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CE 074 764
General Marketing. A Guide to Resources.Ohio State Univ., Columbus. Vocational InstructionalMaterials Lab.1997-00-00109p.; For a related document, see ED 386 546.Publications, Center on Education and Training for,Employment, 1900 Kenny Road, Columbus, OH 43210-1090.Guides Non-Classroom (055)MF01/PC05 Plus Postage.*Business Education; Competence; *Competency BasedEducation; Economics; *Employment Qualifications; FinancialSupport; Human Resources; Information Management;*Marketing; Merchandising; Money Management; *ResourceMaterials; Retailing; Risk Management; Salesmanship;Technology
This guide, which was written for general marketinginstructors in Ohio, lists more than 600 resources.for use in conjunctionwith the General Marketing Occupational Competency Analysis Profile. Thetexts, workbooks, modules, software, videos, and learning activities packetslisted are categorized by the following topics: human resource foundations,marketing and business foundations, economic foundations, promotion, riskmanagement, distributi,n, pricing, financing, product and se vice dPirPlnomentand operations, purchasing, marketing information management, and technology.Among the competencies for which resource materials are listed are thefollowing: demonstrate professional relations with employers, customers, andcoworkers; demonstrate written and oral communication skills; demonstratemanagement and leadership; examine business ownership; examine cost-profitrelationships; analyze economic indicators and trends; prepare a promotionalcampaign; perform point-of-sale functions; minimize external and internaltheft; follow safety precautions; demonstrate knowledge of risks; examinedistribution alternatives; receive, store, and manage inventory; determineselling prices; examine financial considerations for businesses; performfinancial functions; purchase products and services; conduct market research;develop a marketing plan; and examine technology in marketing. The followinginformation is provided for each resource material: publication type, title,author, publication date, publisher. Concluding the guide are the addressesof the 11 publishers of the materials cited. (MN)
********************************************************************************Reproductions supplied by EDRS are the best that can be made
from the original document.********************************************************************************
00 tr
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an R
esou
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Foun
datio
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Com
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1.1:
Dem
onst
rate
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iona
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Typ
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itle
Aut
hor
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on
Page
51)
TM
arke
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ions
Bur
row
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land
0199
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Pub
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T/w
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Sout
h-W
este
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ublis
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ffec
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Inte
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ps©
1994
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Path
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mw
ork
©19
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ustr
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Inc.
.
T/w
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ife
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ries
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ours
elf
Farr
and
Chr
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ES9
52Po
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55M
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(Key
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arke
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row
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land
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arke
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1989
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T/w
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s©
1993
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son
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Typ
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itle
Aut
hor
Dat
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her
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on
Page
51)
TC
omm
unic
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hat W
orks
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illia
ms
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Egg
land
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uth-
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tern
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lishi
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ork
Mat
urity
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edia
Ser
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TFu
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uman
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ife
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ray,
Luf
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ighl
and
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uth-
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orld
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SCO
Cur
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eria
ls
Div
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SCO
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ustr
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Inc.
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Prof
ile o
f th
e Pe
rfec
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1993
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Path
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Ser
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ES9
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orld
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arke
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Bur
row
and
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land
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uth-
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tern
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lishi
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TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
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olos
zyk
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rson
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Com
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lark
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uth-
Wes
tern
Pub
lishi
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T/w
b/sw
Com
mun
icat
ion
2000
Ser
ies
(Mod
ules
)©
1996
ITP
Sout
hwes
tern
Pub
lishi
ng
T/w
b/sw
Eff
ectiv
e C
omm
unic
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n fo
r T
oday
Hul
bert
9th
ed.
Sout
h-W
este
rn P
ublis
hing
TC
omm
unic
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Ver
derb
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1996
Sout
hwes
tern
Pub
lishi
ng
TC
omm
unic
atio
n T
hat W
orks
!W
illia
ms
and
Egg
land
©19
92, 3
rd e
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uth-
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lishi
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T/s
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n A
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ach
Hyd
en, J
orda
n, a
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tein
auer
©19
94So
uth-
Wes
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Pub
lishi
ng
TB
usin
ess
Com
mun
icat
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ase
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App
roac
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uehl
ing
©19
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MC
Par
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T/s
w/v
Wor
k M
atur
ity M
ulti-
Med
ia S
erie
s E
S962
Exp
ecta
tions
on
the
Job
EB
SCO
Cur
ricu
lum
Mat
eria
ls
Div
. of
EB
SCO
Ind
ustr
ies
Inc.
T/w
bT
he B
uild
ing
Blo
cks
of B
usin
ess
Wri
ting
©19
91C
aree
r Pa
ths/
Mar
kED
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he A
rt o
f E
ffec
tive
Com
mun
icat
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©19
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ST W
orks
, In.
V/t/
swW
ork
Mat
urity
Mul
ti-M
edia
Ser
ies
ES9
81
On-
the-
Job
Tel
epho
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kills
EB
SCO
Cur
ricu
lum
Mat
eria
ls
Div
. of
EB
SCO
Ind
ustr
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Inc.
SW/t
Com
mun
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for
Succ
ess:
An
App
lied
App
roac
hH
yden
, Jor
dan,
and
Ste
inau
er©
1994
Sout
h-W
este
rn P
ublis
hing
SW/t/
wb
Eff
ectiv
e C
omm
unic
atio
n fo
r T
oday
Hul
bert
9th
ed.
Sout
h-W
este
rn P
ublis
hing
SW/t/
wb
Dev
elop
ing
Wri
ting
Skill
Satte
rwhi
te a
nd T
iner
via
©19
89G
lenc
oe P
ublis
hing
14B
EST
PV M
AI
Ell
5
15
Com
pete
ncy
1.6:
Perf
orm
bas
ic m
athe
mat
ical
com
puta
tions
with
and
with
out a
cal
cula
tor
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
T/w
b/sw
App
lied
Bus
ines
s M
athe
mat
ics
Schu
lthei
r an
d K
aczm
arsk
i©
1997
, 14t
h ed
.So
uth-
Wes
tern
Pub
lishi
ng
TB
usin
ess
Mat
hB
rook
s©
1996
EM
C P
arad
igm
TC
OR
D A
pplie
d B
usin
ess
Mat
hem
atic
sC
OR
D C
omm
unic
atio
nsIT
P So
uth-
Wes
tern
Pub
lishi
ng
T/w
bB
asic
Bus
ines
s M
ath
©19
90C
aree
r Pa
ths/
Mar
kED
TU
sing
Cal
cula
tors
for
Bus
ines
s Pr
oble
ms
Ber
g an
d G
afne
y©
1993
EM
C P
arad
igm
T/s
wM
athe
mat
ics
with
Bus
ines
s A
pplic
atio
nsL
ange
, Rou
sos,
and
Mas
on©
1998
Gle
ncoe
Pub
lishi
ng
TK
eepi
ng F
inan
cial
Rec
ords
for
Bus
ines
sSc
hulth
eir,
Bar
on, a
nd S
tein
feld
©19
91, 7
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
TE
ssen
tials
of
Mat
h w
ith B
usin
ess
App
licat
ions
Alv
ey©
1995
Gle
ncoe
Pub
lishi
ng
T/w
bU
sing
Bus
ines
s St
atis
tics:
A G
uide
for
Beg
inne
rs©
1994
Car
eer
Path
s/M
arkE
D
TSo
lvin
g B
usin
ess
Prob
lem
s on
the
Ele
ctro
nic
Cal
cula
tor
Polis
ky©
1993
Gle
ncoe
/ McG
raw
Hill
VH
ow N
umbe
rs L
ie: C
ritic
al T
hink
ing
©19
97C
aree
r Pa
ths/
Mar
kED
SW/t/
wb
App
lied
Bus
ines
s M
athe
mat
ics
Schu
lthei
r an
d K
aczm
arsk
i01
997,
14t
h ed
.So
uth-
Wes
tern
Pub
lishi
ng
SW/t
Mat
hem
atic
s w
ith B
usin
ess
App
licat
ions
Lan
ge, R
ouso
s, a
nd M
ason
0199
3G
lenc
oe P
ublis
hing
6
Uni
t 2:
Mar
ketin
g an
d B
usin
ess
Foun
datio
ns
Com
pete
ncy
2.1:
Exa
min
e ro
le o
f m
arke
ting
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TR
etai
l Mar
ketin
gM
eyer
, Har
ris,
Koh
ns, a
nd S
tone
©19
88G
lenc
oe P
ublis
hing
T/w
b/sw
Prin
cipl
es o
f M
arke
ting
Palm
er a
nd S
tull
©19
91, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd A
pplic
atio
nsSe
igel
©19
96T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
T/w
bC
aree
r C
ompe
tenc
ies
in M
arke
ting
Seri
es
Gen
eral
Mer
chan
dise
Ret
ailin
g
Wor
ms
and
Bro
wn
©19
90G
lenc
oe P
ublis
hing
T/w
b/sw
The
Win
ning
Str
eak:
A M
arke
ting
Dec
isio
n-M
akin
g Si
mul
atio
n
Sim
on a
nd C
asill
o©
1992
, 2nd
ed.
