MARKETING MANAGEMENT COURSE CODE: 5431 COURSE DESCRIPTION: This course continues the analysis of the marketing functions

by examining human resource foundations, marketing and business fundamentals, distribution, promotion, and selling as applied in merchandising. OBJECTIVE: Given the opportunity to participate in essential learning experiences in the classroom, including the use of the necessary equipment, supplies, and facilities, the student will be able to complete the following core standards. COURSE CREDIT: 1 unit PREREQUISITE: Marketing RECOMMENDED GRADE LEVEL: 11-12 COMPUTER ACCESS REQUIRED. A. MARKETING, SALES, AND SERVICE CLUSTER 1. Distinguish between clusters of study and courses required. 2. Explain the objectives of the marketing course as it relates to the marketing education program. B. PROFESSIONAL DEVELOPMENT 1. Explain the role of leadership and supervision in marketing management. 2. Perform tasks related to leadership and supervision in marketing management. 3. Identify characteristics of an effective supervisor. 4. Explain the types of leadership styles. 5. Identify the management functions. 6. Explain ways to develop a positive working environment and positive peer relationships. 7. Demonstrate how to complete job tasks. 8. Plan, organize, and conduct staff meetings. 9. Explain managements role in customer relations. 10. Explain the importance of a professional attitude. 11. Discuss the importance of business communication. C. CAREER DEVELOPMENT 1. 2. 3. 4. Report on postsecondary training and educational opportunities. Prepare a rsum and cover letter. Identify sound interviewing techniques. Demonstrate sound interviewing techniques.

South Carolina: Marketing Management (May 2008)

5. Explain the role of professional/trade organizations in marketing. D. ORGANIZATIONAL SKILLS 1. 2. 3. 4. 5. 6. 7. 8. E. Define the steps involved in planning. Explain the importance of planning. Develop a personnel organization plan. Assign responsibilities. Delegate authority. Explain time management principles. Use time management principles. Explain the concept of dealing with stress management.

HUMAN RESOURCES 1. Explain the factors involved in knowing when and how to recruit new employees. 2. Analyze and create job descriptions. 3. Identify sources of potential employees.

F.

LAWS PROTECTING EMPLOYERS AND EMPLOYEES 1. Discuss the Americans with Disabilities Act. 2. Explain the responsibilities of the Equal Employment Opportunity Commission. 3. Explain the Fair Labor Standards Act. 4. Explain the Occupational Safety and Health Act. 5. Explain the Social Security Act. 6. Explain how Unemployment Insurance works. 7. Explain how Workers Compensation works.

G.

NEW EMPLOYEES 1. 2. 3. 4. 5. 6. 7. Explain the procedures for conducting job interviews. Identify items to be included in interviewing guidelines. Identify questioning techniques and types of questions asked. Develop a company orientation plan for new employees. Explain the importance of training and human resource development. Explain the methods of training. Identify characteristics of effective training.

H.

EMPLOYEE EVALUATION 1. Explain reasons for evaluating employees. 2. Explain various evaluation procedures. 3. Explain various types of remedial action that can be taken by the employer. 4. Explain the approaches management can take to remedial action.

South Carolina: Marketing Management (May 2008)

5. Explain why and when remedial action is to be taken. 6. Explain the consequences of remedial action. 7. Identify considerations to be included in guidelines for taking remedial action. I. ETHICAL BEHAVIOR Define ethics in the workplace. Identify ethical behavior. Identify associations concerned with ethics in business. Identify the need for an acceptable use policy. Identify ethics in technology. Explain the role of continuous career development in marketing and in updating employability skills. 7. Identify employment trends in marketing. 8. Explain the need for continuous self-assessment for career decisions. 9. Identify the need for updating employability skills for career decisions. J. TOTAL QUALITY MANAGEMENT 1. 2. 3. 4. K. Explain Explain Explain Explain the the the the management theory of Total Quality Management (TQM). key concepts of TQM. five steps of TQM. six TQM techniques. 1. 2. 3. 4. 5. 6.

INTERNATIONAL TRADE Define exports and imports. Explain the advantages of international trade as it relates to marketing. Discuss balance of trade. Explain the disadvantages and barriers of international trade as it relates to marketing. 5. Explain the methods of entering global markets. 6. Explain special concerns for international markets. 7. Explain efforts to promote international trade. 1. 2. 3. 4.

L.

ECONOMIC FOUNDATIONS 1. Explain economic foundations for marketing management. 2. Explain the concept of organized labor and business. 3. Describe the types of labor unions. 4. Discuss current labor issues. 5. Explain labor negotiations. 6. Describe the risk management function in marketing. 7. Identify ways to reduce risks in a marketing business. 8. Identify measures to prevent accidents or injury.

M.

INFORMATION MANAGEMENT

South Carolina: Marketing Management (May 2008)

Explain the importance of marketing information. Identify sources of marketing information. Define demand analysis. Explain how one would use information from demand analysis in marketing. 5. Define sales potential. 6. Describe the use of sales forecasting in marketing, including estimating sales in dollars or units for a specific time period. 7. Analyze the environments in which business operates. 8. Explain the importance of marketing research. 9. Explain primary marketing information. 10.Explain secondary marketing information. 11.Explain the steps of the marketing research process. 12.Define market share. 13.Identify factors that affect market share. N. PROMOTION 1. Identify the role of management in the promotion function. 2. Identify how to cooperative advertising/promotional materials. 3. Select products for promotion. 4. Discuss the use of brands and trademarks in promotion. 5. Identify the factors related to media costs. 6. Identify the advantages and disadvantages of each of type media. 7. Calculate media costs. 8. Evaluate the effectiveness of the promotion plan. 9. Conduct promotion research. 10.Develop a promotional budget. O. FINANCIAL MANAGEMENT 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. Explain the function of financing in marketing management. Apply skills related to the function of financing in marketing management. Discuss the purposes of financial management. Describe the workings of the income statement and balance sheet. Describe cash flow planning. Explain the importance of cash flow planning to financial management. Explain sources of capital and the purpose of credit. Explain the types of financing related to credit. Explain the purpose and importance of extending credit. Identify the laws regulating credit. Explain strategies for extending credit. Facilitate credit applications. Explain procedures for collections. Explain the purpose and importance of business credit.

1. 2. 3. 4.

South Carolina: Marketing Management (May 2008)