course title: sales and promotion...

Course Title: Sales and Promotion Planning

Lesson Title/Overview: Orientation/Classroom Procedures

Day 1 (45 minutes)

Instructional Activities:

Discuss classroom procedures with students. Discuss Internet guidelines that must be followed when using the computers. Discuss the Discipline policy.

CTE Content Standard:

Essential Question: How are students expected to behave in the classroom?

Material/Equip/Tech Resources: Handouts

Assessment/Strategies: Test, teacher observation

Course/Program Credentials: Microsoft Office Specialist (MOS)

CTSO Activity: FBLA/DECA is an integral part of this course. Students have the opportunity to participate in various community service projects, competition, fundraising, and workshops/conferences.

Accommodations and/or remediation for students with individualized Educational Plans (IEP’s) or Personalized Education Plans (PEP’s or 504’s) will be followed. CTIP’s are located in secure student folders.


Lesson Title/Overview: Safety Procedures

Day 2 (45 minutes)


Discuss safety procedures around equipment in the classroom. Discuss the importance of Internet safety.


Essential Question: Who do notify my computer or other equipment is not working properly? How does ergonomics affect productivity?


Assessment/Strategies: Test, teacher observation





Lesson Title/Overview: FBLA/DECA

Day 3 (45 minutes)


Students will take the Safety Test Orient students to the benefits of being involved in FBLA/DECA and the $25 dues.


Essential Question: How do you benefit from being involved in FBLA/DECA?


Assessment/Strategies: Written Test, FBLA meeting attendance





Lesson Title/Overview: Get To Know You

Day 4 (45 minutes)


Students will complete a Career Interest handout and a Get to Know You Handout to share with the class.


Essential Question: What are some things I have things in common with my classmates? Will I be able to work well with them in a team?


Assessment/Strategies: Written Test





Lesson Title/Overview: Computer Orientation

Day 5 (45 minutes)


Students will finish sharing information about themselves with the class. Assign student logins and show them where and how to save information to their H: Drive.


Essential Question: How do I log into the computer? Where do I save documents on the computer so they will be secure?

Material/Equip/Tech Resources: Computer

Assessment/Strategies:





Lesson Title/Overview: Advertising & Sales Promotion Chapter 1: The History of Advertising

Day 6 (45 minutes)


Listen to/discuss the history of advertising using a PPT. Listen to/discuss inventions that impacted advertising using a PPT.

CTE Content Standard: ACOS 1

Essential Question: What is advertising? What types of advertisements were first used to promote products/services?

Material/Equip/Tech Resources: Advertising and Sales Promotion text, Computer, Projector, Smartboard

Assessment/Strategies: Review questions, test, teacher observation, note taking





Lesson Title/Overview: Advertising & Sales Promotion Chapter 1: Influences on Advertising

Day 7 (45 minutes)


Discuss and take notes on the influences on advertising: environmental, social and political, and consumer influences. Discuss and take notes on the 3 main types of advertising: product, brand, and corporate advertising


Essential Question:

Describe environmental influences on advertising. Describe social and political influences on advertising. Describe consumer influences on advertising. Differentiate between the three common types of advertising.







Lesson Title/Overview: Advertising & Sales Promotion Chapter 1: History of Advertising

Day 8 (45 minutes)


Review concepts from Chapter 1 Complete the review worksheet on the history of advertising.


Essential Question: Why must advertisers pay attention to the latest technology being used by consumers?

Material/Equip/Tech Resources: Advertising and Sales Promotion text, Computer, Projector, Smartboard, Handouts

Assessment/Strategies: Worksheet





Lesson Title/Overview: Chapter 1: Advertising Research

Day 9-10 (90 minutes)

Instructional Activities: Select an era in time (such as the early 1920s, 1950s, 1960s, etc) and research advertising in that particular era. Create one PowerPoint slide showing photos of ads from that era and give information about advertising during that time. Present the PowerPoint to the class.


Essential Question:

What advertising methods were used in the era of time you used to reference your PPT?


