Utilize job-search strategies
- MKT-HS.12.T06.02    Complete a job application
- MKT-HS.12.T06.03    Interview for a job

- MKT-HS.12.T06.04    Write a follow-up letter after job interviews
- MKT-HS.12.T06.05    Write a letter of application
- MKT-HS.12.T06.06    Prepare a résumé

Topic 12.7: Utilize career-advancement activities to enhance professional development.
- MKT-HS.12.T07.01    Describe techniques for obtaining work experience
- MKT-HS.12.T07.02    Explain the need for ongoing education as a worker
- MKT-HS.12.T07.03    Explain possible advancement patterns for jobs

- 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-HS.12.T08.01    Discuss the nature of the sport/event industries
- MKT-HS.12.T08.02    Describe the impact of sports/events on communities
- MKT-HS.12.T08.03    Describe the role of governing bodies in the sport industry
- MKT-HS.12.T08.04    Explain career opportunities in sport/event marketing
- MKT-HS.12.T08.05    Describe types of retail/business banking products and services
- MKT-HS.12.T08.06    Describe the nature of retail/business banking processes
- MKT-HS.12.T08.07    Describe the nature of the insurance industry
- MKT-HS.12.T08.08    Explain causes of stock price fluctuations

- MKT-HS.12.T08.09    Describe how securities are traded
- MKT-HS.12.T08.10    Discuss the nature and scope of investment banking
- MKT-HS.12.T08.11    Explain the nature of bonds
- MKT-HS.12.T08.12    Explain the nature of stocks
- MKT-HS.12.T08.13    Describe the nature of mutual funds
- MKT-HS.12.T08.14    Describe the nature of the hospitality and tourism industry
- MKT-HS.12.T08.15    Describe the development of the hospitality and tourism industry
- MKT-HS.12.T08.16    Explain career opportunities in hospitality and tourism

MKT-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-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-HS.14.T02.03    Select channels of distribution
- MKT-HS.14.T02.04    Develop channel-management strategies

MKT-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.T02.01    Explain the nature of marketing research

- 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

- MKT-HS.15.T03.03    Discuss the nature of sampling plans

Topic 15.4: Understand data-collection methods to evaluate their appropriateness for the research problem/issue.
- MKT-HS.15.T04.01    Describe data-collection methods
- MKT-HS.15.T04.02    Explain characteristics of effective data-collection instruments

- MKT-HS.15.T04.03    Explain sources of primary sport/event market information
- MKT-HS.15.T04.04    Explain sources of secondary sport/event information

Topic 15.5: Interpret marketing information and research data to test hypotheses, to resolve issues, and for decision-making.
- MKT-HS.15.T05.01    Explain techniques for processing marketing data
- MKT-HS.15.T05.02    Explain the use of descriptive statistics in marketing decision making
- MKT-HS.15.T05.03    Identify sources of error in a research project

- MKT-HS.15.T05.04    Evaluate questionnaire design
- MKT-HS.15.T05.05    Assess appropriateness of marketing research for the problem/issue

Topic 15.6: Collect, assess, and scrutinize marketing information to ensure accuracy and adequacy of data for decision-making in marketing communications.
- MKT-HS.15.T06.01    Collect marketing information from others
- MKT-HS.15.T06.02    Establish and maintain sport/event marketing information system
- MKT-HS.15.T06.03    Assess marketing-information needs

- MKT-HS.15.T06.04    Identify industry/economic trends that will impact business activities
- MKT-HS.15.T06.05    Analyze market needs and opportunities

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-HS.15.T07.01    Present report findings and recommendations orally
- MKT-HS.15.T07.02    Estimate market share
- MKT-HS.15.T07.03    Search the Internet for sport/event marketing information

- MKT-HS.15.T07.04    Monitor internal records for marketing information
- MKT-HS.15.T07.05    Maintain a database of competitor information

MKT-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).
- MKT-HS.16.T01.01    Explain the concept of marketing strategies
- MKT-HS.16.T01.02    Explain the concept of market and market identification
- MKT-HS.16.T01.03    Identify market segments

- MKT-HS.16.T01.04    Select target market
- MKT-HS.16.T01.05    Identify sport/event target-market segments
- MKT-HS.16.T01.06    Describe the nature of target marketing in sport/event marketing

Topic 16.2: Employ marketing-information to plan marketing activities.
- MKT-HS.16.T02.01    Explain the nature of marketing plans
- MKT-HS.16.T02.02    Explain the role of situation analysis in the marketing planning process
- MKT-HS.16.T02.03    Conduct market analysis
- MKT-HS.16.T02.04    Conduct SWOT analysis for use in the marketing planning process
- MKT-HS.16.T02.05    Conduct competitive analysis
- MKT-HS.16.T02.06    Explain the nature of sales forecasts
- MKT-HS.16.T02.07    Forecast sales for marketing plan
- MKT-HS.16.T02.08    Set marketing goals and objectives

