marketing, sales and service pathway courses · tudents develop knowledge and skills in the theory...

Marketing, Sales and Service Pathway Courses

Using Perkins Guidelines and Instructions, and the CTE Framework the following definitions are utilized in course sequences and pathways:

Pathway – Designed to provide students with a non-duplicative sequence of progressive achievement leading to technical skill proficiency, a credential, a certificate, or a degree.

CTE Course Sequencing – The process of developing at least two sequential courses in each CTE program offered by the school. A preferable sequence format has at least three courses in each program, adding a capstone or advanced course to (1) an introductory and concentration course; or (2) two concentration courses.

Introductory – Preliminary course, beginning level containing introductory concepts required to build foundational and general knowledge.

Concentrator – A CTE course beyond the introductory level that is intended to provide more in-depth instruction in and exploration of a specific industry sector.

Capstone – The final course in a planned sequence of courses that provides a rigorous and intensive culmination of a course of study.

CBEDSCode

Course Title Course Hours

Primary Pathway Course Sequence

Level

Suggested Grade

Level(s)

4123 Introduction to Marketing, Sales & Service

180 Any MSS Pathway Introductory 9, 10

4133 Sports Marketing Class = 180 CC/CVE = 180

Total = 360

Professional Sales Concentrator/Capstone

11, 12

4107 Retail Sales, and Marketing Class = 270 CC/CVE = 270

Total = 540

Professional Sales Concentrator/Capstone

10, 11, 12

4410 Retail Fashion Merchandising Class = 360CC/CVE = 180

Total = 540

Fashion Design & Merchandising (or any

MSS pathway)

Concentrator/Capstone

10, 11, 12

4124 RCOE Integrated Marketing Communications (UC a-g “g”)

180 Any MSS Pathway Concentrator/Capstone

11, 12

4125 Entrepreneurship 180 Entrepreneurship/Self-Employment


11, 12

4126 RCOE Virtual Enterprise (UC a-g “g”)

180 Entrepreneurship/Self-Employment


11, 12

4107 Retail Merchandising for Student Store

180 Fashion Design & Merchandising (or any

MSS Pathway)

Concentrator 10, 11, 12

4125 RCOE Entrepreneurial TNT (Traits & Trends)

180 Entrepreneurship/Self-Employment

Capstone 11, 12

4131 Advanced Retail Operations Class = 180CC/CVE = 90

Total = 270

Fashion Design & Merchandising (or any

MSS Pathway)


11, 12

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Entrepreneurship, Professional Sales Pathway and Marketing Pathways

Students develop knowledge and skills in the theory and practice of sales designed to provide a professional

foundation in personal selling careers, including the fundamentals of selling with an emphasis on customer behavior, persuasive presentation of ideas, products, and services, and developing sales goals. Students develop marketing concepts, principles and practical application in marketing and management. Subject matter includes market research, economics, marketing budgets, creative development and design, and marketing foundations/functions with emphasis on public relations, advertising, branding, promotion, product/service management, pricing and distribution. Specialized programs of study in this field may include sports marketing, hospitality marketing, advertising or market research. Students may also develop knowledge and skills common to entrepreneurs and entrepreneurship, including the human characteristics vital for entrepreneurial thinking in a twenty-first-century global world. Entrepreneurial thinking may be applied to all industry sectors.

Marketing, Sales and ServicePathway Courses

Industry Sector: Marketing, Sales and Service

Course Title: Introduction to Marketing, Sales and Service

Course Description: This standards-aligned course provides students with exploratory experiences related to career opportunities in business and marketing at the entry, technical, and professional levels. The course provides instruction in employment and education requirements for various business and marketing occupations; interest and aptitude assessment; and career and educational planning. The course also provides exploration in the following areas: business, marketing, and consumer concepts; economic concepts; computer literacy, and related industry technological developments. It is designed as an introductory course for any of the Marketing, Sales, and Services Pathways.

Course Title: Sports Marketing

Course Description: This standards-aligned course prepares students to master marketing foundations and principles as applied to the specialized field of Sports and Entertainment Marketing. The curriculum covers both beginning and advanced marketing concepts; and prepares students for both postsecondary studies in business and marketing, or entry-level and technical positions in Sports & Entertainment marketing. Related sports and entertainment topics include college and amateur sports, professional sports, recreation, the entertainment industry, public relations, advertising, and promotion. The curriculum also includes activities aligned with Distributive Education Clubs of America (DECA) competitive event guidelines for this category.

This is not a beginning course; it is designed to serve as a concentrator or capstone for the Marketing, Sales, and Service Sector.

*Prerequisite: Ability to provide transportation to internship site.

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Course Title: Retail Sales and Marketing

Course Description: This standards-aligned course covers the principles of retail selling. The course curriculum prepares students to master marketing foundations and apply these principles to the characteristics of various types of retail environments; and to perform marketing practices and tasks in a variety of retail merchandising operations. The course curriculum also provides for an extensive community-classroom component following CC/CVE methodology and requirements, including an individualized training plan. This is not a beginning course; it is designed to serve as a concentrator or capstone (or both) for the Marketing, Sales, and Service Sector.

*Prerequisite: Dress requirement as required by local community training site. Ability to provide transportation to the internship site.



