sports and entertainment marketing · the 2016 edition of the task list for sports and...

Sports and Entertainment Marketing 8175 36 weeks

Instructional Framework for Marketing

Acknowledgments The 2016 edition of the task list for Sports and Entertainment Marketing was validated by a technical panel composed of the following members:

• Bryce Baxter, Director of Youth Services, The Virginia Beach Field House • Gwynne Brown, Television Production Sales Executive, WCVE Video Productions • Wendy Campbell, President, Victory Lady Fitness Centers • Jeff Fitch, Sales Manager, PGA Tour • Tim Lampe, Senior Associate Athletic Director, Virginia Commonwealth University • Dee Larion, Senior Director of Marketing/Booking Assistant, Live Nation Worldwide • Jesse Lynn, Director of Event Services, John Paul Jones Arena–SMG • John Moreland, Vice President of Sales and Marketing, Richmond International

Speedway • Mary Nelson, Communication Manager, Film Office, Virginia Tourism Corporation • Joe Pinto, Vice President and General Manager, Virginia Beach Neptunes Baseball Club,

Virginia Beach SportsPlex • Meghan Rosatelli, Digital Learning Coordinator, Virginia Museum of Fine Arts • Monique A. J. Smith, Owner, Seeds of Empowerment • Ben Terry, Director of Sales, Richmond Kickers

The instructional framework was developed by a statewide curriculum development team of Sports and Entertainment Marketing educators:

• Shane Barfield, Kings Fork High School, Suffolk City Public Schools • Michael Bellamy, Enterprise Academy, Newport News City Public Schools • Canessa Collins, Broadway High School, Rockingham County Public Schools • Katrina Kish, Patrick Henry High School, Roanoke City Public Schools • Dana Knott, Amelia County High School, Amelia County Public Schools • Yvonne Mullins, Midlothian High School, Chesterfield County Public Schools • Terri Palmer, Courtland High School, Spotsylvania County Public Schools • Christopher Pendergraft, Massaponax High School, Spotsylvania County Public Schools • Kim Radford, Blacksburg High School, Montgomery County Public Schools • Laura Smidt, Freedom High School, Loudoun County Public Schools • Melissa Talley, Turner Ashby High School, Rockingham County Public Schools • Jason Uhry, Sherando High School, Frederick County Public Schools • Heather VanDyke, Briar Woods High School, Loudoun County Public Schools • Jane Werner, Cosby High School, Chesterfield County Public Schools

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The framework was edited and produced by the CTE Resource Center:

Kevin P. Reilly, Administrative Coordinator Nathan K. Pope, Writer/Editor

Sharon W. Acuff, Specialist, Marketing and Related Clusters Office of Career, Technical, and Adult Education

Virginia Department of Education

Lolita B. Hall, Director Office of Career, Technical, and Adult Education

Virginia Department of Education

Copyright © 2016

Course Description Suggested Grade Level: 10 or 11 or 12 Prerequisites:

This introductory course helps students develop a thorough understanding of fundamental marketing concepts and theories as they relate to the sports and entertainment industries. Students will investigate the components of customer service skills, branding, product development, pricing and distribution strategies, business structures, sales processes, social media, sponsorships and endorsements, as well as promotion plans needed for sports and entertainment events. The course also supports career development skills and explores career options. Academic skills (mathematics, science, English, and history/social science) related to the content are a part of this course.

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Task/Competency List Template material omitted: General material used to introduce the task list has been omitted.

For the indicated course(s):

• Tasks/competencies designated by plus icons ( ) in the left-hand column(s) are essential • Tasks/competencies designated by empty-circle icons ( ) are optional • Tasks/competencies designated by minus icons ( ) are omitted • Tasks marked with an asterisk (*) are sensitive.

Task Number

8175 Tasks/Competencies

Understanding the Importance of Sports and Entertainment (SE) Marketing

001

Explain the importance and impact of the sports and entertainment industries (e.g., commerce, society, quality of life, what’s important to student, careers).

002

Describe the importance of the past, present, and future of SE industries.

003

Explain hospitality as it relates to the SE industries.

004

Analyze trends and innovations in SE.

Developing an Overview of Marketing

005

Explain marketing as it relates to the SE industries.

006

Identify the components (the Ps) of the marketing mix as they relate to SE marketing.

007

Describe the marketing concept of the SE industries.

008

Explain the concept of target marketing.

009

Describe the marketing functions.

Developing Interpersonal Skills

010

Identify types of communication used in SE industries.

011

Identify the role of communication in effective work relationships.

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012

Develop presentation skills as a form of business communication.

013

Identify ethical and unethical business practices.

Developing Customer Service Skills

014

Explain the importance of customer service as it relates to the SE industries.

015

Compare various types of customer service.

016

Respond to inquiries and suggestions from customers, coworkers, and supervisors.

017

Translate technical language into commonly understood language.

018

Explain company policy to a customer.

019

Communicate a customer-service suggestion to a supervisor.

020

Describe procedures for handling a customer's complaint.

021

Handle different types of customers.

022

Demonstrate handling an internal customer.

023

Explain the role of constructive criticism.

024

Demonstrate customer-service techniques.

025

Describe methods used to encourage customer retention.

Exploring the Concept of Branding

026

Define branding in the SE fields.

027

Explain the concept of branding as it relates to SE marketing.

028

Explain the types of product licensing and brand protection.

029

Explain the concept and reasons for rebranding.

Describing Product Development

030

Explain SE product, SE service, and product planning.

031

Explain product life cycle.

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032

Describe the role of market research.

033

Explain the role of product positioning.

034

Describe the impact of uncontrollable factors on SER product development.

Exploring Pricing Strategies

035

Explain pricing and the factors that affect pricing decisions.

036

Identify pricing strategies as they relate to the SE industries.

Understanding the Business Structure of SEM

037

Explain business as it relates to the SE industries.

038

Compare the types of business ownership and their roles in the SE industries.

Exploring Distribution Strategies

039

Explain distribution and how it relates to SE industries.

040

Identify distribution channels as they relate to the SE industries.

041

Identify strategies for distributing SE services.

042

Explain facilities management as it relates to SE industries.

043

Explain on-site merchandising and concessions as they relate to SE facilities.

044

Identify online merchandise methods as they relate to SE industries.

Developing a Promotional Mix

045

Explain promotion and promotional mix.

046

Identify the roles of advertising, publicity, sales promotion, direct marketing, and personal selling in the SE industries.

047

Determine methods of communication used in SE promotion.

048

Describe the elements of an advertisement.

Describing the Sales Process

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049

Explain the types of selling and why they are important in SE Industries.

050

Explain merchandising (on-site and supplemental) as it relates to the SE industries.

051

Explain the concept of bundling products/services.

052

Explain the steps of personal selling.

053

Explain the importance of customer service as it relates to the SER industries.

Exploring the Forms and Techniques of Advertising

054

Explain advertising as related to SE industries.

055

Identify goals of advertising and methods of evaluating an advertisement’s success.

Using Social Media

056

Define the current electronic marketing tools and devices.

057

Identify methods for attracting customers and establishing/maintaining customer relationships.

058

Identify target markets’ preferred devices for various electronic marketing tools.

059

Compare and contrast traditional marketing and social media marketing.

060

Identify the pros and cons of social media.

Exploring Public Relations/Publicity

061

Explain public relations as related to SE industries.

062

Describe public relations tools.

063

Explain the internal and external aspects of public relations.

064

Analyze the effects of negative media occurrences.

Exploring Sales Promotion

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065

Explain the advantages and disadvantages of using various forms of sales promotion in the SE industries.

