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COMMERCIAL STUDIES 7100 SCHEME OF WORK YEAR 9 [EXPRESS] for SPN-21

ELEMENTS OF COMMERCE - part 1

Topic 1: PRODUCTION

Time frame: 3 weeksSUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

1. PRODUCTION

1.1 The chain in production.

Production of goods andservices to satisfy humanwants and needs.

Process of production fromprimary through secondaryto tertiary production.

Extractive, manufacturingand construction industriesand tertiary activities.

Meaning of these types ofindustries with examples.

1.2 Specialization and Division ofLabour.

Meaning and use of theterms specialization anddivision of labour.

At the end of the lessons, studentsshould be able to:

Define production.

Explain the chain in production.

Define and give examples ofthe different types of industries:-

Extractive industries.

Manufacturingindustries.

Construction industries.

Tertiary industries.

Define specialization anddivision of labour.

Describe specialization anddivision of labour by country,by region, by town, by firm andby individual.

Define the followings: -

Activity 1: Identify the stages of production

Provide a picture of different stages of production. Ask thestudents to identify each of them.

Activity 2: Satisfy the human wants

Show how the workers engaged in the production of forexamples; handbags, t-shirts watches or computers satisfyhuman wants.

Activity 3: Activities in the production process(thechain in production)

Show the stages in the production for example; making ofpapers (a chain of production for making paper). Then, linkthem with the different types of industries involve.

Activity 4: How specialization and division oflabour works?

By looking at school environment, show how the differentpeople in the school specialize at in their jobs. Examples;

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Forms of specialization; bycountry, by region, by town,by firm, by factory, byindividual.

1.3 Commerce.

Process of exchange ofgoods and services.

1.4 Trade.

Nature, purposes andimportance of trade, both athome and overseas.

1.5 Aids to trade.

Banking and finance,communications,advertising, transport,warehousing, insurance.

The relationship betweenindustry, commerce anddirect services.

Ways in which industry,commerce and directservices are inter-relatedand interdependent.

Commerce.

Trade.

Home trade.

Foreign trade.

Describe how aids to trade helptrade/business.

Explain the relationshipbetween industry, commerceand direct services.

chemistry teachers, economics teachers and historyteachers. The specialization of services.

Activity 5: Testing Ideas

Discuss together with the student how trade is important for

a country.

Activity 6: Testing Ideas

Take one or more of the aids to trade and show how forexample transport and banks assist the production ofmineral water.

Suggested places for a visit:

Kingston Beverages Company, Beribi.

Suci Mas Compay (Mineral water), Perindustrian Lambakkanan.

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Topic 2: RETAIL TRADE

Suggested time frame: 3 weeks

SUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

2. RETAIL TRADE

2.1Role of retailer in the chain ofdistribution.

Services of the retailer asthe middleman betweenmanufacturer and consumer.

Responses to changes incustomer requirements andexpectations.

2.2 Types of retailer.

Large and small; theircharacteristics, advantagesand disadvantages.

2.3Selling techniques, trends inretailing and the implicationsof e-commerce.

E.g. branding, packaging,self-service, after-salesservice, bar coding, EPOS,shopping centers, loyaltycards, implications of e-commerce in retailing.


Explain the role of retailer inthe chain of distribution.

Explain the features of bothsmall-scale retailers and large-scale retailers.

Identify the examples of small-scale and large-scale retailers.

Explain the advantages anddisadvantages of the followingretailers:-

department store.

supermarket.

mail order business.

State the reasons for thesurvival of small-scale retailersdespite the stiff competitionfrom large-scale retailers.

Recognize the sellingtechniques, trends in retailingand implications of e-commerce.

Recognize the methods of

Activity 1: Retailers Role.

Give an example of a retailer in Brunei, lets say Hua HoDepartment and show how its role in the chain ofdistribution.

For example;

1. How does Hua Ho Department Store in our countryhelps in the chain of distribution?

Activity 2: Retailers services.

Create questions to show the services of the retailer to themanufacturer as well as to the customers;.

For example;

1. A small town has the following shops;

Pertama Jaya supermarketsMum Care Sdn BhdTailor shop

(a) What are the services of these shops to thecustomers?

