MARKETING PRINCIPLES : This course develops student understanding and skills in such areas as channel management, marketing – information management, market planning, pricing, product/service management, promotion, and selling. Through the use of three projects, students acquire an understanding and appreciation of marketing activities. Current technology will be used to acquire information and to complete the projects. Throughout the course, students are presented problem – solving situations for which they must apply academic and critical – thinking skills. Formal reflection is an on-going component of the course.

INSTRUCTIONAL AREA: Communications Skills
Analyze company resources to ascertain policies and procedures (CO:057) (CS)
» MKTC.05.01.d
Write business letters (CO:133) (CS)
» MKTC.05.05.f
Write information messages (CO:039) (CS)
» MKTC.05.05.g, MKTC.05.05.i
Write inquiries (CO:040) (CS)
» MKTC.05.05.h
INSTRUCTIONAL AREA: Customer Relations
Demonstrate a customer – service mindset (CR:004) (CS)
» FINC.10.01.b, MKTC.12.01.b
Reinforce service orientation through communication (CR:005) (CS)
» MKTC.05.07.b, MKTC.05.07.c
Respond to customer inquiries (CR:006) (CS)
Adapt communication to the cultural and social differences among clients (CR:019) (CS)
» MKTC.05.07.d
Interpret business policies to customers/clients (CR:007) (CS)
» MKTC.05.07.e
Handle difficult customers (CR:009, CR LAP 3) (CS)
Handle customer/client complaints (CR:010)
Identify company’s brand promise (CR:001) (CS)
» FINC.10.02.a, MKTC.12.02.a
Determine ways of reinforcing the company’s image through employee performance (CR:002) (CS)
» FINC.10.02.b, MKTC.12.02.b
INSTRUCTIONAL AREA: Professional Development
Explain employment opportunities in marketing (PD:024) (CS)
INSTRUCTIONAL AREA: Channel Management
Explain the nature and scope of channel management (CM:001, CM LAP 2) (CS)
Explain the relationship between customer service and channel management (CM:002) (CS)
» MKTC.23.01.b
Explain the nature of channels of distribution (CM:003, CM LAP 1) (CS)
» MKTC.23.01.c
Describe the use of technology in the channel management function (CM:004) (CS)
» MKTC.23.01.d
Explain legal considerations in channel management (CM:005) (SP)
» MKTC.23.01.e
Describe ethical considerations in channel management (CM:006) (SP)
» MKTC.23.01.f
INSTRUCTIONAL AREA: Marketing – Information Management
Describe the need for marketing data (IM:012, IM LAP 12) (CS)
Identify data monitored for marketing decision making (IM:184, IM LAP 11) (SP)
Explain the nature and scope of the marketing information management function (IM:001, IM LAP 2) (SP)
» MKTC.24.01.b
Explain the role of ethics in marketing – information management (IM:025) (SP)
» MKTC.24.01.c
Describe the use of technology in the marketing – information management function (IM:183) (SP)
» MKTC.24.01.d
Describe the regulation of marketing – information management (IM:419) (SP)
Explain the nature of marketing research (IM:010, IM LAP 5) (SP)
» MKTC.24.02.a
Discuss the nature of marketing research problems/issues (IM:282, IM LAP 13) (SP)
Describe methods used to design marketing research studies (i.e., descriptive, exploratory, and causal) (IM:284, IM LAP 14) (SP)
Describe options businesses use to obtain marketing – research data (i.e., primary and secondary
research) (IM:281, IM LAP 15) (SP)
Discuss the nature of sampling plans (i.e., who, how many, how chosen) (IM:285) (SP)
» MKTC.24.02.h
Describe data – collection methods (e.g., observations, mail, telephone, Internet, discussion groups, interviews, scanners) (IM:289) (SP)
» MKTC.24.03.b
Explain characteristics of effective data – collection instruments (IM:418) (SP)
Describe types of scales (including rating scales such as Likert scales, semantic differential scales, behavior intention scales; and ranking scales such as paired comparison, forced choice, and comparative scale) (IM:286)