066

Describe the elements of an SE sales promotion campaign.

Exploring Sponsorship and Endorsements

067

Explain sponsorship/partnership as it relates to the SE industries.

068

Explain the reasons for a company or organization to use sponsorships.

069

Identify legal restrictions placed on endorsements and sponsorships.

070

Explain advantages and disadvantages of endorsements.

071

Identify current trends in sponsorship within the SE industries.

072

Explain the difference between sponsorships and endorsements.

073

Describe the components and exchanges of an event triangle.

074

Explain the effects media broadcasting may have on the decision making of a sponsor.

Describing the Economics of the Industry

075

Explain economics and its relation to the SE industries.

076

Explain how the phases in the business cycle affect the SE industries.

077

Explain the concept of supply and demand as it relates to the SE industries.

078

Explain competition as it relates to the SE industries.

Exploring the Marketing Plan

079

Explain the components of the marketing plan.

080

Describe the importance of research in developing a marketing plan.

081

Describe the importance of analyzing the market plan to determine return on investment.

082

Identify the components of a SWOT analysis.

Developing Job Search Skills

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083

Identify occupations within each SE industry.

084

Identify personal skills and interests.

085

Identify resources for job search.

086

Develop a résumé and application/cover letter.

087

Complete a job application form in traditional paper format, or online.

088

Describe the job interview process and techniques for follow-up.

089

Participate in a mock interview or an informational interview with a local employer.

Legend: Essential Non-essential Omitted

Understanding the Importance of Sports and Entertainment (SE) Marketing

Task Number 001

Explain the importance and impact of the sports and entertainment industries (e.g., commerce, society, quality of life, what’s important to student, careers).

Definition

Explanation should include answers to the following questions:

• What is the sports and fitness industry? • What is arts and entertainment? • What role do recreation and tourism play in the SE industry?

Explanation should also include the importance of each industry to the consumer (e.g., escape, fun, bonding with others, health, education, involvement of people from all socioeconomic levels) and the economic impacts to the community:

• Provides jobs

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• Benefits other businesses • Adds to tax revenue • Enhances quality of life

It should include identification of a small sample of career opportunities to indicate the depth of occupations within the industries.

Process/Skill Questions

• What products and services are available in the sports industry? The entertainment industry?

• How does each of these industries impact the consumer? The economy? The community (e.g., infrastructure)?

• Why are there a wide variety of career options available in each of the SE industries? • What are some of the career options available in SE? • Even if you do not work in one of these fields, how are you affected by these industries? • Why is SE important?

Related Standards of Learning

English

10.5 The student will read, interpret, analyze, and evaluate nonfiction texts.

a. Identify text organization and structure. b. Recognize an author’s intended audience and purpose for writing. c. Skim manuals or informational sources to locate information. d. Compare and contrast informational texts. e. Interpret and use data and information in maps, charts, graphs, timelines, tables,

and diagrams. f. Draw conclusions and make inferences about explicit and implied information,

using textual support as evidence. g. Analyze and synthesize information in order to solve problems, answer

questions, and generate new knowledge. h. Use reading strategies throughout the reading process to monitor

comprehension.

11.5 The student will read and analyze a variety of nonfiction texts.

a. Use information from texts to clarify understanding of concepts. b. Read and follow directions to complete an application for college admission,

for a scholarship, or for employment. c. Generalize ideas from selections to make predictions about other texts.

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d. Draw conclusions and make inferences about explicit and implied information, using textual support.

e. Analyze two or more texts addressing the same topic to identify authors’ purposes and determine how authors reach similar or different conclusions.

f. Identify false premises in persuasive writing. g. Recognize and analyze use of ambiguity, contradiction, paradox, irony,

overstatement, and understatement in text. h. Generate and respond logically to literal, inferential, evaluative, synthesizing,

and critical-thinking questions before, during, and after reading texts.


a. Generate and respond logically to literal, inferential, evaluative, synthesizing, and critical-thinking questions before, during, and after reading texts.

b. Analyze and synthesize information in order to solve problems, answer questions, and generate new knowledge.

c. Analyze two or more texts addressing the same topic to identify authors’ purposes and determine how authors reach similar or different conclusions.

d. Recognize and analyze use of ambiguity, contradiction, paradox, irony, overstatement, and understatement in text.

e. Identify false premises in persuasive writing. f. Draw conclusions and make inferences about explicit and implied information,

using textual support.

National MBAResearch Standards-Marketing

Acquire a foundational knowledge of product/service management to understand its nature and scope. Apply quality assurances to enhance product/service offerings. Employ product-mix strategies to meet customer expectations. Generate product ideas to contribute to ongoing business success. Position products/services to acquire desired business image.

Task Number 002

Describe the importance of the past, present, and future of SE industries.

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Definition

Description should include highlights of the growth and development of each SE industry, to include points such as the following:

• Evolution of the two industries from the social, technological, and economic perspectives • Expansion of the industries to national and global audiences • Key developments and people within the industry


• How are the growth patterns in the two industries similar? Different? • What leaders/organizations have contributed to the expansion of the SE industries? How? • How have technology advancements affected the growth of each SE industry? • How has SE spread to a national and global audience? • What key events have influenced the SE industries as it is today? • What social changes have affected growth of the SE industries? • What economic changes have affected growth of the SE industries?


English






comprehension.




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National MBAResearch Standards-Business Administration

Analyze cost/profit relationships to guide business decision-making. Understand economic indicators to recognize economic trends and conditions. Understand the nature of business to show its contributions to society.

Task Number 003

Explain hospitality as it relates to the SE industries.

Definition

Explanation should include the concept of hospitality (the friendly reception and treatment of guests or strangers) as it relates to the SE industries (e.g., customer service banquets associated with SE events).

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• What is hospitality, as related to the SE industries? • How is hospitality with consumers, media, and sponsors evident at SE events? • Why has hospitality become an important part of the SE industries? • Why is it important to remember that SE events are not just about the game/event but also

about the whole experience? • What are some examples of hospitality at games/events • What are consequences for SE marketers who do not plan for hospitality and event

sponsorship at their events?


English






comprehension.



for a scholarship, or for employment. c. Generalize ideas from selections to make predictions about other texts. d. Draw conclusions and make inferences about explicit and implied information,

using textual support. e. Analyze two or more texts addressing the same topic to identify authors’

purposes and determine how authors reach similar or different conclusions. f. Identify false premises in persuasive writing. g. Recognize and analyze use of ambiguity, contradiction, paradox, irony,

overstatement, and understatement in text.

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h. Generate and respond logically to literal, inferential, evaluative, synthesizing, and critical-thinking questions before, during, and after reading texts.









Acquire a foundational knowledge of product/service management to understand its nature and scope.

Task Number 004

Analyze trends and innovations in SE.

Definition

Analysis should include an explanation and example of a trend in each of the SE industries. Trends may include changes such as those in professional and amateur activities, audience options, the consumer, recreation opportunities, health issues, leisure interests, or multipurpose venues.


• Do SE trends evolve from the top down or from the bottom up? Explain. • How are consumers involved in multiple SE industries simultaneously? • What changes are occurring in SE venues? How do current health and leisure interests

affect the two SE industries? • How do current health and leisure interests affect SE industries? • What is the trend for venues in terms of multipurpose or single use?

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• How are sports marketers combining sports and entertainment into events? (i.e., Super Bowl)

• What changes are occurring in how media covers events and how we get media coverage?

• How has social media impacted the industries?


English






comprehension.









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Analyze cost/profit relationships to guide business decision-making. Understand economic indicators to recognize economic trends and conditions.