(b) State the services of these shops to themanufacturers.

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2.4 Home shopping.

Mail order, shopping byphone, telesales, shoppingby television, shopping oninternet.

Characteristics and reasonsfor the use of each.

2.5 Large-scale retailing.

Advantages anddisadvantages.

Effects on wholesalers, otherretailers and consumers.

Reasons for the survival ofthe small-scale retailer, e.g.personal service, openinghours, additional services.

home shopping. Activity 3: Identify the retailers.

Show some pictures of small-scale retailers (SSR) and large-scale retailers (LSR) to students, Students then, identifythem.

Or

Create some names of SSR and LSR to students. Studentsthen, identify them.

For example;

1. The following are lists of retailers:

Grocer shop, school canteen, small shops in the mall,Mother Care, Harrods Department Store and largest

Nazmi Textile Company, Kentucky Fried Chicken

Identify them into;i. Small-scale retailer ii. Large-scale retailer

Activity 4: The Survival of small-retailers.

Create some names of SSR and LSR, then, set a questionabout the survival of this SSR despite the competition fromLSR.

For example;

1. Ravy Enteprise is a small grocer shop in a village,which is about 20 km from a town. In the town, thereis a big, popular supermarket.

State and explain three factors that enable RavyEnterprise to survive in the business.

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Activity 5: Listing the advantages anddisadvantages.

Listing the important keys of the following LSR:

Supermarket

Department store Multiple chain

Activity 6: The selling techniques.

The following are the selling techniques that the retailersmight adopt in their businesses.

bar coding

after-sale services vending machines

point-of-sale advertising

For example;

1. How the following trends in retailing help theretailers in their daily business transactions.

i. bar codingii. point-of-sale advertisingiii. vending machine

Activity 7: Advantages and disadvantages ofhome shopping.

Identify and define the methods of home shopping. Discussits advantages and disadvantages for consumers.

For example;

1. Nowadays, there are many modern techniques for

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consumers to do their shopping comfortably athome. Explain two of them (with examples of goodsbeing offered).

2. Discuss the advantages and disadvantages of thefollowing home shopping:

i. Shopping on internetii. Shopping by televisioniii. Shopping by phone

Topic 3: WHOLESALE TRADE

Suggested time frame: 2 weeksSUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

3. WHOLESALE TRADE

3.1The role of the wholesaler inthe chain of distribution.

Different patterns of distribution.

Trends in wholesaling: forcesmaking for the elimination andthe survival of theindependent wholesaler.

3.2Functions and services of thewholesaler.

Services provided for the


Define wholesale trade andwholesaler.

Recognize the different patternsof distributing goods from themanufacturer to the finalconsumers.

Produce reasons for theelimination and the survival ofthe independent wholesalers inthe chain of distribution.

Activity 1: Wholesalers roles/services

Show the roles/services of the wholesaler to themanufacturer, to the retailer as well as to the consumers.

For example;

1. Malar Company is a wholesale trade sellingfoodstuffs and supplies to the retailers in smalltown.

(a) What are the services of Malar Compay (awholesaler) to the retailers?

(b) State the services of Malar Company to themanufacturers.

(c) Identify the services of Malar Company to the

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manufacturer, retailer,consumer.

3.3 Intermediaries.

Role of merchants andagents.

Forwarding agents.

State the functions and servicesof the wholesaler to themanufacturer, retailer andconsumer.

Define the role of broker, factorand forwarding agent.

Differentiate between a brokerand factor.

customers.

Activity 2: Recognizing the pattern ofdistributing goods

Aeroplanes, helicopters, customers own designfurniture,soft drinks, vehicles, cables, stationery,haircut, insurance services and cooking oil.

By referring to the above goods and services. Identify thechannels of distributing goods/services from themanufacturer to the final consumers.

Activity 3: Who are these agents?

Create questions to show the importance of the following

agents for exporters (for foreign trade activity):

(i) a forwarding agent(ii) broker(iii) factor

Example;

1. Why do exporters need the services of: -i. i. Forwarding agentsii. ii. Brokers

to sell their product overseas?