Assessment/Strategies: PowerPoint presentation





Lesson Title/Overview: SEM Chapter 1: Sports and Entertainment Marketing Basics

Day 11 (45 minutes)

Instructional Activities: Reading Activity: Winning Strategies on page 3 Read Opening Act Discuss and take notes on Ch 1.1 on the basic marketing concepts and the marketing mix as they pertain to the sports and entertainment industry

CTE Content Standard: ACOS 1, 2, 3

Essential Question: Describe the basic concepts of marketing. Explain the marketing mix.

Material/Equip/Tech Resources: Sports and Entertainment Marketing text, Computer, Projector, Smartboard






Lesson Title/Overview: SEM Chapter 1: Sports and Entertainment Marketing Core Standards of Marketing

Day 11 (45 minutes)

Instructional Activities: Discuss and take notes on Ch 1.1 on the six core standards of marketing as they pertain to the sports and entertainment industry.


Essential Question: What are the six core standards of marketing?







Lesson Title/Overview: SEM Chapter 1: Sports Marketing Overview

Day 11 (45 minutes)

Instructional Activities: Describe the typical football fan and explain demographics and its importance to marketers. Read and discuss what sports marketing is how it helps our economy.


Essential Question: Define sports marketing. What is the value of sports marketing to the economy? Why is it important for a marketer to research demographics of its potential customers and to determine a target market?







Lesson Title/Overview: SEM Chapter 1: Entertainment Marketing Overview

Day 12 (45 minutes)

Instructional Activities: Read and discuss the purpose of entertainment marketing. Read and discuss how advances in entertainment technology have impacted entertainment marketing.


Essential Question: What is entertainment marketing? How have advances in technology impacted entertainment marketing?







Lesson Title/Overview: SEM Chapter 1: What is Sports and Entertainment Marketing

Day 12 (45 minutes)

Instructional Activities: Review concepts learned about sports and entertainment marketing. Complete the worksheet on Chapter 1.


Essential Question: What are the 4 P’s of the Super Bowl? Describe the core marketing functions.







Lesson Title/Overview: SEM Chapter 1: Create a Drive-In Theater Billboard

Day 13 (45 minutes)

Instructional Activities: Discuss formatting tips for creating a billboard. Create a billboard for a drive-in movie theater.


Essential Question: What are some tips for creating a billboard display?







Lesson Title/Overview: SEM Chapter 1: What is Sports and Entertainment Marketing


Instructional Activities: Present billboards to the class. Work on review questions: Ch 1.1 review #1, 2, 4 Ch 1.2 review #1-3 Ch 1.3 review 1-2 Ch 1 Review Marketing Concepts on page 24 Ch 1 Think Critically 14-17 on pages 25-26


Essential Question: What are the 4 P’s of the Super Bowl? Describe the core marketing functions.







Lesson Title/Overview: Test 1: Study Guide

Day 16 (45 minutes)

Instructional Activities: Complete the study guide for Test 1


Essential Question: Why does it cost millions of dollars to air one commercial during the Super Bowl?







Lesson Title/Overview: Test 1: Review game

Day 17 (45 minutes)

Instructional Activities: Complete the study guide for Test 1 Play review game for test


Essential Question: What are the four elements of the marketing mix?







Lesson Title/Overview: Test 1: Test Day

Day 18 (45 minutes)

Instructional Activities: Take Test 1


Essential Question: What are the four elements of the marketing mix?







Lesson Title/Overview: Marketing Article Summary

Day 19 (45 minutes)

Instructional Activities: Utilize the website www.gaebler.com, find two Marketing articles to read and summarize.

CTE Content Standard: ACOS 1, 2, 3, 5, 10

Essential Question: Did you find the marketing your own business article helpful?






http://www.gaebler.com/


Lesson Title/Overview: SEM Ch 2: Sports and Entertainment Economics

Day 20 (45 minutes)

Instructional Activities: Bellringer: Ask students to list reasons for operating a business Discuss and take notes on the profit motive and sports and entertainment economics.

CTE Content Standard: ACOS 1, 3

Essential Question: What is the profit motive? Describe types of economic utility.







Lesson Title/Overview: SEM Ch 2: Sports and Entertainment Business Risks

Day 21 (45 minutes)

Instructional Activities: Read Opening Act on page 37 and answer the discussion question. Discuss and take notes on the risks associated with opening a sports and entertainment business. Discuss and take notes on the four strategies for risk management. Complete the Net Bookmark activity on page 40


Essential Question: What is meant by a controllable risk? Describe four strategies for managing risk.