Developing an Overview of Marketing

Task Number 005

Explain marketing as it relates to the SE industries.

Definition

Explanation should include a general definition of the term marketing, its primary function (i.e., generating revenues), and examine a variety of examples illustrating the roles of marketing in each of the SE industries.


• What is sports marketing? • What is entertainment marketing? • Why would a SE activity need marketing? • How would a SE activity measure the success of a marketing activity? • How would a SE marketing manager decide which type of marketing activity would be

best for an event?

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• What are examples of SE-related marketing in your community? In Virginia? In the United States?

• What is the economic impact of SE events on a community? In Virginia? In the United States?


English






comprehension.









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Understand marketing's role and function in business to facilitate economic exchanges with customers.

Task Number 006

Identify the components (the Ps) of the marketing mix as they relate to SE marketing.

Definition

Identification should include the interrelationship of the following components of the marketing mix: product, place (distribution), price, and promotion. Additional elements of the mix could include people, packaging, and positioning. Explanation should emphasize the concept that the mix will help to identify a target market, and decisions that follow will be directed towards developing a SE marketing strategy.


• How are the four Ps and people of the marketing mix related to one another? • Why could the marketing mix include the additional Ps, people, packaging, and

positioning? • Which of the components of the marketing mix do you consider to be the most important

in SE? Why? • How do marketers make marketing mix decisions? • What is a marketing strategy? • Why is the marketing mix part of a marketing strategy? • How do the SE industries use product placement to increase gross impressions of non-SE

products?

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Task Number 007

Describe the marketing concept of the SE industries.

Definition

Description of the marketing concept should include the following goals of marketing:

• Identifying customers • Recognizing customer wants and needs • Satisfying diverse and changing customer wants and needs • Earning a return on investment (ROI)


• What is the marketing concept as it relates to SE? • Why is the marketing concept important in SE? • What role does the marketing mix play in the marketing concept? • How does the marketing concept relate to profit? • What is ROI? How does it impact the marketing concept? • How does the marketing concept help customers? A business? • Why is profit included as one of the basic elements of the marketing concept?


English




using textual support as evidence.

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g. Analyze and synthesize information in order to solve problems, answer questions, and generate new knowledge.

h. Use reading strategies throughout the reading process to monitor comprehension.
















Acquire a foundational knowledge of selling to understand its nature and scope. Employ product-mix strategies to meet customer expectations. Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.

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Task Number 008

Explain the concept of target marketing.

Definition

Explanation should include a definition of target marketing, area of dominant influence (ADI), and market segmentation. It should also address the importance of demographics, psychographics, and geographics of local, state, and national markets with relation to target markets in SE.


• Why would a SE activity need to identify a target market? • What is an area of dominant influence (ADI)? How does it assist with identifying a target

market? • What is market segmentation? • What are demographics? • What are psychographics? • What are geographics? • How are market, market segment, niche market, and target market different from one

another? • Of the three (demographics, psychographics, and geographics), does one play a stronger

role in SE marketing? Explain. • How does online marketing and social media impact target marketing in relation to SE? • What are innovative ways to locate and identify new customers? • How is target marketing in SE marketing unique? • Why is a mass marketing strategy usually not successful? • What are some potential problems of target marketing? • Why is niche marketing important to the SE industries?


English


a. Identify text organization and structure. b. Recognize an author’s intended audience and purpose for writing. c. Skim manuals or informational sources to locate information. d. Compare and contrast informational texts.

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e. Interpret and use data and information in maps, charts, graphs, timelines, tables, and diagrams.

f. Draw conclusions and make inferences about explicit and implied information, using textual support as evidence.



















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Select target market appropriate for product/business to obtain the best return on marketing investment (ROMI).

Task Number 009

Describe the marketing functions.

Definition

Description should include a definition of the functions listed below and an explanation of how each function relates to the SE industries:

• Selling (i.e., different processes for selling tickets, hospitality/catering, and sponsorships) • Distribution (Channel Management) • Product/service management • Promotion • Pricing • Financing • Marketing information management (MIM) • Market planning


• How are the marketing functions interdependent? • How does each marketing function relate to the SE industries? • How do the marketing functions support the marketing concept? • Of all of the marketing functions, does one have more importance? Explain? • How can research and statistical analysis measure the success/failure of a SE activity?


English



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Acquire a foundational knowledge of finance to understand its nature and scope.

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Acquire a foundational knowledge of product/service management to understand its nature and scope. Acquire a foundational knowledge of promotion to understand its nature and scope. Acquire a foundational knowledge of selling to understand its nature and scope. Acquire foundational knowledge of channel management to understand its role in marketing. Acquire foundational knowledge of marketing-information management to understand its nature and scope. Develop a foundational knowledge of pricing to understand its role in marketing.

Developing Interpersonal Skills

Task Number 010

Identify types of communication used in SE industries.

Definition

Identification should include types of communication, such as social media, mail, phone conversations, one-on-one encounters, and e-mails, and should incorporate both verbal and nonverbal communication.


• What types of communication are used in SE marketing, and why is each important in the industry?

• What effect does body language have on communication?

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• How are personal and business relationships impacted by communication? • How has the Internet impacted communication in SE marketing? • How does nonverbal communication occur in the workplace? • How does communication on social media differ from other forms of “traditional”

communication?


Apply verbal skills to obtain and convey information. Communicate with staff to clarify workplace objectives. Read to acquire meaning from written material and to apply the information to a task. Use communication skills to foster open, honest communications. Use social media to communicate with a business's stakeholders. Write internal and external business correspondence to convey and obtain information effectively.

Task Number 011

Identify the role of communication in effective work relationships.

Definition

Identification should include the role of communication with clients, internal/external customers as related to the SE industries.


• Why is it important to communicate effectively with coworkers as well as clients? • How has technology changed communication among clients, customers, and coworkers? • What cues can a speaker look for to ensure that his or her message is being positively

received? • What cues can indicate unsuccessful oral communication? • How can communicators make use of these cues to better adapt to their audience? • What determines if communication is effective? Why do employers look for effective

communication skills in their employees? • How can a written document communicate nonverbally?

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• When should social media be used and when is it inappropriate to use social media?


Communicate with staff to clarify workplace objectives. Use communication skills to foster open, honest communications. Write internal and external business correspondence to convey and obtain information effectively.

Task Number 012

Develop presentation skills as a form of business communication.

Definition

Development should include the elements needed to deliver an effective presentation, including

• eye contact • voice tone and projection • overall presentation (i.e., product knowledge, overcoming objections) • appropriate appearance for audience • the use of appropriate vocabulary for the appropriate audience • body language

It may include the use of a visual to enhance a presentation. Audience engagement may include creating a follow-along visual for each member of the audience. Designing and executing a presentation, visual, and follow-along audience visual may be incorporated.


• What communication skills are vital for a presenter to execute in order to ensure the audience is receiving the main message of the presentation?

• What types of visuals can be used to enhance a presentation? What are the advantages and disadvantages of each type?

• What is the 6X6 rule that should be followed when creating an electronic presentation visual?

• Why is developing a personal follow-along visual for each audience member that includes presentation highlights important for audience engagement?

• What is a fact sheet, and how can it be used to enhance a presentation?

