CAREER PATHWAY BUSINESS AND MARKETING ......Dependability — Job requires being reliable,...

CAREER PATHWAY BUSINESS AND MARKETING TECHNOLOGY

CIP Code 52.1801

Pennsylvania's Targeted Industry Cluster: Marketing, Sales & Service

Potential Careers 11-2011 - Advertising & Promotions Managers 41-1012 - Supervisors - Non-Retail Sales Workers 11-2021 - Marketing Managers 41-2031 - Retail Salespersons 11-2022 - Sales Managers 41-4011 - Sales Representatives, Technical & Scientific 13-1021 - Buyers & Purchasing Agents, Farm Products 41-4012 - Sales Representatives 13-1022 - Wholesale & Retail Buyers 41-9031 - Sales Engineers 13-1023 - Purchasing Agents 41-9041 - Telemarketers 41-1011 - Supervisors - Retail Sales Workers

National and State Occupational Outlook Trends (Based on Department of Labor and Industry Reports)

United States Employment

Percent Change ¹Job Openings 2011 Median Annual Wage 2010 2020

Retail Salespersons 4,261,600 4,968,400 +17% 195,870 $21,000

Pennsylvania Employment

Percent Change ¹Job Openings 2011 Median Annual Wage 2008 2018

Retail Salespersons 7,950 7,700 +4% 7,160 $22,000

¹Job Openings refers to the average annual job openings due to growth and net replacement

Retail Salespersons/Customer Service Greet customers and ascertain what each customer wants or needs. Describe merchandise and explain use, operation, and care of merchandise to customers. Recommend, select, and help locate or obtain merchandise based on customer needs and desires. Compute sales prices, total purchases and receive and process cash or credit payment. Answer questions regarding the store and its merchandise. Prepare sales slips or sales contracts. Maintain knowledge of current sales and promotions, policies regarding payment and exchanges, and security practices. Maintain records related to sales. Demonstrate use or operation of merchandise. Place special orders or call other stores to find desired items.

Skills and Abilities Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking

questions as appropriate, and not interrupting at inappropriate times. Persuasion — Persuading others to change their minds or behavior. Speaking — Talking to others to convey information effectively. Service Orientation — Actively looking for ways to help people. Negotiation — Bringing others together and trying to reconcile differences. Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do. Reading Comprehension — Understanding written sentences and paragraphs in work related documents. Coordination — Adjusting actions in relation to others' actions. Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or

approaches to problems. Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take

corrective action. Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences. Oral Expression — The ability to communicate information and ideas in speaking so others will understand. Speech — The ability to speak clearly so others can understand you and identify and understand the speech of another person. Near Vision — The ability to see details at close range (within a few feet of the observer). Problem Sensitivity — The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only

recognizing there is a problem. Written Comprehension — The ability to read and understand information and ideas presented in writing. Written Expression — The ability to communicate information and ideas in writing so others will understand. Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways. Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.

Character Traits for Workplace Success

Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.

Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.

Self-Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.

Integrity — Job requires being honest and ethical.

Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.

Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.

Initiative — Job requires a willingness to take on responsibilities and challenges.

Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.

Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job.

Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.

Somerset County Technology Center - Program of Study/Units of Instruction (3-Year Program) Unit Number & Title

100 – Interpreting Marketing And Business Fundamentals 1000 – Advertising & Promoting Goods And Services

200 – Solving Mathematical Problems In Marketing 1100 – Certification Preparation: Personalized Customer Service

300 – Exploring Career Development Opportunities 1200 – Purchasing And Distribution

400 – Computer Applications 1300 – Using Operations In A Retail Business

500 – Communications In Marketing 1400 – Merchandising

600 – CTSO Participation 1500 – Retail Opportunity

700 – Managing Marketing Information 1600 – Lodging Management Year 1

800 – Business Management Issues 1700 – Lodging Management Year 2

900 – Selling Goods And Services 1800 – Professional Development

High School Courses Recommended For Career And Technical Education Students 9th Grade 10th Grade 11th Grade 12th Grade

English I English II English III English IV Algebra I or Geometry Geometry or Algebra II Algebra II, Trigonometry or

Pre-Calculus Pre-Calculus, Trigonometry or Calculus

Biology I Chemistry I Physics AP Science Geography/State History World History American History Economics/Government Required Electives: PE, Art/Music, Foreign Language, Computer Technology

Required Electives: PE, Foreign Language, Computer Technology

Required Electives: PE

Required Electives: PE

Career and Technology Scope and Sequence



Program’s Math Skill Level

Students must be able to complete math curriculum (10th – 12th) that incorporates a basic understanding of fractions, decimals, percentages, standard measurement, making change, order of operations, and business math.