Malar Setia, Perindustrian Lambak Kanan

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Topic 4: DOCUMENTS OF TRADE


4. DOCUMENTS OF TRADE

4.1 Documents of home trade.

Enquiry, quotation,catalogue, price list, order,invoice, advice and deliverynote, credit note, statementof account, receipt.

Key information andpurposes of these


Identify each document used inhome trade.

Recognize the order by whichthe documents being used.

Describe the functions and keyinformation of each document.

Differentiate between cash

Activity 1: Identify the documents in correctorder.

Show the correct order of the documents in home trade.

For example;

1. The following are the documents of home trade.They are not according to the correct sequence.

o Order

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documents.

4.2 Terms of payment.

Cash and trade discounts,mark-up.

discount, trade discount andmark up.

o Letter of inquiryo Invoiceo Delivery order

(a) From the above documents, identify onedocument sent by the customer to agree to buy

the goods.

(b)Re-arrange the above documents in correctorder.

Activity 2: Purposes of the documents.

Show the keys and purposes of each document.

For example;

1. (a) Why does a retailer use catalogues beforebuying goods from the wholesaler?

(b) What are the purposes of the followingdocuments?

i. Invoiceii. Delivery orderiii. Statement of accountiv. Receipt

Activity 3: Cash and trade discounts.

Show the definition of cash discount and trade discount.Then, show how to obtain cash and trade discounts.

For example;

1. Miss Fonda bought several goods totaling $900.She is given 5% trade discount and another 3%discount if she pays within 10 days.

(a) Calculate how much she would pay if she paid

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after 10 days?

(b)How much she would pay if she paid within 10days?

(c) What is the advantage of trade discount andcash discount to the consumers?

Topic 5: BANKING


5. BANKING At the end of the lessons, studentsshould be able to:

Activity 1: Recognize the banking services.

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5.1 Banking Services

Deposit, savings accounts andcurrent accounts and servicesprovided e.g. paying in-slip,bank statement.

5.2Means of payment for homeand international tradeactivities.

Cash; cheques; credittransfers; standing orders;direct debits; electronictransfers; documentarycredits; bank drafts; debitcards; credit cards.

Purposes of each means ofmaking payment.

5.3 Trends in banking.

E.g. ATMs, telebanking,Internet banking.

Recognize the services providedby the commercial banks.

Identify the different means of

payment for home andinternational trade activities.

Describe the purpose of eachmeans of making payment.

State the advantages anddisadvantages of the followingtrends in banking: -

ATMs.

Telebanking.

Internet banking.

Show to the students what are the services provided by acommercial bank to their customers especially businesscommunity.

For example;

1. Mr. Jackie has a bank current account and afixed deposit account.

(a) State two advantages to Mr. Jackie of havingboth accounts.

(b) Why is a fixed deposit account suitable topeople who have excess amount of funds?

(c) Mr. Jackie is able to use the following bankservices to pay bills:

BANK DRAFTS CREDIT CARDCREDIT TRANSFERS DIRECT DEBITS

State, with reasons, which bank service Mr. Jackieshould use to pay each of the following:

i. Mortgage payments, which vary withchanges in interest rates.

ii. Settlement of a hotel bill

iii. Payment of his insurance premium toNational Insurance Company.

2. ATMs, telebanking and internet banking aresome of the services offer by a bank to thecustomers. Answer the following questions;

(a) Why a bank offers ATMs to the customers?

(b) What are the advantages of internetbanking to: (a) customers and (b) a bank?

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(c) What is telebanking and state the servicesoffer?


Hongkong and Shangai Banking Corporation

BIBD

Standard and Chartered Banking

Topic 6: COMMUNICATIONS


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6.COMMUNICATIONS

6.1 Importance of communications in the globaleconomy.

Rapid and accuratetransmission of informationin the global economy.

6.2Methods of communications,internal and external.

Oral, written, telephonic,electronic.

6.3 Post Office, Telecoms.

Services provided.


State the importance ofcommunications in the globaleconomy.

Apply the usage of differentmethods of communication to agiven situation.

Identify the services provided bythe Post Office and theTelecoms.

Produce reasons for the usageof services offered by the PostOffice and the Telecoms.

Activity 1: Applying the methods of

communication

Show examples how each method of communicationwould be appropriately used in a given situation.