- MKT-HS.16.T02.09    Select marketing metrics
- MKT-HS.16.T02.10    Set marketing budget
- MKT-HS.16.T02.11    Develop marketing plan
- MKT-HS.16.T02.12    Monitor and evaluate performance of marketing plan
- MKT-HS.16.T02.13    Identify ways to segment sport/event markets
- MKT-HS.16.T02.14    Explain the concept of marketing strategies
- MKT-HS.16.T02.15    Explain the concept of market and market identification
- MKT-HS.16.T02.16    Identify ways to segment hospitality and tourism markets

MKT-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.T01.01    Explain the nature and scope of the pricing function
- MKT-HS.17.T01.02 Describe the role of business ethics in pricing
- MKT-HS.17.T01.03    Explain the use of technology in the pricing function
- MKT-HS.17.T01.04    Explain legal considerations for pricing
- MKT-HS.17.T01.05    Explain factors affecting pricing decisions

- 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-HS.17.T02.01    Determine cost of product
- MKT-HS.17.T02.02    Calculate break-even point
- MKT-HS.17.T02.03    Establish pricing objectives
- MKT-HS.17.T02.04    Identify strategies for pricing new products
- MKT-HS.17.T02.05    Establish price objectives for sport/event products
- MKT-HS.17.T02.06    Select pricing strategies
- MKT-HS.17.T02.07    Select product-mix pricing strategies

- MKT-HS.17.T02.08    Determine discounts and allowances that can be used to adjust base prices
- MKT-HS.17.T02.09    Set prices
- MKT-HS.17.T02.10    Use psychological pricing to adjust base prices
- MKT-HS.17.T02.11    Select promotional pricing strategies used to adjust base prices
- MKT-HS.17.T02.12    Set ticket/event prices
- MKT-HS.17.T02.13    Identify factors affecting pricing of sport/event products

MKT-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

- MKT-HS.18.T01.06    Explain elements of the sport/event product
- MKT-HS.18.T01.07    Explain the role of agents in sports
- MKT-HS.18.T01.08    Explain the concept of product in the hospitality and tourism industry
- MKT-HS.18.T01.09    Explain the nature and scope of the product/service management function

Topic 18.2: Generate product ideas to contribute to ongoing business success.
- MKT-HS.18.T02.01    Identify methods/techniques to generate a product idea

- MKT-HS.18.T02.02    Generate product ideas

Topic 18.3: Employ product-mix strategies to meet customer expectations.
- MKT-HS.18.T03.01    Explain the concept of product mix
- MKT-HS.18.T03.02    Describe the nature of product bundling
- MKT-HS.18.T03.03    Identify product to fill customer need
- MKT-HS.18.T03.04    Plan product mix

- 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.
- MKT-HS.18.T04.01    Choose venture/product name
- MKT-HS.18.T04.02    Select business location
- MKT-HS.18.T04.03    Explain the nature of corporate branding
- MKT-HS.18.T04.04    Describe factors used by businesses to position corporate brands
- MKT-HS.18.T04.05    Describe factors used by marketers to position products/services
- MKT-HS.18.T04.06    Explain the nature of product/service branding
- MKT-HS.18.T04.07    Explain the use of licensing in sport/event marketing

- MKT-HS.18.T04.08    Explain the role of endorsements in sport/event marketing
- MKT-HS.18.T04.09    Explain the use of naming rights in sport/event marketing
- MKT-HS.18.T04.10    Identify company's unique selling proposition
- MKT-HS.18.T04.11    Develop positioning concept for a new product idea
- MKT-HS.18.T04.12    Communicate core values of product/service
- MKT-HS.18.T04.13    Identify product's/service's competitive advantage
- MKT-HS.18.T04.14    Identify elements that enhance venue attractiveness

Topic 18.5: Develop plans, strategies, and systems to promote sport/events products and activities.
- MKT-HS.18.T05.01    Obtain endorsements for sports/events
- MKT-HS.18.T05.02    Develop ticket-sales program
- MKT-HS.18.T05.03    Bundle/Package extra amenities with tickets
- MKT-HS.18.T05.04    Develop pre-season booking strategy
- MKT-HS.18.T05.05    Determine merchandising opportunities for a sport/event
- MKT-HS.18.T05.06    Determine goods and services required for an event
- MKT-HS.18.T05.07    Select hospitality options