Certifications/Licensures

Pennsylvania Skills Certificate (NOCTI) Microsoft Office Specialist Certification (MOS)

National Professional Certification in Customer Service Certified Front Desk Supervisor (CFDS)

Continuing Education/College Options

Articulation Agreements Additional College/Continuing Education Options

• Montgomery County Community College

• Harrisburg Area Community College-Harrisburg

• Westmoreland County Community College

• Commonwealth Technical Institute

Students who complete the Business and Marketing Technology curriculum can earn college credit. SCTC’s Business and Marketing Technology program has articulation agreements with colleges across Pennsylvania through the SOAR program. For more information on the SOAR program, please visit: http://www.techlinkpa.com

Prerequisites, Safety, and Equipment Requirements Ability to work with others Interpersonal Skills Basic computer skills Students must adhere to the SCTC dress code in the Student

Handbook Students will wear the store vest or other uniform shirt when

working in the school store

Students wearing revealing clothing, clothing with holes or inappropriate content, loungewear, or flip-flops will not be permitted to work in the school store Students must be professionally dressed to participate in outside

internship or clinical experience

Program Details Theory Structure

− Instructor Lecture – approximately 6-7 hours per week average − Large group, small group, and individual tasks weekly − Use of MAX teaching strategies weekly − Student Presentation input into lessons

Textbook and Supplemental Reading Materials − Marketing Essentials; Farese, Kimbrell, & Woloszyk; McGraw-Hill: 2006 (written on 12th grade reading level) − Lodging Management Program, Year 1; American Hotel & Lodging Educational Institute: 2005 (written on a 12th grade reading level) − Lodging Management Program, Year 2; American Hotel & Lodging Educational Institute: 2006 (written on a 12th grade reading level) − Various electronic and Internet based materials (some with post-secondary reading level)

Lab Experience − 10th/11th/12th grade students on a rotating basis weekly work in the Corner Cupboard (Marketing Store) rotating assignments of

Cashier, Manager, and Sales Associate − 10th/11th/12th grade students on a regular basis complete display assignments related to the store and classroom as assigned − 10th/11th/12th grade students complete projects related to marketing and advertising − 11th/12th grade students desiring their Certified Front Desk Supervisor Certification must complete a 160-hour hotel internship

Homework − Students are expected to complete tasks within the set completion dates. At times this requires students to complete tasks outside of

the school day − Projects and some clinical experience preparation work may also be required outside of the school day

Co-op Requirements (Grades 11-12) − Satisfactory attendance records. − “C” average − Instructor’s recommendation. − Transportation

http://www.techlinkpa.com/

Job Ready Assessment Blueprint

Retail Merchandising

Test Code: 4153 / Version: 01

““MMeeaassuurr iinngg WWhhaatt MMaatt tteerrss””


Page 1 of 7 NOCTI Job Ready Assessment Copyright © NOCTI All Rights Reserved

Specific Competencies and Skills Tested in this Assessment:

Advertising and Promotion

• Explain the concept and purpose of advertising and cooperative advertising

• List forms of advertising media and the advantages and disadvantages of each

Communications

• Apply effective verbal and telephone communications, including proper grammar and vocabulary

• Prepare basic written reports and presentations • Follow oral and written directions • Describe nonverbal communication

Visual Merchandising

• Plan, schedule themes, and arrange effective and attractive displays • Explain the use and effect of visual merchandising • Use safety precautions when setting up displays

Marketing/Merchandising

• Characterize how merchandising impacts a retailer’s perceived image

• Explain the role of wholesalers and distributors • Operate point-of-sale terminal/calculator • Receive incoming stock, verify invoice accuracy, process

inventory for sale • Process returned/damaged inventory • Explain functions of store space planning, maintenance,

and cleanliness • Demonstrate an understanding of the concept of the marketing mix and

segmentation • Demonstrate an understanding the buying process



Specific Competencies and Skills continued:

