2018 – 2019
Florida Department of Education
Curriculum Framework 

Program Title:	Sport, Recreation and Entertainment Marketing 
Program Type:	Career Preparatory
Career Cluster:	Marketing, Sales & Service

NOTE: This PSAV program has been daggered for deletion due to low/ no enrollment. 

PSAV	
Program Number	M899400	
CIP Number	0252191005	
Grade Level	30, 31	
Standard Length	450 hours	
Teacher Certification	Refer to the Program Structure section.	
CTSO	Collegiate DECA	
SOC Codes (all applicable) 	27-2099 – Entertainers and Performers, Sports and Related Workers, all Other
11-2021 – Marketing 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 or advanced training in the sport, recreation, and entertainment marketing and sales industry.  The content includes, but is not limited to, employability skills; selling techniques; public relations and publicity; event planning and execution; and licensing, sponsorship, and endorsements.

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 two 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	MKA0432
or
MKA0080	Salesperson, Retail 
or
Entertainment, Sports and Related Workers	ADVR PROM 7 G
BUS ED 1
MKTG 1
MKTG MGMT 7G
RETAILING @7 7G
TC COOP ED @7
WHOLESAL 7G	300 hours

300 hours	
27-2099	
B	MKA0010	Marketing Managers		150 hours	11-2021	

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 human relations skills necessary for success in marketing occupations.
02.0	Demonstrate proficiency in applying communication and technology skills.
03.0	Demonstrate proficiency in applying math skills unique to marketing.
04.0	Identify economic principles.
05.0	Identify marketing and business fundamentals.
06.0	Identify effective selling techniques and procedures.
07.0	Select a marketing industry for career planning.
08.0	Demonstrate applications of channel management (distribution) for the selected marketing industry.
09.0	Demonstrate applications of financing for the selected marketing industry.
10.0	Demonstrate applications of product/service planning for the selected marketing industry.
11.0	Demonstrate applications of marketing information management for the selected marketing industry.
12.0	Demonstrate pricing applications for the selected marketing industry.
13.0	Demonstrate promotion applications for the selected marketing industry.
14.0	Demonstrate purchasing applications for the selected marketing industry.
15.0	Demonstrate applications of safety and risk management for the selected marketing industry. 
16.0	Demonstrate applications of selling for the selected marketing industry.
17.0	Demonstrate an understanding of entrepreneurship.
18.0	Identify the uses of technology in marketing.
19.0	Demonstrate human relations skills necessary for success in sport, recreation, and entertainment marketing occupations.
20.0	Demonstrate proficiency in applying communication and technology skills.
21.0	Demonstrate proficiency in applying math skills unique to sport, recreation, and entertainment marketing.
22.0	Identify economic principles.
23.0	Identify marketing and business fundamentals.
24.0	Identify effective selling techniques and procedures.
25.0	Discuss the history of sport, recreation, and entertainment marketing.
26.0	Discuss sport, recreation, and entertainment marketing as an industry.
27.0	Select a sport, recreation, and entertainment marketing industry for career planning.
28.0	Demonstrate applications of channel management (distribution) to the sport, recreation, and entertainment marketing industry.
29.0	Demonstrate applications of financing to the selected sport, recreation, and entertainment marketing industry.
30.0	Demonstrate applications of product/service planning to the sport, recreation, and entertainment marketing industry.
31.0	Demonstrate applications of marketing-information management to the sport, recreation, and entertainment marketing industry.
32.0	Demonstrate pricing applications for the sport, recreation, and entertainment marketing industry.
33.0	Demonstrate promotion applications for the sport, recreation, and entertainment marketing industry.
34.0	Demonstrate purchasing applications to the sport, recreation, and entertainment marketing industry.
35.0	Demonstrate applications of safety and risk-management to the sport, recreation, and entertainment marketing industry.
36.0	Demonstrate applications of selling to the sport, recreation, and entertainment marketing industry.
37.0	Demonstrate an understanding of entrepreneurship
38.0	Identify the use of technology in sport, recreation, and entertainment marketing.
39.0	Explain and discuss licensing, sponsorships, and endorsements in sport, recreation, and entertainment marketing.
40.0	Demonstrate an understanding of the impact of the media on sport, recreation, and entertainment marketing.
41.0	Discuss the importance of public relations and publicity to sport, recreation, and entertainment marketing.
42.0	Apply economic principles to marketing.
43.0	Apply product and service technology.
44.0	Demonstrate merchandising skills appropriate for marketing.
45.0	Implement marketing operational techniques.
46.0	Demonstrate proficiency in applying higher level mathematical skills specific to marketing.
47.0	Apply promotional planning techniques and procedures to product marketing.
48.0	Apply entrepreneurial concepts to marketing.
49.0	Apply marketing management principles to a business.
50.0	Analyze global trends in marketing.
51.0	Demonstrate applications of technology to marketing.
52.0	Apply a career plan to marketing.

53.0	

2018 – 2019
Florida Department of Education
Student Performance Standards

Program Title:	Sport, Recreation, and Entertainment Marketing
PSAV Number:	M899400

Course Number:  MKA0432 
Occupational Completion Point:  A
Salesperson, Retail – 300 Hours – SOC Code 41-2031	
01.0	Demonstrate human relations skills necessary for success in marketing occupations – the student will be able to:	
01.01	Demonstrate ability to work cooperatively with team members, supervisors, and customers from diverse cultural backgrounds, genders, disabilities, and ages.  	