Lesson Title/Overview: SEM Ch 2: Sports and Entertainment Business Ethics

Day 22 (45 minutes)

Instructional Activities: Discuss and take notes on the principles of ethics in our personal lives and in business. Discuss and take notes on how unethical behavior impacts marketing.


Essential Question: How does a person’s character develop? How can bad behavior of celebrities be controlled?







Lesson Title/Overview: Ethics Case Studies

Day 23 (45 minutes)

Instructional Activities: Complete the case studies on ethics.


Essential Question: Would it be unethical to lie on a resume in order to get a job? List three things that you can do on the job that would be considered unethical.


Assessment/Strategies: Handout





Lesson Title/Overview: SEM Ch 2: Sports and Entertainment Business Ethics

Day 24 (45 minutes)


Watch Ethics episode of The Office Complete and turn in all review activities: Ch 2.1 review #1-4 Ch 2.2 review #1-3 Ch 2.3 review #1-3 Ch 2 Think Critically 14, 16, 17, 18


Essential Question: Explain why it is worthwhile to encourage business people to act ethically. How can unethical behavior impact the promotion of a product?


Assessment/Strategies: Review questions





Lesson Title/Overview: Advertising & Sales Promotion Ch 13: Legal Factors Affecting Advertising



Discuss and take notes on the need for government regulation of advertising and the role of the Federal Trade Commission and the FCC.


Essential Question: What is the FTC’s role in regulating advertising? What is the FCC’s involvement in the advertising industry?

Material/Equip/Tech Resources: Advertising & Sales Promotion text, Computer, Projector, Smartboard






Lesson Title/Overview: Advertising & Sales Promotion Ch 13: Ethical Aspects of Advertising



Discuss and take notes on the ethical criticisms of advertising. Watch videos of various commercials, banned and unbanned, and discuss ethical issues that critics may have with the commercials.


Essential Question: What are some of the ethical criticisms about advertising?







Lesson Title/Overview: Advertising & Sales Promotion Ch 13: Truth in Advertising Laws

Day 27 (45 minutes)


Discuss what the FTC does to ensure truth in advertising to overcome the ethical criticism of some members of the public.


Essential Question: How is truth in advertising monitored by the FTC?







Lesson Title/Overview: Advertising & Sales Promotion Ch 13: Legal and Ethical Issues Affecting Advertising

Day 28 (45 minutes)


Complete worksheet reviewing Ch 13 concepts


Essential Question: Explain why you agree or disagree with critics that advertising can create need and promote materialism.







Lesson Title/Overview: Test 2 Review



Complete test review sheet


Essential Question: List two examples of risk that must be insured for an amusement park such as Disney.

Material/Equip/Tech Resources: Advertising & Sales Promotion text, Sports and Entertainment Marketing text, Computer, Projector, Smartboard






Lesson Title/Overview: Test 2 Review Game

Day 31 (45 minutes)


Play test review game


Essential Question: List three things that an advertiser may be required to do if they have been identified by the FTC as having a deceptive ad.







Lesson Title/Overview:

Test 2: Legal and Ethical Issues Affecting Advertising

Day 32 (45 minutes)


Take Test 2: Legal and Ethical Issues Affecting Advertising


Essential Question: Many critics do not like ads that are controversial, offensive, or are in poor taste. Why then do advertisers continue to create ads like this?








Day 33 (45 minutes)











Lesson Title/Overview: ABC Brainstorming Workplace Skills Activity

Day 34 (45 minutes)

Instructional Activities: Complete the ABC Brainstorming Activity on workplace skills needed by employees


Essential Question: What character trait do employees need in the workplace?







Lesson Title/Overview: Create Business Ed. Promotional Materials


Instructional Activities: Create promotion materials for the Business Education department: flyers, door decorations.


Essential Question: What character trait do employees need in the workplace?