Sout
h-W
este
rn P
ublis
hing
VIn
trod
uctio
n to
Mar
ketin
g©
1992
Car
eer
Path
s/M
arkE
D
VC
reat
ive
Mar
ketin
gB
ryan
t and
Bar
ry©
1994
Car
eer
Path
s/M
arkE
D
VM
arke
ting
Serv
ices
©19
95C
aree
r Pa
ths/
Mar
kED
VIn
tegr
ated
Mar
ketin
g C
ampa
ign
Loe
ffle
r©
1994
Car
eer
Path
s/M
arkE
D
SW/t/
wb
Prin
cipl
es o
f M
arke
ting
Palm
er a
nd S
tull
©19
91, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
SW/t/
wb
Mar
ketin
g: A
n In
trod
uctio
nH
utt a
nd S
tull
©19
92, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
LA
PM
arke
ting
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PM
arke
ting
Func
tions
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PM
arke
ting
Stra
tegi
es©
1996
Car
eer
Path
s/M
arkE
D
LA
PSe
curi
ty P
reca
utio
ns©
1995
Car
eer
Path
s/M
arkE
D
18C
OPY
AV
A
79
Com
pete
ncy
2.2:
Exa
min
e bu
sine
ss o
pera
tions
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TK
eepi
ng F
inan
cial
Rec
ords
for
Bus
ines
sSc
hulth
eis,
Bar
on, a
nd S
tein
feld
©19
91, 7
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bIm
prov
ing
You
r C
ompa
ny I
mag
e©
1992
Car
eer
Path
s/M
arkE
D
T/s
wM
athe
mat
ics
with
Bus
ines
s A
pplic
atio
nsL
ange
, Rou
sos,
and
Mas
on©
1998
Gle
ncoe
Pub
lishi
ng
TIn
tern
et G
uide
for
Bus
ines
sH
all a
nd A
llen
©19
97So
uth-
Wes
tern
Pub
lishi
ng
T/w
bW
ritin
g B
usin
ess
Prop
osal
s an
d R
epor
ts©
1992
Car
eer
Path
s/M
arkE
D
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 5 T
he B
usin
ess
Plan
/ Uni
t 21
Ope
ratio
ns
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VM
arke
ting
Stra
tegy
for
Sm
all B
usin
ess
©19
95C
aree
r Pa
ths/
Mar
kED
SW/t
Bus
ines
s Pr
inci
ples
and
Man
agem
ent
Eve
rard
and
Bur
row
©19
96, 1
0th
ed.
Sout
h-W
este
rn P
ublis
hing
LA
PIn
terp
retin
g B
usin
ess
Polic
ies
0199
6C
aree
r Pa
ths/
Mar
kED
LA
PB
usin
ess
Cyc
les
ST:1
996/
IN:1
988
Car
eer
Path
s/M
arkE
D
LA
PB
usin
ess
Ris
kST
:199
3/IN
1996
Car
eer
Path
s/M
arkE
D
LA
PB
usin
ess
Ow
ners
hip
ST: 1
995/
IN:1
990
Car
eer
Path
s/M
arkE
D
LA
PL
eade
rshi
p in
Bus
ines
sST
:199
3/IN
:199
3C
aree
r Pa
ths/
Mar
kED
LA
PR
isk
Man
agem
ent
©19
87C
aree
r Pa
ths/
Mar
kED
20
8
21
Com
pete
ncy
2.3:
Exa
min
e m
anag
emen
t and
lead
ersh
ip
Ft;
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd A
pplic
atio
nsSe
igel
©19
96T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
T/s
wB
usin
ess
Prin
cipl
es a
nd M
anag
emen
tE
vera
rd a
nd B
urro
w01
996,
10t
h ed
.So
uth-
Wes
tern
Pub
lishi
ng
T/w
b/sw
Ent
repr
eneu
rshi
p an
d Sm
all B
usin
ess
Man
agem
ent
Mey
er a
nd A
llen
©19
94G
lenc
oe P
ublis
hing
T/w
b/sw
The
Win
ning
Str
eak:
A M
arke
ting
Dec
isio
n-M
akin
g Si
mul
atio
nSi
mon
and
Cas
illo
©19
92, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bO
wni
ng a
nd M
anag
ing
a Se
rvic
e B
usin
ess
©19
96C
aree
r Pa
ths/
Mar
kED
T/w
bSu
cces
sful
Sel
f-M
anag
emen
t©
1993
Car
eer
Path
s/M
arkE
D
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 13
Bus
ines
s M
anag
emen
t
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VL
eade
rshi
p©
1995
Pow
er S
urge
Med
ia I
nter
natio
nal
SW/t
Bus
ines
s Pr
inci
ples
and
Man
agem
ent
Eve
rard
and
Bur
row
0199
6, 1
0th
ed.
Sout
h-W
este
rn P
ublis
hing
LA
PM
arke
ting-
Info
rmat
ion
Man
agem
ent
ST: 1
995/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PB
usin
ess
Cyc
les
ST:1
996/
IN:1
988
Car
eer
Path
s/M
arkE
D
LA
PIn
tere
st a
nd E
nthu
sias
m01
995
Car
eer
Path
s/M
arkE
D
LA
PL
eade
rshi
p in
Bus
ines
sST
:199
3/IN
:199
3C
aree
r Pa
ths/
Mar
kED
22
9
23
Com
pete
ncy
2.4:
Exa
min
e bu
sine
ss o
wne
rshi
pT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Mar
ketin
g E
ssen
tials
Mar
ketin
g Pr
actic
es a
nd P
rinc
iple
s
Bur
row
and
Egg
land
Fara
se, K
imbr
ell,
and
Wol
osz
kM
ason
, Rat
h, H
uste
d, a
nd L
ynch
©19
9501
997
©19
95
Sout
h-W
este
rn P
ublis
hing
Gle
ncoe
Pub
lishi
ngG
lenc
oe P
ublis
hing
T T TM
arke
ting
Foun
datio
ns a
nd A
pplic
atio
nsSe
igel
0199
6T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
T/w
bE
ntre
pren
eurs
hip:
Sta
rtin
g Y
our
Ow
n B
usin
ess
Hut
t©
1994
, 3rd
ed.
Sout
h-W
este
rn P
ublis
hing
TE
ntre
pren
eurs
hip
and
Smal
lB
usin
ess
Man
agem
ent
Mey
er a
nd A
llen
0199
3G
lenc
oe /
McG
raw
-Hill
T/w
bO
wni
ng a
nd M
anag
ing
a Se
rvic
e B
usin
ess
©19
96C
aree
r Pa
ths/
Mar
kED
T/w
bIm
prov
ing
You
r C
ompa
ny I
mag
e01
992
Car
eer
Path
s/M
arkE
DT
/wb
Star
ting
You
r N
ew B
usin
ess
©19
92C
aree
r Pa
ths/
Mar
kED
T/w
bPr
even
ting
Wor
kpla
ce T
heft
©19
95C
aree
r Pa
ths/
Mar
kED
TT
he W
orld
of
the
Ent
repr
eneu
r: W
orki
ng f
orY
ours
elf
Hof
fman
and
Rus
sell
©19
94So
uth-
Wes
tern
Pub
lishi
ng
TT
he B
usin
ess
Plan
ning
Gui
de01
992
Car
eer
Path
s/M
arkE
DM
odul
ePr
ogra
m f
or A
cqui
ring
Com
pete
nce
inE
ntre
pren
eurs
hip-
PAC
E, 3
rd E
ditio
nU
nit 7
Typ
es o
f O
wne
rshi
p/ U
nit 1
You
r Po
tent
ial
as a
n E
ntre
pren
eur
0199
6C
onov
er C
ompa
ny
VT
he B
usin
ess
Plan
: You
r R
oad
Map
to S
ucce
ss01
990
Car
eer
Path
s/M
arkE
DV
How
to R
eally
Cre
ate
a Su
cces
sful
Bus
ines
s Pl
an©
1992
Car
eer
Path
s/M
arkE
DV
Prom
otio
nal S
trat
egy
for
Smal
l Bus
ines
s©
1995
Car
eer
Path
s/M
arkE
DSW
/t/w
bE
ntre
pren
eurs
hip
and
Smal
l Bus
ines
s M
anag
emen
tM
eyer
and
Alle
n01
994
Gle
ncoe
/ M
cGra
w-H
ill
SW/t
Bus
ines
s Pr
inci
ples
and
Man
agem
ent
Eve
rard
and
Bur
row
©19
96, 1
0th
ed.
Sout
h-W
este
rn P
ublis
hing
SW/t
Fina
ncia
l Man
agem
ent a
nd R
ecor
dkee
ping
Stew
art,
Stew
art,
and
Huf
fman
©19
94G
lenc
oe P
ublis
hing
LA
PL
eade
rshi
p in
Bus
ines
sST
:199
3/IN
:199
3C
aree
r Pa
ths/
Mar
kED
LA
PR
isk
Man
a!em
ent
©19
87C
aree
r Pa
ths/
Mar
kED
24B
EST
CO
PYA
VA
ILA
BL
E10
25
Uni
t 3:
Eco
nom
ic F
ound
atio
ns
Com
pete
ncy
3.1:
Exa
min
e ec
onom
ics
and
econ
omic
act
iviti
es
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TPr
inci
ples
of
Eco
nom
ics
Got
thei
l©
1996
Sout
h-W
este
rn P
ublis
hing
TE
cono
mic
s: T
he S
cien
ce o
f C
omm
on S
ense
Bow
den
and
Bow
den
©19
95, 8
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
TE
cono
mic
s: T
oday
and
Tom
orro
wM
iller
©19
95G
lenc
oe P
ublis
hing
TIn
trod
uctio
n to
Bus
ines
s: T
he E
cono
my
and
You
Dau
ghtr
ey, R
ista
u, E
gg la
nd, a
nd
Dla
bay
©19
92, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
V/t/
swE
cono
mic
s at
Wor
k
Prod
ucin
g: M
odul
e 1
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
V/t/
swE
cono
mic
s at
Wor
k
Exc
hang
ing:
Mod
ule
2
0199
6A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
V/t/
swE
cono
mic
s at
Wor
k
Con
sum
ing:
Mod
ule
3
0199
6A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
V/t/
swE
cono
mic
s at
Wor
k
Savi
ng: M
odul
e 4
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
V/t/
swE
cono
mic
s at
Wor
k
Inve
stin
g M
odul
e 5
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
SW/t
Con
sum
ers
in th
e E
cono
my
Gre
en01
993,
3rd
ed.