01.02	Demonstrate interpersonal skills (e.g., courtesy, loyalty, being a team player, adaptability, empathy).  	
01.03	Demonstrate personality traits important to business (e.g., interest, enthusiasm, honesty, responsibility, flexibility, integrity, credibility, reliability, and perseverance.)	
01.04	Demonstrate the ability to use creative problem solving, decision-making, and critical thinking strategies.  	
01.05	Demonstrate self-management, initiative, and multitasking.	
01.06	Explain the concepts of self-knowledge, self-esteem, and self-image.  	
01.07	Demonstrate professional behavior, etiquette and acceptance of feedback.  	
01.08	Demonstrate respect for the opinions, cultural diversity, customs, and individual differences of others.  	
01.09	Set personal and career goals and develop a plan of action to achieve those goals, including searching and applying for jobs.	
01.10	Develop and demonstrate the human relations skills needed for successful entry and progress in the occupation selected by the student as a career objective. 	
02.0	Demonstrate proficiency in applying communication and technology skills – the student will be able to:	
02.01	Identify and apply effective workplace communication skills (e.g., verbal, nonverbal, written, electronic). 	
02.02	Demonstrate the ability to communicate effectively to customers/clients, co-workers, supervisors, and vendors using appropriate grammar and terminology.  	
02.03	Discuss the importance of developing networking skills to expand business contacts.  	
02.04	Prepare and deliver a business-related presentation.  	
02.05	Demonstrate active listening strategies that improve understanding and performance.  	
02.06	Describe positive customer relations, including conflict and dispute resolution.	
02.07	Interpret business policies to customers/clients.  	
02.08	Discuss the importance of providing clear directions, descriptions, and explanations.  	
02.09	Demonstrate the ability to locate, understand, and interpret information found in trade journals, manuals, graphs, schedules, charts, diagrams, and Internet resources.  	
02.10	Identify and explain how the Internet, technological advances, and computer software programs continue to shape the field of marketing and increase business productivity. 	
03.0	Demonstrate proficiency in applying math skills unique to marketing – the student will be able to:	
03.01	Perform addition, subtraction, multiplication, division, ratios, and percentage problems as related to the marketing industry.  	
03.02	Apply problem-solving techniques to sales-related transactions (cash, checks, debit cards, credit cards, discounts, layaway, credit on delivery (COD), returns, gift certificates, invoices, and automatic fee withdrawals).  	
03.03	Interpret quantitative information from tables, charts, and graphs as related to the workplace.  	
03.04	Demonstrate ability to make change correctly. 	
03.05	Calculate tax, gratuity, commission, and miscellaneous charges.  	
03.06	Demonstrate the ability to collect, organize, and interpret data; predict outcomes relative to opening and closing procedures for a point-of-sale (POS) terminal. 	
03.07	Collect and analyze sales information to determine stock turnover and stock-to-sales ratio.  	
03.08	Apply standard industry formulas to determine markup and markdown on merchandise.  	
04.0	Identify economic principles – the student will be able to:	
04.01	Explain the concepts of economics and determine economic activities and the types of economic indicators used to measure the economy. 	
04.02	Explain the concept of economic goods and services.  	
04.03	Explain the concept of economic resources and the scarcity of resources.  	
04.04	Explain the concept of utility (form, place, time, possession, information).  	
04.05	Explain the concept of "supply and demand."  	
04.06	Identify, compare, and contrast major types of economic systems.  	
04.07	Explain the relationship between government and business.	
04.08	Explain the concept of free enterprise and business ownership.  	
04.09	Explain the concept of price and its role in profit motive.  	
04.10	Explain the concept of risk.  	
04.11	Explain the concept of competition and recognize the government regulations monitoring competition, including monopolies.	
04.12	Explain the concept of productivity and the factors of production needed to produce goods and services.  	
04.13	Identify components of the Gross National Product (GNP) and the Gross Domestic Product (GDP).  	
05.0	Identify marketing and business fundamentals – the student will be able to:	
05.01	Define marketing and its benefits.  	
05.02	Explain the purpose and scope of marketing in a free enterprise system.  	
05.03	Identify and explain each marketing function.	
05.04	Explain how each component of the marketing mix contributes to marketing.  	
05.05	Compare and contrast consumer and industrial markets.  	
05.06	Explain the relationship of marketing to business and the economy (e.g., SWOT analysis – strength, weakness, opportunity, threat).	
05.07	Describe how marketers use knowledge of the market to sell products.	
05.08	Discuss major fields of business activity (such as manufacturing, wholesaling, retailing, services, cottage industries, urban street sales, e-Commerce). 	
05.09	Explain marketing strategies and marketing concepts.  	
05.10	Differentiate between mass marketing and market segmentation. 	
05.11	Explain the importance and techniques of offering the right merchandising blend.  	
05.12	Explain the nature and evolution of channel management (distribution).	
05.13	Explain the elements that allow development of a marketing plan (e.g., research, advertising, public relations, direct and indirect marketing, promotions, merchandising, and distribution).  	
05.14	Explain the “4 P’s” of marketing: price, place, promotion, and product.  	
05.15	Define and analyze a target market as it applies to product development, promotion and channel management (distribution).  	
05.16	Discuss the roles e-Commerce and social networking play in the marketing of goods and services.  	
05.17	Explain network marketing (multilevel marketing) and how it differs from a pyramid scheme.  	
05.18	Identify the role of federal regulatory agencies [e.g., Food and Drug Administration (FDA), Consumer Product Safety Commission (CPSC), Environmental Protection Agency (EPA), Securities and Exchange Commission (SEC), Federal Trade Commission (FTC), Occupational Safety and Health Administration (OSHA)].  	