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English

10.1 The student will participate in, collaborate in, and report on small-group learning activities.

a. Assume responsibility for specific group tasks. b. Collaborate in the preparation or summary of the group activity. c. Include all group members in oral presentation. d. Choose vocabulary, language, and tone appropriate to the topic, audience, and

purpose. e. Demonstrate the ability to work effectively with diverse teams to accomplish a

common goal. f. Collaborate with others to exchange ideas, develop new understandings, make

decisions, and solve problems. g. Access, critically evaluate, and use information accurately to solve problems. h. Evaluate one’s own role in preparation and delivery of oral reports. i. Use a variety of strategies to listen actively. j. Analyze and interpret others' presentations. k. Evaluate effectiveness of group process in preparation and delivery of oral

reports.

10.6 The student will develop a variety of writings to persuade, interpret, analyze, and evaluate, with an emphasis on exposition and analysis.

a. Generate, gather, plan, and organize ideas for writing to address a specific audience and purpose.

b. Synthesize information to support a thesis. c. Elaborate ideas clearly through word choice and vivid description. d. Write clear and varied sentences, clarifying ideas with precise and relevant

evidence. e. Organize ideas into a logical sequence, using transitions. f. Revise writing for clarity of content, accuracy, and depth of information. g. Use computer technology to plan, draft, revise, edit, and publish writing.

10.7 The student will self- and peer-edit writing for correct grammar, capitalization, punctuation, spelling, sentence structure, and paragraphing.

a. Distinguish between active and passive voice. b. Apply rules governing use of the colon. c. Use a style manual, such as that of the Modern Language Association (MLA)

or the American Psychological Association (APA), to apply rules for punctuation and formatting of direct quotations.

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d. Differentiate between in-text citations and works cited on the bibliography page.

e. Analyze the writing of others. f. Describe how the author accomplishes the intended purpose of a piece of

writing. g. Suggest how writing might be improved. h. Proofread and edit final product for intended audience and purpose.

11.1 The student will make informative and persuasive presentations.

a. Gather and organize evidence to support a position. b. Present evidence clearly and convincingly. c. Address counterclaims. d. Support and defend ideas in public forums. e. Use grammatically correct language, including vocabulary appropriate to the

topic, audience, and purpose. f. Monitor listening and use a variety of active listening strategies to make

evaluations. g. Use presentation technology. h. Collaborate and report on small-group learning activities.

11.6 The student will write in a variety of forms, with an emphasis on persuasion.


b. Produce arguments in writing, developing a thesis that demonstrates knowledgeable judgments, addresses counterclaims, and provides effective conclusions.

c. Organize ideas in a sustained and logical manner. d. Clarify and defend position with precise and relevant evidence, elaborating

ideas clearly and accurately. e. Adapt content, vocabulary, voice, and tone to audience, purpose, and situation. f. Revise writing for clarity of content, accuracy, and depth of information. g. Use computer technology to plan, draft, revise, edit, and publish writing. h. Write and revise correspondence to a standard acceptable both in the workplace

and in postsecondary education.


a. Use a style manual, such as that of the Modern Language Association (MLA) or the American Psychological Association (APA), to apply rules for punctuation and formatting of direct quotations.

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b. Use verbals and verbal phrases to achieve sentence conciseness and variety. c. Distinguish between active and passive voice. d. Differentiate between in-text citations and works cited on the bibliography

page. e. Adjust sentence and paragraph structures for a variety of purposes and

audiences. f. Proofread and edit writing for intended audience and purpose.

12.1 The student will make a formal oral presentation in a group or individually.

a. Choose the purpose of the presentation. b. Choose vocabulary, language, and tone appropriate to the audience, topic, and

purpose. c. Use details, illustrations, statistics, comparisons, and analogies to support the

presentation. d. Use media, visual literacy, and technology skills to create and support the

presentation. e. Use grammatically correct language, including vocabulary appropriate to the

topic, audience, and purpose. f. Collaborate and report on small-group learning activities. g. Evaluate formal presentations including personal, digital, visual, textual, and

technological. h. Use a variety of listening strategies to analyze relationships among purpose,

audience, and content of presentations. i. Critique effectiveness of presentations.

12.6 The student will develop expository and informational, analytical, and persuasive/argumentative writings.

a. Generate, gather, and organize ideas for writing to address a specific audience and purpose.

b. Produce arguments in writing that develop a thesis to demonstrate knowledgeable judgments, address counterclaims, and provide effective conclusions.

c. Clarify and defend a position with precise and relevant evidence. d. Adapt content, vocabulary, voice, and tone to audience, purpose, and situation. e. Use a variety of rhetorical strategies to accomplish a specific purpose. f. Create arguments free of errors in logic and externally supported. g. Revise writing for clarity of content, depth of information, and technique of

presentation. h. Use computer technology to plan, draft, revise, edit, and publish writing.

12.7 The student will write, revise, and edit writing.

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a. Edit, proofread, and prepare writing for intended audience and purpose. b. Apply grammatical conventions to edit writing for correct use of language,

spelling, punctuation, and capitalization. c. Use a style manual, such as that of the Modern Language Association (MLA)



Apply verbal skills to obtain and convey information. Communicate with staff to clarify workplace objectives.

Task Number 013

Identify ethical and unethical business practices.

Definition

Identification should include

• defining ethics and ethical • distinguishing between what is legal and what is ethical • summarizing commonly encountered ethical and unethical business practices, including

explanations of such matters as bribery, privacy/confidentiality, liable, slander, financial integrity, and accountability

• describing ways to ensure ethical practices in a business environment • explaining possible consequences of employing unethical business practices.


• What is the difference between ethical and unethical behavior? • What is the difference between unlawful and unethical behavior? • What is a situation in which an action might be legal but unethical? • Why is ethical decision-making of great importance to a business? • Do all businesses have the same set of ethical standards? Why, or why not? • How does a business owner’s sense of ethics affect his/her business decisions? • What is the government’s influence on ethical and unethical business practices? • Is a breach of client confidentiality ethical? Why, or why not? Is it legal? Why, or why

not?


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English






comprehension.













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Understand the nature of business to show its contributions to society.

Developing Customer Service Skills

Task Number 014

Explain the importance of customer service as it relates to the SE industries.

Definition

Explanation should include the concept that customer service reflects the ability to balance the customers’ needs and company policy. It should also include the reasons that customer service is important.

• It establishes customer loyalty. • It increases customer satisfaction. • It generates business through referrals. • It encourages customers to return. • It enhances the image of a company. • It generates more revenues.


• Why is customer service important to the SE industry? • How does good customer service benefit the individual business? • How might poor customer service be detrimental to a company? • What is your definition of quality customer service? • What are examples of good and poor customer service? • What are examples of on-site or in-game customer service related to the SE industries?

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English






comprehension.












35





Foster positive relationships with customers to enhance company image.


Acquire a foundational knowledge of selling to understand its nature and scope.

Task Number 015

Compare various types of customer service.

Definition

Comparison should include an examination of self-service retailing, limited-service retailing, and full-service retailing, along with the similarities and differences among these types. Comparison should also identify examples of procedures and practices within each type of customer service.


• Based on personal experience, what defines good service? Bad service? • How is level of service related to pricing? • How does competition affect customer service? • If a business is self-serve, does that mean it does not have to offer customer service?

Explain. • What are ways the entertainment industry shows good customer service? • What are ways the sports industry shows good customer service?



Task Number 016

36

Respond to inquiries and suggestions from customers, coworkers, and supervisors.

Definition

Response should include

• responding in a culturally appropriate, professional, and timely manner • clarifying inquiries • locating sources of relevant and accurate information • using direct, descriptive, and specific language • following company policy regarding referral of inquiries to coworkers or supervisors • treating every customer contact as a potential sale and retention opportunity.


• Why is it important to provide accurate, clear, and timely answers to questions from customers? From coworkers?

