2017 – 2018
Florida Department of Education
Curriculum Framework 

Program Title:	Marketing, Merchandising and Parts Operations 1 
Program Type:	Career Preparatory
Career Cluster:	Marketing, Sales & Service

NOTE:  This program has been daggered for deletion with 2017-2018 being the last cohort of students permitted to enroll in the program.  After 2017-2018, no new students may be enrolled in this program.  Students already enrolled in the program may, at the District’s discretion, continue taking courses in the program until completion.

PSAV	
Program Number	M700100	
CIP Number	0252040903	
Grade Level	30, 31	
Standard Length	675 hours	
Teacher Certification	Refer to the Program Structure section.	
CTSO	College DECA	
SOC Codes (all applicable) 	43-5081 – Stock Clerks and Order Fillers
43-3021 – Billing and Posting Clerks
43-3031 – Bookkeeping, Accounting and Auditing Clerks
43-3061 – Procurement Clerks
11-3071 – Transportation, Storage, and Distribution Managers	
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. 

The purpose of this program is to prepare students for employment in parts operations and marketing, sales, and service occupations (e.g., salesperson, delivery specialist, stock clerk, billing clerk, bookkeeping, parts specialist, inventory control clerk, purchasing agent, and manager).

The content includes, but is not limited to, risk management, marketing math, equipment operations, marketing and business fundamentals, communications, human relations, advertising, sales promotion, sales, customer relations, obtaining and maintaining employment, delivery operations, warehouse operations, billing operations, accounts receivable and payable, cataloging, parts systems, components and their functions, automotive systems parts sales, inventory control, purchasing, and management.

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 six 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.

To teach the courses listed below, instructors must hold at least one of the teacher certifications indicated for that course.

The following table illustrates the postsecondary program structure:

OCP	Course Number	Course Title	Teacher Certification	Length	SOC Code	
A	MKA0640	Sales Representative	BUS ED 1@2
MKTG 1
MKTG MGMT @7 7G
RETAILING @7 7G
WHOLESAL 7 G	150 hours	43-5081	
B	MKA0643	Billing, Cost and Rate Clerks		75 hours	43-3021	
C	MKA0644	Parts Accounting Clerk		150 hours	43-3031	
D	MKA0647	Stockroom Clerk		75 hours	43-5081	
E	MKA0648	Purchasing Agent		75 hours	43-3061	
A	MKA0640	Sales Representative		150 hours	43-5081	

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	Demonstrate risk management skills.
02.0	Demonstrate basic marketing math skills.
03.0	Demonstrate basic marketing equipment operations.
04.0	Identify marketing and business fundamentals.
05.0	Demonstrate communication and human relations skills.
06.0	Demonstrate principles of advertising and sales promotion.
07.0	Demonstrate sales and customer relations techniques.
08.0	Explain the importance of employability and entrepreneurship skills.
09.0	Demonstrate billing operations skills.
10.0	Demonstrate accounts receivable skills.
11.0	Demonstrate accounts payable skills.
12.0	Demonstrate inventory control operations.
13.0	Demonstrate purchasing operations skills.
14.0	Demonstrate management and supervision techniques.
15.0	Research career opportunities in the industry.
16.0	

2017 – 2018
Florida Department of Education
Student Performance Standards

Program Title:	Marketing, Merchandising, and Parts Operations 1 
PSAV Number:	M700100

