Spreadsheet: 02b49dc4-e46a-4919-8dfb-8c7803594aa5
Sheet: Sheet1

Business, Management and Administration | Unnamed: 1 | Unnamed: 2 | Unnamed: 3 | Unnamed: 4 | Unnamed: 5
Pathway: Marketing & Communications
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE01.01 | Pricing | #9: Consumer Behavior | Apply a variety of approaches to determine the appropriate price for a product/service. | Use different pricing methods to calculate the price of a product/service. | Explain the importance of break even point and its role in pricing.
 |  |  |  |  | Determine the best approach to price of a product using the elements of cost-based pricing,  demand-based pricing, competition-based pricing,  psychological pricing,  promotional pricing.
 |  |  |  | Determine company goals and external issues necessary to determine pricing. | Explain the importance of return on investment (ROI) and apply it to pricing of a product/service.
 |  |  |  |  | Identify and apply the goals of market penetration/market share of the company.
 |  |  |  |  | Identify and apply global influences and the impact on pricing.
 |  |  |  |  | Identify government regulations, their cost and integrate the cost into pricing.
BAPE01.02 | Pricing | #4: Marketing                               #9: Consumer Behavior                                   #10: Marketing Management | Relate factors that influence price to a product’s price. | List and discuss the factors to determine price. | List the factors that influence price.
 |  |  |  |  | Identify and match key factors to product.
 |  |  |  |  | Prioritize factors and apply to the process of calculating price.
 |  |  |  |  | Determine break even point.
 |  |  |  |  | Determine pricing that will maximize profits.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Determine perceived quality to establish a price. | Discuss and conclude what determines quality in the product.
 |  |  |  |  | Match the product quality to the perceptions of the customer.
 |  |  |  |  | Apply appropriate price that will match market approval and customer satisfaction.
 |  |  |  | Identify the total product cost to determine price. | Identify all elements of overhead and how to apply them to product pricing.
 |  |  |  |  | Identify and apply marketing and sales expenses to pricing.
 |  |  |  | Identify the impact of external (uncontrollable) activities or consumer practices to determining price. | Discuss consumer practices (shoplifting, improper returns, and product liability claims) and their impact on price.
 |  |  |  |  | Explain the impact of consumer practices on return on investment (ROI).
BAPE01.03 | Pricing | #4: Marketing                               #9: Consumer Behavior                                   #10: Marketing Management | Evaluate customers and their needs to determine pricing of product or service. | List and discuss the concept of customer needs as it applies to a specific product/service price. | Describe the product.
 |  |  |  |  | Explain the difference between price and perceived quality.
 |  |  |  |  | Identify customer needs and match to benefits of the product.
 |  |  |  |  | Establish a perceived value to determine a pricebased on the needs of customers and benefits of product.
 |  |  |  | Recognize geographic needs of product to determine price. | Compare geographic needs of customers.
 |  |  |  |  | Apply economic considerations for various geographic areas of product/service markets.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE01.04 | Pricing | #4: Marketing                               #9: Consumer Behavior                                   #10: Marketing Management | Apply pricing strategies to meet competition. | Identify the competitive practices to anticipate the future activities of competitors. | Analyze and discuss competitors' previous and current pricing strategies.
 |  |  |  |  | List all possible actions of the competitors and match the appropriate proactive response.
 |  |  |  |  | Analyze return on investment (ROI) before adapting any pricing practices.
 |  |  |  | Identify and apply the process of altering pricing to meet competitive situations. | Determine when price adjustments should be made.
 |  |  |  |  | Identify the competitive environment and determine the appropriate alternative pricing approach.
 |  |  |  |  | Apply bait and switch, descriptive pricing, dumping, loss leader pricing, and price discrimination to determine the best approach.
 |  |  |  |  | Apply appropriate approaches for successful product/service price discounting.
 |  |  |  | Evaluate pricing formats to find the best solution to price altering. | Analyze the impact of bait and switch on break even, return on investment (ROI), and mark up to determine the best approach.
 |  |  |  |  | Analyze the impact of demand-based pricing on break even, return on investment (ROI), and mark up to the pricing situation.
 |  |  |  |  | Analyze the impact of mark up on break even, return on investment (ROI), and mark up on the pricing situation.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE01.05 | Pricing | #9: Consumer Behavior | Apply technology to identify a variety of approaches for determining and monitoring pricing. | Identify the ways that technology can be used to impact the pricing function. | Understand the quantitative variables of pricing and price variables that can be applied to software.
 |  |  |  |  | List and discuss methods to apply technology to pricing.
 |  |  |  |  | Identify the appropriate software and technology tools to use in establishing pricing.
 |  |  |  |  | Identify the time-saving and other financial advantages to using technology.
 |  |  |  | Explain the specific applications of technology to determine pricing. | Match pricing application to appropriate technology/software needed in the process of setting prices.
 |  |  |  |  | Evaluate the cost of technology versus the return on investment (ROI) and the impact on pricing of the product/service.
 |  |  |  |  | Review the technology available in other elements of pricing such as applying price stickers.
 |  |  |  |  | Use technology to monitor all elements of the price altering.
BAPE01.06 | Pricing | #9: Consumer Behavior | Apply strategies for determining and adjusting prices to maximize return and meet customer’s perceptions of value. | Develop objectives, policies and strategies to make pricing decisions. | Explain the relationship between price and purchasing decisions.
 |  |  |  |  | List the factors that influence price.
 |  |  |  |  | Calculate the price of a product/service or line of products/services using different pricing methods.
 |  |  |  | Use technology to determine prices. | Explain the impact of technology on the roles of buyers and sellers in determining price.
 |  |  |  |  | Demonstrate the use of technology in determining the price for a product/service.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE02.01 | Customer Service | #5: Principles of Marketing Research                                    #6: Principles of Sales Management | Use strategies necessary to determine appropriate level of customer service. | Determine the appropriate activities to achieve high quality customer service. | Describe the level of customer service appropriate for a product/service or firm.
 |  |  |  |  | Determine customer service needs based on customer contact.
 |  |  |  |  | Maintain a file of key information about customers.
 |  |  |  |  | Develop a system for contacting customers periodically.
 |  |  |  | Determine activities necessary to offer the benefits of self service. | Describe the activities necessary to offer self-service.
 |  |  |  |  | Develop a plan to offer self-service for a line of products/services.
BAPE03.01 | Selling | #6: Principles of Sales Management                                #7: Principles of Marketing Communications | Take necessary action to determine customer needs and wants and to respond through planned, personalized communication that influences purchase decisions. | Demonstrate techniques to achieve personal selling. | List and demonstrate the steps in the personal selling process.
 |  |  |  |  | Explain the role of personal selling in building customer relationships.
 |  |  |  | Demonstrate appropriate techniques to achieve electronic selling. | Identify the types of electronic marketing.
 |  |  |  |  | Explain the benefits and liabilities of electronic marketing to a specific product/service or firm.
 |  |  |  |  | Design a sales campaign for a product or service utilizing web-based marketing or e-mail.
BAPE03.02 | Selling | #6: Principles of Sales Management                                #7: Principles of Marketing Communications | Establish selling philosophies to develop customer loyalty and profitability. | Develop selling policies that encourage long-term client relationships. | Provide for effective customer service.
 |  |  |  |  | Document expected ethical behaviors.
 |  |  |  |  | Create value-added strategies.
 |  |  |  |  | Document expectations for post-sale follow up.
 |  |  |  | Analyze current business conditions to isolate external factors affecting the selling relationship. | Determine the legal requirements that apply to selling.
 |  |  |  |  | Identify common and accepted practice as appropriate to the situation.
 |  |  |  |  | Analyze current economic conditions.
 |  |  |  |  | Explain position relative to competitive environment.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE03.03 | Selling | #6: Principles of Sales Management                                #7: Principles of Marketing Communications | Utilize product and company attributes to help the customer understand benefit outcomes. | Develop benefit statements to show their unique relationship to the company. | Acquire company information relevant to the customer.
 |  |  |  |  | Analyze company information to determine benefits.
 |  |  |  |  | Identify benefits unique to company.
 |  |  |  | Develop benefit statements to show their relationship to a product or service. | Acquire product information relevant to customer.
 |  |  |  |  | Analyze product information to determine benefits.
 |  |  |  |  | Identify benefits unique to product or brand.
 |  |  |  | Identify value-added considerations to show their relationship to a product or service. | Emphasize brand promise.
 |  |  |  |  | Explain warranties and guarantees.
 |  |  |  |  | [NAME] options relative to customer needs or wants (only).
 |  |  |  |  | Suggest related products as appropriate.
BAPE03.04 | Selling | #6: Principles of Sales Management                                #7: Principles of Marketing Communications | Analyze client characteristics to facilitate the buying process. | Identify client purchasing processes to integrate significant elements into buying process. | Determine demographic characteristics relative to purchase decision.
 |  |  |  |  | Analyze psychographic characteristics relative to purchase decision.
 |  |  |  |  | Analyze historical buying patterns and relationships.
 |  |  |  | Determine motives to help define customer buying process. | Determine basic needs and wants.
 |  |  |  |  | Identify customer motives.
 |  |  |  |  | Differentiate between organizational and consumer behavior.
 |  |  |  |  | Address personality needs.
 |  |  |  |  | Analyze decision-making process.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE03.05 | Selling | #6: Principles of Sales Management                                #7: Principles of Marketing Communications | Use accepted processes to complete the buying process. | Conduct prospecting to maintain or increase client base. | Select prospecting techniques.
 |  |  |  |  | Construct prospect list.
 |  |  |  |  | Qualify leads.
 |  |  |  |  | Maintain data.
 |  |  |  | Make a sales presentation to encourage customer to buy a product or use a service. | Determine decision-makers and gatekeepers.
 |  |  |  |  | Customize selling message to appropriate individual.
 |  |  |  |  | Prepare support materials.
 |  |  |  |  | Organize sales presentation to the interests of the decision-maker.
 |  |  |  |  | Educate the client throughout sales presentation.
 |  |  |  |  | [NAME] objections to benefits relative to client needs.
 |  |  |  |  | Negotiate close.
 |  |  |  | Develop and implement a follow-up plan to enhance satisfaction and encourage a continuing relationship. | Maintain detailed sales/service documentation.
 |  |  |  |  | Identify appropriate follow-up activities.
 |  |  |  |  | Follow up in a timely fashion.
 |  |  |  |  | Resolve complaints.
 |  |  |  |  | Take corrective action as appropriate.
 |  |  |  |  | Provide continuing education and training.
 |  |  |  |  | Expand collaborative involvement with client.
 |  |  |  |  | Exceed service expectations.
BAPE04.01 | Distribution | #7: Principles of Marketing Communications | Utilize standard processes to move, store, locate and/or transfer ownership of goods and services. | Determine appropriate channels to distribute goods and services. | List and explain five channels of distribution.
 |  |  |  |  | Explain the relationship between customer service, price and channel of distribution.
 |  |  |  |  | Determine appropriate channel of distribution for a product/service or line of products/services.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE05.01 | Promotion | #7: Principles of Marketing Communications                      #8: Principles of Merchandising  #9: Consumer Behavior | Disseminate information about products/services or firm to achieve a desired outcome for a product or service. | Develop a plan to promote a product/service. | List and explain the various forms of sales promotion.
 |  |  |  |  | Evaluate the various forms of sales promotion with regard to a specific line of products/services or firm.
 |  |  |  |  | Determine appropriate use of sales promotion for a specific line of products/services or firm.
 |  |  |  | Prepare an advertising plan to promote a product/service. | List and explain the various advertising media.
 |  |  |  |  | Evaluate the appropriateness of various advertising media for a specific line of products/services or firm.
 |  |  |  |  | Develop an advertising plan for a specific line of products/services or firm.
 |  |  |  | Utilize various forms of publicity to promote product/service. | List and explain the various forms of publicity.
 |  |  |  |  | Develop a plan to utilize publicity for a specific line of products/services or firm.
 |  |  |  | Exhibit a clear and concise understanding of ethical behavior to promote a product/service. | List and explain how various forms of moral and ethical promotion lead to customer trust.
 |  |  |  |  | Prepare a form of promotion with regard to both “truth in advertising” and “government instituted laws.”
 |  |  |  | Develop a plan to use all forms of promotional mix to develop a well-rounded sales campaign. | List and explain the basic types of a promotional mix.
 |  |  |  |  | Evaluate how all types of a promotional mix will coordinate in a small-scale sales campaign.
 |  |  |  |  | Develop a sales campaign utilizing all four types of promotional mix to assure a product/service is widely recognized.
 |  |  |  | Use appropriate terminology to promote a product or service. | Demonstrate appropriate uses of the computer in the different areas of promotion.
 |  |  |  |  | Utilize computer technology to convey the promotional message to the customer.
 |  |  |  | Exhibit a clear and concise understanding of promotion to market a product or service. | List and define the concept of promotion.
 |  |  |  |  | Demonstrate how the types of promotion encompass and compliment the other functions of marketing.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
[NAME] | Communications | #5: Principles of Marketing Research                                    #7: Principles of Marketing Communications | Utilize concepts, strategies and systems necessary to interact effectively with others. | Apply effective presentation skills to a marketing/sales situation. | Explain the difference between persuasive and informative presentations.
 |  |  |  |  | Develop a sales presentation for marketing a specific product/service.
 |  |  |  |  | Exhibit negotiation skills in marketing of product/service.
 |  |  |  | Exhibit verbal communication skills to provide information at staff meetings and trade shows. | Coommunicate ideas gained from staff meetings and trade shows with co-workers, supervisors and customers.
 |  |  |  |  | Network with potential customers.
 |  |  |  |  | Conduct staff meetings.
 |  |  |  |  | Develop potential partnerships.
BAPE06.02 | Communications | #5: Principles of Marketing Research                                    #7: Principles of Marketing Communications | Develop and deliver the effective customer relations skills to provide good customer service. | Inform and update co-workers and supervisors of progress and concerns to meet customer needs. | Share product/service and company information with co-workers and supervisors.
 |  |  |  |  | Share innovative ideas in selling particular products and services.
 |  |  |  |  | Inform supervisors of customer questions and requests.
 |  |  |  | Shares ideas about selling and maintaining products/services with customers and co-workers to maintain sales continuity. | Read product/service and company information.
 |  |  |  |  | Relate product/service and company information to co-workers, supervisors and customers.
 |  |  |  |  | Inform supervisors of customer questions and requests.
BAPE06.03 | Communications | #4: Marketing                                   #5: Principles of Marketing Research                                    #7: Principles of Marketing Communications | Provide ethical, legal and culturally sensitive information to customers and co-workers. | Exercise cultural sensitivity to interact with customers and co-workers. | Research current domestic and international affairs related to market.
 |  |  |  |  | Develop strategies and promotional ideas regarding current issues that relate to the target audience.
 |  |  |  | Examine ethical and legal issues to provide information in a given marketing situation. | Explain reasons for safeguarding confidential information.
 |  |  |  |  | Describe why you should provide honest information to and about consumers.
 |  |  |  |  | Discuss ethical methods of communicating information to others.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE07.01 | Product/Service Management | #10: Marketing Management | Apply the concepts and processes necessary to obtain, develop, maintain and improve a product/service mix. | Examine consumer products/services to compare them to industrial productions/services. | List and define consumer products/services.
 |  |  |  |  | List and define industrial products/services.
 |  |  |  | Develop a product/service mix to service a selected market. | Prepare a list of potential products/services.
 |  |  |  |  | Analyze product/service liability risks.
 |  |  |  |  | Select products/services to market.
 |  |  |  | Conduct research for potential new products/services to market to meet customer needs. | Analyze requests from customers.
 |  |  |  |  | Review new products/services from catalogs, trade shows, and advertisements.
 |  |  |  |  | Prepare list of possible products/services.
BAPE07.02 | Product/Service Management | #10: Marketing Management | Apply the product/service management function to a marketing business. | Explain the importance of product/service management to a marketing business. | Define product/service management.
 |  |  |  |  | List the benefits of product/service management.
 |  |  |  |  | Describe the classes of product/service management.
 |  |  |  |  | Explain the role of product/service management in marketing.
 |  |  |  | Explain the impact of product life cycles to marketing decisions. | Define the following: product life cycle, introduction, growth, and maturity.
 |  |  |  |  | Identify the stages of a product life cycle.
 |  |  |  |  | Discuss the impact of each step of the life cycle and decision making.
 |  |  |  | Use technology to perform functions of product/service management. | Identify ways that the use of technology impacts product/service management.
 |  |  |  |  | Explain specific applications of technology in product/service management.
 |  |  |  | Explain the relationship of business ethics to product/service management. | Describe ethical consideration in product packaging.
 |  |  |  |  | Explain how planned obsolescence is an ethical issue for business.
 |  |  |  |  | Explain ethical issues associated with product liability.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
BAPE07.03 | Product/Service Management | #10: Marketing Management | Apply various types of quality assurance to product service management. | Maximize the use of grades and standards to product service management. | Define the terms grades and standards.
 |  |  |  |  | Explain the reasons for using grades and standards.
 |  |  |  |  | Describe the ways that grades and standards aid in buying and selling.
 |  |  |  | Explain the importance of warranties and guarantees to product service management. | Define the following: warranty, express warranty, implied warranty, full warranty, limited warranty, and guarantee.
 |  |  |  |  | Identify the provisions of a full warranty.
 |  |  |  |  | Describe the purposes of warranties and guarantees.
 |  |  |  | Identify the provisions of appropriate agencies to protect consumers. | Describe the forms of consumer protection associated with product/service management.
 |  |  |  |  | Explain why consumer protection is needed in product/service management.
 |  |  |  |  | Discuss the role of government and private agencies in protecting consumers.
[NAME] | Product/Service Management | #10: Marketing Management | Create a product mix that meets the needs of customers and produces a profit for the company. | Determine ways to achieve product mix. | Define product mix, product item, product line, width, depth, consistency, expansion, contraction, alteration, trading up, trading down and positioning.
 |  |  |  |  | Discuss ways in which product lines can be organized.
 |  |  |  | Relate the importance of product bundling to marketing products. | Define the term "product bundling."
 |  |  |  |  | Identify the reasons for bundling products.
 |  |  |  |  | Describe ways in which products can be bundled.
 |  |  |  |  | Explain the impact of bundling on pricing decisions.
 |  |  |  | Develop a plan to create a product mix. | Describe considerations in selecting product mix strategies.
 |  |  |  |  | Identify factors that can minimize costs in developing a product mix.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Determine appropriate services to offer customers within a product mix. | Discuss reasons for providing services to customers.
 |  |  |  |  | Identify possible services to provide for customers.
 |  |  |  |  | Determine the costs associated with providing specific services to customers.
 |  |  |  |  | Develop an appropriate set of services for customers within a product mix.
BAPE07.05 | Product/Service Management | #10: Marketing Management | Apply marketing factors to position products and services in a business. | Describe marketing factors that are used to position products and services in a business. | Define competitive advantage and positioning.
 |  |  |  |  | Explain the relationship between target market and positioning.
 |  |  |  | Use product branding to position products and services. | Define brand, brand name, brand mark, generic brand, national brand, private brand and licensing.
 |  |  |  |  | Explain the advantage(s) of branding to a business.
 |  |  |  |  | Discuss the factors that affect the decision to brand/not brand.
 |  |  |  | Explain the role of customer service to positioning/image of product/service. | Explain the importance of customer service to positioning/image.
 |  |  |  |  | Describe the elements of customer service that can be considered in establishing specific images.
 |  |  |  |  | Discuss the trade-offs associated with establishing a level of customer service.
 |  | Additional Recommended CTE/Degree Major Courses:
 |  | #3: Principles of Sales and Promotion                                    #11: International Marketing