- MKT-HS.18.T05.08    Assess “product” readiness for sport/event
- MKT-HS.18.T05.09    Describe the uses of grades and standards in marketing
- MKT-HS.18.T05.10    Explain warranties and guarantees
- MKT-HS.18.T05.11    Evaluate vendors’ merchandise
- MKT-HS.18.T05.12    Choose vendors
- MKT-HS.18.T05.13    Negotiate terms with vendors

MKT-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.T01.01    Explain the role of promotion as a marketing function
- MKT-HS.19.T01.02    Explain the types of promotion
- MKT-HS.19.T01.03    Identify the elements of the promotional mix
- MKT-HS.19.T01.04    Describe the use of business ethics in promotion

- 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.T02.01    Explain types of advertising media
- MKT-HS.19.T02.02    Describe word-of-mouth channels used to communicate with targeted audiences
- MKT-HS.19.T02.03    Explain the nature of direct marketing channels

- 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.T03.01    Explain the components of advertisements

- 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.T04.01    Identify types of public-relations activities

- 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.
- MKT-HS.19.T05.01    Discuss types of direct mail tactics
- MKT-HS.19.T05.02    Explain the nature of online advertising
- MKT-HS.19.T05.03    Explain the nature of e-mail marketing tactics

- MKT-HS.19.T05.04    Describe mobile marketing tactics
- MKT-HS.19.T05.05    Discuss the use of search-engine optimization tactics for digital marketing

Topic 19.6: Develop content for use in marketing communications to create interest in product/business/idea.
- MKT-HS.19.T06.01    Write direct-mail letters

- MKT-HS.19.T06.02    Execute targeted emails

Topic 19.7: Manage media planning and placement to enhance return on marketing investment.
- MKT-HS.19.T07.01    Calculate media costs
- MKT-HS.19.T07.02    Select advertising media

- MKT-HS.19.T07.03    Choose appropriate media outlets
- MKT-HS.19.T07.04 Buy ad space/time

Topic 19.8: Utilize publicity to inform stakeholders of business activities.
- MKT-HS.19.T08.01    Write a press release

- MKT-HS.19.T08.02    Cultivate media relationships

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.
- MKT-HS.19.T10.01    Explain the use of advertising agencies
- MKT-HS.19.T10.02    Explain the nature of a promotional plan
- MKT-HS.19.T10.03    Coordinate activities in the promotional mix

- MKT-HS.19.T10.04    Prepare promotional budget
- MKT-HS.19.T10.05    Develop promotional plan for a business

Topic 19.11: Utilize special events or outside agency/consultant to increase sales.
- MKT-HS.19.T11.01    Develop promotional calendar
- MKT-HS.19.T11.02    Coordinate community outreach projects
- MKT-HS.19.T11.03    Assess need to use promoters
- MKT-HS.19.T11.04    Explain considerations in using special events as a sales-promotion strategy

- MKT-HS.19.T11.05    Plan special events for sports/events
- MKT-HS.19.T11.06    Prepare store/department for special event
- MKT-HS.19.T11.07    Develop viral sport/event marketing strategies

Topic 19.12: Understand, monitor, and manage promotional activities to maximize return on sport/event efforts.
- MKT-HS.19.T12.01    Explain the nature of sponsorship in the sport/event industries
- MKT-HS.19.T12.02    Design logo for sport/event
- MKT-HS.19.T12.03    Design tickets
- MKT-HS.19.T12.04    Explain advertising media used in the sport/event industries
- MKT-HS.19.T12.05    Describe sport/event industries’ utilization of digital media
- MKT-HS.19.T12.06    Develop a direct mail offer for sport/event products
- MKT-HS.19.T12.07    Determine advertising reach of sport/event media
- MKT-HS.19.T12.08    Choose appropriate media vehicles for sport/event
- MKT-HS.19.T12.09    Maximize/Capitalize on celebrity’s appearance at event
- MKT-HS.19.T12.10    Develop and generate sport/event newsletter
- MKT-HS.19.T12.11    Explain media relations in the sport/event industries
- MKT-HS.19.T12.12    Develop a media guide

- MKT-HS.19.T12.13    Plan a media day
- MKT-HS.19.T12.14    Write/Prepare sponsorship proposal
- MKT-HS.19.T12.15    Set sponsorship objectives
- MKT-HS.19.T12.16    Design program for event
- MKT-HS.19.T12.17    Create and issue script for game-day promotions
- MKT-HS.19.T12.18    Explain venue signage
- MKT-HS.19.T12.19    Select event signage
- MKT-HS.19.T12.20    Identify “out-of-the-box” sales promotion ideas for sports/events
- MKT-HS.19.T12.21 Identify ambush strategies to use at other events
- MKT-HS.19.T12.22    Implement ticket sales campaign
- MKT-HS.19.T12.23    Select strategies for maintaining/building fan support

MKT-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.
- MKT-HS.20.T01.01    Explain the nature and scope of the selling function
- MKT-HS.20.T01.02    Explain the role of customer service as a component of selling relationships
- MKT-HS.20.T01.03    Explain key factors in building a clientele
- MKT-HS.20.T01.04    Explain company selling policies

- MKT-HS.20.T01.05    Explain legal and ethical considerations in selling
- MKT-HS.20.T01.06 Describe the use of technology in the selling function
- MKT-HS.20.T01.07    Describe the nature of selling regulations
- MKT-HS.20.T01.08 Determine sport/event features and benefits

Topic 20.2: Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.
- MKT-HS.20.T02.01    Acquire product information for use in selling
- MKT-HS.20.T02.02    Explain the use of brand names in selling

- MKT-HS.20.T02.03    Differentiate between consumer and organizational buying behavior
- MKT-HS.20.T02.04    Identify emerging trends for use in selling

Topic 20.3: Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
- MKT-HS.20.T03.01    Explain the selling process
- MKT-HS.20.T03.02    Discuss motivational theories that impact buying behavior

- 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.
- MKT-HS.20.T04.01    Establish relationships with sport/event clients/customers/fans
- MKT-HS.20.T04.02    Prospect for corporate sponsors
- MKT-HS.20.T04.03    Negotiate sport/event sponsorship contract
- MKT-HS.20.T04.04    Sell sport/event sponsorships
- MKT-HS.20.T04.05    Follow up with potential corporate sponsors
- MKT-HS.20.T04.06    Service sponsors
- MKT-HS.20.T04.07    Describe components of automobile insurance coverage

- MKT-HS.20.T04.08    Discuss the nature of health insurance coverage
- MKT-HS.20.T04.09    Discuss components of homeowners’/renters’ insurance
- MKT-HS.20.T04.10    Discuss the nature of life insurance
- MKT-HS.20.T04.11    Explain the nature of liability insurance
- MKT-HS.20.T04.12    Explain the nature of bonds
- MKT-HS.20.T04.13    Explain the nature of stocks
- MKT-HS.20.T04.14    Describe the nature of mutual funds

Topic 20.5: Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
- MKT-HS.20.T05.01    Maintain sales standards
- MKT-HS.20.T05.02    Establish relationship with customer/client
- MKT-HS.20.T05.03 Determine customer/client needs
- MKT-HS.20.T05.04    Recommend specific product
- MKT-HS.20.T05.05    Respond appropriately to prospect's individual personality type
- MKT-HS.20.T05.06    Determine prospect's buying motives for use in selling
- MKT-HS.20.T05.07    Facilitate prospect's buying decisions
- MKT-HS.20.T05.08    Assess prospect's needs in relation to product offering
- MKT-HS.20.T05.09    Propose solution to prospect’s needs/challenges
- MKT-HS.20.T05.10    Demonstrate product solution for prospect’s needs
- MKT-HS.20.T05.11    Convert customer/client objections into selling points

- MKT-HS.20.T05.12    Close the sale
- MKT-HS.20.T05.13    Demonstrate suggestion selling
- MKT-HS.20.T05.14 Negotiate sales terms/agreement
- MKT-HS.20.T05.15    Sell good/service/idea to individuals
- MKT-HS.20.T05.16 Sell good/service/idea to groups
- MKT-HS.20.T05.17    Explain ticketing and seating arrangements
- MKT-HS.20.T05.18    Sell tickets
- MKT-HS.20.T05.19    Sell venue
- MKT-HS.20.T05.20    Explain factors that motivate people to choose a hospitality and tourism site
- MKT-HS.20.T05.21    Recommend hospitality and tourism services

Topic 20.6: Implement support activities to facilitate the selling process.
- MKT-HS.20.T06.01    Process special orders for retail sales
- MKT-HS.20.T06.02    Process retail telephone orders
- MKT-HS.20.T06.03    Process retail sales documentation
- MKT-HS.20.T06.04    Sell advertising space in printed and electronic materials
- MKT-HS.20.T06.05    Establish barter agreements
- MKT-HS.20.T06.06    Calculate miscellaneous charges for retail sales

- MKT-HS.20.T06.07    Cultivate group sales
- MKT-HS.20.T06.08    Process telephone orders in hospitality and tourism
- MKT-HS.20.T06.09    Process special orders in hospitality and tourism
- MKT-HS.20.T06.10 Sell gift certificates in hospitality and tourism
- MKT-HS.20.T06.11    Process complimentary offers and coupons/discounts
- MKT-HS.20.T06.12    Process sales transactions

Topic 20.7: Understand, perform pre-sales of, and complete the sales process to show command of their nature and scope.
- MKT-HS.20.T07.01    Explain the impact of sales and buying cycles
- MKT-HS.20.T07.02    Identify sales methodologies used in sport/event marketing
- MKT-HS.20.T07.03    Prospect for customers
- MKT-HS.20.T07.04    Conduct preliminary customer/client qualification

