Gather and share information on different types of compensation and incentive methods used in advertising and sales.
Examples: commissions, bonuses, prizes
Describe the sales cycle and the purpose of sales forecasts.
Design sales promotion materials and visual merchandising to complement advertising campaigns.
Write copy to be used for slogans or taglines for promotional materials.
Research and share information regarding branding and logos in successful promotional campaigns.
Plan and create a themed visual merchandising display.
Develop an effective sales presentation.
Demonstrate techniques to determine customers’ needs and wants.
Explain the advantages of using feature-benefit selling in the sales process.
Demonstrate methods to identify and resolve customers’ questions and objections in the selling process.
Analyze potential markets.
Describe the use of technology in the marketing-information management function.
Explain characteristics and techniques of effective data collection instruments for gathering and processing marketing data.
Identify ways to segment advertising/promotion markets and explain the benefits of target marketing.
Conduct a market analysis including market size, area, and potential.
Identify the personal characteristics needed for a successful career in sales.
Utilize customer research methods to develop a potential customer base.
Describe how sales professionals use customer and product knowledge to satisfy customers’ needs.
Identify and utilize various follow-up techniques to be used upon completion of the sale.
Explain the importance of obtaining customer feedback and positive referrals for future sales.
Explain the importance of customer loyalty in order to retain a customer base.
Describe ways that customer feedback impacts future sales campaigns.
Summarize provisions in laws and regulations associated with advertising and sales.
Example: Federal Trade Commission regulations
Discuss ethical issues related to sales and advertising.
Incorporate safety procedures in handling, operating, and maintaining tools and machinery; handling materials; utilizing personal protective equipment; maintaining a safe work area; and handling hazardous materials and forces.
Demonstrate effective workplace and employability skills, including communication, awareness of diversity, positive work ethic, problem-solving, time management, and teamwork.
Explore the range of careers available in the field and investigate their educational requirements, and demonstrate job-seeking skills including resume-writing and interviewing.
Advocate and practice safe, legal, responsible, and ethical use of information and technology tools specific to the industry pathway.
Participate in a Career and Technical Student Organization (CTSO) to increase knowledge and skills and to enhance leadership and teamwork.
Discuss and demonstrate ways to value diversity.
Identify and explain basic concepts and terminology associated with buying and selling real estate.
Examples: equity, loan-to-value ratio, term, payment, principal, interest, direct and indirect costs, points, discounts, return on investment, rate of return
Compare methods of financing real estate.
Examples: government programs (FHA, VA); conventional, owner-financed, land contract
Gather and share information on types of loans used in buying real estate.
Examples: amortized, interest-only, adjustable-rate mortgage, construction, home equity
Contrast mortgages, trust deeds, and promissory notes as financing instruments.
Calculate costs and fees involved in buying and selling real estate.
Examples: discount points, equity, down payment, property tax, prorations, commission and commission splits, seller’s proceeds of sales, buyer’s funds needed at closing