For example;

1. The following are the means/methods ofcommunication, which are very useful for thebusiness community.

E-mail, Fax, Letter, Telephone, Teleconferencing,frank machine and registered post.

(a) When would a trader use:

i. Fax rather than the other means ofcommunication?

ii. Telephone rather than e-mail?

iii. Frank machine rather than registered post?

2. Baiduri bank always sends many statements ofaccounts and other documents to its clientstowards the end of the month. Describe theappropriate means, which is provided by post

office that may help with this.

3. State one method of communication, whichmight be used to communicate the followinginformation. In each case, give a reason for yourchoice:

i. A company wants to give information about aspecial

offer for the new year.

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ii. An exporter in Brunei has sent his goods to acustomer in Thailand and wishes to tell the

buyer thedate when they will arrive.

iii. Berjaya Association would like to invite over athousand of its members for the opening of its

newbuilding.


Telbru

Post Office

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Topic 7: ADVERTISING


7. ADVERTISING

7.1 The role of advertising.

Purposes, benefits, socialaspects and dangers.

Types: informative,persuasive, collective andcompetitive.

7.2Media.

Advertising media;advantages anddisadvantages of mainforms; factors affectingchoice of medium.

7.3 Methods of appeal.

Devices and methods ofappeal e.g. music, colour,famous people, andemotions.

7.4 Sales promotion.


Explain the purposes ofadvertising, its benefits as well

as its dangers. (both forconsumer and advertiser).

Recognize the types of advertising.

Recognize the types of advertising media, and theadvantages, disadvantages andfactors affecting the choice ofmedium.

State the methods of appealused in advertising.

Define sales promotion andidentify its methods.

Distinguish between salespromotion and advertising.

Recognize the modern trends in

Activity1: A trader needs to advertise.

Advertising is one of the aids to trade. Show studentsthe reasons for advertising.

For example;

1. (a) Why does a company of need to advertiseits new products?

(b) Why does a shoe shop need to advertise itslatest special offer?

Activity 2: Identify the advertising

Show the examples of advertisements and students to

identify whether they are; informative, persuasive,collective and competitive.

For example;

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AT 2.00 PM ON MONDAY, 6 OCTOBER,

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Distinction betweenadvertising and salespromotion.

Methods of promotion: e.g.point of sale, offers,sponsorship.

7.5 Trends in advertising.

E.g. digital billboards,internet.

advertising.

(a) Are the above advertisements informative, persuasive and competitive? Give reasons foryour choice.

(b) i. Identify two examples of competitiveadvertising given in the advertisements above.

ii. Identify two examples of informativeadvertising given in the advertisements above.

Activity 3: Recognize the different media ofadvertising

Show examples how each method of advertising wouldbe appropriately used to a given situation.

For examples;

1. Jasra Company has developed a new flavor ofsoft-drink.

(a) What are the benefits of the followingmethods of advertising for Jasra Company?

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SPECIAL OFFERS FOR THIS MONTH AT AMAN

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i. Televisionii. Radioiii. Digital Billboardiv. Newspaper

(b) Jasra Company has chosen Digital Billboard toadvertise its new product. Discuss theadvantages and disadvantages of choosing DigitalBillboard.

2. Why might a manufacturer of shampoo usetelevision rather than newspaper to advertise anew brand?

Activity 4: Sales promotion versus advertising

Explain the meaning of sales promotion and advertising.How are they different from each other?

For example;

1. Distinguish between advertising and salespromotion.

2. The following are the methods of salespromotion. Explain the purposes of each of them.

i. Use famous celebrities

ii. Point of sale displaysiii. Special offer

Activity 5: New trends in advertising.

Show the latest trends of advertising to students.

For example;

1. Mr. Lim owns a small computer business. He

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offers a repair and maintenance service as well asoffering trading in computers of less than 3 yearsof usage.

(a) Should Mr. Lim create a website on theInternet for his business? Give reasons for youranswer.

(b) What is internet?

Topic 8: TRANSPORT


8. TRANSPORT

8.1 Transportation.

Importance of transportation inthe chain of distribution.

Characteristics of differentmethods and factors affectingchoice of method.