- MKT-HS.20.T07.05    Conduct pre-visit research
- MKT-HS.20.T07.06    Book appointments with prospective clients
- MKT-HS.20.T07.07    Prepare sales presentation
- MKT-HS.20.T07.08    Process telephone orders

Frameworks

There are 684 Marketing Standards that are organized into Frameworks for the BUS/MKT courses. Frameworks are documents created by extracting key topics or competencies from the main, larger standards document which apply to one specific class. This is to help define what that one class truly entails, helps narrow the focus for the teacher, and provides more specific information for the student of how each class within a particular pathway functions. They are also helpful in making the standards document more manageable and understandable.

(ND CTE) Framework Marketing I - 04210

This course develops student understanding and skills in such areas as channel management, marketing-information management, market planning, pricing, product/service management, promotion, and selling. Through the use of three projects, students acquire an understanding and appreciation of marketing activities. Current technology will be used to acquire information and to complete the projects. Throughout the course, students are presented problem-solving situations for which they must apply academic and critical-thinking skills. Formal reflection is an on-going component of the course.

Courses

Marketing I (MKT211 | MKT211c)

Grade Placement: 9, 10, 11, 12 - (1/2 credit) - Semester 1 or 2

This introductory course develops student understanding and skills in various business & marketing functions. Students acquire knowledge of business activities and factors affecting business, develop verbal and written communication skills, utilize job-seeking skills, and participate in career planning. Projects are integrated throughout the course.

Marketing II (MKT212 | MKT212s)

Grade Placement: 9, 10, 11, 12 - (1/2 credit) - Semester 1 or 2
Prerequisite: Marketing I

Marketing II furthers student understanding and skills in the various marketing functions. Students coordinate channel management with other marketing activities, discuss the nature of marketing plans, generate product ideas, coordinate activities in the promotional mix, and demonstrate specialized sales processes and techniques. Economic and financial concepts are also stressed throughout the course. Current technology will be used to acquire information and to complete the projects.

(ND CTE) Framework Principles of Sports Marketing - 04239

The Principles of Sports & Entertainment Marketing develops student understanding of the sport/event industries, their impact on local communities, and products; distribution systems and strategies; pricing considerations; marketing-information management; selling; product/service management, and promotion. Students acquire an understanding and appreciation of the need for planning. Throughout the course, students are presented problem-solving situations for which they must apply academic and critical-thinking skills.

Course

Sports and Entertainment Marketing (MKT301 | MKT301c | MKT302 | MKT302c)

Grade Placement: 10, 11, 12 - (1/2 credit) - Semester 1 or 2
Prerequisite: Marketing I

This course will provide students with an overview of careers as they relate to sports and entertainment marketing. Students develop understanding and skills in the areas of marketing, promotion, and sales. Students will be involved in an on-line simulation in the sports or entertainment field. They will also complete a project using current technology for a sports or entertainment venue.

Marketing

MKT211-2

PASTE

Communication Skills
S02 Customer Relations
S03 Economics
S04 Emotional Intelligence
S05 Financial Analysis
S07
Marketing
S10 Operations
S11 Professional Development
S12 Channel Management
S14 Marketing-Informaton Management
S15
Market Planning
S16 Pricing
S17 Product/Service Management
S18 Promotion
19 Selling
S20

MKT-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.
- MKT-HS.02.T01.02    Employ communication styles appropriate to target audience
- MKT-HS.02.T01.03    Defend ideas objectively

- MKT-HS.02.T01.04    Handle telephone calls in a businesslike manner
- MKT-HS.02.T01.05    Participate in group discussions

Topic 2.2: Record information to maintain and present a report of business activity.
- MKT-HS.02.T02.01    Utilize note-taking strategies
- MKT-HS.02.T02.02    Organize information

- MKT-HS.02.T02.03    Select and use appropriate graphic aids

Topic 2.3: Write internal and external business correspondence to convey and obtain information effectively.
- MKT-HS.02.T03.05    Write business letters
- MKT-HS.02.T03.06    Write informational messages
- MKT-HS.02.T03.07    Write inquiries

- MKT-HS.02.T03.08    Write persuasive messages
- MKT-HS.02.T03.09    Prepare simple written reports
- MKT-HS.02.T03.10    Write executive summaries

MKT-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.
- MKT-HS.03.T01.02    Demonstrate a customer-service mindset
- MKT-HS.03.T01.03    Develop rapport with customers
- MKT-HS.03.T01.04    Reinforce service orientation through communication