05.19	Identify the advantages and disadvantages of different types of business ownership (including a private corporation, sole proprietorship, partnership, limited liability corporation (LLC) and shareholder corporation).	
06.0	Identify effective selling techniques and procedures – the student will be able to:	
06.01	Explain the purpose, principles, and importance of selling and how it relates to the marketing concept.	
06.02	Identify qualities of a professional sales associate and the responsibilities of sales management. 	
06.03	Identify an effective sales presentation for a target market; include steps of a sale, consumer buying motives, approaches through greeting, merchandise, and service, proper time to approach a customer to open sale, feature-benefit analysis, building and closing the sale, and suggestion and substitution selling.	
06.04	Handle different customer types and analyze how customers make buying decisions.	
06.05	Discuss the importance of meeting specialized sales needs and describe legal and ethical sales issues. 	
06.06	Describe the importance of analyzing sales trends and the use of current technologies.	
06.07	Analyze the use of websites, social media, email, and customer loyalty programs to establish and maintain a customer database.  	
07.0	Select a marketing industry for career planning – the student will be able to:	
07.01	Identify current employment opportunities in marketing-related fields.  	
07.02	Identify sources of information for career planning.  	
07.03	Conduct in-depth career research including requirements for entry and advancement, career ladders, and opportunities related to the career field.  	
07.04	Explain the duties, responsibilities, required skills and knowledge for a particular career in the marketing industry.  	
07.05	Identify the advantages and disadvantages of a particular career in marketing.	
07.06	Complete self-assessments and an analysis of lifestyle goals and career aspirations.  	
07.07	Develop an individualized education and career plan related to a major marketing field, including the development of a resume.	
07.08	Write a job description for a selected marketing occupation.	
08.0	Demonstrate applications of channel management (distribution) for the selected marketing industry – the student will be able to:	
08.01	Explain the concepts and processes needed to move, store, locate, and/or transfer ownership of goods and services. 	
08.02	Explain the concepts of physical channel management (distribution) and transportation systems related to the industry.  	
08.03	Identify and analyze appropriate transportation services for the industry. 	
08.04	Develop appropriate plans utilizing channel management for the specific industry.	
08.05	Explain the relationship between customer service and distribution.  	
09.0	Demonstrate applications of financing for the selected marketing industry – the student will be able to:	
09.01	Explain the financial concepts used in making business decisions.  	
09.02	Explain the concept of financial administration.  	
09.03	Explain the difference between income (credit) and expense (debit).	
09.04	Identify various types of credit policies and procedures.	
09.05	Explain the purposes and importance of credit.  	
09.06	Identify the positive and negative impacts of using credit in marketing situations and understand the legislation affecting credit.  	
09.07	Compare and contrast the use of different credit applications, types of credit accounts, and the differences between debit and credit cards.  	
09.08	Analyze industry concepts of price, profit, competition, and productivity.  	
10.0	Demonstrate applications of product/service planning for the selected marketing industry – the student will be able to:	
10.01	Explain the steps involved in decision-making (e.g., assessment, planning, implementation design, and evaluation).  	
10.02	Explain the concepts and processes needed to obtain, develop, maintain, and improve a product or service mix in response to market opportunities.  	
10.03	Explain product and service quality as applicable to grades and industry standards.  	
10.04	Discuss product-liability risks.	
10.05	Explain warranties and guarantees.   	
10.06	Develop a product/service plan.	
10.07	Describe factors used by marketers to position products/business. 	
10.08	Identify the stages and impact of product life cycle.  	
11.0	Demonstrate applications of marketing information management for the selected marketing industry – the student will be able to:	
11.01	Explain the concepts and processes needed to obtain, develop, maintain, and improve a product or service mix in response to market opportunities.  	
11.02	Explain the process of marketing information management.	
11.03	Explain the nature and scope of marketing operations. 	
11.04	Demonstrate knowledge of inventory control systems and shipping and receiving procedures.	
11.05	Identify procedures for the use of technology to gather information.  	
11.06	Utilize appropriate marketing information management forms.  	
12.0	Demonstrate pricing applications for the selected marketing industry – the student will be able to:	
12.01	Explain concepts and strategies utilized in determining and adjusting prices to maximize return and meet customers’ perceptions of value.  	
12.02	Explain pricing objectives, policies, and strategies. 	
12.03	Explain price-marking techniques.  	
12.04	Explain procedures for changing prices.  	
12.05	Demonstrate decision-making skills required for determining pricing relative to the competition.  	
12.06	Demonstrate problem-solving skills required when considering profit and price.  	
13.0	Demonstrate promotion applications for the selected marketing industry – the student will be able to:	
13.01	Explain the concepts and strategies needed to communicate information about products, services, branding, and/or ideas to achieve a desired outcome.  	
13.02	Identify types of promotion used in the industry.	
13.03	Discuss the importance of advertising media and the role of digital and social media in advertising.  	
13.04	Explain the purposes and elements of advertising and display.	
13.05	Use advertising guidelines to design appropriate media sample ads (e.g., print, radio, television, Internet).  	
13.06	Use design principles to prepare such merchandise/service displays as windows, endcaps, kiosks, and point of sale signs.  	