Technology in Retail Merchandising

• Describe benefits of technology in retailing • Describe digital pricing and inventory systems • Compare advantages and disadvantages of electronic

payment to the retail establishment • Characterize how technological changes impact a

retailer’s perceived image • Describe various forms of digital retail technology

(e.g., Internet, cellular, rewards cards, social media) • Compare advantages and disadvantages of “brick and mortar” versus online

businesses

Economics

• Display knowledge of the concept of supply and demand • Distinguish between consumer wants and needs • Explain the concept of opportunity cost • Describe the concept of global opportunities related to goods and services • Define characteristics of economies related to government involvement

Customer Service, Sales, and Selling

• Explain the importance of positive customer relations • Determine the customer/client needs and buying motives • Demonstrate product knowledge • Contrast sales approaches (e.g., greeting,

“soft” sell, up-selling) • Close the sale and provide customer

maintenance activities • Interpret business policies to

customers/clients and handle customer complaints and issues



Specific Competencies and Skills continued:

Professionalism in Retail Merchandising

• Abide by OSHA and safety standards • Define personality traits and skills important to retailing (e.g., positivity,

enthusiasm, creativity, organizational skills) • Promote a positive company image • Describe appropriate professional appearance • Respect diversity • Exhibit business ethics and maintain confidentiality • Abide by policies and procedures • Demonstrate team and interpersonal relationships • Identify leadership traits

Retail-Related Mathematics

• Solve addition, subtraction, multiplication, division, fractions, decimals, and percentage problems pertaining to business/retailing

• Make change with or without change indication

• Calculate amount of purchase, discounts, and special charges for purchases

• Complete sale transactions, including cash, check, charge, and sales tax

• Apply the concepts of commission sales and sales quotas • Open/close out register/terminal and prepare deposit slips • Calculate price changes

Entrepreneurship

• State the advantages and disadvantages of small business ownership • Explain franchising and other types of business ownership (e.g.,

partnership, corporation) • Display understanding of trademarks, patents, copyrights, and brand names



Written Assessment: Administration Time: 3 hours Number of Questions: 199 Areas Covered:



Sample Questions:

Which of the following is a correct response to a customer?

A. “This store don’t carry them.” B. “We don’t have none in stock.” C. “This store don’t got them.” D. “That item is out of stock.”

The marketing process can best

A. purchase of goods at the local grocery store

be described as the

B. planning, pricing, promoting, and distribution of goods and services C. manufacturing, selling, and consuming of goods and services D. mining of raw materials, pricing, promoting, and selling of goods

Government helps to maintain a free enterprise system by setting up laws to control

A. working conditions and taxes B. monopolies and promote competition C. relationships of business with competitors D. quantities of merchandise available

When interviewing for a retail sales position, one should A. dress in the latest fashion B. choose an outfit appropriate for the job C. choose a solid color outfit D. wear something distinctive that the interviewer will remember

The manager may periodically remove excess money from the register to A. discourage customers from asking for cash refunds B. stop other checkers from taking change C. eliminate the chance of miscounting change D. reduced amount in the cash drawer in case of robbery



Performance Assessment:

Administration Time: 2 hours and 20 minutes Number of Jobs: 5 Areas Covered: 16% Inventory Check-In Unpack shipping carton, packing list, damaged/missing inventory sheet, turn in forms, repack shipping carton, and time to complete Job 1. 22% Cash Handling Greeting the customer, total amount due and amount tendered, making change, transaction closure, customer sales receipt, and time to complete Job 2. 17% Handling Customer Returns Determine problem with item, offer resolution to problem, explain store policy, customer service skills, and time to complete Job 3. 20% Product Knowledge and Selling Customer service skills, product presentation, product specifications, transaction closure, and time to complete Job 4. 25% Virtual Cash Drawer Closing of a Retail Business Virtual cash drawer amounts – Table A, End of the Day amount – A1, cash deposit amount – A2, cash shortage – A3, total checks – Table B, total electronic payments – Table C, bank deposit slip – Table D, daily cash reconciliation form – Table E, and time to complete Job 5.



Sample Job: Inventory Check-In Maximum Time: 25 minutes Participant Activity: The participant will mark the packing list provided to

check in the inventory; indicate any discrepancies found; complete Damaged/Missing Inventory Sheet; turn in completed Packing List and Damaged Missing Inventory Sheet to the evaluator; and repack the shipping carton.

The Association for Career and Technical Education (ACTE), the leading professional

organization for career and technical educators, commends all students who participate in career and technical education programs and choose to validate their educational attainment through rigorous technical assessments. In taking this assessment you demonstrate to your school, your parents and guardians, your future employers and yourself that you understand the concepts and knowledge needed to succeed in the workplace. Good Luck!

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