- MKT-HS.03.T01.05    Respond to customer inquiries
- MKT-HS.03.T01.06    Adapt communication to the cultural and social differences among clients
- MKT-HS.03.T01.07    Interpret business policies to customers/clients

Topic 3.2: Resolve conflicts with/for customers to encourage repeat business.
- MKT-HS.03.T02.01    Handle difficult customers

- MKT-HS.03.T02.02    Handle customer/client complaints

Topic 3.3: Reinforce company's image to exhibit the company's brand promise.
- MKT-HS.03.T03.01    Identify company's brand promise

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

Topic 4.5: Analyze cost/profit relationships to guide business decision-making.
- MKT-HS.04.T05.03    Explain the concept of organized labor and business

- MKT-HS.04.T05.04    Explain the impact of the law of diminishing returns

Topic 4.6: Understand economic indicators to recognize economic trends and conditions.
- MKT-HS.04.T06.01    Discuss the measure of consumer spending as an economic indicator
- MKT-HS.04.T06.02    Explain the concept of Gross Domestic Product
- MKT-HS.04.T06.03    Describe the economic impact of inflation on business

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

Topic 5.2: Use communication skills to foster open, honest communications and ethical interactions, while influencing others.
- MKT-HS.05.T02.01    Explain ethical considerations in providing information
- MKT-HS.05.T02.02    Persuade others

- MKT-HS.05.T02.03    Demonstrate negotiation skills

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

Topic 7.7: Acquire a foundational knowledge of finance to understand its nature and scope.
- MKT-HS.07.T07.02    Describe the nature of budgets.

MKT-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.T01.01    Explain marketing and its importance in a global economy

- MKT-HS.10.T01.02    Describe marketing functions and related activities

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.T02.03    Demonstrate connections between company actions and results

MKT-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 11.6: Implement purchasing activities to obtain business supplies, equipment, resources, and services.
- MKT-HS.11.T06.08    Describe types of purchase orders

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

Topic 12.4: Utilize critical-thinking skills to determine best options/outcomes.
- MKT-HS.12.T04.04    Demonstrate appropriate creativity

- MKT-HS.12.T04.05    Use time-management skills

Topic 12.5: Participate in career planning to enhance job-success potential.
- MKT-HS.12.T05.08    Explain employment opportunities in marketing

MKT-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

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-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.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).
- MKT-HS.16.T01.01    Explain the concept of marketing strategies

Topic 16.2: Employ marketing-information to plan marketing activities.
- MKT-HS.16.T02.01    Explain the nature of marketing plans
- MKT-HS.16.T02.02    Explain the role of situation analysis in the marketing planning process

- MKT-HS.16.T02.06    Explain the nature of sales forecasts

MKT-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.T01.01    Explain the nature and scope of the pricing function

MKT-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

Topic 18.2: Generate product ideas to contribute to ongoing business success.
- MKT-HS.18.T02.01    Identify methods/techniques to generate a product idea

- MKT-HS.18.T02.02    Generate product ideas

Topic 18.3: Employ product-mix strategies to meet customer expectations.
- MKT-HS.18.T03.01    Explain the concept of product mix

- MKT-HS.18.T03.02    Describe the nature of product bundling

Topic 18.4: Position company and product/services to acquire desired business image.
- MKT-HS.18.T04.03    Explain the nature of corporate branding
- MKT-HS.18.T04.04    Describe factors used by businesses to position corporate brands

- MKT-HS.18.T04.05    Describe factors used by marketers to position products/services
- MKT-HS.18.T04.06    Explain the nature of product/service branding

MKT-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.T01.01    Explain the role of promotion as a marketing function
- MKT-HS.19.T01.02    Explain the types of promotion
- MKT-HS.19.T01.03    Identify the elements of the promotional mix

- MKT-HS.19.T01.04    Describe the use of business ethics in promotion
- MKT-HS.19.T01.05    Describe the use of technology in the promotion function
- MKT-HS.19.T01.06    Describe the regulation of promotion

Topic 19.2: Understand promotional channels used to communicate with targeted audiences.
- MKT-HS.19.T02.01    Explain types of advertising media
- MKT-HS.19.T02.02    Describe word-of-mouth channels used to communicate with targeted audiences
- MKT-HS.19.T02.03    Explain the nature of direct marketing channels

- 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.T03.01    Explain the components of advertisements

- 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.T04.01    Identify types of public-relations activities

- MKT-HS.19.T04.02    Discuss internal and external audiences for public-relations activities

Topic 19.10: Plan marketing communications to maximize effectiveness and to minimize costs.
- MKT-HS.19.T10.02    Explain the nature of a promotional plan