Modes of transport.

Benefits to a business of havingown transport.

8.2 Containerization.


Give reasons for the importance

of transportation in the globalmarket.

Recognize the factors affectingthe choice of transport.

Identify the modes/types oftransport.

Discuss the proposal of a firmhaving own transport; its

Activity 1: Importance of Transportation in

trade.

Shows students the importance of transportation inhelping trade both in home trade and in foreign trade.

For example;

1. Factory A is producing paper production andsupplies the paper for both local market andforeign market. How does transport help its

production?

Activity 2: Suitability of the usage of modes

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Main features.

Advantages.

Reasons for increased used.

8.3 Other trends in transportation.

Modern developments and trendsin the handling of goods andpassengers.

8.4 Transport documents.

Delivery / consignment note; billof lading, airway bill.

Key information and purposes ofeach.

8.5 International transport.

Services offered at seaports andairports.

advantages and disadvantages.

Describe containerization, itsmain features and advantages.

Give reasons for the increaseduse of containerization by the

firm.

Identify the other trends intransportation examples charterflight, charter party and freightliner.

Recognize the different types oftransport documents in foreigntrade, its key information andfunctions/purposes of each.

Explain the services provided byseaports and airports for thebusiness.

of transportShow a situation in trade to see the suitability of thetypes of transport to be chosen.

For example;

1. Free Enterprise company of Brunei is anexport and import business. The companyexports and imports a wide range of goods fromdifferent countries.

(a) Explain why the company chooses airtransport to transport its imported spare

parts of office machine from Taiwan.

(b) Explain why the company chooses seatransport to

export its cements and white sand to India.

2.. State and give a reason which mode oftransport is suitable to be used to send thefollowing products:

i.. Two boxes of fresh flowers from NewZealand to Brunei.

ii.. 20 sets of furniture from Malaysia to India..

iii. Oil and gas from the oilfield to theprocessing area..

Activity 4: A firm needs its own transport.

The following are the questions to show the need for afirm to have its own fleet of transport / its own lorry /van for its trading activities (according to its businessthat it is dealing with).

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For example;

1. R n R store, is a large-scale retailer supplyinggoods in a central business area. It suppliesdifferent types of electronic goods, televisions,microwaves and toasters. Most of these goodsare imported. R n R is also delivering the goods

to the customers.

(a) Why is it important for R n R store to haveits own lorries for the business?

(b) Discuss the advantages and disadvantagesfor R n R of having its own fleet oftransport.

Activity 5: Identify the trends in

transportationand transport documents used in foreigntrade.

Shows the reasons for the usage of the followingtrends in transportation transport documents used inforeign trade.

For example;

1. Give circumstances when a trader might useeach of the following trends of transportation:

i. Charter flightsii. Charter party iii. Freight liner

2. In connection with air transport, explain thefollowing terms;

i. Charter flightsii. Airways bills

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3. In connection with sea transport, explain thefollowing terms;

i. bill of ladingii. Charter party

Activity 6: Importance of containerization in

the world trade.

Shows why exporters have preferred to use containersin transporting their goods.

For example;

1. Mr. A is an exporter of foodstuffs. He exportshis goods to ASEAN areas. Give reasons why he

prefers to use containerization to export his

goods to these countries.

Activity 5: Seaports and airports, their

importance ininternational trade.

Show how important seaports and airports are fortrading goods and services overseas.

For example;

1. Explain the services provided by seaports andairports in international trade.

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Note:The order of syllabus contents may change from year to year in accordance to thesyllabus provided by CIE but there is no change to the content of topics.

Recommended Textbooks:

Betsy Li and Tan Sai Kim, Modern Certificate Guides: Elements of Commerce, 1999

Bill Jones, Revise Commerce, A Complete Revision Course For GCSE

D Butler, GCSE Business Studies, 2001

Dave Hall, GCSE Applied Business

Gerry Gorman, GCSE Business Studies, 1989

Richard Barrett and Mario Gow, Commerce Skills, 1998

Other sources;

Past 7100 Commerce O Level Papers, From Examination Department

Past 7101/2 Commercial Studies O Level Papers, From Examination Department

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Year 9-2 Years

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