» MKTC.24.02.i
INSTRUCTIONAL AREA: Marketing Planning
Explain the concept of marketing strategies (MP:001, MP LAP 2) (CS)
» MKTC.25.01.a
Explain the concept of market and market identification (MP:003, MP LAP 3) (CS)
» MKTC.25.01.c
Explain the nature and scope of the pricing function (PI:001, PI LAP 2) (SP)
» MKTC.26.01.a
Describe the role of business ethics in pricing (PI:015) (SP)
» MKTC.26.01.b
Explain the use of technology in the pricing function (PI:016) (SP)
» MKTC.26.01.c
Explain legal considerations for pricing (PI:017) (SP)
» MKTC.26.01.d
Explain factors affecting pricing decisions (PI:002, PI LAP 3) (SP)
» MKTC.26.01.e
INSTRUCTIONAL AREA: Product / Service Management
Explain the nature and scope of the product/service management function (PM:001, PM LAP 17) (SP)
» MKTC.27.01.a
Identify the impact of product life cycles on marketing decisions (PM:024) (SP)
» MKTC.27.01.b
Describe the use of technology in the product/service management function (PM:039) (SP)
» MKTC.27.01.c
Explain business ethics in product/service management (PM:040) (SP)
» MKTC.27.01.d
Describe the uses of grades and standards in marketing (PM:019, PM LAP 8) (CS)
» MKTC.27.03.a
Explain warranties and guarantees (PM:020, PM LAP 4) (CS)
» MKTC.27.03.b
Identify consumer protection provisions of appropriate agencies (PM:017) (SP)
» MKTC.27.03.c
Explain the concept of product mix (PM:003, PM LAP 3) (SP)
» MKTC.27.04.a
Describe factors used by marketers to position products/services (PM:042) (SP)
» MKTC.27.05.a
Explain the nature of product/service branding (PM:021, PM LAP 6) (SP)
» MKTC.27.05.b
Explain the nature of corporate branding (PM:206) (SP)
» MKTC.27.06.a
Explain the role of promotion as a marketing function (PR:001, PR LAP 2) (CS)
» MKTC.28.01.a
Explain the types of promotion (PR:002, PR LAP 4) (CS)
» MKTC.28.01.b
Identify the elements of the promotional mix (PR:003, PR LAP 1) (SP)
» MKTC.28.01.c
Describe the use of business ethics in promotion (PR:099) (SP)
» MKTC.28.01.d
Describe the use of technology in the promotion function (PR:100) (SP)
» MKTC.28.01.e
Describe the regulation of promotion (PR:101) (SP)
» MKTC.28.01.f
Explain types of advertising media (PR:007, PR LAP 3) (SP)
» MKTC.28.02.a
Describe word of mouth channels used to communicate with targeted audiences (PR:247) (SP)
» MKTC.28.02.b
Explain the nature of direct marketing channels (PR:089) (SP)
» MKTC.28.02.c
Identify communications channels used in sales promotion (PR:249) (SP)
» MKTC.28.02.d
Explain communications channels used in public – relations activities (PR:250) (SP)
» MKTC.28.02.e
Explain the nature and scope of the selling function (SE:017, SE LAP 117) (CS)
» MKTC.29.01.a
Explain the role of customer service as a component of selling relationships (SE:076, SE LAP 130) (CS)
» MKTC.29.01.b
Explain key factors in building a clientele (SE:828, SE LAP 115) (SP)
» MKTC.29.01.c
Explain company selling policies (SE:932) (CS)
» MKTC.29.01.d
Explain business ethics in selling (SE:106, SE LAP 129) (SP)
» MKTC.29.01.e
Describe the use of technology in the selling function (SE:107) (SP)
» MKTC.29.01.f
Describe the nature of selling regulations (SE:108) (SP)
» MKTC.29.01.g
Acquire product information for use in selling (SE:062) (CS)
» MKTC.29.02.a
Analyze product information to identify product features and benefits (SE:109, SE LAP 113)
Explain the selling process (SE:048, SE LAP 126) (CS)
» MKTC.29.03.a
Establish relationship with client/customer (SE:110) (CS)
» MKME.13.02.a
Determine customer/client needs (SE:111) (CS)
» MKME.13.02.b
Recommend specific product (SE:114, SE LAP 111) (CS)
» MKME.13.02.c
Calculate miscellaneous charges (SE:116) (CS)
» MKME.13.04.a
Process special orders (SE:009) (CS)
» MKME.13.03.c
Process telephone orders (SE:835) (CS)
» MKME.13.03.e

» = Colorado standard