• When might it be important to clarify an inquiry? • What process is used to obtain information for responding to an inquiry? • How can a customer inquiry be turned into a sales opportunity? • What similarities and differences might there be between customer inquiries and

coworker inquiries? • Why is it important to set realistic expectations for customers? • What does the expression "honesty is the best policy" mean? How does it relate to

customer service? • How quickly should you respond to customer inquiries? • What are some sources of information when responding to customer inquiries? • Why is it important to train employees on company policies and procedures? • What does “the customer is always right” really mean from a business perspective?


Apply verbal skills to obtain and convey information.


Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer. Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.

37

Task Number 017

Translate technical language into commonly understood language.

Definition

Translating technical language includes

• understanding the meaning of specialized vocabulary • analyzing the audience • expressing technical terms and concepts in everyday language.


• What is meant by the term jargon? How can jargon interfere with communication? • What are some examples of jargon in the SE field? • Why is audience analysis important in communication? • How can technical jargon be a barrier to communication? • What are some examples of jargon in the marketing world?


English






comprehension.


38















Apply verbal skills to obtain and convey information. Read to acquire meaning from written material and to apply the information to a task.


Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.

Task Number 018

39

Explain company policy to a customer.

Definition

Explanation of company policy should include the importance of eliminating customer confusion, providing consistent guidelines for customers, and developing a positive company image. Explanation should consist of

• understanding the policies oneself • describing relevant policies simply and accurately • keeping current with policy changes • knowing when to refer a policy matter to a supervisor or specialist.


• What types of customer-service policies commonly exist in the retail world? • What types of customer-service policies exist during a sports or entertainment event? • What are some of the strategies used to develop customer-service policies? • Where should company policies and procedures be located for quick reference? • Why are customer-service policies important for a business? For a customer? • Why is it important for customer-service professionals to be able to communicate

company policies to customers? • Is it ever acceptable not to follow company policy? Explain. • Why is it important for a business to continually train its employees in customer service? • Why is it important for managers to empower their employees? • What are some consequences of an employee not following company policy? For the

business? The customer?


English





questions, and generate new knowledge.

40


















Task Number 019

Communicate a customer-service suggestion to a supervisor.

41

Definition

Communication should reflect the concept that suggestions serve as a means of creating positive working relationships and improving company policies and procedures. Typical categories for suggestions might include

• analyzing a problem or procedure • determining a new or improved response or solution • expressing suggestions in a positive manner • following standard procedures for suggestions.


• Why should an employee communicate suggestions to supervisors? • What precautions should an employee take when communicating suggestions to

supervisors? • When is the appropriate time to approach the supervisor with questions? Why is timing a

critical factor in offering suggestions? • Why is it important to think about and prepare what you want to say to your supervisor

before meeting with him or her? • Why is it important to follow up with your supervisor after offering a suggestion? • What is an example of a customer service suggestion you would make to a supervisor?


Apply verbal skills to obtain and convey information. Communicate with staff to clarify workplace objectives.

Task Number 020

Describe procedures for handling a customer's complaint.

Definition

Description should reflect the need to resolve a customer's complaint through skills and behavior such as

• listening • receiving feedback • giving feedback • empathizing (i.e., exchanging roles) • maintaining ethical standards

42

• displaying a clear understanding of company policies • exhibiting patience.


• What are common customer complaints in the SE industries? • What are the benefits of being able to resolve customer complaints? • How does an employee learn how to resolve customer complaints? • How can the employee be proactive in reducing or preventing customer-service

complaints? • Should salespeople be responsible for handling all of their customers' complaints, or

should customers be told to call the departments responsible for the complaints? Explain. Should businesses respond to customer complaints on social media? Why, or why not?

• What is an example of a customer complaint made in the SE industries?


English






comprehension.





purposes and determine how authors reach similar or different conclusions.

43












Resolve conflicts with/for customers to encourage repeat business.

Task Number 021

Handle different types of customers.

Definition

Demonstration should include a description of potential types of customers, such as

• angry customers • confused customers • customers suspected of pilfering • customers with unreasonable demands • customers under the influence of chemical substances • customers with language barriers • customers with disabilities or special needs.

Demonstration should also include an application of basic problem-solving skills to handle the situation, such as

44

• clarifying the problem • empathizing with the customer • obtaining and analyzing data as needed • finding a suitable solution.


• What are signs that suggest customer dissatisfaction? • What are some situations involving difficult customers that might be encountered in the

SE industries? • How does one determine the nature of a problem when communicating with a difficult

customer? • Why might different approaches be needed for handling different types of difficult

customers? • What positive outcomes can result from professional handling of dissatisfied customers? • What methods can a salesperson use to interact with a nonresponsive customer? • What does the saying "The customer is always right" mean? Do you agree or disagree?

Why? • What are examples of different types of customers one may experience in the SE

industries?



Task Number 022

Demonstrate handling an internal customer.

Definition

Demonstration should include handling various internal customers, including

• fellow employees • other departments within the organization • suppliers.


• How can treating fellow employees like important customers help you do your job more successfully?

• What are some ways you can exceed expectations with internal customers? • Why is it important to express gratitude to internal customers?

45

• What is an example of handling a complaint from a fellow employee? • What is an example of handling a complaint for other departments? • Why is it important for departments to communicate questions or suggestions?


English






reports.






a. Choose the purpose of the presentation.

46

b. Choose vocabulary, language, and tone appropriate to the audience, topic, and purpose.

c. Use details, illustrations, statistics, comparisons, and analogies to support the presentation.

d. Use media, visual literacy, and technology skills to create and support the presentation.

e. Use grammatically correct language, including vocabulary appropriate to the topic, audience, and purpose.

f. Collaborate and report on small-group learning activities. g. Evaluate formal presentations including personal, digital, visual, textual, and




Manage internal and external business relationships to foster positive interactions.

Task Number 023

Explain the role of constructive criticism.

Definition

Explanation should note that feedback given in a positive and courteous way can help the recipient learn and grow. It should also emphasize the importance of validity, tact, tone, and setting when offering constructive criticism.


• What makes constructive criticism? • When giving constructive criticism, why is the setting important? The tone? • What are the professional benefits of accepting constructive criticism? • When is it appropriate to give constructive criticism in the workplace? Explain. • What is empathy? • Why is it important for a person to be able to accept constructive criticism? • When can constructive criticism be destructive? • What should a manager consider before giving negative feedback? • In what setting(s) should managers give feedback? • Who should receive periodic feedback in an organization? • How often should feedback be given? • How can constructive criticism be valued by employees?

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• What is an example of constructive criticism?


English






comprehension.











48






Use communication skills to influence others.

Task Number 024

Demonstrate customer-service techniques.

Definition

Demonstration should include techniques such as the following:

• Using appropriate greetings for various professional situations • Exhibiting politeness, willingness to listen, and consistency of service • Going beyond customer expectations • Treating the customer as you would want to be treated • Keeping in mind the value of a customer's positive memories


• Why are professional communication skills essential for quality customer service? • What is professional etiquette? How is it applied in various segments of the SE

industries? • What resources could be used to learn appropriate international greetings? • What are examples of international greetings? • What are examples of ethnic mistakes professionals must keep in mind when dealing

with international clients? • What are some situations in the SE industries in which a customer needs empathy? How

might a sales representative demonstrate empathy with a customer in these situations? • How should you greet a customer? Coworker? Supervisor? • How can you show someone that you are listening? • What are nonverbal communication techniques to show active listening?