Course Number:  MKA0640
Occupational Completion Point:  A
Sales Representative – 150 Hours – SOC Code 43-5081	
01.0	Demonstrate risk management skills – the student will be able to:	
01.01	Identify school rules and policies (e.g., fire evacuation plans, code of conduct, financial aid opportunities).	
01.02	Identify program objectives and requirements to reach occupational completion points and certificate prerequisites.	
01.03	Discuss the importance of testing and grading procedures.	
01.04	Identify, discuss, and demonstrate safe lifting procedures.	
01.05	Identify and discuss the laws and procedures for disposing of hazardous wastes.	
01.06	Identify safety and accident prevention procedures.	
01.07	Identify and discuss clean and orderly storing techniques.	
01.08	Identify and discuss appropriate dress and grooming for employment.	
01.09	Identify and discuss the purpose and importance of an accident prevention plan.	
01.10	Identify and discuss workplace safety and health guidelines.	
01.11	Demonstrate safety and accident prevention techniques.	
01.12	Discuss state and federal labor laws regulating the workplace.	
02.0	Demonstrate basic marketing math skills – the student will be able to:	
02.01	Calculate mark-ups, mark-downs, and discounts.	
02.02	Read and interpret charts and graphs.	
02.03	Identify the importance and purpose of product codes.	
02.04	Write and communicate product codes according to industry standards.	
02.05	Calculate county and state sales taxes.	
02.06	Demonstrate mastery of the 10-key keyboard.	
02.07	Discuss sales terminal opening and closing procedures.	
02.08	Demonstrate ability to provide customer with proper change.	
02.09	Identify check, credit card, and debit card payments and procedures.	
02.10	Demonstrate sales calculations (e.g., cash, discount, COD, returns).	
02.11	Interpret sales receipts.	
02.12	Discuss refund procedures and policies.	
03.0	Demonstrate basic marketing equipment operations – the student will be able to:	
03.01	Demonstrate techniques for making a positive first impression.	
03.02	Identify techniques for placing, answering, holding, and transferring telephone calls.	
03.03	Identify and demonstrate procedures for recording and relaying accurate messages.	
03.04	Demonstrate ability to use a telephone to gather information.	
03.05	Demonstrate ability to use a telephone book as a resource.	
03.06	Discuss uses of a fax machine.	
03.07	Demonstrate ability to send and receive fax documents.	
03.08	Identify procedures for operating and maintaining imaging equipment.	
03.09	Identify and discuss imaging feeder, sorter, and collating procedures.	
03.10	Process single and multiple copies using manual and automated methods.	
03.11	Identify and discuss imaging maintenance procedures.	
03.12	Identify labeling applications and fonts.	
03.13	Identify characteristics of labeling ribbon.	
03.14	Identify single and multi-line labeling applications.	
03.15	Demonstrate ability to change labeling ribbon.	
03.16	Enter and proofread typed labeling data.	
03.17	Demonstrate use of labeling machine.	
04.0	Identify marketing and business fundamentals – the student will be able to:	
04.01	Discuss concept of economic goods and services.	
04.02	Discuss concept of economic resources and activities.	
04.03	Discuss concept of utility and supply and demand.	
04.04	Identify and discuss relationship between government and business.	
04.05	Identify and discuss concepts of private enterprise, business ownership, profit, risk, competition, and productivity.	
04.06	Identify major components of the Gross National Product (GNP).	
04.07	Identify and explain major types of economic systems.	
04.08	Identify and explain functions of business and the relationship between business and society.	
04.09	Identify categories of business activity (e.g., extractive, agriculture, manufacturing, processing, construction, distribution, service).	
04.10	Identify types of business ownership and compare and contrast the advantages and disadvantages of each type.	
04.11	Identify and discuss ethics in business.	
04.12	Identify and discuss functions of business and channels of distribution.	
04.13	Identify and discuss elements of the marketing mix.	
05.0	Demonstrate communication and human relations skills – the student will be able to:	
05.01	Identify and apply effective communication (verbal, nonverbal, written, and electronic).	
05.02	Describe effective staff communication and its uses (interpersonal, departmental, interdepartmental, and company).	
05.03	Demonstrate ability to read and comprehend written communications.	
05.04	Identify a variety of written business communications utilized in the workplace.	
05.05	Prepare a business letter, memorandum, fax, and e-mail.	
05.06	Demonstrate ability to speak effectively to customers/clients, co-workers, supervisors, and vendors using proper grammar and terminology.	
05.07	Discuss importance of developing networking skills to expand business contacts.	
05.08	Prepare and deliver a business-related presentation.	
05.09	Demonstrate active listening strategies that improve understanding and performance.	
05.10	Describe positive customer relations.	
05.11	Demonstrate conflict resolution techniques.	
05.12	Identify means of nonverbal communication.	
05.13	Demonstrate effective telephone and e-mail techniques and etiquette/netiquette in a business situation.	
05.14	Discuss methods of resolving customer complaints.	
05.15	Interpret business policies to customers/clients.	
05.16	Discuss importance of providing clear directions, descriptions, and explanations.	
05.17	Demonstrate ability to locate, understand, and interpret information found in trade journals, manuals, graphs, schedules, charts, diagrams, and Internet resources.	
05.18	Identify types of technology and equipment used in the workplace.	
06.0	Demonstrate principles of advertising and sales promotions – the student will be able to:	
06.01	Identify purpose, importance, and techniques of advertising.	
06.02	Identify purpose, importance, and techniques of sales promotions.	
06.03	Identify and discuss the nine elements of design (e.g., color, materials, interior architecture, illusion, landscaping, music, signage, attention to detail, general exterior).	
06.04	Identify and discuss the elements of an advertisement (e.g., headline, copy, illustration).	
06.05	Discuss target markets and their importance in advertising and sales promotions.	
06.06	Identify advertising design techniques and their applications.	
06.07	Create sales, holiday, and seasonal advertisements using accepted computer design techniques.	
06.08	Identify the purpose and importance of displays.	
06.09	Identify and discuss effective display techniques.	
06.10	Discuss the importance and purpose of cleaning and maintaining displays.	
06.11	Plan and construct an effective sales display.	
07.0	Demonstrate sales and customer relations techniques – the student will be able to:	
07.01	Identify the purpose and importance of selling.	
07.02	Identify qualities of a professional sales associate. 	
07.03	Identify, discuss, and demonstrate the steps in the selling process.	
07.04	Identify and discuss the roles of sales associates and customers.	
07.05	Describe techniques for identifying customer needs, wants, and/or problems.	
07.06	Explain techniques for determining customer merchandise and/or service interests.	
07.07	Explain methods of observation that can be used to obtain a customer’s surname.	
07.08	Discuss importance and methods of customer follow-up (e.g., client file).	
07.09	Model methods of resolving customer complaints.	
07.10	List abilities and qualities customers expect from sales associates.	
07.11	Demonstrate ability to create accessory sales.	
07.12	Identify and discuss importance and purpose of store policies as they relate to customer service.	
07.13	Role-play appropriate customer greetings.	
07.14	Describe how an employee represents the firm to customers.	
07.15	Explain techniques to balance responsive telephone service with in-store service.	
	