Sout
h-W
este
rn P
ublis
hing
LA
PIn
tern
atio
nal T
rade
C)1
996
Car
eer
Path
s/M
arkE
D
LA
PE
cono
mic
sST
:199
5/IN
:199
6C
aree
r Pa
ths/
Mar
kED
2611
27
Com
pete
ncy
3.2:
Eva
luat
e ec
onom
ic s
yste
ms
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
T/w
b/sw
Bus
ines
s in
a G
loba
l Eco
nom
y
Mar
ketin
g in
a G
loba
l Eco
nom
y
Dla
bay
and
Scot
t
Tur
ner
and
Bot
tom
s
©19
96
©19
95
Sout
h-W
este
rn P
ublis
hing
Sout
h-W
este
rn P
ublis
hing
T/w
b
TM
arke
ting
Foun
datio
ns a
nd A
pplic
atio
nsSe
igel
©19
96T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
TE
cono
mic
s: P
rinc
iple
s an
d Pr
actic
esC
layt
on©
1995
Gle
ncoe
Pub
lishi
ng
TIn
trod
uctio
n to
Int
erna
tiona
l Tra
deM
AV
CC
©19
94M
id-A
mer
ica
Voc
atio
nal C
urri
culu
mC
onso
rtiu
m, I
nc.
TE
cono
mic
s: T
he S
cien
ce o
f C
omm
on S
ense
Bow
den
and
Bow
den
©19
95, 8
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
s:
The
Eco
nom
y an
d Y
ou
Dau
ghtr
ey, R
ista
u, E
gg la
nd, a
ndD
laba
y©
1992
, 2nd
ed.
Sout
h-W
este
rn P
ublis
hing
SW/t/
wb
Bus
ines
s in
a G
loba
l Eco
nom
yD
laba
y an
d Sc
ott
©19
96So
uth-
Wes
tern
Pub
lishi
ng
SW/t
Intr
oduc
tion
to I
nter
natio
nal T
rade
MA
VC
C©
1994
Mid
-Am
eric
a V
ocat
iona
l Cur
ricu
lum
Con
sort
ium
, Inc
.
LA
PE
cono
mic
Sys
tem
s©
1993
Car
eer
Path
s/M
arkE
D
28
12
29
Com
pete
ncy
3.3:
Exa
min
e co
st-p
rofi
t rel
atio
nshi
psT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TE
cono
mic
s: P
rinc
iple
s an
d Pr
actic
esC
layt
on01
995
Gle
ncoe
Pub
lishi
ng
TE
ssen
tials
of
Mat
h w
ith B
usin
ess
App
licat
ions
Alv
ey01
995
Gle
ncoe
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TC
OR
D A
pplie
d B
usin
ess
Mat
hem
atic
sC
OR
D C
omm
unic
atio
nsIT
P So
uth-
Wes
tern
Pub
lishi
ng
T/w
bFi
nanc
ial A
naly
sis
0199
2C
aree
r Pa
ths/
Mar
kED
T/s
w/v
Eco
nom
ics
at W
ork
Prod
ucin
g: M
odul
e I
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
T/s
w/v
Eco
nom
ics
at W
ork
Exc
hang
ing:
Mod
ule
2
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
T/s
w/v
Eco
nom
ics
at W
ork
Con
sum
ing:
Mod
ule
3
0199
6A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
T/s
w/v
Eco
nom
ics
at W
ork
Savi
ng: M
odul
e 4
0199
6A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
T/s
w/v
Eco
nom
ics
at W
ork
Inve
stin
g: M
odul
e 5
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
T/w
bPr
ojec
ts in
Bus
ines
s R
ecor
d K
eepi
ngSw
inne
y an
d V
an S
ickl
e01
993,
6th
ed.
Sout
h-W
este
rn P
ublis
hing
30B
EST
CO
PY A
V 13
31
Com
pete
ncy
3.4:
Ana
lyze
eco
nom
ic in
dica
tors
and
tren
ds
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Foun
datio
ns a
nd A
pplic
atio
nsSe
igel
©19
96T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
TE
cono
mic
s:
The
Sci
ence
of
Com
mon
Sen
se
Bow
den
and
Bow
den
0199
5, 8
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bB
usin
ess
and
Con
sum
er I
n C
yber
spac
eSh
imm
in a
nd B
arks
dale
©19
98So
uth-
Wes
tern
Pub
lishi
ng
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 8 M
arke
ting
Ana
lysi
s
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VT
eam
Ski
lls f
or th
e N
ew W
orkp
lace
©19
96C
aree
r Pa
ths/
Mar
kED
V/t/
swE
cono
mic
s at
Wor
k Pr
oduc
ing:
Mod
ule
101
996
Age
ncy
for
Inst
ruct
iona
l Tec
hnol
ogy
V/t/
swE
cono
mic
s at
Wor
k E
xcha
ngin
g: M
odul
e 2
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
V/t/
swE
cono
mic
s at
Wor
k C
onsu
min
g: M
odul
e 3
©19
96A
genc
y fo
r In
stru
ctio
nal T
echn
olog
y
V/t/
swE
cono
mic
s at
Wor
k Sa
ving
: Mod
ule
4©
1996
Age
ncy
for
Inst
ruct
iona
l Tec
hnol
ogy
V/t/
swE
cono
mic
s at
Wor
k In
vest
ing:
Mod
ule
501
996
Age
ncy
for
Inst
ruct
iona
l Tec
hnol
ogy
LA
PFo
reca
stin
g Sa
les
0199
3C
aree
r Pa
ths/
Mar
kED
32
14
33
Com
pete
ncy
3.5:
Dem
onst
rate
bas
ic k
now
ledg
e of
eco
nom
ics
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Foun
datio
ns a
nd A
pplic
atio
nsSe
igel
©19
96T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
TB
asic
Eco
nom
ics
Mas
tria
nna
and
Hai
lsto
nes
©19
95, 1
0th
ed.
Sout
h-W
este
rn P
ublis
hing
TE
cono
mic
s:
Tod
ay a
nd T
omor
row
Mill
er©
1995
Gle
ncoe
Pub
lishi
ng
TE
cono
mic
s:
Prin
cipl
es a
nd P
ract
ices
Cla
yton
©19
95G
lenc
oe P
ublis
hing
TB
otto
m L
ine
Bas
ics
©19
95C
aree
r Pa
ths/
Mar
kED
TE
cono
mic
s: T
he S
cien
ce o
f C
omm
on S
ense
Bow
den
and
Bow
den
©19
95, 8
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
T/w
bU
nder
stan
ding
Fin
anci
al S
tate
men
ts©
1990
Car
eer
Path
s/M
arkE
D
TIn
trod
uctio
n to
Bus
ines
s: T
he E
cono
my
and
You
Dau
ghtr
ey, R
ista
u, E
gg la
nd, a
ndD
laba
y©
1992
, 2nd
ed.
Sout
h-W
este
rn P
ublis
hing
34
15
CO
AV
35
Com
pete
ncy
3.6:
Dem
onst
rate
bas
ic k
now
ledg
e of
gov
ernm
ent a
genc
ies
and
regu
latio
ns (
loca
l, st
ate,
natio
nal,
inte
rnat
iona
l)T
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TL
aw f
or B
usin
ess
Mie
tus,
Ada
mso
n, a
nd C
onry
©19
93So
uth-
Wes
tern
Pub
lishi
ng
TB
usin
ess
Law
with
UC
CB
row
n an
d Su
kys
©19
97G
lenc
oe /
McG
raw
-Hill
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
TE
ssen
tials
for
Bus
ines
s L
aw a
nd th
e R
egul
ator
y
Env
iron
men
t
Dw
orki
n, B
arne
s, a
nd R
icha
rds
©19
95T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 12
Leg
al I
ssue
s
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VV
ideo
s fo
r L
awC
aree
r Pa
ths/
Mar
kED
VO
rgan
izin
g A
mer
ica
©19
94C
aree
r Pa
ths/
Mar
kED
LA
PIn
terp
retin
g B
usin
ess
Polic
ies
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PT
rade
Ass
ocia
tions
/Pro
fess
iona
l Org
aniz
atio
ns©
1993
Car
eer
Path
s/M
arkE
D
LA
PG
over
nmen
t and
Bus
ines
s©
1993
Car
eer
Path
s/M
arkE
D
36
16
37
Com
pete
ncy
3.7:
Dem
onst
rate
bas
ic k
now
ledg
e of
org
aniz
ed la
bor
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
TE
ssen
tials
of
Bus
ines
s L
awB
onni
ce©
1990
Gle
ncoe
Pub
lishi
ng
TB
usin
ess
Law
with
UC
CB
row
n an
d Su
kys
©19
97G
lenc
oe /
McG
raw
-Hill
TL
aw f
or B
usin
ess
Mie
tus,
Ada
mso
n, a
nd C
onry
©19
93So
uth-
Wes
tern
Pub
lishi
ng
TD
efin
ing
the
Law
Schw
artz
©19
92G
lenc
oe P
ublis
hing
TE
ssen
tials
for
Bus
ines
s L
aw a
nd th
e R
egul
ator
y
Env
iron
men
t
Dw
orki
n, B
arne
s, a
nd R
icha
rds
©19
95T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
LA
PSp
ecia
lizat
ion
of L
abor
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PO
rgan
ized