13.07	Write a promotional message to appeal to a target market. 	
13.08	Develop a sales promotion plan for a marketing organization.	
13.09	Demonstrate public relations techniques as used in the marketing industry.	
13.10	Evaluate effective website designs.	
14.0	Demonstrate purchasing applications for the selected marketing industry – the student will be able to:	
14.01	Explain different types of purchasing situations.	
14.02	Demonstrate techniques used to obtain the best terms when negotiating a purchase.  	
15.0	Demonstrate applications of safety and risk management for the selected marketing industry – the student will be able to:	
15.01	Explain the nature and scope of risk management.	
15.02	Identify various types of business risks.	
15.03	Describe ways businesses can manage risks, including purchasing insurance.	
16.0	Demonstrate applications of selling for the selected marketing industry – the student will be able to:	
16.01	Explain the purpose and goal of the selling function and how it relates to the marketing concept.	
16.02	Explain the steps in a sale and how to handle objections.	
16.03	Create a sales presentation using presentation software.	
17.0	Demonstrate an understanding of entrepreneurship – the student will be able to:	
17.01	Define entrepreneurship.	
17.02	Identify, explain, compare, and contrast the different types of business ownership (sole-proprietorship, partnership, corporation, franchise, licensing).  	
17.03	Discuss the role of the entrepreneur/ small business in the domestic and global economy. 	
17.04	Discuss entrepreneurship as a career choice (e.g., characteristics, aptitudes, skills necessary to be a successful entrepreneur).  	
17.05	Discuss the four parts of a business (production, finance, marketing, customer service).  	
17.06	Analyze current entrepreneurial trends in the marketplace. 	
17.07	Discuss the importance of ethics in business.  	
17.08	Identify the strategies and methods for generating a business plan. 	
17.09	Identify the types and sources of government regulations and taxation that may affect a business.  	
17.10	Describe the advantages and risks of entrepreneurship.	
18.0	Identify the uses of technology in marketing – the student will be able to:	
18.01	Explain the importance and uses of computers and the Internet in marketing.  	
18.02	Utilize computer software (word processing and spreadsheets) to create a career/industry-related document.  	
18.03	Identify technology appropriate for marketing functions and practices related to a selected marketing career field. 	
18.04	Select and use a variety of electronic media (e.g., the Internet, information services, and desktop-publishing software programs) to create, revise, and verify information.  	
18.05	Identify technology appropriate for marketing functions and practices related to a selected marketing career field. 	
18.06	Select and use a variety of electronic media (e.g., the Internet, information services, and desktop-publishing software programs) to create, revise, and verify information.  	
	
Course Number:  MKA0080
Occupational Completion Point:  A
Entertainment, Sports and Related Workers – 300 Hours – SOC Code 27-2099 	
19.0	Demonstrate human relations skills necessary for success in sport, recreation, and entertainment marketing occupations – the student will be able to:	
19.01	Demonstrate ability to work cooperatively with team members, supervisors, and customers from diverse cultural backgrounds, genders, disabilities, and ages.  	
19.02	Demonstrate interpersonal skills (e.g., courtesy, loyalty, being a team player, adaptability, empathy).  	
19.03	Demonstrate personality traits important to business (e.g., interest, enthusiasm, honesty, responsibility, flexibility, integrity, credibility, reliability, and perseverance.)	
19.04	Demonstrate the ability to use creative problem solving, decision-making, and critical thinking strategies.  	
19.05	Demonstrate self-management, initiative, and multitasking.	
19.06	Explain the concepts of self-knowledge, self-esteem, and self-image.  	
19.07	Demonstrate professional behavior, etiquette and acceptance of feedback.  	
19.08	Demonstrate respect for the opinions, cultural diversity, customs, and individual differences of others.  	
20.0	Demonstrate proficiency in applying communication and technology skills – the student will be able to:	
20.01	Perform addition, subtraction, multiplication, division, ratios, and percentage problems as related to the marketing industry.  	
20.02	Apply problem-solving techniques to sales-related transactions (cash, checks, debit cards, credit cards, discounts, layaway, credit on delivery (COD), returns, gift certificates, invoices, and automatic fee withdrawals).  	
20.03	Interpret quantitative information from tables, charts, and graphs as related to the workplace.  	
20.04	Demonstrate ability to make change correctly. 	
20.05	Calculate tax, gratuity, commission, and miscellaneous charges.  	
20.06	Demonstrate the ability to collect, organize, and interpret data; predict outcomes relative to opening and closing procedures for a point-of-sale (POS) terminal. 	
20.07	Collect and analyze sales information to determine stock turnover and stock-to-sales ratio.  	
20.08	Apply standard industry formulas to determine markup and markdown on merchandise.  	
21.0	Demonstrate proficiency in applying math skills unique to sport, recreation, and entertainment marketing – the student will be able to:	
21.01	Perform addition, subtraction, multiplication, division, ratios, and percentage problems as related to the marketing industry.  	
21.02	Apply problem-solving techniques to sales-related transactions (cash, checks, debit cards, credit cards, discounts, layaway, credit on delivery (COD), returns, gift certificates, invoices, and automatic fee withdrawals).  	
21.03	Interpret quantitative information from tables, charts, and graphs as related to the workplace.  	
21.04	Demonstrate ability to make change correctly. 	
21.05	Calculate tax, gratuity, commission, and miscellaneous charges.  	
21.06	Demonstrate the ability to collect, organize, and interpret data; predict outcomes relative to opening and closing procedures for a point-of-sale (POS) terminal. 	
