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Business and Information Technology Education
Sales and Sales Promotion
This is a course of study designed to prepare students with the basic knowledge and skills necessary for a career in sales. Students will discover the role of sales and sales promotion in meeting the goals of an organization. Topics include; understanding personal traits, human relation skills, product knowledge, selling principles and techniques, promotion, advertising, and state and federal laws. Students will develop leadership traits and identify their leadership potential through participation in the DECA student organization.
Karen Green
Program Specialist
Marketing Fundamentals
Customer Service (or) Business and Marketing Communications
-Explore the concepts and strategies utilized to determine and target marketing strategies to a select audience.
-Explain the concept of marketing strategies
-Explain the concept of market and market identification
-Identify market segments
-Select target market
-Explain the nature of sales forecasts
-Forecast sales for a marketing plan

Explore the concepts, systems, and tools needed to gather, access, synthesize, evaluate, and disseminate information for use in making business decisions.
-Describe the need for marketing information
-Explain the nature of marketing research
-Explain types of primary research
-Explain types of secondary research
-Identify sources of primary and secondary data
-Analyze market information

Explore concepts and processes needed to obtain, develop, maintain, and improve a product or service mix in response to market opportunities.
-Identify the impact of product life cycles on marketing decisions
-Explain warranties and guarantees
-Identify consumer protection provisions of appropriate agencies
-Evaluate customer experiences
-Explain the concept of product mix
-Describe the nature of product bundling
-Identify product to fill customer need
-Determine services to provide customers
-Describe factors used by marketers to position products/services
-Explain the nature of product/service branding
-Explain role of customer service in positioning/image
-Develop strategies to position products/services
-Build product/service brand

Explore the concepts and strategies needed to communicate information about products, services, images, and/or ideas to achieve a desired outcome.
-Explain the role of promotion as a marketing function
-Explain types of promotion
-Identify the elements of the promotional mix
-Describe the use of business ethics in promotion
-Describe the use of technology in the promotion function
-Describe the regulation of promotion
-Explain types of advertising media
-Describe word-of-mouth channels used to communicate with targeted audiences
-Explain the nature of direct marketing channels
-Identify communications channels used in sales promotion
-Explain communication channels used in public relations activities
-Explain the components of advertisements
-Explain the importance of coordinating elements in advertisements
-Identify types of public relations activities
-Discuss internal and external audiences for public relations activities
-Explain how businesses can use trade-show/exposition participation to communicate with targeted audiences
-Explain considerations used to evaluate whether to participate in trade shows/expositions
-Explain the nature of a promotional plan
-Coordinate activities in the promotional mix

Explore the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that influences purchase decisions and enhances future business opportunities.
-Explain the nature and scope of the selling function
-Identify emerging trends for use in selling
-Explain the role of customer service as a component of selling relationships
-Explain key factors in building clientele
-Explain company selling policies
-Explain business ethics in selling
-Describe the use of technology in the selling function
-Describe the nature of selling regulations
-Acquire product information for use in selling
-Analyze product information to identify product features and benefits
-Explain the selling process
-Prepare a sales presentation
-Discuss motivational theories that impact buying behavior
-Explain the impact of sales cycles
-Set sales quotas
-Plan strategies for meeting sales quotas
-Analyze sales reports
-Monitor sales performance
-Conduct self-assessment of sales performance

Explore concepts and strategies needed for career exploration, development, and growth.
-Develop general knowledge of the sales and marketing industry
-Explain the nature of professional selling
-Identify professional certification requirements for professional salespeople
-Identify the purpose of professional organizations and associations
-Explore careers in marketing and sales
-Develop a career plan of study-

Explore the personal traits/behaviors associated with professional selling success.
-Demonstrate honesty and integrity
-Demonstrate responsible behavior
-Demonstrate initiative
-Demonstrate ethical work habits
-Determine personal biases and stereotypes
-Maintain positive attitude
-Demonstrate interest and enthusiasm
-Make decisions
-Demonstrate problem-solving skills
-Use feedback for personal growth
-Demonstrate creativity
-Set personal goals

Explore the value of student organization/professional organizations to develop leadership and teamwork skills.
-Identify the purpose and history of student organization
-Identify opportunities for leadership training and development through participation in student organization
-Identify professional networking opportunities
-Participate as a team member
-Lead others using positive statements
-Develop team spirit
-Enlist others in working toward a shared vision
-Share authority, when appropriate
-Value diversity
-Recognize others' efforts Accountability Measures, Assessments, or Evaluation Procedures
Required (1)Brainbench Certification:
-Sales Concepts
-Outbound Sales

Recommended Additional Brainbench Certifications:
-Interpersonal Skills
-Listening Skills

Required ODCTE Certification:
Skills Standards

Recommended Industry Certification:

-A*S*K Institute (MBA Research)

-Sales and Marketing Executives International (SMEI)
-National Retail Federation (NRF)
Industry Alignments
National Standards for Marketing Education
Marketing Education Resource Center
Columbus, OH

Customer Service and Sales Skill Standards
National Retail Federation
Sales and Service Voluntary Partnership
National Skill Standards Board
Washington, DC

Marketing Essentials, 2006, Glencoe/McGraw-Hill, Woodland Hills, CA

Retail Readiness Certification Prep, 2005, Thomson/South-Western

Marketing LAPS (Learning Activity Packets), MarkEd, Columbus, OH


OHLAP Credit
Career Majors That Sequence This Course
Career Cluster Pathway Career Major
Marketing, Sales & Service Professional Sales and Marketing Assistant Sales Manager
Marketing, Sales & Service Integrated Marketing E-Marketing Specialist
Marketing, Sales & Service Marketing Communications and Promotion Marketing Assistant
Marketing, Sales & Service Buying and Merchandising Merchandise Manager
Marketing, Sales & Service Professional Sales and Marketing Professional Sales Representative
Marketing, Sales & Service Marketing Communications and Promotion Public Information Specialist
Marketing, Sales & Service Professional Sales and Marketing Sales Assistant
Marketing, Sales & Service Professional Sales and Marketing Sports & Entertainment Marketing Assistant
Marketing, Sales & Service Professional Sales and Marketing Sports Marketing Assistant
Marketing, Sales & Service Buying and Merchandising Visual Merchandiser