Lab
or©
1987
Car
eer
Path
s/M
arkE
D
LA
PT
rade
Ass
ocia
tions
/Pro
fess
iona
l Org
aniz
atio
nsST
:199
3/IN
:199
6C
aree
r Pa
ths/
Mar
kED
3817
39
Uni
t 4:
Prom
otio
n
Com
pete
ncy
4.1:
Exa
min
e pr
omot
iona
l act
iviti
esT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
T/s
wC
onsu
mer
s in
the
Eco
nom
yG
reen
©19
93, 3
rd e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
b/sw
Mar
ketin
g: A
n In
trod
uctio
nH
utt a
nd S
tull
©19
92, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
TFa
shio
n A
dver
tisin
g an
d Pr
omot
ion
Dia
mon
d an
d D
iam
ond
©19
96So
uth-
Wes
tern
Pub
lishi
ng
VC
onsu
mer
Beh
avio
r©
1995
Car
eer
Path
s/M
arkE
D
VPr
omot
iona
l Mix
Str
ateg
y©
1991
Car
eer
Path
s/M
arkE
D
VV
isua
l Mer
chan
disi
ng: B
ig P
ictu
re©
1993
Car
eer
Path
s/M
arkE
D
VT
he M
edia
0199
4Po
wer
Sur
ge M
edia
Int
erna
tiona
l
VSa
les
Prom
otio
n: I
t's a
Tea
m E
ffor
t©
1995
Car
eer
Path
s/M
arkE
D
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
, 3rd
Edi
tion
Uni
t 15
Prom
otio
n
©19
96C
onov
er C
ompa
ny
LA
PPr
omot
ion
ST:1
993/
IN:1
994
Car
eer
Path
s/M
arkE
D
LA
PT
ypes
of
Prom
otio
nST
:199
3/IN
: 199
5C
aree
r Pa
ths/
Mar
kED
LA
PN
atur
e of
Sal
es F
orec
asts
©19
93C
aree
r Pa
ths/
Mar
kED
LA
PFo
reca
stin
g Sa
les
0199
3C
aree
r Pa
ths/
Mar
kED
LA
PN
atur
e of
Mar
ketin
g R
esea
rch
0199
6C
aree
r Pa
ths/
Mar
kED
LA
PM
arke
t Ide
ntif
icat
ion
ST:1
993/
IN:1
990
Car
eer
Path
s/M
arkE
D
LA
PPr
omot
ing
Thr
ough
Pub
licity
©19
95C
aree
r Pa
ths/
Mar
kED
40B
EST
CO
PY A
VA
ILA
BL
E18
41
Com
pete
ncy
4.2:
Prep
are
a pr
omot
iona
l cam
paig
nT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
Mar
ketin
g Fo
unda
tions
and
Fun
ctio
nsB
urro
w a
nd E
gg la
nd©
1995
Sout
h-W
este
rn P
ublis
hing
Gle
ncoe
Pub
lishi
ng
Gle
ncoe
Pub
lishi
ng
TM
arke
ting
Ess
entia
ls
Mar
ketin
g Pr
actic
es a
nd P
rinc
iple
s
Fara
se, K
imbr
ell,
and
Wol
oszy
k
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch
©19
97
©19
95T T
/wb
Adv
ertis
ing:
Pla
nnin
g an
d T
echn
ique
sSa
mso
n an
d Pr
ice
©19
92, 3
rd e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bC
aree
r C
ompe
tenc
ies
in M
arke
ting
Seri
esA
dver
tisin
g Se
rvic
esW
ray
©19
90G
lenc
oe P
ublis
hing
VG
row
ing
Bra
nd E
quity
Hei
sler
©19
94C
aree
r Pa
ths/
Mar
kED
VN
ewer
Alte
rnat
ive
Med
ia©
1994
Car
eer
Path
s/M
arkE
D
VPr
int M
edia
©19
94C
aree
r Pa
ths/
Mar
kED
VA
dver
tisin
g L
ayou
t: Pa
rt I
©19
93C
aree
r Pa
ths/
Mar
kED
VA
dver
tisin
g L
ayou
t: Pa
rt I
I©
1993
Car
eer
Path
s/M
arkE
D
VB
road
cast
Med
ia©
1994
Car
eer
Path
s/M
arkE
D
VW
hy A
ds W
ork
©19
96C
aree
r Pa
ths/
Mar
kED
VSa
les
Stra
tegy
©19
92C
aree
r Pa
ths/
Mar
kED
VV
isua
l Mer
chan
disi
ng: B
ig P
ictu
re©
1993
Car
eer
Path
s/M
arkE
D
SW/t
Selli
ng: H
elpi
ng C
usto
mer
s B
uyD
itzen
berg
er a
nd K
idne
y©
1992
, 3rd
ed.
Sout
h-W
este
rn P
ublis
hing
LA
PPr
omot
iona
l Mix
©19
88C
aree
r Pa
ths/
Mar
kED
LA
PT
ypes
of
Prom
otio
nal M
edia
ST:1
994/
IN:1
994
Car
eer
Path
s/M
arkE
D
LA
PC
alcu
latin
g M
edia
Cos
ts©
1990
Car
eer
Path
s/M
arkE
D
LA
PSa
les
Quo
tas
ST:1
989/
IN:1
993
Car
eer
Path
s/M
arkE
D
42B
EST
CO
PY A
V
19
43
Com
pete
ncy
4.3:
1
Perf
orm
poi
nt-o
f-sa
le (
POS)
fun
ctio
ns
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
T/s
wSe
lling
: Hel
ping
Cus
tom
ers
Buy
Ditz
enbe
rger
and
Kid
ney
©19
92, 3
rd e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bE
ffec
tive
Pres
enta
tion
Skill
s©
1993
Car
eer
Path
s/M
arkE
D
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
,
Uni
t 16
Selli
ng
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VL
ook,
Lin
ger,
and
Buy
©19
95C
aree
r Pa
ths/
Mar
kED
VIn
terp
erso
nal C
omm
unic
atio
n Sk
ills
©19
94C
aree
r Pa
ths/
Mar
kED
VC
reat
ing
Val
ue f
or C
usto
mer
s©
1995
Car
eer
Path
s/M
arkE
D
SWSe
ll to
Nee
ds©
1994
Car
eer
Path
s/M
arkE
D
LA
PU
sing
Sug
gest
ion
Selli
ngST
:199
3/IN
:199
5C
aree
r Pa
ths/
Mar
kED
LA
PSe
lling
Pol
icie
s01
991
Car
eer
Path
s/M
arkE
D
LA
PT
he S
ellin
g Pr
oces
sST
:199
0/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PU
sing
Sub
stitu
te S
ellin
gST
:199
6/IN
:199
1C
aree
r Pa
ths/
Mar
kED
LA
PU
sing
Buy
ing
Mot
ives
(Pa
rt I
)ST
:199
0/IN
: 199
1C
aree
r Pa
ths/
Mar
kED
44
20
45
Com
pete
ncy
4.4:
Perf
orm
poi
nt-o
f-sa
le (
POS)
ope
ning
and
clo
sing
pro
cedu
res
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
T/w
bC
losi
ng: A
Pro
cess
Not
a P
robl
em©
1995
Car
eer
Path
s/M
arkE
D
VC
losi
ng th
e Sa
leST
:199
5/IN
:199
6C
aree
r Pa
ths/
Mar
kED
VA
dvan
ced
Selli
ng©
1992
Car
eer
Path
s/M
arkE
D
VB
ody
Lan
guag
e©
1994
Car
eer
Path
s/M
arkE
D
VPl
anne
d Pu
rcha
ses
and
Ope
n-to
-Buy
©19
90C
aree
r Pa
ths/
Mar
kED
LA
PO
peni
ng A
Ret
ail S
ale
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PC
losi
ng S
ales
ST:1
995/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PT
he S
ellin
g Pr
oces
sST
:199
0/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PU
sing
Buy
ing
Mot
ives
(Pa
rt I
)ST
:199
0/IN
:199
1C
aree
r Pa
ths/
Mar
kED
LA
PU
sing
Sug
gest
ion
Selli
ngST
:199
3/IN
:199
5C
aree
r Pa
ths/
Mar
kED
LA
PFe
atur
e-B
enef
it Se
lling
ST:1
994/
IN:1
986
Car
eer
Path
s/M
arkE
D
46
B
21
T C
OPY
AV
A
47
Com
pete
ncy
4.5:
Man
age
selli
ng a
ctiv
ities
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93i
Gle
ncoe
Pub
lishi
ng
VFu
ndam
enta
ls o
f E
ffec
tive
Selli
ng©
1992
Car
eer
Path
s/M
arkE
D
VM
arkd
own
©19
90C
aree
r Pa
ths/
Mar
kED
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 16
Selli
ng
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
LA
PU
sing
Buy
ing
Mot
ives
(Pa
rt I
)ST
: 199
0/IN
: 199
1C
aree
r Pa
ths/
Mar
kED
LA
PSe
lling
Pol
icie
s©
1991
Car
eer
Path
s/M
arkE
D
LA
PT
he S
ellin
g Pr
oces
sST
:199
0/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PSe
lling
ST:1
993/
IN:1
989
Car
eer
Path
s/M
arkE
D
48
22
49
Com
pete
ncy
4.6:
Sell
prod
ucts
/ser
vice
s
..
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
ublis
hing
'I'M
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
VC
reat
ing
Val
ue f
or C
usto
mer
s©
1995
Car
eer
Path
s/M
arkE
D
Adv
ance
d Se
lling
©19
92C
aree
r Pa
ths/
Mar
kED
VW
hole
salin
g©
1992
Car
eer
Path
s/M
arkE
D
VM
arkd
own
©19
90C
aree
r Pa
ths/
Mar
kED
VT
rade
/Qua
ntity
Dis
coun
ts01
990
Car
eer
Path
s/M
arkE
D
SW/t
Selli
ng: H
elpi
ng C
usto
mer
s B
uyD
itzen
berg
er a
nd K
idne
y©
1992
, 3rd
ed.
Sout
h-W
este
rn P
ublis
hing
SWSe
ll to
Nee
ds01
994
Car
eer
Path
s/M
arkE
D
LA
PFa
ctor
s A
ffec
ting
Selli
ng P
rice
ST:1
992/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PPr
icin
gST
:199
1/IN
:199
4C
aree
r Pa
ths/
Mar
kED
LA
PPs
ycho
logi
cal P
rici
ngST
:198
7/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PPr
ice
ST:1
993/
IN:1
994
Car
eer
Path
s/M
arkE
D
LA
PT
he S
ellin
g Pr
oces
sST
:199
0/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PN
atur
e of
Mar
ketin
g R
esea
rch
0199
6C
aree
r Pa
ths/
Mar
kED
LA
PIn
terp
retin
g B
usin
ess
Polic
ies
©19
96C
aree
r Pa
ths/
Mar
kED
50B
EST
CO
PY A
VA
ILA
BL
E
23
Uni
t 5:
Ris
k M
anag
emen
t
Com
pete
ncy
5.1:
Min
imiz
e ex
tern
al th
eft
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
z©
1997
Gle
ncoe
Pub
lishi
ng
Gle
ncoe
Pub
lishi
ngT
Mar
ketin
g Pr
actic
es a
nd P
rinc
iple
sM
ason
, Rat
h, H
uste
d, a
nd L
ynch
©19
95
TPr
even
ting
Wor
kpla
ce T
heft
©19
95C
aree
r Pa
ths/
Mar
kED
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 20
Ris
k M
anag
emen
t
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VIn
tegr
ity@
1994
Pow
er S
urge
Med
ia I
nter
natio
nal
LA
PB
usin
ess
Ris
kST
:199
3/IN
1996
Car
eer
Path
s/M
arkE
D
LA
PR
isk
Man
agem
ent
©19
87C
aree
r Pa
ths/
Mar
kED
52B
EST
CO
PY A
VA
ILA
BL
E
24
53
Com
pete
ncy
5.2:
Min
imiz
e in
tern
al th
eft
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
T/s
w/v
Wor
k M
atur
ity M
ulti-
Med
ia S
erie
s E
S954
Pers
onal
Val
ues
in th
e W
orkp
lace
EB
SCO
Cur
ricu
lum
Mat
eria
ls
Div
. of
EB
SCO
Ind
ustr
ies
Inc.
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
T/w
bPr
even
ting
Wor
kpla
ce T
heft
©19
95C
aree
r Pa
ths/
Mar
kED
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
, 3rd
Edi
tion
Uni
t 20
Ris
k M
anag
emen
t
0199
6C
onov
er C
ompa
ny
V/t/
swW
ork
Mat
urity
Mul
ti-M
edia
Ser
ies
ES9
54Pe
rson
al V
alue
s in
the
Wor
kpla
ce
EB
SCO
Cur
ricu
lum
Mat
eria
ls
Div
. of
EB
SCO
Ind
ustr
ies
Inc.
VIn
tegr
ityO
1994
Pow
er S
urge
Med
ia I
nter
natio
nal
LA
PSe
curi
ty P
reca
utio
nsO
1995
Car
eer
Path
s/M
arkE
D
LA
PIn
vent
ory
Shri
nkag
eST
:199
2/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PIn
vent
ory
Con
trol
Sys
tem
s01
992
Car
eer
Path
s/M
arkE
D
54B
ES
T C
OP
Y A
VA
ILA
BLE
25
55
Com
pete
ncy
5.3:
Con
trol
poi
nt-o
f-sa
le (
POS)
tran
sact
ions
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
VE
very
body
Sta
rts
in S
ales
©19
93M
erid
ian
Edu
catio
n C
orpo
ratio
n
VA
dvan
ced
Selli
ng©
1992
Car
eer
Path
s/M
arkE
D
VC
reat
ing
Val
ue f
or C
usto
mer
s©
1995
Car
eer
Path
s/M
arkE
D
SWSe
ll to
Nee
ds©
1994
Car
eer
Path
s/M
arkE
D
SW/t
Selli
ng: H
elpi
ng C
usto
mer
s B
uyD
itzen
berg
er a
nd K
idne
y©
1992
, 3rd
ed.
Sout
h-W
este
rn P
ublis
hing
LA
PT
he S
ellin
g Pr
oces
sST
: 199
0/IN
: 199
6C
aree
r Pa
ths/
Mar
kED
56
26
57
Com
pete
ncy
5.4:
Follo
w s
afet
y pr
ecau
tions
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
---
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
Gle
ncoe
Pub
lishi
ngT
Mar
ketin
g E
ssen
tials
Fara
se, K
imbr
ell,
and
Wol
oszy
k©
1997
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TA
Man
ager
's G
uide
to O
SHA
Tom
pkin
s©
1993
Cri
sp P
ublic
atio
ns, I
nc.
VSa
fety
and
Hea
lth: A
void
ing
Slip
s, T
rips
, and
Falls
Scho
olcr
aft P
ublis
hing
VSa
fety
and
Hea
lth: O
ffic
e Sa
fety
Scho
olcr
aft P
ublis
hing
VSa
fety
and
Hea
lth: B
asic
Fir
st A
idSc
hool
craf
t Pub
lishi
ng
VSa
fety
and
Hea
lth: W
orkp
lace
Str
ess
Scho
olcr
aft P
ublis
hing
VSa
fety
and
Hea
lth: V
ideo
Dis
play
Ter
min
al S
afet
ySc
hool
craf
t Pub
lishi
ng
LA
PSe
curi
ty P
reca
utio
ns01
995
Car
eer
Path
s/M
arkE
D
LA
PH
andl
ing
Acc
iden
ts©
1994
Car
eer
Path
s/M
arkE
D
LA
PFo
llow
ing
Safe
ty P
reca
utio
nsO
1993
Car
eer
Path
s/M
arkE
D
58B
EST
CO
PY A
VA
ILA
BL
E
27
59
Com
pete
ncy
5.5:
Dem
onst
rate
kno
wle
dge
of r
isks
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TM
anag
emen
t: Sk
ills
and
App
licat
ion
Rue
and
Bya
rs©
1995
Tim
es M
irro
r H
ighe
r E
duca
tion
Gro
up
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 20
Ris
k M
anag
emen
t
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
LA
PR
isk
Man
agem
ent
©19
87C
aree
r Pa
ths/
Mar
kED
LA
PR
isk
Man
agem
ent S
erie
s©
1987
Car
eer
Path
s/M
arkE
D
LA
PH
andl
ing
Acc
iden
ts©
1994
Car
eer
Path
s/M
arkE
D
LA
PE
cono
mic
sST
:199
5/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PB
usin
ess
Ris
kST
:199
3/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PC
onsu
mer
Pro
tect
ion
in P
rodu
ct P
lann
ing
©19
93C
aree
r Pa
ths/
Mar
kED
60B
ES
T C
OP
Y A
VA
ILA
BLE
28
61
Uni
t 6:
Dis
trib
utio
n
Com
pete
ncy
6.1:
Exa
min
e di
stri
butio
n al
tern
ativ
esT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ngT
Mar
ketin
g E
ssen
tials
Fara
se, K
imbr
ell,
and
Wol
oszy
k©
1997
Gle
ncoe
Pub
lishi
ngT
Mar
ketin
g Pr
actic
es a
nd P
rinc
iple
sM
ason
, Rat
h, H
uste
d, a
nd L
ynch
©19
95G
lenc
oe P
ublis
hing
T/w
b/sw
Prin
cipl
es o
f M
arke
ting
Palm
er a
nd S
tull
©19
91, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ngT
Intr
oduc
tion
to B
usin
ess
Bro
wn
and
Clo
w01
993
Gle
ncoe
Pub
lishi
ngV
Mas
s M
erch
andi
sing
©19
92C
aree
r Pa
ths/
Mar
kED
VC
hann
els
of D
istr
ibut
ion
©19
91C
aree
r Pa
ths/
Mar
kED
LA
PD
istr
ibut
ion
ST:1
99 I
/IN
:199
3C
aree
r Pa
ths/
Mar
kED
LA
PC
hann
els
of D
istr
ibut
ion
ST:1
993/
IN:1
993
Car
eer
Path
s/M
arkE
D
62
BE
ST C
OPY
AV
AL
AB
LE
29
63
Com
pete
ncy
6.2:
Rec
eive
/sto
re in
vent
ory
in w
ork
or s
tora
ge a
rea
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
T/w
b/)s
wC
ompu
teri
zed
Inve
ntor
y Pr
oced
ures
Alle
n an
d K
loos
ter
©19
91, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/s
wR
etai
l Mer
chan
disi
ng: C
onsu
mer
Goo
ds a
ndSe
rvic
esSa
mso
n an
d L
ittle
©19
93, l
lth e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bC
aree
r C
ompe
tenc
ies
in M
arke
ting
Seri
es
Gen
eral
Mer
chan
dise
Ret
ailin
g
Wor
ms
and
Bro
wn
©19
90G
lenc
oe P
ublis
hing
VM
anag
ing
Mer
chan
dise
Ass
ortm
ents
©19
93C
aree
r Pa
ths/
Mar
kED
VW
ordP
erfe
ct 6
.0©
1996
Jone
s D
igita
l Cen
tury
Inc
.
LA
PT
he R
ecei
ving
Pro
cess
©19
93C
aree
r Pa
ths/
Mar
kED
LA
PPu
rcha
sing
©19
89C
aree
r Pa
ths/
Mar
kED
LA
PU
nit I
nven
tory
Con
trol
Sys
tem
s©
1992
Car
eer
Path
s/M
arkE
D
LA
PG
oods
and
Ser
vice
sST
:199
6/IN
:198
9C
aree
r Pa
ths/
Mar
kED
SWO
ffic
e Pr
ofic
ienc
y A
sses
smen
t and
Cer
tific
atio
n
(OPA
C S
yste
m)
©19
95B
iddl
e an
d A
ssoc
iate
s
64
30
65
Com
pete
ncy
6.3:
Man
age
inve
ntor
yT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
SW/t/
wb
Com
pute
rize
d In
vent
ory
Proc
edur
esA
llen
and
Klo
oste
r©
1991
, 2nd
ed.
Sout
h-W
este
rn P
ublis
hing
SW/t
Fina
ncia
l Man
agem
ent a
nd R
ecor
dkee
ping
Stew
art,
Stew
art,
and
Huf
fman
©19
94G
lenc
oe P
ublis
hing
SWO
ffic
e Pr
ofic
ienc
y A
sses
smen
t and
Cer
tific
atio
n
(OPA
C S
yste
m)
©19
95B
iddl
e an
d A
ssoc
iate
s
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
LA
PIn
vent
ory
Shri
nkag
eST
:199
2/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PIn
vent
ory
Con
trol
Sys
tem
s©
1992
Car
eer
Path
s/M
arkE
D
LA
PU
nit I
nven
tory
Con
trol
Sys
tem
s©
1992
Car
eer
Path
s/M
arkE
D
LA
PR
ecei
ving
Pro
cess
ST:1
992/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PG
oods
and
Ser
vice
sST
:199
6/IN
:198
9C
aree
r Pa
ths/
Mar
kED
66B
EST
CO
AV
AIL
AB
LE
31
Com
pete
ncy
6.4:
Perf
orm
shi
ppin
g pr
oces
sT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
. Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 21
Ope
ratio
ns
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
SWO
ffic
e Pr
ofic
ienc
y A
sses
smen
t and
Cer
tific
atio
n
(OPA
C S
yste
m)
©19
95B
iddl
e an
d A
ssoc
iate
s
VM
ass
Mer
chan
disi
ng©
1992
Car
eer
Path
s/M
arkE
D
LA
PU
nit I
nven
tory
Con
trol
Sys
tem
s©
1992
Car
eer
Path
s/M
arkE
D
LA
PPr
oduc
t/Ser
vice
Pla
nnin
g©
1991
Car
eer
Path
s/M
arkE
D
LA
PD
istr
ibut
ion
Seri
esST
:199
1/IN
:199
3C
aree
r Pa
ths/
Mar
kED
68
32
69
Uni
t 7:
Pric
ing
Com
pete
ncy
7.1:
Exa
min
e fa
ctor
s af
fect
ing
selli
ng p
rice
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TFu
ndam
enta
ls o
f Se
lling
Win
gate
and
Nol
anSo
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
0199
5So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
T/w
bR
etai
ling
in A
ctio
nSa
mso
n an
d L
ittle
©19
93, 3
rd e
d.So
uth-
Wes
tern
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
0199
3G
lenc
oe P
ublis
hing
VG
row
ing
Bra
nd E
quity
Hei
sler
©19
94C
aree
r Pa
ths/
Mar
kED
VN
ew P
rodu
ct D
evel
opm
ent
Kem
ler
©19
94C
aree
r Pa
ths/
Mar
kED
LA
PSe
lling
ST:1
993/
IN:1
989
Car
eer
Path
s/M
arkE
D
LA
PFa
ctor
s A
ffec
ting
Pric
ing
ST:1
992/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PFa
ctor
s A
ffec
ting
Pric
ing
Pric
eST
:199
2/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PT
he S
ellin
g Pr
oces
sST
:199
0/IN
:199
6C
aree
r Pa
ths/
Mar
kED
LA
PU
sing
Buy
ing
Mot
ives
(Pa
rt I
)ST
:199
0/IN
:199
1C
aree
r Pa
ths/
Mar
kED
7033
71
Com
pete
ncy
7.2:
Det
erm
ine
selli
ng p
rice
sT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TFu
ndam
enta
ls o
f Se
lling
Win
gate
and
Nol
anSo
uth-
Wes
tern
Pub
lishi
ng
TB
usin
ess
Mat
hem
atic
sD
illon
©19
95T
hom
pson
Pub
lishi
ng
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
©19
96So
uth-
Wes
tern
Pub
lishi
ng
TC
OR
D A
pplie
d B
usin
ess
Mat
hem
atic
sC
OR
D C
omm
unic
atio
nsIT
P So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
0199
5So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
ublis
hing
T/s
wR
etai
l Mer
chan
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ng: C
onsu
mer
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ds a
ndSe
rvic
esSa
mso
n an
d L
ittle
0199
3, ll
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
TB
asic
Eco
nom
ics
Mas
tria
nna
and
Hai
lsto
nes
©19
95, 1
0th
ed.
Sout
h-W
este
rn P
ublis
hing
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 10
Pric
ing
Stra
tegy
.
0199
6, 3
rd e
d.C
onov
er C
ompa
ny
VB
rand
ing,
Pac
kagi
ng a
nd L
abel
ing
©19
92C
aree
r Pa
ths/
Mar
kED
VC
ash
Dis
coun
t/Dat
ing/
Frei
ght C
harg
es©
1990
Car
eer
Path
s/M
arkE
D
VM
arkd
own
0199
0C
aree
r Pa
ths/
Mar
kED
VB
uyer
s, M
arke
ts, a
nd M
arts
Lig
ht©
1995
Car
eer
Path
s/M
arkE
D
LA
PM
erch
andi
sing
-Rel
ated
Dis
coun
ts©
1993
Car
eer
Path
s/M
arkE
D
LA
PT
he S
ellin
g Pr
oces
sST
: 199
0/IN
: 199
6C
aree
r Pa
ths/
Mar
kED
LA
PSe
lling
ST:1
990/
IN:1
989
Car
eer
Path
s/M
arkE
D
LA
PSe
lling
Pol
icie
s©
1991
Car
eer
Path
s/M
arkE
D
LA
PFa
ctor
s A
ffec
ting
Selli
ng P
rice
ST:1
992/
IN19
96C
aree
r Pa
ths/
Mar
kED
7234
73
Uni
t 8:
Fina
ncin
g
Com
pete
ncy
8.1:
Exa
min
e fi
nanc
ial c
onsi
dera
tions
for
bus
ines
ses
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TB
usin
ess
Mat
hem
atic
sD
illon
©19
95T
hom
pson
Pub
lishi
ng
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
0199
6So
Uth
-Wes
tern
Pub
lishi
ng
T,
Intr
oduc
tion
to B
usin
ess
Bro
wn
and
Clo
w©
1993
Gle
ncoe
Pub
lishi
ng
TR
isks
and
Rew
ards
of
Ent
repr
eneu
rshi
pA
shm
ore
©19
98E
MC
Par
adig
m
Mar
ketin
g Fo
unda
tions
and
Fun
ctio
nsB
urro
w a
nd E
gg la
nd©
1995
Sout
h-W
este
rn P
ublis
hing
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
TM
erch
andi
sing
Mat
h: H
igh
Mar
gin
Ret
urns
for
Ret
aile
rs a
nd V
endo
rsPa
idar
©19
94So
uth-
Wes
tern
Pub
lishi
ng
T/s
wFi
nanc
ial M
anag
emen
t and
Rec
ordk
eepi
ngSt
ewar
t, St
ewar
t, an
d H
uffm
an©
1994
Gle
ncoe
Pub
lishi
ng
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 11
Fina
ncin
g th
e B
usin
ess/
Uni
t 18
Fina
ncia
lA
naly
sis
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VB
uyer
s, M
arke
ts a
nd M
arts
Lig
ht01
995
Car
eer
Path
s/M
arkE
D
VC
onsu
mer
Beh
avio
r01
995
Car
eer
Path
s/M
arkE
D
VB
uild
ing
You
r M
oney
Pyr
amid
: Fin
anci
alPl
anni
ng
Mer
idia
n E
duca
tion
Cor
pora
tion
LA
PIn
terp
retin
g B
usin
ess
Polic
ies
©19
96C
aree
r Pa
ths/
Mar
kED
'7 4
35
75
Com
pete
ncy
8.2:
Dem
onst
rate
bas
ic k
now
ledg
e of
cre
dit
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TB
usin
ess
Mat
hem
atic
sD
illon
©19
95T
hom
pson
Pub
lishi
ng
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
©19
96So
uth-
Wes
tern
Pub
lishi
ng
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
TB
asic
Eco
nom
ics
Mas
tria
nna
and
Hai
lsto
nes
©19
95, 1
0th
ed.
Sout
h-W
este
rn P
ublis
hing
VD
on't
Shop
'Till
You
Dro
p: C
redi
t And
Con
sum
eris
mM
erid
ian
Edu
catio
n C
orpo
ratio
n
LA
PC
redi
t and
Its
Im
port
ance
ST:1
992/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PL
egal
Con
side
ratio
ns in
Gra
ntin
g C
redi
tST
:199
2/IN
:199
6C
aree
r Pa
ths/
Mar
kED
76
36
77
Com
pete
ncy
8.3:
Exa
min
e th
e ro
le o
f cu
stom
er c
redi
tT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
©19
96So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TB
asic
Eco
nom
ics
Mas
tria
nna
and
Hai
lsto
nes
©19
95, 1
0th
ed.
SoU
th-W
este
rn P
ublis
hing
T/w
bB
usin
ess
and
Con
sum
er in
Cyb
ersp
ace
Shim
min
and
Bar
ksda
le©
1998
Sout
h-W
este
rn E
duca
tiona
l Pub
lishi
ng
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 19
Cus
tom
er C
redi
t
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VD
on't
Shop
'Till
You
Dro
p: C
redi
t And
Con
sum
eris
m©
1994
Mer
idia
n E
duca
tion
Cor
pora
tion
SW/t/
wb
Prin
cipl
es o
f M
arke
ting
Palm
er a
nd S
tull
©19
91, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
LA
PC
redi
t and
Its
Im
port
ance
ST:1
992/
IN:1
996
Car
eer
Path
s/M
arkE
D
LA
PL
egal
Con
side
ratio
ns in
Gra
ntin
g C
redi
tST
:199
2/IN
:199
6C
aree
r Pa
ths/
Mar
kED
78B
EST
CO
PY A
VM
81E
37
Com
pete
ncy
8.4:
Exa
min
e th
e ro
le o
f or
gani
zatio
n cr
edit
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
©19
96,
Sout
h-W
este
rn P
ublis
hing
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95,
Sout
h-W
este
rn P
ublis
hing
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 21
Ope
ratio
ns/ U
nit 1
9 C
usto
mer
Cre
dit
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VW
hose
Deb
t Is
It?
