2016 – 2017
Florida Department of Education
Curriculum Framework 

Program Title:	Industrial Distribution and Management
Program Type:	Career Preparatory
Career Cluster:	Marketing, Sales & Service

PSAV	
Program Number	M812040	
CIP Number	0252040900	
Grade Level	30, 31	
Standard Length	900 hours	
Teacher Certification	MARKETING 1
MKTG MGMT @7 7G
RETAILING @7 7G
WHOLESAL 7G	
CTSO	Collegiate DECA	
SOC Codes (all applicable) 	43-4051 – Customer Service Representatives
43-3021 – Billing and Posting Clerks
43-5081 – Stock Clerks and Order Fillers
41-4011 – Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products	
CTE Program Resources 	http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml	
Basic Skills Level	Mathematics:	9
Language:	9
Reading: 	9	

Purpose

This program offers a sequence of courses that provides coherent and rigorous content aligned with challenging academic standards and relevant technical knowledge and skills needed to prepare for further education and careers in the Marketing, Sales and Service career cluster; provides technical skill proficiency, and includes competency-based applied learning that contributes to the academic knowledge, higher-order reasoning and problem-solving skills, work attitudes, general employability skills, technical skills, and occupation-specific skills, and knowledge of all aspects of the Marketing, Sales and Service career cluster. 

This purpose of this program is to prepare students for employment in the industrial distribution and manufacturing industries.  Industrial distribution includes electrical, wholesale, plumbing, plastic, HVAC and other product distribution.

The content includes, but is not limited to, distribution operations procedures, sales techniques, computer programs, business math, business writing, inventory control operations, negotiating techniques, marketing and economics, human relations and industrial shop distribution applications.  

Additional Information relevant to this Career and Technical Education (CTE) program is provided at the end of this document.

Program Structure

This program is a planned sequence of instruction consisting of four occupational completion points.

This program is comprised of courses which have been assigned course numbers in the SCNS (Statewide Course Numbering System) in accordance with Section 1007.24 (1), F.S.  Career and Technical credit shall be awarded to the student on a transcript in accordance with Section 1001.44(3)(b), F.S.

The following table illustrates the postsecondary program structure:

OCP	Course Number	Course Title	Length	SOC Code	
A	MNA0088	Customer Service Specialist	225 hours	43-4051	
B	MKA0631	Billing Clerk	225 hours	43-3021	
C	MKA0632	Stock Clerk	150 hours	43-5081	
D	MKA0633	Sales Representatives, Wholesale and Manufacturing	300 hours	41-4011	

Common Career Technical Core – Career Ready Practices

Career Ready Practices describe the career-ready skills that educators should seek to develop in their students.  These practices are not exclusive to a Career Pathway, program of study, discipline or level of education.  Career Ready Practices should be taught and reinforced in all career exploration and preparation programs with increasingly higher levels of complexity and expectation as a student advances through a program of study. 

1. Act as a responsible and contributing citizen and employee. 

2. Apply appropriate academic and technical skills. 

3. Attend to personal health and financial well-being. 

4. Communicate clearly, effectively and with reason. 

5. Consider the environmental, social and economic impacts of decisions. 

6. Demonstrate creativity and innovation. 

7. Employ valid and reliable research strategies. 

8. Utilize critical thinking to make sense of problems and persevere in solving them. 

9. Model integrity, ethical leadership and effective management. 

10. Plan education and career path aligned to personal goals. 

11. Use technology to enhance productivity. 

12. Work productively in teams while using cultural/global competence. 

Standards

After successfully completing this program, the student will be able to perform the following:

01.0	Understand the purpose of industrial distribution.
02.0	Demonstrate an understanding of basic marketing and economics concepts.
03.0	Identify and understand human relations principles.
04.0	Demonstrate effective communication skills.
05.0	Understand and apply computer fundamentals.
06.0	Exhibit business writing and math skills.
07.0	Perform inventory control operations skills.
08.0	Perform industrial distribution applications.
09.0	Describe the roles within teams, work units, departments, organizations, inter-organizational systems, and the larger environment.

2016 – 2017
Florida Department of Education
Student Performance Standards

Program Title:	Industrial Distribution and Management 
PSAV Number:	M812040

Course Number:  MNA0088
Occupational Completion Point:  A
Customer Service Specialist – 225 Hours – SOC Code 43-4051	
01.0	Understand the purpose of Industrial Distribution and Management – the student will be able to:	
01.01	Complete school orientation.	
01.02	Complete course orientation.	
01.03	Explain the channels of distribution.	
01.04	Identify career opportunities.	
01.05	Apply risk management skills.	
02.0	Demonstrate an understanding of basic marketing and economics concepts – the student will be able to:	
02.01	Explain basic economic concepts.	
02.02	Explain business concepts.	
02.03	Explain marketing functions.	
02.04	Explain basic marketing concepts.	
02.05	Identify the nine elements of design.	
03.0	Identify and understand human relations principles – the student will be able to:	
03.01	Identify appropriate dress and grooming on the job.	
03.02	Apply effective telephone etiquette and voicemail techniques.	
03.03	Identify effective business and sales ethics. 	
03.04	Identify basic sales, up-selling and closing techniques.	
03.05	Identify basic customer relations techniques.	
03.06	Call in special orders and stock orders 	
04.0	Demonstrate effective communication skills – the student will be able to:	
04.01	Identify need for effective communication.	
04.02	Describe factors that obstruct effective communication.	
04.03	Apply effective interpersonal communication skills.	
04.04	Give and follow directions.	
04.05	Apply oral communications techniques.	
04.06	Apply negotiation techniques.	
	