Material/Equip/Tech Resources: Computer, Projector, Smartboard







Day 38 (45 minutes)











Lesson Title/Overview: Advertising and Sales Promotion Ch 2.1: The Consumer is in Charge

Day 39 (45 minutes)

Instructional Activities: Discuss and take notes on the importance of understanding the customer’s needs and wants. Discuss and take notes on the consumer decision-making process.


Essential Question: What is the difference between a need and a want? Why should marketers be concerned about the consumer decision-making process?







Lesson Title/Overview: Advertising and Sales Promotion Ch 2.1: The Consumer is in Charge

Day 40 (45 minutes)

Instructional Activities: Discuss and take notes on the consumer decision-making process. Complete review question found in PowerPoint (#4 on pg 38)


Essential Question: What is the difference between a need and a want? Why should marketers be concerned about the consumer decision-making process?







Lesson Title/Overview: Comparative Analysis of New Automobiles on the Market


Instructional Activities: Review with students what extensive decision making is and how it affects marketing. Prepare a comparative analysis of 3 new automobiles.


Essential Question: Why should marketers be concerned about the consumer decision-making process?

Material/Equip/Tech Resources: Internet, Computer, Projector, Smartboard






Lesson Title/Overview: Advertising and Sales Promotion Ch 2.2: Consumer Purchase Classifications

Day 43 (45 minutes)

Instructional Activities: Discuss and take notes on the types of consumer purchases and the level of involvement in each purchase. Discuss the four main types of products consumers purchase and why: convenience, shopping, specialty, and unsought products.


Essential Question: What are some reasons for a modified purchase? What is an effective strategy for selling shopping products?

Material/Equip/Tech Resources: Advertising and Sales Promotion text, Internet, Computer, Projector, Smartboard






Lesson Title/Overview: Advertising and Sales Promotion Ch 2.3 and Sports and Entertainment Marketing Ch 4.2: Influences on Consumer Buying Decisions.

Day 44 (45 minutes)

Instructional Activities: Discuss and take notes on consumer buying motives and influences on consumer buying decisions.


Essential Question: How do buying motives affect consumer purchases? What personal characteristics might influence a consumer’s buying decision?







Lesson Title/Overview: Advertising and Sales Promotion Ch 2: Consumer Behavior

Day 45 (45 minutes)

Instructional Activities: Complete the review handout for Ch 2


Essential Question: Describe how cultural influence impacts your buying decisions. When preparing an advertising strategy for impulse products, what factors should be considered?







Lesson Title/Overview: Public Awareness Advertisement


Instructional Activities: Design an advertisement to increase public awareness about an important social issue. Design a print ad and create a 30-second radio commercial for your special cause. Explain how your advertisement could influence consumer buying behavior.


Essential Question: How will your advertisement influence others about your social issue.







Lesson Title/Overview: Test 3 Review Handout

Day 49 (45 minutes)

Instructional Activities: Complete test review handout


Essential Question: List the five steps involved in the consumer decision making process.







Lesson Title/Overview: Test 3 Review game

Day 50 (45 minutes)

Instructional Activities: Complete test review game


Essential Question: What is the concept that personal needs and wants are never ending, but the resources used in the production of products are limited?







Lesson Title/Overview: Test 3: Consumer Behavior

Day 51 (45 minutes)

Instructional Activities: Complete Test 3: Consumer Behavior


Essential Question: Why should marketers be concerned about the consumer decision-making process?







Lesson Title/Overview: Advertising and Sales Promotion Ch 3 and Sports and Entertainment Marketing Ch 4: The Marketing Concept

Day 52 (45 minutes)

Instructional Activities: Discuss and take notes on the marketing concept, the marketing mix, the marketing core functions and the marketing plan.


Essential Question: What are the 4 P’s? Why is marketing an important business function? Why is it imperative for a successful business to have a marketing plan?

Material/Equip/Tech Resources: Advertising and Sales Promotion text, Sports and Entertainment Marketing text, Internet, Computer, Projector, Smartboard






Lesson Title/Overview: Marketing Careers Research Handout

Day 53 (45 minutes)

Instructional Activities: Use the Occupational Outlook Handbook to research a marketing job that relates to one of the core marketing functions. Complete the handout.


Essential Question: What job qualifications are needed for a marketing job?







