Spreadsheet: 1df1316c-b8d6-430c-a827-71c12e3a3bcd
Sheet: Sheet1

Marketing, Sales and Service | Unnamed: 1 | Unnamed: 2 | Unnamed: 3 | Unnamed: 4 | Unnamed: 5
Pathway: Buying and Merchandising
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPC01.01 | Career Development | #3: Principles of Sales and Promotion                                  #6: Principles of Sales Management | Assess buying and merchandising-career information to enhance opportunities for career success. | Analyze buying and merchandising careers to determine careers of interest. | Identify career opportunities in buying and merchandising.
 |  |  |  |  | Investigate the role and responsibilities of retail buyers and merchandisers.
 |  |  |  |  | Recognize factors that affect the scope of buyers’/merchandisers’ responsibilities.
 |  |  |  |  | Compare and contrast buying for a single store with buying for multiple stores.
 |  |  |  |  | Ascertain educational requirements for buying and merchandising careers.
 |  |  |  |  | Determine income ranges associated with buying and merchandising careers.
 |  |  |  |  | Assess working conditions associated with buying and merchandising careers.
 |  |  |  |  | Determine perquisites (perks) associated with buying and merchandising careers.
 |  |  |  |  | Describe the lifestyles of buyers and merchandisers.
 |  |  |  |  | Identify career paths in buying and merchandising careers.
 |  |  |  |  | Explain the personal characteristics associated with buying and merchandising success.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Compare individual’s abilities, interests, and attitudes with those associated with buying and merchandising success to determine the match between the two. | Analyze desired lifestyle and that associated with buying and merchandising careers.
 |  |  |  |  | Discern between desired benefits and those associated with buying and merchandising careers.
 |  |  |  |  | Contrast personal characteristics with those associated with buying and merchandising success.
 |  |  |  |  | Examine similarities and differences between personal educational goals and educational requirements for buying and merchandising careers.
MKPC02.01 | Communication and Interpersonal Skills | #7: Principles of Marketing Communications | Employ communication and interpersonal skills to facilitate interactions with others. | Communicate and apply interpersonal skills to manage buying and merchandising and to provide customer assistance. | Give directions to other locations.
 |  |  |  |  | Verify customer’s identification when providing age-restricted products.
 |  |  |  |  | Prepare complex written reports.
 |  |  |  |  | [NAME] management’s role in customer relations.
MKPC03.01 | Business Administration | #10: Applications of Buying and Merchandising | Acquire foundational knowledge of retailing to understand its scope and impact on the economy. | Investigate the retail industry to understand the background of retailing. | Identify reasons for changes occurring in retailing.
 |  |  |  |  | Determine classifications of retailers.
 |  |  |  |  | Ascertain advantages/disadvantages associated with each classification of retailer.
 |  |  |  |  | Identify types of non-store retailers.
 |  |  |  |  | Explain the growth of non-store retailing.
 |  |  |  |  | Describe the evolution of retail competition.
 |  |  |  |  | Analyze the impact of technology on retailing.
 |  |  |  |  | Recognize the effects of international trade on buying and merchandising.
 |  |  |  |  | Identify issues and trends in retailing.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Compare and contrast in-store merchandising with online merchandising to determine their similarities and differences. | Distinguish between merchandising and marketing.
 |  |  |  |  | Ascertain the importance of merchandising to retailers and to e-tailers.
 |  |  |  |  | Distinguish between merchandising for brick-and-mortar retailers and for online retailers.
 |  |  |  |  | Identify merchandising activities.
 |  |  |  | Place orders/reorders to maintain appropriate levels of materials/equipment/supplies. | Identify factors to consider when placing orders/ reorders.
 |  |  |  |  | Describe the use of smart cards in placing orders/ reorders.
 |  |  |  |  | Calculate amount of order/reorder.
 |  |  |  |  | Write purchase orders.
 |  |  |  | Plan and evaluate purchasing activities to minimize expenses. | Analyze the use of central buying.
 |  |  |  |  | Choose vendors.
 |  |  |  |  | Negotiate terms with vendors.
 |  |  |  |  | Follow up orders.
 |  |  |  |  | Evaluate performance of vendors.
MKPC03.02 | Business Administration | #10: Applications of Buying and Merchandising | Implement business ethics, regulations, and safeguards to protect the business and to create trust. | Apply ethics and government regulations to protect a retail business. | Implement managerial ethics.
 |  |  |  |  | Apply trade regulations.
 |  |  |  |  | Analyze environmental regulations.
 |  |  |  |  | Comply with tax regulations.
 |  |  |  |  | Fulfill business’s reporting requirements.
 |  |  |  |  | Record and report sales tax, when appropriate.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Plan and implement security measures to minimize loss and to create trust. | Identify policies and procedures for handling shoplifters.
 |  |  |  |  | Implement procedures for reducing bad-check losses.
 |  |  |  |  | Establish policies/procedures for preventing internal theft.
 |  |  |  |  | Develop policies/procedures for preventing vendor theft.
 |  |  |  |  | Recognize procedures for handling robbery situations.
 |  |  |  |  | Open/close business facility.
 |  |  |  |  | Develop procedures for safeguarding cash.
 |  |  |  |  | Complete bank deposits/records.
 |  |  |  |  | Select security systems for the business.
 |  |  |  |  | Conduct risk assessments.
 |  |  |  | Implement measures to maintain a safe working environment. | Clean service and work areas.