Course Number:  MKA0643
Occupational Completion Point:  B
Billing, Cost and Rate Clerks – 75 Hours – SOC Code 43-3021	
08.0	Demonstrate billing operations skills – the student will be able to:	
08.01	Identify and discuss importance, purpose, and characteristics of billing operations.	
08.02	Identify, discuss, and demonstrate bill filing methods and procedures according to industry standards.	
08.03	Explain requirements for opening work orders.	
08.04	Open work orders using customer-given information.	
08.05	Maintain work order accounting information.	
08.06	Close work orders using parts department and technician information.	
08.07	Verify, audit, and file work order documents.	

Course Number:  MKA0644
Occupational Completion Point:  C
Parts Accounting Clerk – 150 Hours – SOC Code 43-3031	
09.0	Demonstrate accounts receivable skills – the student will be able to:	
09.01	Identify and discuss characteristics of a career in accounts receivable.	
09.02	Identify and discuss importance and purpose of accounts receivable.	
09.03	Identify and list documents used in the accounts receivable department.	
09.04	Verify and process pricing documents.	
09.05	Create and process computerized invoices and credit memos.	
09.06	Explain accounts receivable filing methods and procedures.	
09.07	Verify and file accounts receivable records.	
09.08	Run and analyze accounts receivable reports.	
09.09	Run and analyze customer statement reports.	
09.10	Perform customer statements functions.	
10.0	Demonstrate accounts payable skills – the student will be able to:	
10.01	Identify and discuss characteristics of a career in accounts payable.	
10.02	Identify and discuss importance and purpose of accounts payable.	
10.03	Identify and list documents used in accounts payable department.	
10.04	Identify methods to maintain a clean and orderly work area.	
10.05	Identify, discuss, and demonstrate manual general ledger procedures.	
10.06	Identify, discuss, and demonstrate computerized general ledger procedures.	
10.07	Identify and discuss methods to reconcile computerized daily accounts payable.	
10.08	Demonstrate reconciling computerized daily accounts payable.	
10.09	Identify and discuss methods to reconcile computerized monthly accounts payable.	
10.10	Demonstrate reconciling computerized monthly accounts payable.	
	