Shat
z an
d C
hane
y©
1991
Sout
h-W
este
rn P
ublis
hing
SW/t/
wb
Prin
cipl
es o
f M
arke
ting
Palm
er a
nd S
tull
0199
1, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
LA
PL
egal
Con
side
ratio
ns in
Gra
ntin
g C
redi
tST
:198
8/IN
:199
4C
aree
r Pa
ths/
Mar
kED
80B
EST
CO
PYA
VA
ILA
BL
E
38
81
Com
pete
ncy
8.5:
Perf
orm
fin
anci
al f
unct
ions
Typ
eT
itle
Aut
hor
Dat
ePu
blis
her
(Key
on
Page
51)
TC
entu
ry 2
1 A
ccou
ntin
g Se
ries
Ros
s, H
anso
n, G
ilber
tson
,L
ehm
an, a
nd S
wan
son
C)1
995
Sout
h-W
este
rn P
ublis
hing
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
©19
96So
uth-
Wes
tern
Pub
lishi
ng
T/w
b/sw
Fina
ncia
l Inf
orm
atio
n Pr
oces
sing
Alle
n an
d K
loos
ter
©19
92So
uth-
Wes
tern
Pub
lishi
ng
TC
OR
D A
pplie
d B
usin
ess
Mat
hem
atic
sC
OR
D C
omm
unic
atio
nsIT
P So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
ublis
hing
TK
eepi
ng F
inan
cial
Rec
ords
for
Bus
ines
sSc
hulth
eis,
Bar
on, a
nd S
tein
feld
©19
91, 7
th e
d.So
uth-
Wes
tern
Pub
lishi
ng
T/w
bC
aree
r C
ompe
tenc
ies
in M
arke
ting
Seri
esFi
nanc
ial S
ervi
ces
Lyn
ch a
nd P
less
man
©19
90G
lenc
oe P
ublis
hing
T/w
bU
nder
stan
ding
Fin
anci
al S
tate
men
ts©
1990
Car
eer
Path
s/M
arkE
D
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 18
Fina
ncia
l Ana
lysi
s
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
SW/t/
wb
Fina
ncia
l Inf
orm
atio
n Pr
oces
sing
Alle
n an
d K
loos
ter
0199
2So
uth-
Wes
tern
Pub
lishi
ng
SW/t
Com
pute
rize
d Pa
yrol
l Pro
cedu
res
Schu
lthei
r, B
aron
, and
Ste
infe
ld01
991,
7th
ed.
Sout
h-W
este
rn P
ublis
hing
SW/t
Com
pute
rize
d A
ccou
ntin
gSp
iege
lber
g, Y
acht
, Sch
aber
, and
Len
tz©
1995
Gle
ncoe
Pub
lishi
ng
SW/t
Fina
ncia
l Man
agem
ent a
nd R
ecor
dkee
ping
Stew
art,
Stew
art,
and
Huf
fman
©19
94G
lenc
oe P
ublis
hing
8239
83
Com
pete
ncy
8.6:
Ana
lyze
the
impo
rtan
ce o
f fi
nanc
ial m
anag
emen
tT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TC
entu
ry 2
1 A
ccou
ntin
g Se
ries
Ros
s, H
anso
n, G
ilber
tson
,L
ehm
an, a
nd S
wan
son
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TA
pplie
d B
usin
ess
Mat
hK
aczm
arsk
i and
Sch
ulth
eis
©19
96So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
0199
5So
uth-
Wes
tern
Pub
lishi
ng
T/w
bR
isks
and
Rew
ards
of
Ent
repr
eneu
rshi
pA
shm
ore
©19
98E
MC
Par
adig
m
T/w
bFi
nanc
ial A
naly
sis
©19
92C
aree
r Pa
ths/
Mar
kED
T/w
bC
aree
r C
ompe
tenc
ies
in M
arke
ting
Seri
esFi
nanc
ial S
ervi
ces
Lyn
ch a
nd P
less
man
©19
90G
lenc
oe P
ublis
hing
T/w
bU
nder
stan
ding
Fin
anci
al S
tate
men
ts©
1990
Car
eer
Path
s/M
ark/
ED
TFi
nanc
ial A
ccou
ntin
gL
ibbe
y, L
ibbe
y, a
nd S
hort
©19
96T
imes
Mir
ror
Hig
her
Edu
catio
n G
roup
TB
otto
m L
ine
Bas
ics
©19
95C
aree
r Pa
ths/
Mar
kED
LA
PIn
terp
retin
g B
usin
ess
Polic
ies
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PT
he N
atur
e of
Man
agem
ent
©19
95C
aree
r Pa
ths/
Mar
kED
LA
PR
eadi
ng C
hart
s an
d G
raph
s©
1993
Car
eer
Path
s/M
arkE
D
84
40
85
Uni
t 9:
Prod
uct/S
ervi
ce D
evel
opm
ent a
nd O
pera
tions
Com
pete
ncy
9.1:
Exa
min
e th
e fa
ctor
s in
volv
ed in
pro
duct
/ser
vice
ope
ratio
nsT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Mar
ketin
g E
ssen
tials
Bur
row
and
Egg
land
Fara
se, K
imbr
ell,
and
Wol
oszy
k
©19
95
©19
97
Sout
h-W
este
rn P
ublis
hing
Gle
ncoe
Pub
lishi
ngT T
Mar
ketin
g Pr
actic
es a
nd P
rinc
iple
sM
ason
, Rat
h, H
uste
d, a
nd L
ynch
©19
95G
lenc
oe P
ublis
hing
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 5 T
he B
usin
ess
Plan
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
LA
PB
usin
ess
Cyc
les
ST:1
996/
IN:1
988
Car
eer
Path
s/M
arkE
D
LA
PC
hann
els
of D
istr
ibut
ion
ST:1
993/
IN: 1
993
Car
eer
Path
s/M
arkE
D
LA
PM
arke
ting
Stra
tegi
es©
1996
Car
eer
Path
s/M
arkE
D
LA
PC
onsu
mer
Pro
tect
ion
in P
rodu
ct P
lann
ing
©19
93C
aree
r Pa
ths/
Mar
kED
LA
PC
usto
mer
Ser
vice
s©
1988
Car
eer
Path
s/M
arkE
D
LA
PW
arra
ntie
s an
d G
uara
ntee
s©
1992
Car
eer
Path
s/M
arkE
D
LA
PE
xter
nal P
lann
ing
Con
side
ratio
nsST
:199
6/IN
:198
7C
aree
r Pa
ths/
Mar
kED
86B
EST
CO
PY A
VA
ILA
BL
E
41
87
Com
pete
ncy
9.2:
Plan
the
prod
uct/s
ervi
ce m
ixT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
LA
PFo
reca
stin
g Sa
les
©19
93C
aree
r Pa
ths/
Mar
kED
LA
PN
atur
e of
Mar
ketin
g R
esea
rch
©19
96C
aree
r Pa
ths/
Mar
kED
LA
PM
arke
t Ide
ntif
icat
ion
ST:1
993/
IN:1
990
Car
eer
Path
s/M
arkE
D
LA
PSe
lect
ing
Prom
otio
nal M
edia
©19
90C
aree
r Pa
ths/
Mar
kED
LA
PPr
epar
ing
Prin
t Ad
Cop
y©
1994
Car
eer
Path
s/M
arkE
D
LA
PPr
oduc
t Mix
©19
91C
aree
r Pa
ths/
Mar
kED
LA
PPr
oduc
t/Ser
vice
Pla
nnin
g©
1991
Car
eer
Path
s/M
arkE
D
LA
PC
onsu
mer
Pro
tect
ion
in P
rodu
ct P
lann
ing
©19
93C
aree
r Pa
ths/
Mar
kED
LA
PA
ddre
ssin
g In
divi
dual
Nee
dsST
:199
6/IN
:198
6C
aree
r Pa
ths/
Mar
kED
LA
PC
usto
mer
Ser
vice
s©
1988
Car
eer
Path
s/M
arkE
D
LA
PB
rand
ing
ST:1
992/
IN: 1
994
Car
eer
Path
s/M
arkE
D
LA
PPr
oduc
t Pla
nnin
g Se
ries
Car
eer
Path
s/M
arkE
D
88
42
89
Com
pete
ncy
9.3:
Perf
orm
qua
lity
cust
omer
ser
vice
sT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
0199
5So
uth-
Wes
tern
Pub
lishi
ngT
Mar
ketin
g E
ssen
tials
Fara
se, K
imbr
ell,
and
Wol
oszy
k©
1997
Gle
ncoe
. Pub
lishi
ngT
Mar
ketin
g Pr
actic
es a
nd P
rinc
iple
sM
ason
, Rat
h, R
uste
d, a
nd L
ynch
©19
95G
lenc
oe P
ublis
hing
T/w
bC
usto
mer
Ser
vice
and
the
Tel
epho
ne01
994
Cai
-eer
Pat
hs/M
arkE
DT
/wb
Qua
lity
Cus
tom
er S
ervi
ce©
1993
Car
eer
Path
s/M
arkE
D
T/w
bM
anag
ing
Qua
lity
Cus
tom
er S
ervi
ce01
989
Car
eer
Path
s/M
arkE
DT
/wb
Eff
ectiv
e Pr
esen
tatio
n Sk
ills
0199
3C
aree
r Pa
ths/
Mar
kED
Mod
ule
Prog
ram
for
Acq
uiri
ng C
ompe
tenc
e in
Ent
repr
eneu
rshi
p-PA
CE
Uni
t 14
Hum
an R
esou
rces
©19
96, 3
rd e
d.C
onov
er C
ompa
ny
VC
onsu
mer
Beh
avio
rC
)199
5C
aree
r Pa
ths/
Mar
kED
SW/t
Ret
ail M
erch
andi
sing
: Con
sum
er G
oods
and
Serv
ices
Sam
son
and
Litt
le©
1993
, 11t
h ed
.So
uth-
Wes
tern
Pub
lishi
ng
VA
ttitu
de©
1997
Pow
er S
urge
Med
ia I
nter
natio
nal
LA
PH
andl
ing
Cus
tom
er C
ompl
aint
s01
996
Car
eer
Path
s/M
arkE
D
LA
PC
usto
mer
Ser
vice
s01
988
Car
eer
Path
s/M
arkE
D
LA
PH
andl
ing
Dif
ficu
lt C
usto
mer
s01
996
Car
eer
Path
s/M
arkE
D
LA
PA
ddre
ssin
g In
divi
dual
Nee
dsST
: I 9
96/I
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datio
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Bur
row
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land
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95So
uth-
Wes
tern
Pub
lishi
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TM
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Ess
entia
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, Kim
brel
l, an
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lenc
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TM
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ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
T/w
b/sw
Bus
ines
s Pr
inci
ples
and
Man
agem
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Eve
rard
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Bur
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uth-
Wes
tern
Edu
catio
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nom
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Got
thei
l©
1996
Sout
h-W
este
rn P
ublis
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T/w
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Mat
hem
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hulth
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bank
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3th
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Sout
h-W
este
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duca
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lishi
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trod
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©19
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lenc
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1992
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ed
Sout
h-W
este
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duca
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lishi
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Mod
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Prog
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for
Acq
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1992
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ed.