21.07	Collect and analyze sales information to determine stock turnover and stock-to-sales ratio.  	
21.08	Apply standard industry formulas to determine markup and markdown on merchandise.  	
22.0	Identify economic principles – the student will be able to:	
22.01	Explain the concepts of economics and determine economic activities and the types of economic indicators used to measure the economy. 	
22.02	Explain the concept of economic goods and services.  	
22.03	Explain the concept of economic resources and the scarcity of resources.  	
22.04	Explain the concept of utility (form, place, time, possession, information).  	
22.05	Explain the concept of "supply and demand."  	
22.06	Identify, compare, and contrast major types of economic systems.  	
22.07	Explain the relationship between government and business.	
22.08	Explain the concept of free enterprise and business ownership.  	
22.09	Explain the concept of price and its role in profit motive.  	
22.10	Explain the concept of risk.  	
22.11	Explain the concept of competition and recognize the government regulations monitoring competition, including monopolies.	
22.12	Explain the concept of productivity and the factors of production needed to produce goods and services.  	
22.13	Identify components of the Gross National Product (GNP) and the Gross Domestic Product (GDP).  	
23.0	Identify marketing and business fundamentals – the student will be able to:	
23.01	Define marketing and its benefits.  	
23.02	Explain the purpose and scope of marketing in a free enterprise system.  	
23.03	Identify and explain each marketing function.	
23.04	Explain how each component of the marketing mix contributes to marketing.  	
23.05	Compare and contrast consumer and industrial markets.  	
23.06	Explain the relationship of marketing to business and the economy (e.g., SWOT analysis – strength, weakness, opportunity, threat).	
23.07	Describe how marketers use knowledge of the market to sell products.	
23.08	Discuss major fields of business activity (such as manufacturing, wholesaling, retailing, services, cottage industries, urban street sales, e-Commerce). 	
23.09	Explain marketing strategies and marketing concepts.  	
23.10	Differentiate between mass marketing and market segmentation. 	
23.11	Explain the importance and techniques of offering the right merchandising blend.  	
23.12	Explain the nature and evolution of channel management (distribution).	
23.13	Explain the elements that allow development of a marketing plan (e.g., research, advertising, public relations, direct and indirect marketing, promotions, merchandising, and distribution).  	
23.14	Explain the “4 P’s” of marketing: price, place, promotion, and product.  	
23.15	Define and analyze a target market as it applies to product development, promotion and channel management (distribution).  	
23.16	Discuss the roles e-Commerce and social networking play in the marketing of goods and services.  	
23.17	Explain network marketing (multilevel marketing) and how it differs from a pyramid scheme.  	
23.18	Identify the role of federal regulatory agencies [e.g., Food and Drug Administration (FDA), Consumer Product Safety Commission (CPSC), Environmental Protection Agency (EPA), Securities and Exchange Commission (SEC), Federal Trade Commission (FTC), Occupational Safety and Health Administration (OSHA)].  	
23.19	Identify the advantages and disadvantages of different types of business ownership (including a private corporation, sole proprietorship, partnership, limited liability corporation (LLC) and shareholder corporation).	
24.0	Identify effective selling techniques and procedures – the student will be able to:	
24.01	Explain the purpose, principles, and importance of selling and how it relates to the marketing concept.	
24.02	Identify qualities of a professional sales associate and the responsibilities of sales management. 	
24.03	Identify an effective sales presentation for a target market; include steps of a sale, consumer buying motives, approaches through greeting, merchandise, and service, proper time to approach a customer to open sale, feature-benefit analysis, building and closing the sale, and suggestion and substitution selling.	
24.04	Handle different customer types and analyze how customers make buying decisions.	
24.05	Discuss the importance of meeting specialized sales needs and describe legal and ethical sales issues. 	
24.06	Describe the importance of analyzing sales trends and the use of current technologies.	
25.0	Discuss the history of sport, recreation, and entertainment marketing- – the student will be able to:	
25.01	Describe the theories of the origin of sport, recreation, and entertainment industries.  	
25.02	Describe the influences of historical events on American and global sports, recreation, and entertainment.  	
25.03	Explain economic, demographic, social, and political influences on sports, recreation, and entertainment.  	
25.04	Discuss the stages and length of the sport, recreation, and entertainment cycle.  	
25.05	Discuss impact of technology on the sport, recreation, and entertainment industry.  	
25.06	Discuss the influence of electronic media on the sport, recreation, and entertainment industry.  	
25.07	Discuss the growth and trends in sport, recreation, and entertainment marketing.  	
26.0	Discuss sport, recreation, and entertainment marketing as an industry – the student will be able to:	
26.01	Define sport, recreation, and entertainment marketing.  	
26.02	Identify relationship between:
26.03	Fans/Audience
26.04	Team/Players/Event/Property
26.05	Corporate partners/Sponsors of a sport, recreation, and/or entertainment event.  	
26.06	Discuss the role of marketing as it applies to sports, recreation, and entertainment.  	
26.07	Describe products, events, promotions, facilities, and services that enhance the sport, recreation, and entertainment industry.  	
26.08	Recognize how climate and geographic location affect the marketplace in the sport, recreation, and entertainment industry.	
26.09	Express an awareness of how minorities and cultural mores and values impact the sport, recreation, and entertainment marketplace.  	
26.10	Relate how perception of the consumer plays an important role in the sport, recreation, and entertainment marketplace.  	
26.11	Explain the motives of the sport, recreation, and entertainment consumer (i.e., achievement, affiliation, health and fitness, fun and entertainment).  	