49

English






reports.






a. Choose the purpose of the presentation. b. Choose vocabulary, language, and tone appropriate to the audience, topic, and

purpose. c. Use details, illustrations, statistics, comparisons, and analogies to support the

presentation. d. Use media, visual literacy, and technology skills to create and support the

presentation.

50

e. Use grammatically correct language, including vocabulary appropriate to the topic, audience, and purpose.

f. Collaborate and report on small-group learning activities. g. Evaluate formal presentations including personal, digital, visual, textual, and





Task Number 025

Describe methods used to encourage customer retention.

Definition

Description should include

• learning and using customers' names • remembering customers' favorite brands, colors, or styles • taking time to listen to customers • providing equitable service to all customers • exceeding customers' expectations • following up with sales and customer contacts via notes, e-mails, or customer-service

surveys.


• Why is it helpful to learn customers' names and to engage them on a personal level? • How can active listening skills lead to customer retention? • What are some examples of how to exceed customer expectations within the SE

industries? • How can follow-up lead to customer retention? • What is preselling? How can it lead to customer retention? • What are some ways you can follow up with customers? • Why is it important to keep a client database? • What is an example of customer followup? • What resources are available to help with recalling vital customer information that can

help with retention (e.g., sales database)?

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English






comprehension.












52







Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.

Exploring the Concept of Branding

Task Number 026

Define branding in the SE fields.

Definition

The definition should include

• definition of a brand • brand name • brand mark • trade name • trade character • trademark • brand tag line • national brand • private distributor brand • generic brand.


53

• What role does branding play in SE marketing? • Why is it important to understand the different elements of branding? • How does branding give a company/team a distinct personality? • How can trade characters help build successful brands? • How can you differentiate national, private, and generic brands in the SE industries?


English






comprehension.









54








Acquire a foundational knowledge of product/service management to understand its nature and scope. Employ product-mix strategies to meet customer expectations. Generate product ideas to contribute to ongoing business success. Position products/services to acquire desired business image.

Task Number 027

Explain the concept of branding as it relates to SE marketing.

Definition

Explanation should include

• the importance of brand development • the importance of brands in product/service planning • how brand names are generated • branding strategies, including brand extension, brand licensing, mixed brands, and co-

branding • stages/levels of brand recognition.


• How does branding affect the choices sports/entertainment consumers make?

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• How can SE businesses create brand loyalty? • What are the major considerations to be made when designing/selecting a brand for a

product/service/team? • How can different branding strategies be used effectively? • How can the five stages of brand recognition (non-recognition, rejection, recognition,

preference, insistence) be identified?


English






comprehension.









56









Task Number 028

Explain the types of product licensing and brand protection.

Definition


• licensing • royalties • licensor • licensee • intellectual property • broadcast flags • piracy.


• What is the difference between a licensed product and a branded product? • Can services be licensed? Branded? Explain.

57

• What are business risks associated with licensing? • What legal aspects are involved in licensing? • Why are licenses important in SE marketing? • Why is protecting players, celebrities, team owners, and investors important? • How is licensing viewed in other countries? (There’s no protection from piracy in other

countries.) • How do licensees benefit from a brand’s recognition?


English






comprehension.








12.5

58

The student will read and analyze a variety of nonfiction texts.








Acquire foundational knowledge of business laws and regulations to understand their nature and scope.


Acquire a foundational knowledge of product/service management to understand its nature and scope. Apply quality assurances to enhance product/service offerings.

Task Number 029

Explain the concept and reasons for rebranding.

Definition

Explanation to include

• rebranding purposes/goals • look at brand quality and target market identification • company image & identification • new target market(s) • new product line • altered public image • new revenue potential.

59


• Why would a team/organization consider rebranding? • How would they know to even consider it? (e.g., customer feedback, market info, etc.) • How could an organization combat resistance to rebranding from its current customer

base? • How could a company utilize loyal customers in its rebranding effort?


English






comprehension.








12.5

60











Acquire a foundational knowledge of product/service management to understand its nature and scope. Employ product-mix strategies to meet customer expectations. Position products/services to acquire desired business image.

Describing Product Development

Task Number 030

Explain SE product, SE service, and product planning.

Definition

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Explanation should include a definition of product (both tangible and intangible) and service as well as a description of SE products (e.g., events, merchandise, concessions) and SE services (e.g., athletic training, theaters, public parks). It should also include a definition of product planning, as well as the types of decisions involved in SE product planning (e.g., related to product/service management, selling, promotion).


• What is the difference between a SE product and a SE service? • What types of products and services exist in the sports industry? The entertainment

industry? • What decisions are involved in SE product planning? • How is SE product planning related to the functions of marketing? • What are some examples of tangible SE products? • What are some examples of intangible SE products? • How does the marketing of a tangible product differ from the marketing of an intangible

product? • How are focus groups used in product planning? • What are the steps of new product development? • What is the difference between business and consumer goods?


English






comprehension.


a. Use information from texts to clarify understanding of concepts.

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b. Read and follow directions to complete an application for college admission, for a scholarship, or for employment.

c. Generalize ideas from selections to make predictions about other texts. d. Draw conclusions and make inferences about explicit and implied information,













Acquire a foundational knowledge of product/service management to understand its nature and scope.

Task Number 031

Explain product life cycle.

Definition

Explanation should emphasize that a product life cycle refers to the stages a product goes through in the course of its existence, including introduction, growth, maturity, and decline, all of which affect the product's pricing.

63


• How do marketing strategies differ in each stage of the product life cycle? • What happens to price and profits of an SE product during each stage of the product life

cycle? • How are the marketing functions affected during each stage of the product life cycle? • What strategies would be used to manage a specific SE product during each stage of the

product life cycle? • What is a fad? • What is an example of a fad? • How could you describe the movement of a fad through the product life cycle?


English






comprehension.







64











Task Number 032

Describe the role of market research.

Definition

Description should emphasize that marketing research involves obtaining necessary information to make sound product development decisions (e.g., data to ensure that products are relevant to target markets).


• Why would a business want to do marketing research? • What are the steps in the marketing research process?

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• Explain the difference between primary and secondary research/data. • What types of research methods might a business use to collect primary research? • List advantages and disadvantages for the different primary research methods. • How do companies use marketing research to remain competitive in the SE industries? • Why should a business be interested in trends? • How is a focus group used for market research? • Explain the difference between a census and sample. • Explain data mining. • What is the difference between quantitative and qualitative data?


English






comprehension.








66









Acquire foundational knowledge of marketing-information management to understand its nature and scope. Understand marketing-research activities to show command of their nature and scope.

Task Number 033

Explain the role of product positioning.

Definition

Explanation should include where the product fits in the market.


• What is product positioning? • What are the factors that relate to product positioning? How does each factor contribute

to successful positioning? • What roles might product positioning have in SE marketing? • What role does competition play in product positioning? • Explain the importance of market segmentation in product positioning.


English

67






comprehension.













e. Identify false premises in persuasive writing.

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f. Draw conclusions and make inferences about explicit and implied information, using textual support.


Apply quality assurances to enhance product/service offerings. Generate product ideas to contribute to ongoing business success. Position products/services to acquire desired business image.

Task Number 034

Describe the impact of uncontrollable factors on SER product development.

Definition

Description should include a focused discussion of uncontrollable factors (e.g., season of the year, weather, social factors, a team's winning/losing performance season, economic climate) and ways they may influence product planning decisions in the SE industries.


• How would uncontrollable factors affect SE product development? SE service development?

• Why do uncontrollable factors affect SE products more than those of some other industries?

• What is an example of an uncontrollable factor in SE? • How would a business manage a product despite the risk?


English



69




















Understand fundamental economic concepts to obtain a foundation for employment in business.