Sout
h-W
este
rn P
ublis
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PB
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996/
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Com
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Page
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Con
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Com
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Uni
t 21
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1993
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ed.
Sout
h-W
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ublis
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PB
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996/
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Uni
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anag
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Com
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11.1
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arke
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Typ
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Aut
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Dat
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on
Page
51)
TM
arke
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Ess
entia
lsFa
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, Kim
brel
l, an
d W
olos
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©19
97G
lenc
oe P
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TM
arke
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Foun
datio
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Bur
row
and
Egg
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©19
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uth-
Wes
tern
Pub
lishi
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TM
arke
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Foun
datio
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pplic
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imes
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catio
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trod
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Bus
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row
n an
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low
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93G
lenc
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s: T
he S
cien
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den
and
Bow
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th e
d.IT
P So
uth-
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Edu
catio
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aree
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ths/
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kED
Mod
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Prog
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tenc
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repr
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t 8 M
arke
ting
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lysi
s
©19
96, 3
rd e
d.C
onov
er C
ompa
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VR
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hip
Mar
ketin
g©
1995
Car
eer
Path
s/M
arkE
D
SW/t/
wb
The
Win
ning
Str
eak:
A M
arke
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Dec
isio
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akin
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Cas
illo
©19
92, 2
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d.So
uth-
Wes
tern
Pub
lishi
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LA
PM
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ting-
Info
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ion
Man
agem
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ST:1
995/
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996
Car
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Path
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D
LA
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©19
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aree
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ketin
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©19
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96
46
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Com
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11.2
:C
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Typ
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itle
Aut
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Dat
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(Key
on
Page
51)
TM
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Foun
datio
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unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
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TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
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Prac
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and
Pri
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Mas
on, R
ath,
Hus
ted,
and
Lyn
ch01
995
Gle
ncoe
Pub
lishi
ng
T/w
bB
usin
ess
and
Con
sum
er in
Cyb
ersp
ace
Shim
min
and
Bar
ksda
le©
1998
Sout
h-W
este
rn P
ublis
hing
T/s
w/v
Eco
nom
ics
at W
ork
Con
sum
ing:
Mod
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3
C)1
996
Age
ncy
for
Inst
ruct
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l Tec
hnol
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TIn
trod
uctio
n to
Bus
ines
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row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
TE
cono
mic
s: P
rinc
iple
s an
d Pr
actic
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layt
on©
1995
Gle
ncoe
Pub
lishi
ng
VC
reat
ive
Mar
ketin
gB
ryan
t and
Bar
ry©
1994
Car
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Path
s/M
arkE
D
VM
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ting
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h: P
art I
©19
92C
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ths/
Mar
kED
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1993
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Path
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D
LA
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©19
96C
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Man
agem
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ST:1
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996
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Path
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D
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©19
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aree
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ths/
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Com
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Titl
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Publ
ishe
r(K
ey o
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TM
arke
ting
Foun
datio
ns a
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unct
ions
Bur
row
and
Egg
land
0199
5So
uth-
Wes
tern
Pub
lishi
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TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
0199
7G
lenc
oe P
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hing
TM
arke
ting
Prac
tices
and
Pri
ncip
les
Mas
on, R
ath,
Hus
ted,
and
Lyn
ch©
1995
Gle
ncoe
Pub
lishi
ng
VIn
tegr
ated
Mar
ketin
g C
ampa
ign
Loe
ffle
r01
994
Car
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Path
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VM
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0199
5C
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ths/
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mer
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Car
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Path
s/M
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D
SW/t/
wb
Prin
cipl
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arke
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Palm
er a
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tull
©19
91, 2
nd e
d.So
uth-
Wes
tern
Pub
lishi
ng
SW/t/
wb
The
Win
ning
Str
eak:
A M
arke
ting
Dec
isio
n-M
akin
g Si
mul
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Sim
on a
nd C
asill
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992,
2nd
ed.
Sout
h-W
este
rn P
ublis
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SWB
usin
ess
Prin
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anag
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vard
and
Bur
row
0199
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d.So
uth-
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ting-
Info
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agem
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IN:1
996
Car
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D
LA
PN
atur
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©19
93C
aree
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ths/
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LA
PN
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ths/
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48
101
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xam
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tech
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ketin
gT
ype
Titl
eA
utho
rD
ate
Publ
ishe
r(K
ey o
n Pa
ge 5
1)
T/w
bT
he O
ffic
e: P
roce
dure
s an
d T
echn
olog
yO
liver
io, P
asew
ark,
and
Whi
te©
1993
, 2nd
ed.
Sout
h-W
este
rn P
ublis
hing
TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
ng
TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
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TIn
tern
et G
uide
for
Bus
ines
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all a
nd A
llen
©19
97So
uth-
Wes
tern
Pub
lishi
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TW
hat's
on
the
Inte
rnet
Gag
non
©19
95, 3
rd e
d.Pe
achp
it Pr
ess
TC
ompu
ters
and
Inf
orm
atio
n T
echn
olog
yD
agge
t, B
adrk
han,
and
Kru
se©
1996
Sout
h-W
este
rn P
ublis
hing
TIn
trod
uctio
n to
Bus
ines
sB
row
n an
d C
low
©19
93G
lenc
oe P
ublis
hing
T/w
bB
usin
ess
and
Con
sum
er in
Cyb
ersp
ace
Shim
min
and
Bar
ksda
le©
1998
Sout
h-W
este
rn P
ublis
hing
VD
isco
veri
ng th
e In
tern
et©
1996
Jone
s D
igita
l Cen
tury
Inc
.
SWC
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wis
e In
tern
et.M
aste
rT
he S
arat
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Gro
up©
1995
Sout
h-W
este
rn P
ublis
hing
SWC
onne
ct O
nlin
e!Sc
hrum
and
Sol
omon
©19
96So
uth-
Wes
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Pub
lishi
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102
BE
ST C
OPY
AV
M B
LE
49
103
Com
pete
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12.2
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stra
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kill
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rD
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Publ
ishe
r(K
ey o
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ge 5
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TC
ompu
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Priv
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Han
dboo
kB
acar
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1995
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s
T/s
wU
nder
stan
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Com
pute
rs T
hrou
gh A
pplic
atio
nsK
ursh
an, M
orse
, and
Nov
embe
r©
1995
Gle
ncoe
Pub
lishi
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TM
arke
ting
Foun
datio
ns a
nd F
unct
ions
Bur
row
and
Egg
land
©19
95So
uth-
Wes
tern
Pub
lishi
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TM
arke
ting
Ess
entia
lsFa
rase
, Kim
brel
l, an
d W
olos
zyk
©19
97G
lenc
oe P
ublis
hing
TIn
tern
et G
uide
for
Bus
ines
sH
all a
nd A
llen
©19
97So
uth-
Wes
tern
Pub
lishi
ng
TT
elec
omm
unic
atio
ns: S
yste
ms
and
App
licat
ions
for
Bus
ines
sSt
erry
, Hen
dric
ks, a
nd M
itche
ll©
1993
EM
C P
arad
igm
T/w
bT
he O
ffic
e: P
roce
dure
s an
d T
echn
olog
yO
liver
io, P
asew
ark,
and
Whi
te©
1993
, 2nd
ed.
Sout
h-W
este
rn P
ublis
hing
T/w
bB
usin
ess
and
Con
sum
er in
Cyb
ersp
ace
Shim
min
and
Bar
ksda
le©
1998
Sout
h-W
este
rn P
ublis
hing
VD
isco
veri
ng th
e In
tern
et©
1996
Jone
s D
igita
l Cen
tury
Inc
.
SWO
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ofic
ienc
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sses
smen
t and
Cer
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(OPA
C S
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m)
©19
95B
iddl
e an
d A
ssoc
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s
SW/t
Und
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andi
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ompu
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Thr
ough
App
licat
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Kur
shan
, Mor
se, a
nd N
ovem
ber
©19
95G
lenc
oe P
ublis
hing
SWC
yber
wis
e In
tern
et.M
aste
rT
he S
arat
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Gro
up©
1995
Sout
h-W
este
rn P
ublis
hing
SWC
onne
ct O
nlin
e!Sc
hrum
and
Sol
omon
©19
96So
uth-
Wes
tern
Pub
lishi
ng
104
50
105
Age
ncy
for
Inst
ruct
iona
l Tec
hnol
ogy
Box
AB
loom
ingt
on, I
N 4
7402
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:(8
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