26.12	Research, prepare, and present an overview of career opportunities within the sport, recreation, and entertainment industry.	
27.0	Select a sport, recreation, and entertainment marketing industry for career planning – the student will be able to:	
27.01	Identify current employment opportunities in the sport, recreation, and entertainment marketing field.  	
27.02	Identify sources of information for career planning including the Internet.  	
27.03	Conduct in-depth career research including requirements for entry and advancement, career ladders, and opportunities related to the sport, recreation, and entertainment marketing field.  	
27.04	Explain duties and responsibilities, needed skills, and knowledge for a particular sport, recreation, and entertainment marketing career.  	
27.05	Identify advantages and disadvantages of a particular sport, recreation, and entertainment marketing career.  	
27.06	Complete self-assessments and analysis of life-style goals and career aspirations.  	
27.07	Develop an individualized education and career plan related to a major sport, recreation, and entertainment marketing field, including the development of a resume.	
27.08	Write a job description for a selected sport, recreation, and entertainment marketing occupation.  	
28.0	Demonstrate applications of channel management (distribution) to the sport, recreation, and entertainment marketing industry – the student will be able to:	
28.01	Explain the concepts and processes needed to move, store, locate, and/or transfer ownership of goods and services. 	
28.02	Explain the concepts of physical channel management (distribution) and transportation systems related to the industry.  	
28.03	Identify and analyze appropriate transportation services for the industry. 	
28.04	Develop appropriate plans utilizing channel management for the specific industry.	
28.05	Explain the relationship between customer service and distribution.  	
29.0	Demonstrate applications of financing to the selected sport, recreation, and entertainment marketing industry – the student will be able to:	
29.01	Explain financial concepts used in making sport, recreation, and entertainment marketing decisions.  	
29.02	Explain concept of financial administration. 	
29.03	Explain difference between income (credit) and expense (debit).  	
29.04	Identify various types of credit policies and procedures.  	
29.05	Explain purposes and importance of credit.  	
29.06	Identify the positive and negative impacts of using credit in sport, recreation, and entertainment marketing situations.  	
29.07	Compare and contrast the use of different credit applications.  	
29.08	Discuss industry concepts of price, profit, competition, and productivity.  	
29.09	Identify and explain the components of a budget for a sport, recreation, and entertainment program.  	
30.0	Demonstrate applications of product/service planning to the sport, recreation, and entertainment marketing industry – the student will be able to:	
30.01	Explain the concepts and processes needed to obtain, develop, maintain, and improve a product or service mix in response to sport, recreation, and entertainment marketing opportunities.  	
30.02	Explain the steps involved in decision-making (e.g., market research, assessment, planning, implementation design, and evaluation).  	
30.03	Explain importance of customer satisfaction to the sport, recreation, and entertainment industry.  	
30.04	Explain importance of product and service technology as it relates to customer satisfaction.  	
30.05	Explain the effect of current and emergent technology on life-roles, life-styles, careers, and sport, recreation, and entertainment marketing occupations.  	
30.06	Explain product and service quality as applicable grades and industry standards.  	
30.07	Discuss product-liability risks.  	
30.08	Explain warranties and guarantees.  	
30.09	Develop a product/service plan.	
30.10	Describe factors used by marketers to position products/business.  	
30.11	Identify stages of and discuss impact of product life cycle.  	
30.12	Explain importance of concessions on sport, recreation, and entertainment industry.  	
31.0	Demonstrate applications of marketing-information management to the sport, recreation, and entertainment marketing industry – the student will be able to:	
31.01	Explain the concepts and processes needed to obtain, develop, maintain, and improve a product or service mix in response to market opportunities.  	
31.02	Explain the process of marketing information management.	
31.03	Identify procedures for gathering information using technology.  	
31.04	Utilize appropriate marketing information management forms.  	
32.0	Demonstrate pricing applications for the sport, recreation, and entertainment marketing industry – the student will be able to:	
32.01	Explain concepts and strategies utilized in determining and adjusting prices to maximize return and meet customers’ perceptions of value.  	
32.02	Explain pricing objectives, policies, and strategies. 	
32.03	Explain price-marking techniques.  	
32.04	Explain procedures for changing prices.  	
32.05	Demonstrate decision-making skills required for determining pricing relative to the competition.  	
32.06	Demonstrate problem-solving skills required when considering profit and price. 	
33.0	Demonstrate promotion applications for the sport, recreation, and entertainment marketing industry – the student will be able to:	
33.01	Explain the concepts and strategies needed to communicate information about products, services, signage, virtual advertising, branding, and/or ideas to achieve a desired outcome.  	
33.02	Identify types of promotion used in the sport, recreation, and entertainment industry.  	
33.03	Discuss importance of advertising media and branding.   	
33.04	Explain purposes and elements of advertising and display as related to the sport, recreation, and entertainment marketing industry.  	
33.05	Explain how trademarks/logos are used to create awareness/branding of an organization in the sport, recreation, and entertainment industry.  	
33.06	Use advertising guidelines to design appropriate media sample ads, i.e., print, radio, television, internet, and others.  	
33.07	Use design principles in preparing such merchandise/service displays as windows, endcaps, kiosks, and point-of-sale.  	
33.08	Create an example of a non-personal sales technique such as use of magnets, buttons, T-shirts, or point-of-sale signs.  	