70

Exploring Pricing Strategies

Task Number 035

Explain pricing and the factors that affect pricing decisions.

Definition

Explanation should include the concepts that price creates a competitive edge, affects profits and company image, and establishes value.


• What is the relationship between price and profit? • How does price help to create an image for a sports, entertainment, or entertainment

company? • What is the relationship between price and value? • What is a loss leader? • Why is a product/service price a critical factor in the success or failure of a business? • What effect do expenses have on price? • How does price affect place decisions? • What is the difference between price and non-price competition? • How does the stage in the life cycle affect the price of a product?


English



and diagrams.

71





















72

Develop a foundational knowledge of pricing to understand its role in marketing.

Task Number 036

Identify pricing strategies as they relate to the SE industries.

Definition

Identification should include strategies such as group sales, personal seat license (PSL) promotions, discounts, prestige pricing, odd-even pricing, promotional, price lining, tier pricing, pricing enticements, and bundling.


• How does competition affect price? • What consumer psychological factors influence sports, entertainment, and recreation

pricing decisions? • How do venue layouts affect pricing strategies? • How does the location of an event affect price? • How is merchandising at an event associated with pricing? • How does supply and demand affect the pricing of a product or service?


Develop a foundational knowledge of pricing to understand its role in marketing.

Understanding the Business Structure of SEM

Task Number 037

Explain business as it relates to the SE industries.

Definition

73

Explanation should include a definition of business and business activities (e.g., management, accounting, finance, marketing, production, procurement) as they relate to the SE industries.


• What are the characteristics of a business? • What are characteristics of the SE industries? • What are the major business activities related to the production and marketing of goods

and services in SE industries? • What role do minor business activities play in SE marketing? • What is the relationship between business and SE marketing?


English






comprehension.







74










Analyze cost/profit relationships to guide business decision-making. Determine needed safety policies/procedures to protect employees. Understand fundamental economic concepts to obtain a foundation for employment in business. Understand marketing's role and function in business to facilitate economic exchanges with customers.

Task Number 038

Compare the types of business ownership and their roles in the SE industries.

Definition

Comparison should include an explanation and SE-related example of proprietorship, partnership, corporation, and cooperative, giving the advantages and disadvantages of each business type, and a description of the role of each in the SE industries.


75

• How are the types of business ownership similar to one another? How are they different? • What role does government play in ownership in the SE industries? • How is the role of government different in the SE industries than other businesses? • What roles do labor unions have in ownership in the SE industries? • What place do franchises have in the SE industries? • How is an individual athlete or entertainer compared to traditional types of business

ownerships?


Apply knowledge of business ownership to establish and continue business operations. Utilize planning tools to guide organization's/department's activities.

Exploring Distribution Strategies

Task Number 039

Explain distribution and how it relates to SE industries.

Definition

Explanation should emphasize that distribution includes all of the activities necessary to deliver products to the intermediaries and the end user.


• How are the types of business ownership similar to one another? • How are they different? What role does government play in ownership in the SE

industries? • How is the role of government different in the SE industries than other businesses? • What roles do labor unions have in ownership in the SE industries? • What place do franchises have in the SE industries? • How is an individual athlete or entertainer compared to traditional types of business

ownerships?


76

English






comprehension.













77




Acquire foundational knowledge of channel management to understand its role in marketing.

Task Number 040

Identify distribution channels as they relate to the SE industries.

Definition

Identification should include channels, intermediaries, outlets, and transportation as they relate to SE industries.


• How has technology affected the distribution of SE products to consumers? • How does the experiential and transitory nature of SE lend itself to electronic

distribution? • What effect has mobile technology had on the cost of electronic distribution? • How might distribution channels differ among SE products? • How does the variety of distribution options affect the SE consumer?


Manage channel activities to minimize costs and to determine distribution strategies.

Task Number 041

Identify strategies for distributing SE services.

Definition


78

• use of entertainment to entice spectators to SE events • use of enticements (e.g., social media, Groupon, Living Social, discounts, group offers,

buy-one-get-one) • challenges of maintaining sell-out attendance at SE events • current trends of at-home viewing of events through television (e.g., cable, satellite

services) and the Internet (e.g., online subscription of viewing games via team website, social networks, and mobile apps).


• Why is it important for a team to incorporate entertainment as part of the sporting event? • How has television impacted strategies of the SE industries to increase attendance at

events? • How has the Internet created competition for spectator attendance at SE events? • How has the expansion of mobile applications effected the distribution of SE events? • What are the advantages and disadvantages of viewing a SE event at home vs. at the

venue? • How can the distribution of sports events effect the distribution of recreational sports? • What is a niche market channel? Give examples.



Task Number 042

Explain facilities management as it relates to SE industries.

Definition


• content (e.g., concert, sporting event, general entertainment, customer experience, conventions)

• life safety, security • customer service (e.g. front line staff, gift, concession) • ticket sales (e.g., box office, ticketing technology, selling the product, upselling, online,

mobile technology) • accessibility (e.g., physical, financial) • parking • restrooms • spectator movement around facility • public transportation options to venue

79

• elements that enhance sports facilities.

Explanation may also include

• current trends in facilities management (e.g., security plans, new facility element analysis, facility location around public transportation)

• common security concerns and risks at events (e.g., theft, crowd size, alcohol consumption, weather, poor communication system, spectator baggage checks)

• possibly uncommon security concerns (e.g., active shooter, acts of terrorism).


• What are the functions of event security and security plans? • What are common concerns and risks for security at SE facilities? • What are special concerns for high risk facility locations? • How do new facilities' designs compare to older facilities? • Why is it important to ensure compliance with health and safety ordinances? • What methods are used to move spectators to/from and around facilities? • Why are these methods significant to security and spectators?


English






comprehension.



for a scholarship, or for employment.

80














Acquire foundational knowledge of channel management to understand its role in marketing.

Task Number 043

Explain on-site merchandising and concessions as they relate to SE facilities.

Definition

Explanation should include types of concessions and on-site merchandising and recent trends. Examples may include

• refreshment stands • creativity and staying current with trends (e.g., food trucks, food and beverage selection)

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• premium services such as at-seat service, suites, and touch screen order delivery • high-end vending • exclusive sponsorships • suites • parking • ticketing/registration • restaurants • retail stores and kiosks.


• How are current trends in on-site merchandising and concessions impacting SER facilities?

• How do premium concession services impact ticket price and seating for the spectator? • Why is on-site merchandising important to team owners and entertainers? • How are new SER facility designs incorporating on-site merchandising and concessions?


English






comprehension.





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Task Number 044

Identify online merchandise methods as they relate to SE industries.

Definition


• technology (e.g., hotels.com, expedia.com) • online SE retail stores • auction websites (e.g., eBay) • legitimate online ticket sales (e.g., Ticketmaster, StubHub, team websites) • merchandise development websites (e.g., CustomInk) • mobile applications • secure payment methods (e.g., PayPal)

83


• What are various websites that sell SE-related merchandise? • What are advantages to mobile application? • What are advantages and disadvantages of buying from an online auction site vs. a retail

website? • How do online ticket sales vendors vary their services for the online user? • Will brick-and-mortar stores become obsolete due to online merchandising? Why, or why

not? • Why is a merchandise-development website important to offer to online users? • What are some online security concerns?



Developing a Promotional Mix

Task Number 045

Explain promotion and promotional mix.

Definition

Explanation should include a definition of promotion and a description of the elements in the promotional mix (e.g., advertising, publicity, personal selling, sales promotion, direct marketing). It should also include the relationship among promotion, publicity, and advertising of a product/service.