- MKT-HS.19.T10.03    Coordinate activities in the promotional mix

MKT-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.
- MKT-HS.20.T01.01    Explain the nature and scope of the selling function
- MKT-HS.20.T01.02    Explain the role of customer service as a component of selling relationships
- MKT-HS.20.T01.03    Explain key factors in building a clientele
- MKT-HS.20.T01.04    Explain company selling policies

- MKT-HS.20.T01.05    Explain legal and ethical considerations in selling
- MKT-HS.20.T01.06    Describe the use of technology in the selling function
- MKT-HS.20.T01.07    Describe the nature of selling regulations

Topic 20.2: Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.
- MKT-HS.20.T02.01    Acquire product information for use in selling
- MKT-HS.20.T02.02    Explain the use of brand names in selling

- MKT-HS.20.T02.03    Differentiate between consumer and organizational buying behavior
- MKT-HS.20.T02.04    Identify emerging trends for use in selling

Topic 20.3: Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
- MKT-HS.20.T03.01    Explain the selling process

- MKT-HS.20.T03.02    Discuss motivational theories that impact buying behavior

Topic 20.5: Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
- MKT-HS.20.T05.01    Maintain sales standards
- MKT-HS.20.T05.02    Establish relationship with customer/client
- MKT-HS.20.T05.03    Determine customer/client needs
- MKT-HS.20.T05.04    Recommend specific product
- MKT-HS.20.T05.05    Respond appropriately to prospect's individual personality type
- MKT-HS.20.T05.06    Determine prospect's buying motives for use in selling
- MKT-HS.20.T05.07    Facilitate prospect's buying decisions
- MKT-HS.20.T05.08    Assess prospect's needs in relation to product offering

- MKT-HS.20.T05.09    Propose solution to prospect’s needs/challenges
- MKT-HS.20.T05.10    Demonstrate product solution for prospect’s needs
- MKT-HS.20.T05.11    Convert customer/client objections into selling points
- MKT-HS.20.T05.12    Close the sale
- MKT-HS.20.T05.13    Demonstrate suggestion selling
- MKT-HS.20.T05.14    Negotiate sales terms/agreement
- MKT-HS.20.T05.15    Sell good/service/idea to individuals
- MKT-HS.20.T05.16    Sell good/service/idea to groups

Topic 20.6: Implement support activities to facilitate the selling process.
- MKT-HS.20.T06.01    Process special orders for retail sales
- MKT-HS.20.T06.02    Process retail telephone orders
- MKT-HS.20.T06.03    Process retail sales documentation

- MKT-HS.20.T06.04    Sell advertising space in printed and electronic materials
- MKT-HS.20.T06.05    Establish barter agreements
- MKT-HS.20.T06.06    Calculate miscellaneous charges for retail sales

Topic 20.7: Understand, perform pre-sales of, and complete the sales process to show command of their nature and scope.
- MKT-HS.20.T07.01    Explain the impact of sales and buying cycles
- MKT-HS.20.T07.03    Prospect for customers
- MKT-HS.20.T07.04    Conduct preliminary customer/client qualification

- MKT-HS.20.T07.05    Conduct pre-visit research
- MKT-HS.20.T07.06    Book appointments with prospective clients
- MKT-HS.20.T07.07    Prepare sales presentation

Sports and Entertainment

MKT301-2

PASTE

Customer Relations
S03 Marketing
S10 Operations
S11
Professional Development
S12 Marketing-Information Management
S15 Market Planning
S16 Pricing
S17
Product/Service Management
S18 Promotion
19 Selling
S20

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

Topic 3.2: Resolve conflicts with/for customers to encourage repeat business.
- MKT-HS.03.T02.01    Handle difficult customers

- MKT-HS.03.T02.02    Handle customer/client complaints

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

Topic 10.3: Acquire an understanding of marketing's role and function in business to facilitate work among departments.
- MKT-HS.10.T03.01    Explain the nature of sport marketing

- MKT-HS.10.T03.02    Describe the nature of event marketing

MKT-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 11.5: Utilize project-management skills to improve workflow and minimize costs.
- MKT-HS.11.T05.02    Develop project plan

- MKT-HS.11.T05.03 Schedule tournaments

Topic 11.9: Implement organizational skills in marketing communications to improve efficiency and workflow.
- MKT-HS.11.T09.01    Develop production schedules for events

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

Topic 12.8: Acquire information about the marketing industry to aid in making career choices.
- MKT-HS.12.T08.01    Discuss the nature of the sport/event industries
- MKT-HS.12.T08.02    Describe the impact of sports/events on communities

- MKT-HS.12.T08.04    Explain career opportunities in sport/event marketing

MKT-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.T01.06    Explain the need for sport/event marketing information

Topic 15.4: Understand data-collection methods to evaluate their appropriateness for the research problem/issue.
- MKT-HS.15.T04.03    Explain sources of primary sport/event market information