Course Title: Retail Fashion Merchandising

Course Description: This extensive standards-aligned course prepares students with the skills, attitudes, and knowledge needed for employment in the fashion merchandising and marketing of apparel and accessories. Instruction includes such topics as operational procedures; textiles identification and analysis; fabric selection, care and repair; the elements and principles of design; product knowledge and merchandising techniques; sales and service; fashion forecasting; visual merchandising; inventory control and loss prevention; cash and credit transactions; and technology used in the industry. The course curriculum may also provide for an extensive community-classroom component following CC/CVE methodology and requirements, including an individualized training plan. This is not an introductory course; it is designed to serve as a concentrator/capstone course for either the Fashion Design and Merchandising Pathway; or as a concentrator/capstone for the Professional Sales Pathway in the Marketing, Sales, and Service sector.

*Prerequisite: Ability to provide transportation to the internship site.

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Course Title: RCOE Integrated Marketing Communications

Course Description: This course is a junior or senior elective for students in Marketing pathways. It integrates the communication and media demands of marketing careers with the advanced communications requirements for post-secondary study in marketing or business. The course provides an application of current theories and concepts in effectively marketing goods and services to identified target customers from both a domestic and global perspective. Topics include market research, identifying target customers, advertising, promotion, public relations, branding, pricing, specialized marketing communications, selling and distribution channel logistics. Marketing is critically examined from diverse perspectives, including from consumer, economic, technological, legal/political, and ethical/social responsibility issue perspectives.

Marketing principles are embedded in an instructional structure with an emphasis on developing reading, writing, speaking and critical thinking skills as they relate to the business marketing model. Students learn to access, analyze, share, and publish marketing information, research, and findings in a variety of formats and media. This course is designed to serve as a concentrator/capstone for the Marketing, Sales, and Service Sector, and has been approved by the University of California as a “g” elective.

*Prerequisite: Completion of two years of English/language arts.



Course Title: Entrepreneurship

Course Description: This standards-aligned course covers self-employment and entrepreneurship concepts. Students explore the importance of knowing global trends, your market niche, innovation and access to capital before starting a business. The curriculum includes study of leadership styles and successful entrepreneurial traits; strategies for business start-up and growth; and how management, innovation, financial and marketing skills are needed for success. Students have the opportunity to research, analyze, and compare and contrast various successful enterprise business models and entrepreneurs. The class covers the scope, functions, and strategies for comprehensive business planning, including the actual creation of an appropriate business plan. This is not a beginning course; it is designed to serve as a concentrator or capstone course for the Marketing, Sales, and Service Sector.

*Prerequisite: Minimum of 16 years of age. Completion of Retail Sales and Marketing or other Marketing, or Business career pathway course or equivalent.

Course Title: RCOE Virtual Enterprise

Course Description: This standards-aligned course covers self-employment and entrepreneurship concepts in more depth. Students create a business plan and a marketing plan; research financing methods, calculate financial projections in sales, income, expenses, and taxes. Students create a virtual company, creating and marketing an innovative 21st century product or service. The curriculum is designed to mirror that of Virtual Enterprise International (VEI), including participation in virtual trade fairs and related competitions.

This course is designed to serve as a capstone course for the Marketing, Sales, and Service Sector, and has been approved by the University of California as a “g” elective.

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Course Title: Retail Merchandising for Student Store

Course Description: This standards-aligned course covers the principles of retail selling. The course curriculum prepares students to master marketing foundations and apply these principles to the characteristics of various types of retail environments; and provides opportunities to perform marketing practices and tasks in a variety of on-site, student enterprises, such as a student store. The course curriculum’s community-classroom component is designed for on-campus student enterprise operations, facilitating student skill development in a variety of retail operational areas, including cashiering, cash handling, sales events and promotion, inventory control, and general merchandising. This is not a beginning course; it is designed to serve as a concentrator course for the Marketing, Sales, and Service Sector, and the Fashion Merchandising pathway.

Prerequisite: Dress requirement is as required by on-site student enterprise.

Course Title: RCOE Entrepreneurial TNT (Traits & Trends)

Course Description: This course is designed to give students an opportunity to investigate the concept of entrepreneurship focusing on two main dimensions: Entrepreneurship’s economic role in the U.S. free market economy; and the defining characteristics of entrepreneurs in general, and specifically, how those traits are congruent with those necessary for self-employment. Both of these two dimensions will be explored from an historical perspective, analyzing past trends and traits, and using these analyses to evaluate future trends. Students will focus on both individual and collaborative research to develop and participate in collaborative discourse, evidence-based writing, and multi-media presentations. They will develop a portfolio that will not only demonstrate their findings and analysis of various dimensions of entrepreneurial enterprises and thinking, but will also provide a guide for future endeavors and studies that coincide with their own

strengths and interests. This course is approved by the University of California (and accepted by the California State University System) in meeting the “a-g” subject requirement for College-Preparatory Elective “g” category.

Course Title: Advanced Retail Operations

Course Description: This standards-aligned course explores professional sales concepts more deeply. Students learn to access and use marketing information to enhance sales activities and opportunities; and complete a strategic plan that includes establishing individual and company sales goals to guide activities of sales staff. The instructional program prepares students to perform marketing and management functions and tasks associated with operating a retail business in a variety of on-site, student enterprises, such as a student store. The course curriculum’s community-classroom component is designed for on-campus student enterprise operations, facilitating student skill development in a variety of retail management functions, including pricing strategies, sales and promotional planning, inventory control, and other various management and scheduling operations. This is not a beginning course; it is designed to serve as a concentrator or capstone course for any of the pathways in the Marketing, Sales, and Service Sector, or for the Fashion Merchandising pathway, and intended primarily for the junior or senior year of high school.

*Prerequisite: Completion of Retail Merchandising for Student Store or equivalent retail, business, marketing, or merchandising course. Dress requirement is as required by on-site student enterprise or equivalent. Ability to provide transportation to internship site.

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