33.09	Write a promotional message to appeal to a target market.  	
33.10	Develop a sales promotion plan for a sport, recreation, and entertainment marketing organization.  	
33.11	Demonstrate public relations techniques as used in the sport, recreation, and entertainment marketing industry.  	
33.12	Evaluate effective website designs.  	
34.0	Demonstrate purchasing applications for the selected marketing industry – the student will be able to:	
34.01	Explain relationship between stock turnover and purchasing.  	
34.02	Explain types of purchasing situations.  	
34.03	Evaluate merchandise or services using industry standards or company assessments.  	
35.0	Demonstrate applications of safety and risk-management to the sport, recreation, and entertainment marketing industry – the student will be able to:	
35.01	Explain the nature and scope of risk management.	
35.02	Identify various types of business risks.	
35.03	Describe ways businesses can manage risks, including purchasing insurance.	
36.0	Demonstrate applications of selling to the sport, recreation, and entertainment marketing industry – the student will be able to:	
36.01	Explain the purpose and goal of the selling function and how it relates to the marketing concept.	
36.02	Explain the steps in a sale and how to handle objections.	
36.03	Create a sales presentation using presentation software.	
37.0	Demonstrate an understanding of entrepreneurship – the student will be able to:	
37.01	Define entrepreneurship.	
37.02	Identify, explain, compare, and contrast the different types of business ownership (sole-proprietorship, partnership, corporation, franchise, licensing).  	
37.03	Discuss the role of the entrepreneur/ small business in the domestic and global economy. 	
37.04	Discuss entrepreneurship as a career choice (e.g., characteristics, aptitudes, skills necessary to be a successful entrepreneur).  	
37.05	Discuss the four parts of a business (production, finance, marketing, customer service).  	
37.06	Analyze current entrepreneurial trends in the marketplace. 	
37.07	Discuss the importance of ethics in business.  	
37.08	Identify the strategies and methods for generating a business plan. 	
37.09	Identify the types and sources of government regulations and taxation that may affect a business.  	
37.10	Describe the advantages and risks of entrepreneurship.	
38.0	Identify the use of technology in sport, recreation, and entertainment marketing – the student will be able to:	
38.01	Explain the importance and uses of computers and the Internet in marketing.  	
38.02	Utilize computer software (word processing and spreadsheets) to create a career/industry-related document.  	
38.03	Identify technology appropriate for marketing functions and practices related to a selected marketing career field. 	
38.04	Select and use a variety of electronic media (e.g., the Internet, information services, and desktop-publishing software programs) to create, revise, and verify information.  	
38.05	Identify technology appropriate for marketing functions and practices related to a selected marketing career field. 	
38.06	Select and use a variety of electronic media (e.g., the Internet, information services, and desktop-publishing software programs) to create, revise, and verify information.  	
39.0	Explain and discuss licensing, sponsorships, and endorsements in sport, recreation, and entertainment marketing – the student will be able to:	
39.01	Explain the licensing industry and process.  	
39.02	Define and describe copyright and trademark laws.  	
39.03	Differentiate between licensing, sponsorship, and endorsements.  	
39.04	Explain how the sport, recreation, and entertainment industry utilizes branding (trademarks/logos) in licensing, sponsorships, and endorsements.  	
39.05	Define exclusivity as a part of licensing.  	
39.06	Describe sponsorship criteria and research methods of obtaining event sponsorships or private support.	
39.07	Evaluate use of sport as a venue for promotional licensing.  	
39.08	Explain impact of entertainment figures and endorsements on sport, recreation, and/or entertainment marketing.  	
39.09	Explain importance of on-site merchandising to the sport, recreation, and entertainment industry.  	
39.10	Discuss the impact ambush marketing has on the sponsorship and licensing aspect of the sport, recreation, and entertainment industry.  	
40.0	Demonstrate an understanding of the impact of the media on sport, recreation, and entertainment marketing – the student will be able to:	
40.01	Research the impact of the media on sport, recreation, and entertainment marketing.	
40.02	Identify the different media that have increased the popularity of sport, recreation, and entertainment venues.  	
40.03	Research the conflict between the media’s ownership of sport businesses and the reporting of the news.	
40.04	Explain the concepts of rights and fees the media pays to sport, recreation, and entertainment businesses.  	
40.05	Investigate the pirating issues as relates to the media and the sport, recreation, and entertainment industry.	
41.0	Discuss the importance of public relations and publicity to sport, recreation, and entertainment marketing – the student will be able to:	
41.01	Define and explain the differences between public relations and publicity.  	
41.02	Compare and contrast internal and external public relations. 	
41.03	Develop a media/press release and public service announcement for a sport, recreation, and/or entertainment event.	
41.04	Illustrate how a company builds goodwill, a business image, and public awareness through involvement with a sport, recreation, and/or entertainment event.	
	
Course Number:  MKA0010
Occupational Completion Point:  B
Marketing Managers – 150 Hours – SOC Code 11-2021	
42.0	Apply economic principles to marketing – the student will be able to:	
42.01	Explain economic trends as related to marketing. 	
42.02	Explain role of the profit motive in the marketing of products. 	
42.03	Explain role of marketing in a free enterprise system.	
42.04	Describe channels of distribution for marketing.  	
42.05	Apply economic concepts to marketing; include pricing, risk, productivity, competition, and cycles.  	
43.0	Apply product and service technology – the student will be able to:	
43.01	Demonstrate appropriate techniques and terminology for selling. 	
43.02	Demonstrate principles in the marketing of products.	
43.03	Discuss inventors and entrepreneurs who have had a major influence on the marketing industry. 	
43.04	Identify past, present, and future marketing products, styles, and services. 	
44.0	Demonstrate merchandising skills appropriate for marketing – the student will be able to:	
44.01	Identify and explain basic stock-keeping techniques (e.g., sorting by color, size, classification) and the maintenance of merchandise fixtures.	