MKPC03.03 | Business Administration | #10: Applications of Buying and Merchandising | Use leading, controlling, and planning to manage buying and merchandising activities. | Lead store/department staff to improve their job performance. | Coordinate efforts of multifunctional teams.
 |  |  |  |  | Coordinate activities with other departments/stores.
 |  |  |  |  | Recognize management’s role in the achievement of quality.
 |  |  |  |  | Update staff on business and economic trends.
 |  |  |  | Maintain fiscal control of retail operations to minimize expenses and maximize profit. | Develop expense-control plans.
 |  |  |  | Plan and implement activities and strategies to guide staff. | Identify factors that affect planning.
 |  |  |  |  | Develop strategies to achieve company goals/ objectives.
 |  |  |  |  | Implement tactics to accomplish strategies.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPC04.01 | Marketing Functions | #9: Marketing Management          #11: Advanced Marketing Management                             #12: Sales Promotion | Manage marketing activities to facilitate business’s development and growth. | Utilize distribution knowledge and skill to manage supply-chain activities. | Explain distribution issues and trends.
 |  |  |  |  | Process incoming merchandise.
 |  |  |  |  | Resolve problems with incoming shipments.
 |  |  |  |  | Process returned/damaged product.
 |  |  |  |  | Establish receiving schedules.
 |  |  |  |  | Select bar-code system.
 |  |  |  |  | Route stock to sales floor.
 |  |  |  |  | Store merchandise.
 |  |  |  |  | Select appropriate storage equipment.
 |  |  |  |  | Plan storage space.
 |  |  |  |  | [NAME] orders.
 |  |  |  |  | Select best shipping method.
 |  |  |  |  | Analyze shipping needs.
 |  |  |  |  | Analyze capabilities of electronic business systems to facilitate order fulfillment.
 |  |  |  |  | Assess order fulfillment processes.
 |  |  |  |  | Maintain inventory levels.
 |  |  |  |  | Complete inventory counts.
 |  |  |  |  | Plan/organize inventory counts.
 |  |  |  |  | Monitor merchandise classification system.
 |  |  |  |  | Describe inventory control systems.
 |  |  |  |  | Identify types of unit inventory control systems.
 |  |  |  |  | Determine inventory shrinkage.
 |  |  |  |  | Maintain inventory control systems.
 |  |  |  |  | Develop inventory control systems.
 |  |  |  |  | Implement category management process.
 |  |  |  |  | Develop collaborative relationships with channel members.
 |  |  |  |  | Interpret channel strategies.
 |  |  |  |  | Evaluate channel members.
 |  |  |  |  | Establish system for processing dead/excess merchandise.
 |  |  |  |  | Value inventory (LIFO, FIFO).
 |  |  |  |  | Evaluate inventory (stock turnover, gross margin, return on inventory, open to buy, etc.).
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Employ financial knowledge and skill to make retail decisions. | Make critical decisions regarding acceptance of bank cards.
 |  |  |  |  | Select strategies for electronic payment.
 |  |  |  |  | Identify legal considerations for granting credit.
 |  |  |  |  | Recognize factors affecting the extension of credit.
 |  |  |  |  | Determine creditworthiness of customers/clients.
 |  |  |  |  | Collect payments.
 |  |  |  |  | Close credit accounts.
 |  |  |  |  | Establish collection procedures.
 |  |  |  |  | Explain the importance of business credit.
 |  |  |  |  | Identify risks associated with obtaining business credit.
 |  |  |  |  | Recognize sources of business financing.
 |  |  |  | Manage marketing information to make retail decisions. | Identify information helpful to retailers in planning.
 |  |  |  |  | Identify data available through online tracking methods.
 |  |  |  |  | Assess marketing information needs.
 |  |  |  |  | Assess trading area.
 |  |  |  |  | Identify factors to consider when selecting a store site.
 |  |  |  |  | Conduct a location feasibility study.
 |  |  |  |  | Investigate competitors’ environments, activities, and product offerings.
 |  |  |  |  | Identify trends.
 |  |  |  |  | Identify considerations in implementing international marketing strategies.
 |  |  |  |  | Select target market.
 |  |  |  |  | Assess product categories using spreadsheets.
 |  |  |  |  | Predict patterns of demand.
 |  |  |  |  | Forecast sales.
 |  |  |  |  | Develop marketing plan.
 |  |  |  |  | Evaluate performance of marketing plan.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Utilize pricing strategies to maximize return and meet customers’ perceptions of value. | Select approach for setting a base price (cost, demand, competition).
 |  |  |  |  | Determine cost of product (breakeven, ROI, [NAME]).
 |  |  |  |  | Calculate break-even.
 |  |  |  |  | Identify strategies for pricing new products (for imitative new products, for innovative new products).