Lesson Title/Overview: Advertising and Sales Promotion Ch 3 and Sports and Entertainment Marketing Ch 4: The Target Market

Day 54 (45 minutes)

Instructional Activities: Discuss and take notes on the target market and explain the process for selecting target markets. Answer Review questions at the end of the PowerPoint slide (#1, 2, 5 on pg 75)


Essential Question: Why is it important for a business to identify a target market? What are two identifying characteristics of an effective target market?







Lesson Title/Overview: Advertising and Sales Promotion Ch 3 and Sports and Entertainment Marketing Ch 4: Market Segmentation

Day 55 (45 minutes)

Instructional Activities: Discuss and take notes on market segmentation categories and understand how businesses use market segmentation. Discuss how to differentiate between market segmentation and mass marketing. Answer Review questions at the end of the PowerPoint slide (#1 on pg 82)


Essential Question: What is the difference between market segmentation and mass marketing approaches? What effective target marketing techniques should be considered when planning sales and promotions?







Lesson Title/Overview: Research Promotional Methods of Retirement Communities

Day 56 (45 minutes)

Instructional Activities: Conduct Internet research to learn about popular retirement communities in the U.S. List five major benefits that the retirement communities are promoting to their target markets. (#24 pg 86)


Essential Question: What is the difference between market segmentation and mass marketing approaches? What effective target marketing techniques should be considered when planning sales and promotions?







Lesson Title/Overview: Advertising and Sales Promotion Ch 3 and Sports and Entertainment Marketing Ch 4: The Basics of Marketing Test Review Handout

Day 57 (45 minutes)

Instructional Activities: Complete discussion on market segmentation. Start working on Basics of Marketing test review sheet


Essential Question: What effective target marketing techniques should be considered when planning sales and promotions?







Lesson Title/Overview: Advertising and Sales Promotion Ch 3 and Sports and Entertainment Marketing Ch 4: The Basics of Marketing Test Review Handout

Day 58 (45 minutes)

Instructional Activities: Work on Basics of Marketing test review sheet









Lesson Title/Overview: Test 4: The Basics of Marketing

Day 59 (45 minutes)










Lesson Title/Overview: Advertising and Sales Promotion Ch 4.1: Product Development


Instructional Activities: Discuss and take notes on the stages of new product development. Discuss and take notes on the product mix and its components: product line, package and label, and brand. Research a well-known business that offers several product lines. Create a chart that lists the company’s product line width and depth. (Kellogg’s, Proctor and Gamble)


Essential Question: What are the six stages in the new product planning process? What is the difference between product width and product depth?







Lesson Title/Overview: Advertising and Sales Promotion Ch 4.2: Product Life Cycle

Day 62 (45 minutes)

Instructional Activities: Discuss and take notes on the stages of the product life cycle. Read real strategies of companies using the product life cycle and answer review questions.


Essential Question: What are the stages of the product life cycle and how is the concept useful to businesses?







Lesson Title/Overview: Advertising and Sales Promotion Ch 4.4: Price Planning

Day 63 (45 minutes)

Instructional Activities: Priceline.com reading activity Discuss and take notes on pricing objectives and strategies used by businesses when setting prices.


Essential Question: Why is it important for a business to set pricing objectives? What factors should a business consider when setting prices?







Lesson Title/Overview: Advertising and Sales Promotion Ch 4: Product and Price Planning Review Worksheet


Instructional Activities: Complete the chapter 4 worksheet and new car research.


Essential Question: What are the steps of new product planning?







Lesson Title/Overview: Product Invention Project


Instructional Activities: Invention PowerPoint project


Essential Question: What are the demographics, psychographics, and geographics of your invention? How will your invention be marketed?







Lesson Title/Overview: Advertising and Sales Promotion Ch 4: Product and Price Planning test review

Day 69 (45 minutes)

Instructional Activities: Work on test review handout


Essential Question: How can you measure the effectiveness of your product and price planning?







Lesson Title/Overview: Advertising and Sales Promotion Ch 4: Product and Price Planning test review

Day 70 (45 minutes)

Instructional Activities: Finish test review handout Play review game









Lesson Title/Overview: Advertising and Sales Promotion Ch 4: Product and Price Planning Test

Day 71 (45 minutes)









course title: sales and promotion...

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