44.02	Explain initiatives in maintaining stock (e.g., rehanging merchandise, studying hang tags, restocking merchandise).	
44.03	Demonstrate the sales promotion technique of locating advertised merchandise on the selling floor. 	
44.04	Demonstrate techniques to perform a merchandise inventory.  	
44.05	Explain the importance of merchandise displays by demonstrating knowledge of design principles and elements, types of displays, patterns of arrangement, color principles, and appropriate displays for specific types of merchandise.	
44.06	Plan a promotional campaign for a product or line; include types of media, promotional mix, and evaluation of effectiveness.  	
44.07	Demonstrate ability to follow a floor plan.  	
45.0	Implement marketing operational techniques – the student will be able to:	
45.01	Define and explain accident prevention techniques in work situations.	
45.02	Demonstrate receiving and checking techniques.  	
45.03	Identify techniques to prevent security problems; include correct procedures for recognizing and monitoring potential shoplifters.  	
45.04	Identify procedures relative to the employee’s role in preventing internal losses.  	
45.05	Implement guidelines that address concerns and issues related to the operation of a business; include safety practices. 	
45.06	Conduct an orientation for new employees.  	
46.0	Demonstrate proficiency in applying higher level mathematical skills specific to marketing – the student will be able to:	
46.01	Apply standard industry formulas to determine markup and markdown on merchandise or service.  	
46.02	Analyze standard industry formulas relative to discount date and due date to determine the amount of payment on an invoice.	
46.03	Determine amount of merchandise to be reordered utilizing model stock by collecting, organizing, representing, and interpreting data and predicting outcomes.  	
46.04	Complete pricing problems involving fixed or variable pricing, odd-cent pricing, and loss leader pricing.  	
46.05	Calculate sales productivity.  	
46.06	Calculate sales per hour.  	
46.07	Calculate average items and average dollars per transaction. 	
47.0	Apply promotional planning techniques and procedures to product marketing – the student will be able to:	
47.01	Analyze role of promotion in marketing and merchandising.	
47.02	Develop a promotion plan for a given product or situation. 	
47.03	Develop a promotional mix for a product. 	
47.04	Identify the market(s) for the promotional plan. 	
47.05	Prepare a promotional calendar of events.  	
47.06	Prepare a written advertisement layout.  	
47.07	Select and evaluate a variety of advertising media to carry the advertising message. 	
47.08	Apply steps involved in planning and setting up displays. 	
47.09	Identify factors to consider when evaluating completed displays. 	
47.10	Differentiate between promotional displays and institutional displays. 	
47.11	Implement strategies to be used for public relations.	
47.12	Establish promotion plan sales quotas and incentives.	
47.13	Evaluate the overall promotion plan.	
48.0	Apply entrepreneurial concepts to marketing – the student will be able to:	
48.01	Describe importance of entrepreneurship to related industries.	
48.02	Analyze advantages and disadvantages of self-employment.  	
48.03	Analyze risks involved in ownership of a business. 	
48.04	Analyze advantages and disadvantages of the primary forms of business ownership.  	
48.05	Discuss future prospects for entrepreneurship and intrapreneurship in marketing.  	
48.06	Assess education, aptitudes, attitudes, and skills recommended for entrepreneurs and intrapreneurs.  	
48.07	Assess personal potential to become an entrepreneur and/or intrapreneur.	
48.08	Develop a plan to establish and open a business.  	
49.0	Apply marketing management principles to a business – the student will be able to do:	
49.01	Explain marketing management functions.  	
49.02	Explain how a marketing manager manages people, ideas, time, money, and materials.  	
49.03	Explain why effective communication is critical to the marketing manager.  	
49.04	Apply the steps in the management problem-solving process.	
49.05	Demonstrate strategies the marketing manager can use to motivate employees.	
49.06	Evaluate how the marketing concept influences marketing.	
49.07	Develop a marketing plan.  	
49.08	Examine the four phases of the business cycle (peak, contraction/unemployment, trough, expansion/inflation).	
50.0	Analyze global trends in marketing – the student will be able to:	
50.01	Compare and contrast global marketing trends in selected industries.	
50.02	Analyze impact of global marketing.  	
50.03	Identify foreign markets and distributors.  	
50.04	Analyze multicultural influences on global marketing trends. 	
50.05	Demonstrate methods of researching specific global markets.  	
50.06	Discuss the role of the Internet in facilitating global marketing.  	
51.0	Demonstrate applications of technology to marketing – the student will be able to:	
51.01	Demonstrate mastery of computers and technology currently used in marketing. 	
51.02	Identify use of satellite transmissions in marketing training.  	
51.03	Demonstrate use of the computer and information networks in marketing.  	
52.0	Apply a career plan to marketing – the student will be able to:	
52.01	Develop a plan for pursuing a specific career in marketing; include training and educational requirements, required skills and abilities, and steps for reaching career goals in the chosen career.  	
52.02	Demonstrate competencies required for career-sustaining and mid-level management positions in a chosen marketing field.  	
52.03	Demonstrate specific technology applications related to the student’s marketing career plan.  	
52.04	Develop forms of documentation for inclusion in a marketing career portfolio. 	

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