Course Number:  MKA0631
Occupational Completion Point: B
Billing Clerk – 225 Hours – SOC Code 43-3021	
05.0	Understand and apply computer fundamentals – the student will be able to:	
05.01	Apply keyboarding techniques.	
05.02	Navigate email applications and personal information manager (PIM) applications.	
05.03	Demonstrate email etiquette.	
05.04	Create, receive and attach an email.	
05.05	Organize and prioritize email.	
05.06	Maintain automated calendar and meeting schedules. 	
05.07	Navigate word processing software.	
05.08	Create and modify computerized documents.	
05.09	Conduct an Internet-based research project.	
05.10	Create a computerized advertisement. 	
05.11	Apply basic computer systems operations.	
06.0	Exhibit business writing and math skills – the student will be able to:	
06.01	Solve marketing problems using a calculator.	
06.02	Solve math problems involving addition, subtraction, multiplication, division, percentage, ratio, and decimals.	
06.03	Navigate spreadsheet application software.	
06.04	Perform spreadsheet application dashboard functions.	
06.05	Create automated spreadsheets utilizing formulas.	
06.06	Create vertical lookups.	
06.07	Create pivot tables.	
06.08	Create business letters, reports and memos. 	

Course Number:  MKA0632
Occupational Completion Point:  C
Stock Clerk – 150 Hours – SOC Code 43-5081	
07.0	Perform inventory control operations skills – the student will be able to:	
07.01	Describe inventory control operations.	
07.02	Receive and inspect merchandise.	
07.03	Price and stock merchandise.	
07.04	Display and interpret inventory screens.	
07.05	Analyze computerized warehouse data.	
07.06	Run and analyze inventory reports.	
07.07	Apply computerized sequencing procedures.	
07.08	Maintain automated inventory file.	
07.09	Maintain current pricing information.	
07.10	Maintain periodic automated inventory procedures.	
	
Course Number:  MKA0633
Occupational Completion Point:  D
Sales Representatives, Wholesale and Manufacturing – 300 Hours – SOC Code 41-4011	
08.0	Perform industrial distribution applications – the student will be able to:	
08.01	Identify industrial safety skills. 	
08.02	Understand the importance and the cost of physical distribution.	
08.03	Identify basic tools and fasteners.	
08.04	Measure parts using a caliper.	
08.05	Test parts using an ammeter.	
08.06	Read basic blueprints.	
08.07	Explain the basic principles of hydraulics.	
08.08	Identify mechanical and fluid power components.	
08.09	Explain AC and DC electrical circuits.	
08.10	Participate in a five week rotating internship component.	
08.11	Navigate customer contact software package. 	
08.12	Use manual parts catalogs and interchanges.	
08.13	Perform automated cataloging. 	

Additional Information

Laboratory Activities

Laboratory investigations that include scientific inquiry, research, measurement, problem solving, emerging technologies, tools and equipment, as well as, experimental, quality, and safety procedures are an integral part of this career and technical program/course. Laboratory investigations benefit all students by developing an understanding of the complexity and ambiguity of empirical work, as well as the skills required to manage, operate, calibrate and troubleshoot equipment/tools used to make observations. Students understand measurement error; and have the skills to aggregate, interpret, and present the resulting data. Equipment and supplies should be provided to enhance hands-on experiences for students.

Career and Technical Student Organization (CTSO)

Collegiate DECA - Delta Epsilon Chi is the intercurricular career and technical student organization(s) providing leadership training and reinforcing specific career and technical skills.  Career and Technical Student Organizations provide activities for students as an integral part of the instruction offered.  

Cooperative Training – OJT

On-the-job training is appropriate but not required for this program.  Whenever offered, the rules, guidelines, and requirements specified in the OJT framework apply. 

Basic Skills (if applicable)

In PSAV programs offered for 450 hours or more, in accordance with Rule 6A-10.040, F.A.C., the minimum basic skills grade levels required for postsecondary adult career and technical students to complete this program are:  Mathematics 9, Language 9, and Reading 9.  These grade level numbers correspond to a grade equivalent score obtained on a state designated basic skills examination.  

Adult students with disabilities, as defined in Section 1004.02(7), Florida Statutes, may be exempted from meeting the Basic Skills requirements (Rule 6A-10.040).  Students served in exceptional student education (except gifted) as defined in s. 1003.01(3)(a), F.S., may also be exempted from meeting the Basic Skills requirement.  Each school district and Florida College must adopt a policy addressing procedures for exempting eligible students with disabilities from the Basic Skills requirement as permitted in Section 1004.91(3), F.S.

Students who possess a college degree at the Associate of Applied Science level or higher; who have completed or are exempt from the college entry-level examination; or who have passed a state, national, or industry licensure exam are exempt from meeting the Basic Skills requirement (Rule 6A-10.040, F.A.C.)  Exemptions from state, national or industry licensure are limited to the certifications listed on the Basic Skills and Licensure Exemption List which may be accessed from the CTE Program Resources page.

Accommodations

Federal and state legislation requires the provision of accommodations for students with disabilities to meet individual needs and ensure equal access. Postsecondary students with disabilities must self-identify, present documentation, request accommodations if needed, and develop a plan with their counselor and/or instructors. Accommodations received in postsecondary education may differ from those received in secondary education. Accommodations change the way the student is instructed. Students with disabilities may need accommodations in such areas as instructional methods and materials, assignments and assessments, time demands and schedules, learning environment, assistive technology and special communication systems. Documentation of the accommodations requested and provided should be maintained in a confidential file.

Note: postsecondary curriculum and regulated secondary programs cannot be modified.

Additional Resources

For additional information regarding articulation agreements, Bright Futures Scholarships, Fine Arts/Practical Arts Credit and Equivalent Mathematics and Equally Rigorous Science Courses please refer to:
http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml