Spreadsheet: 0310aa06-75ed-4cf6-b9c4-c8234efff660
Sheet: Sheet1

Marketing, Sales and Service | Unnamed: 1 | Unnamed: 2 | Unnamed: 3 | Unnamed: 4 | Unnamed: 5
Pathway: Management and Entrepreneurship
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPA01.01 | Career Development | #3: Introduction to Entrepreneurship | Assess entrepreneurship/small-business management-career information to enhance opportunities for career success. | Analyze sales careers to determine careers of interest. | Describe entrepreneurship’s/small- business’s impact on a market economy.
 |  |  |  |  | Identify career opportunities in small- business ownership.
 |  |  |  |  | Ascertain educational requirements/backgrounds for entrepreneurs/small-business owners.
 |  |  |  |  | Determine income ranges for entrepreneurs/small-business owners.
 |  |  |  |  | Determine perquisites (perks) associated with entrepreneurship/small-business ownership.
 |  |  |  |  | Identify the entrepreneurship’s risks and rewards.
 |  |  |  |  | Describe the lifestyles of entrepreneurs/small-business owners.
 |  |  |  |  | Explain the personal characteristics associated with entrepreneurial success.
 |  |  |  | Compare individual’s abilities, interests, and attitudes with those associated with entrepreneurial success to determine the match between the two. | Analyze desired lifestyle and that associated with entrepreneurship.
 |  |  |  |  | Discern between desired benefits and those associated with entrepreneurship.
 |  |  |  |  | Contrast personal characteristics with those associated with entrepreneurial success.
 |  |  |  |  | Examine similarities and differences between personal educational goals and educational requirements for entrepreneurship.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPA02.01 | Business Administration | #7: Organization, Development and Administration                              #11: Financial Accounting                                             #12: Managerial Accounting | Use staffing, organizing, leading, controlling, and planning to manage business activities. | Plan for organizational development and growth to facilitate business success. | Determine technical assistance needed by business owners.
 |  |  |  |  | Identify sources of assistance for entrepreneurs/small-business owners.
 |  |  |  |  | Develop company objectives.
 |  |  |  |  | Develop strategies to achieve company goals/objectives.
 |  |  |  |  | Describe the role of management in the achievement of quality.
 |  |  |  |  | Identify external factors that affect planning.
 |  |  |  |  | Identify assumptions for creating projected financial statements.
 |  |  |  |  | Develop a business plan.
 |  |  |  | Organize work efforts and staff to enhance work flow. | Develop organizational plan.
 |  |  |  |  | Develop job descriptions.
 |  |  |  |  | Establish personnel policies.
 |  |  |  | Staff the business operation to expedite work efforts. | Create orientation program.
 |  |  |  |  | Explain wage and benefit programs.
 |  |  |  |  | Develop compensation plan.
 |  |  |  |  | Maintain personnel records.
 |  |  |  | Plan and evaluate purchasing activities to minimize expenses. | Choose vendors.
 |  |  |  |  | Negotiate contracts with vendors.
 |  |  |  |  | Review performance of vendors.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Maintain fiscal control of business operations to limit expenses. | Negotiate service and maintenance contracts.
 |  |  |  |  | Negotiate lease or purchase of facility.
 |  |  |  |  | Develop company’s budget.
 |  |  |  |  | Use budgets to control operations.
 |  |  |  |  | Develop expense-control plans.
 |  |  |  |  | Analyze cash-flow patterns.
 |  |  |  |  | Prepare cash-flow statements.
 |  |  |  |  | Calculate financial ratios.
 |  |  |  |  | Prepare balance sheets.
 |  |  |  |  | Prepare profit-and-loss statements.
 |  |  |  |  | Interpret financial statements.
 |  |  |  |  | Analyze operating results in relation to budget/industry.
 |  |  |  |  | Prepare financial statements for audit.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPA02.02 | Business Administration | #6: Entrepreneurship and Management | Implement business ethics, regulations, and safeguards to protect the business and to create trust. | Apply ethics and government regulations to protect the business. | Implement managerial ethics.
 |  |  |  |  | Apply trade regulations.
 |  |  |  |  | Analyze environmental regulations.
 |  |  |  |  | Comply with tax regulations.
 |  |  |  |  | Fulfill business’s reporting requirements.
 |  |  |  | Create safety and security plans to minimize loss and to maximize return. | Identify speculative business risks.
 |  |  |  |  | Obtain insurance coverage.
 |  |  |  |  | Develop strategies to protect digital data.
 |  |  |  |  | Establish policies/procedures for preventing internal theft.
 |  |  |  |  | Develop policies/procedures for preventing vendor theft.
 |  |  |  |  | Develop procedures for preventing burglary.
 |  |  |  |  | Establish fire-prevention program.
 |  |  |  |  | Establish safety policies and procedures.
 |  |  |  |  | Explain risk management.
 |  |  |  | Resolve safety and security breaches to create a safe working environment and to minimize loss. | Correct hazardous conditions.
 |  |  |  |  | Settle insurance claims.
MKPA03.01 | Communication and Interpersonal Skills | #3: Introduction to Entrepreneurship | Implement communication and interpersonal skills to manage a business operation. | Communicate and apply interpersonal skills to manage a business. | Prepare complex written reports.
 |  |  |  |  | [NAME] management’s role in customer relations.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPA04.01 | Marketing Functions | #9: Marketing Management                       #10: Business Management and Supervision | Manage marketing activities to facilitate business development and growth. | Utilize distribution knowledge and skill to manage supply-chain activities. | Interpret channel strategies.
 |  |  |  |  | Select channels of distribution.
 |  |  |  |  | Evaluate channel members.
 |  |  |  | Employ financial knowledge and skill to make business decisions. | Make critical decisions regarding acceptance of bank cards.
 |  |  |  |  | Explain the importance of business credit.
 |  |  |  |  | Identify risks associated with obtaining business credit.
 |  |  |  |  | Recognize sources of business financing.
 |  |  |  |  | Explain loan evaluation criteria used by lending institutions.
 |  |  |  |  | Determine financing needed for business operations.
 |  |  |  |  | Determine financing needed to start a business.
 |  |  |  |  | Complete loan application package.
 |  |  |  | Manage marketing-information to make business decisions. | Assess marketing-information needs.
 |  |  |  |  | Develop marketing-information management system.
 |  |  |  |  | Identify considerations in implementing international marketing strategies.
 |  |  |  |  | Select target market.
 |  |  |  |  | Conduct SWOT analysis for use in marketing planning process.
 |  |  |  |  | Forecast sales.
 |  |  |  |  | Develop marketing plan.
 |  |  |  |  | Identify measures used to control marketing planning.
 |  |  |  |  | Evaluate performance of marketing plan.
 |  |  |  |  | Conduct marketing audits.
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 used 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.
 |  |  |  | Obtain, develop, maintain, and improve a product/service mix to respond to market opportunities. | Plan product mix.
 |  |  |  |  | Determine services to provide customers.
 |  |  |  |  | Explain the role of customer service in positioning/image.
 |  |  |  |  | Analyze factors that contribute to business success.
 |  |  |  |  | Develop strategies to position product/business.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Utilize promotional knowledge and skill for communicating information to achieve a desired outcome. | Conceptualize web-site design/components.
 |  |  |  |  | Select advertising media.
 |  |  |  |  | Buy advertisements.
 |  |  |  |  | Evaluate effectiveness of advertising.
 |  |  |  |  | Obtain publicity.
 |  |  |  |  | Analyze costs/benefits of company participation in community activities.
 |  |  |  |  | Develop a public relations plan.
 |  |  |  |  | Design frequency marketing program.
 |  |  |  |  | Analyze use of specialty catalogs.
 |  |  |  |  | Develop a sales-promotion plan.
 |  |  |  |  | Use past advertisements to aid in promotional planning.
 |  |  |  |  | Prepare promotional budget.
 |  |  |  |  | Manage promotional allowances.
 |  |  |  |  | Explain the use of advertising agencies.
 |  |  |  |  | Develop an advertising campaign.
 |  |  |  |  | Develop promotional plan for a business.
 |  |  |  | Manage the sales function to determine client needs and wants and to respond through planned, personalized communication. | Analyze technology for use in the sales function.
 |  | Additional Recommended CTE/Degree Major Courses:
 |  | #4: Business Finance
 |  | #5: Marketing
 |  | #8: Consumer Behavior