Course Number:  MKA0647
Occupational Completion Point:  D
Stock Room Clerk – 75 Hours – SOC Code 43-5081	
11.0	Demonstrate inventory control operations – the student will be able to:	
11.01	Identify the purpose and importance of inventory control.	
11.02	Identify characteristics of inventory control operations.	
11.03	Identify inventory fast paths and their purposes.	
11.04	Identify and explain various inventory reports.	
11.05	Prepare and analyze various inventory reports.	
11.06	Discuss inventory control equipment maintenance procedures.	
11.07	Enter product and vendor data using a computer system.	
11.08	Run and analyze product line and vendor reports using a computer system.	
11.09	Maintain automated inventory files and parts data.	
11.10	Describe importance of maintaining current price sheet information.	
11.11	Describe process to obtain current price sheets.	
11.12	Verify current manufacturer pricing and price sheets.	
11.13	Maintain automated pricing data.	
11.14	Read and interpret price sheets.	
11.15	Demonstrate periodic inventory procedures using an automated system.	

Course Number:  MKA0648 
Occupational Completion Point:  E
Purchasing Agent – 75 Hours – SOC Code 43-3061	
12.0	Demonstrate purchasing operations skills – the student will be able to:	
12.01	Identify the purpose and importance of purchasing procedures.	
12.02	Describe characteristics of purchasing operations.	
12.03	Discuss the purpose and importance of analyzing sales potential.	
12.04	Identify lifespan and demand for individual parts.	
12.05	Use historical data to analyze sales potential of parts and supplies.	
12.06	Identify and discuss steps to conduct an Internet search for parts information.	
12.07	Conduct an Internet research project involving the parts industry.	
12.08	Identify and discuss specific purchase order control reports.	
12.09	Generate and control computerized purchase orders.	
12.10	Demonstrate ability to buy parts and supplies using an automated system.	
12.11	Identify responsibilities of a back office supervisor.	
12.12	Evaluate new products for sales potential.	
12.13	Identify and use inventory classifications.	
12.14	Maintain effective business communications with supervisors, co-workers, and industry representatives.	
12.15	Recommend solutions to inventory control and purchasing problems.	
12.16	Demonstrate ability to supervise inventory management.	
	
Course Number:  MKA0649 
Occupational Completion Point:  F
Distribution Manager – 150 Hours – SOC Code 11-3071	
13.0	Demonstrate management and supervision techniques – the student will be able to:	
13.01	Identify and discuss managerial/supervisory functions.	
13.02	Identify and discuss the roles and responsibilities of a manager/supervisor.	
13.03	Identify and discuss qualities of effective leaders.	
13.04	Identify and demonstrate employee motivational techniques.	
13.05	Identify and demonstrate leadership skills.	
13.06	Identify and demonstrate time management techniques.	
13.07	Identify and demonstrate training techniques.	
13.08	Identify and demonstrate team-building techniques.	
13.09	Conduct a training session.	
13.10	Identify and demonstrate management communication techniques.	
13.11	Conduct a business meeting.	
13.12	Identify and demonstrate problem-solving techniques.	
13.13	Identify project planning and implementation techniques.	
13.14	Demonstrate the ability to develop and implement a project plan.	
13.15	Identify and demonstrate effective human resource management techniques.	
13.16	Identify and demonstrate management techniques to promote a productive workforce.	
13.17	Demonstrate ability to manage employee functions.	
13.18	Demonstrate ability to manage business operations.	
13.19	Demonstrate ability to supervise sales functions.	
13.20	Demonstrate ability to manage a business enterprise.	
13.21	Demonstrate ability to manage employees.	
13.22	Evaluate business problems and implement solutions.	
13.23	Analyze business performance and profit/loss statements.	
14.0	Research career opportunities in the industry – the student will be able to:	
14.01	Describe purpose and importance of career objectives.	
14.02	Identify individual interests, strengths, and weaknesses in relation to a career.	
14.03	Identify characteristics of selected careers (e.g., salary, working conditions, education requirements, career ladders, technology requirements).	
14.04	Identify steps to research, gather, and analyze career data.	
14.05	Prepare a career research plan for a selected career.	
14.06	Establish realistic career employment goals.	
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.

Special Notes

MyCareerShines is an interactive resource to assist students in identifying their ideal career and to enhance preparation for employment. Teachers are encouraged to integrate this resource into the program curriculum to meet the employability goals for each student.  Access MyCareerShines by visiting: www.mycareershines.org.

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