- MKT-HS.15.T04.04    Explain sources of secondary sport/event information

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-HS.15.T07.03    Search the Internet for sport/event marketing information
- MKT-HS.15.T07.04    Monitor internal records for marketing information

- MKT-HS.15.T07.05    Maintain a database of competitor information

MKT-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).
- MKT-HS.16.T01.06    Describe the nature of target marketing in sport/event marketing

Topic 16.2: Employ marketing-information to plan marketing activities.
- MKT-HS.16.T02.13    Identify ways to segment sport/event markets

MKT-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

Topic 17.2: Employ pricing strategies to determine optimal pricing.
- MKT-HS.17.T02.13    Identify factors affecting pricing of sport/event products

MKT-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.T01.05    Explain the nature of sport/event brand/branding

- MKT-HS.18.T01.06    Explain elements of the sport/event product

Topic 18.4: Position company and product/services to acquire desired business image.
- MKT-HS.18.T04.07    Explain the use of licensing in sport/event marketing
- MKT-HS.18.T04.08    Explain the role of endorsements in sport/event marketing

- MKT-HS.18.T04.09    Explain the use of naming rights in sport/event marketing
- MKT-HS.18.T04.14    Identify elements that enhance venue attractiveness

MKT-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 19.3: Understand the use of an advertisement's components to communicate with targeted audiences.
- MKT-HS.19.T03.01    Explain the components of advertisements

Topic 19.5: Understand the use of direct marketing to attract attention and to build brand.
- MKT-HS.19.T05.01    Discuss types of direct mail tactics
- MKT-HS.19.T05.02    Explain the nature of online advertising
- MKT-HS.19.T05.03    Explain the nature of e-mail marketing tactics

- MKT-HS.19.T05.04    Describe mobile marketing tactics
- MKT-HS.19.T05.05    Discuss the use of search-engine optimization tactics for digital marketing

Topic 19.6: Develop content for use in marketing communications to create interest in product/business/idea.
- MKT-HS.19.T06.01    Write direct-mail letters.

Topic 19.7: Manage media planning and placement to enhance return on marketing investment.
- MKT-HS.19.T07.01    Calculate media costs
- MKT-HS.19.T07.02    Select advertising media

- MKT-HS.19.T07.03    Choose appropriate media outlets
- MKT-HS.19.T07.04 Buy ad space/time

Topic 19.8: Utilize publicity to inform stakeholders of business activities.
- MKT-HS.19.T08.01    Write a press release

- MKT-HS.19.T08.02    Cultivate media relationships

Topic 19.12: Understand, monitor, and manage promotional activities to maximize return on sport/event efforts.
- MKT-HS.19.T12.01    Explain the nature of sponsorship in the sport/event industries
- MKT-HS.19.T12.02    Design logo for sport/event
- MKT-HS.19.T12.03    Design tickets
- MKT-HS.19.T12.04    Explain advertising media used in the sport/event industries
- MKT-HS.19.T12.05    Describe sport/event industries’ utilization of digital media
- MKT-HS.19.T12.06    Develop a direct mail offer for sport/event products
- MKT-HS.19.T12.07    Determine advertising reach of sport/event media
- MKT-HS.19.T12.09    Maximize/Capitalize on celebrity’s appearance at event
- MKT-HS.19.T12.10    Develop and generate sport/event newsletter
- MKT-HS.19.T12.11    Explain media relations in the sport/event industries

- MKT-HS.19.T12.12    Develop a media guide
- MKT-HS.19.T12.13    Plan a media day
- MKT-HS.19.T12.16    Design program for event
- MKT-HS.19.T12.17    Create and issue script for game-day promotions
- MKT-HS.19.T12.18    Explain venue signage
- MKT-HS.19.T12.19    Select event signage
- MKT-HS.19.T12.20    Identify “out-of-the-box” sales promotion ideas for sports/events
- MKT-HS.19.T12.22    Implement ticket sales campaign
- MKT-HS.19.T12.23    Select strategies for maintaining/building fan support

MKT-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.
- MKT-HS.20.T01.08    Determine sport/event features and benefits

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.
- MKT-HS.20.T04.01    Establish relationships with sport/event clients/customers/fans

Topic 20.5: Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
- MKT-HS.20.T05.18    Sell tickets

Topic 20.6: Implement support activities to facilitate the selling process.
- MKT-HS.20.T06.04    Sell advertising space in printed and electronic materials

Topic 20.7: Understand, perform pre-sales of, and complete the sales process to show command of their nature and scope.
- MKT-HS.20.T07.02    Identify sales methodologies used in sport/event marketing
- MKT-HS.20.T07.07    Prepare sales presentation

- MKT-HS.20.T07.08    Process telephone orders