 |  |  |  |  | Select product-mix pricing strategies (product line, option-product, captive-product, by-product, product bundle).
 |  |  |  |  | Determine discounts and allowances that can be used to adjust base prices.
 |  |  |  |  | Use psychological pricing to adjust base prices.
 |  |  |  |  | Select promotional pricing strategies to adjust base prices.
 |  |  |  |  | Determine geographic pricing strategies to adjust base prices.
 |  |  |  |  | Identify segmented pricing strategies that can be used to adjust base prices.
 |  |  |  |  | Set prices.
 |  |  |  |  | Adjust prices to maximize profitability.
 |  |  |  |  | Evaluate pricing decisions.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Obtain, develop, maintain, and improve a product/service mix to respond to market opportunities. | Plan product mix.
 |  |  |  |  | Determine services to provide customers.
 |  |  |  |  | Recognize the role of customer service in positioning/image.
 |  |  |  |  | Establish merchandise standards.
 |  |  |  |  | Develop strategies to position product/business.
 |  |  |  |  | Determine the feasibility of having a web presence.
 |  |  |  |  | Explain environmental factors conducive to customer satisfaction.
 |  |  |  |  | Determine space requirements and allocation.
 |  |  |  |  | Design store’s layout.
 |  |  |  |  | Create desired atmosphere.
 |  |  |  |  | Explain the nature of merchandise plans (budgets).
 |  |  |  |  | Plan stock.
 |  |  |  |  | Plan reductions.
 |  |  |  |  | Plan purchases.
 |  |  |  |  | Determine what to buy.
 |  |  |  |  | Determine quantities to buy.
 |  |  |  |  | Determine when to buy.
 |  |  |  |  | Plan gross margin.
 |  |  |  |  | Prepare merchandise plan (budget).
 |  |  |  |  | Select resident buying office.
 |  |  |  |  | Compare and contrast buying from domestic sources with that of foreign sources.
 |  |  |  |  | Determine final cost of purchases from domestic and international sources.
 |  |  |  |  | Plan and make market trips.
 |  |  |  |  | Negotiate special buying situations with vendors.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Utilize promotional knowledge and skill for communicating information to achieve a desired outcome. | Prepare request for advertising.
 |  |  |  |  | Evaluate effectiveness of advertising.
 |  |  |  |  | Obtain publicity.
 |  |  |  |  | Analyze costs/benefits of company participation in community activities.
 |  |  |  |  | Plan special events.
 |  |  |  |  | Prepare store/department for special event.
 |  |  |  |  | Investigate the use of visual merchandising in retailing.
 |  |  |  |  | Identify types of display arrangements.
 |  |  |  |  | Maintain displays.
 |  |  |  |  | Dismantle/store displays/display fixtures/forms.
 |  |  |  |  | Create promotional signs.
 |  |  |  |  | Select and use display fixtures/forms.
 |  |  |  |  | Set up point-of-sale displays and handouts.
 |  |  |  |  | Create displays.
 |  |  |  |  | Inspect/approve displays.
 |  |  |  |  | Plan/schedule displays/themes with management.
 |  |  |  |  | Plan visual merchandising activities.
 |  |  |  |  | Develop promotional campaign.
 |  |  |  |  | Use past advertisements to aid in promotional planning.
 |  |  |  |  | Manage promotional allowances.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Manage the sales function to determine client needs and wants and to respond through planned, personalized communication. | Acquire product information for use in selling.
 |  |  |  |  | Analyze product information to identify product features and benefits.
 |  |  |  |  | Facilitate retail sales.
 |  |  |  |  | Recognize the use of brand names in selling.
 |  |  |  |  | Establish relationship with customer.
 |  |  |  |  | Address needs of individual personalities.
 |  |  |  |  | Determine customer needs.
 |  |  |  |  | Identify customer’s buying motives for use in selling.
 |  |  |  |  | Facilitate customer buying decisions.
 |  |  |  |  | Assess customer needs.
 |  |  |  |  | Recommend specific product.
 |  |  |  |  | Demonstrate product.
 |  |  |  |  | Prescribe solution to customer needs.
 |  |  |  |  | [NAME] customer objections into selling points.
 |  |  |  |  | Close the sale.
 |  |  |  |  | Demonstrate suggestion selling.
 |  |  |  |  | Plan follow-up strategies for use in selling.
 |  |  |  |  | Process cash and credit sales.
 |  |  |  |  | Accept checks from customers.
 |  |  |  |  | Prepare cash drawers/banks.
 |  |  |  |  | Open/close register/terminal.
 |  |  |  |  | Arrange delivery of purchases.
 |  |  |  |  | Pack and wrap purchases.
 |  |  |  |  | Process special orders.
 |  |  |  |  | Sell gift certificates.
 |  |  |  |  | Process telephone orders.
 |  |  |  |  | Process returns/exchanges.
 |  |  |  |  | Analyze and interpret sales reports.
 |  | Additional Recommended CTE/Degree Major Courses:
 |  | #4: Marketing
 |  | #5: Principles of Marketing Research
 |  | #8: Consumer Behavior