• What is the difference between promotion and promotional mix? • What are the roles of publicity and public relations in promotion? • What is the role of advertising in promotion? • Why is sales promotion a good short-term tactic? • What is the difference between personal and non-personal promotion? • What is the difference between product promotion and institutional promotion? • Why is the marketing concept important in promotion?

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• What is a promotional plan? • What are the steps involved in creating a promotional plan? • What is the role of direct marketing in promotion?


English






comprehension.










85







Acquire a foundational knowledge of promotion to understand its nature and scope.

Task Number 046

Identify the roles of advertising, publicity, sales promotion, direct marketing, and personal selling in the SE industries.

Definition

Identification should include the definitions of advertising, publicity, sales promotions, and personal selling, as well as the advantages and disadvantages of each.


• Why should an industry or business use a mix of advertising, publicity, sales promotions, and personal selling?

• How can publicity be either negative or positive? • How does advertising, publicity, sales promotions, and personal selling affect sales? • What is the difference between advertising and promotion? • What is the difference between advertising and publicity? • How does a business tell if a promotion was effective? • What role does social media advertising play in advertising, publicity, sales promotion,

and personal selling in the SE industries? • What is integrated marketing communications (IMC)? • What is the benefit of using IMC as the framework?



86

Understand promotional channels used to communicate with targeted audiences.

Task Number 047

Determine methods of communication used in SE promotion.

Definition

Methods of communication should include social media, digital marketing, e-mail and mass marketing (direct mail), use of databases to gather and use customer information (e.g., how to use information gathered in ticketing), advertising, mass media, press releases, Internet, phone calls, collateral material (e.g., brochures), and personal visits/presentations.


• What methods of communication are used in SE promotion? Why is each important in the industry?

• How might Internet marketing facilitate consumers' access to SE information? How might this access impact the SE industries?

• Besides the Internet, how has technology impacted promotion in SE marketing? • How might social media be used as a form of communication in SE industries? • Why do companies need to gather and manage marketing information? How might the

information gathered be used?


Use social media to communicate with a business's stakeholders. Utilize information-technology tools to manage and perform work responsibilities.


Implement and monitor promotional activities to maximize return on promotional efforts. Understand the use of an advertisement's components to communicate with targeted audiences.

Task Number 048

87

Describe the elements of an advertisement.

Definition

Description should include inducement (who, what, where, when, and why), content, call to action, and sales.


• What is the importance of each element of an advertisement? • How might elements of an advertisement be adapted to suit different media? Different

audiences? • How might advertising be used in each SE industry? • Why is it suggested to keep headlines or slogans short? • What is white space and why is it important? • Explain the four components of an effective advertisement (attraction, interest, desire,

action)? • What does the American Association of Advertising Agencies help to regulate? • What is the difference between reach and frequency in regards to advertising?


English






comprehension.



88















Understand the use of an advertisement's components to communicate with targeted audiences.

Describing the Sales Process

Task Number 049

89

Explain the types of selling and why they are important in SE Industries.

Definition

Explanation should include recognizing the importance of selling as part of the marketing concept, explanation and a distinction between personal selling (one-on-one contact, e.g., salespeople, merchandise sales, interviewing) and technology-based selling (e.g., Internet sales, e-mail marketing, social media,).


• Why is selling important? • What are the different types of selling and how can you recognize each? • How is personal selling used in the SE industries? • How is non-personal selling used in the SE industries? • How could selling be both personal and non-personal to consumers? • What personality traits contribute to an employee's success in personal selling? • What are customer buying motives? • How can these buying motives help sell the product/service and decision making?


English






comprehension.



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Task Number 050

Explain merchandising (on-site and supplemental) as it relates to the SE industries.

Definition

Explanation should include various types of merchandise available

• on-site (events), including food and beverage (concessions), souvenirs, clothing, programs

91

• on-site (brick and mortar), including merchandise (clothing, hats, shoes), novelty (lanyards, key chains), posters, Fatheads, movies (DVDs and Blu-ray), books, comics, board games, video games

• online, including souvenirs, clothing, games, comics, video games, downloadable music, and downloadable videos.

• Online, including specific sites such as Amazon, eBay, all professional sport websites, sporting news websites (e.g., ESPN, Fox Sports, CBS Sports), and entertainment news websites (e.g., E! News)

Explanation should also include the concept that many of the products once only available on-site are now available online.


• What is the difference between a concession and merchandising on-site? • How does one determine what types of and how many concessions to operate in a

particular facility? • What are the advantages and disadvantages of on-site merchandising? • In terms of the marketing concept, why are concessions important? • How might concessions and on-site merchandising affect a venue's relationship with local

businesses? • What is the difference between on-site merchandising at an event and on-site

merchandising in a retail store? • What are the advantages and disadvantages of online merchandising? • How does online merchandising differ from on-site merchandising? • How might a consumer find merchandise online? • Why is it important for major organizations and retailers to acknowledge consumer

shopping online?


English






92


















Task Number 051

Explain the concept of bundling products/services.

93

Definition

Explanation should include the definition of bundling as combining multiple products to be sold as one package and the concept that there are more venue opportunities through bundling beyond the primary product/service (e.g., licensing, food and beverage).


• What is a goal of bundling products or services? • What are some products or services that are bundled? • What are some advantages and disadvantages of bundling products? • How do the consumers benefit from product/service bundling? • How can product/service bundling affect business image? • How does bundling affect the promotional plan?


English






comprehension.





purposes and determine how authors reach similar or different conclusions.

94













Task Number 052

Explain the steps of personal selling.

Definition

Explanation should include the steps of the selling process

• pre-approach activities • product knowledge • prospecting/qualifying • the approach • the needs of customers • the presentation and demonstration • overcoming objections • the close • suggestion selling • the follow-up (relationship marketing).

95


• What activities (pre-approach) can take place before the selling process? • To what extent is it important to perform the steps of the sale in order? • What might be the results of omitting or underemphasizing one or more selling steps? • How can product presentation and demonstration assist with the sales process? • How can basic selling techniques be adapted to various SE sales situations? (events, on-

site) • How can a salesperson determine the needs of a potential SE customer? • How can a salesperson handle any objections? • Why is suggestion selling important when closing the sale? • How can following up with consumers create positive sales feedback?


English






comprehension.





purposes and determine how authors reach similar or different conclusions. f. Identify false premises in persuasive writing.

96

g. Recognize and analyze use of ambiguity, contradiction, paradox, irony, overstatement, and understatement in text.











Task Number 053

Explain the importance of customer service as it relates to the SER industries.

Definition

Explanation should include the benefits of exemplary customer service (e.g., helping to close a sale, encouraging customers to return, enhancing the image of a company).


• Why is customer service important to the SER industry? • How does good customer service benefit the individual business? • How might poor customer service be detrimental to a company? • What is your definition of quality customer service?


97

English






comprehension.













98




Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer. Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.

Exploring the Forms and Techniques of Advertising

Task Number 054

Explain advertising as related to SE industries.

Definition

Explanation should include purposes, techniques, and the importance of advertising as it relates to the SE industries.


• What is the main goal of advertising? How does advertising play a role in SE marketing? • What are the benefits to companies that advertise in the sports and entertainment

industries? • How can the physical environment assist with advertising the sports or entertainment

product/service? • What are the differences between promotional and institutional advertising? • How can promotional and institutional advertising be used simultaneously? • What are some different advertising techniques? • How can advertising pre-sell a product or service?


99

English






comprehension.













100




Understand promotional channels used to communicate with targeted audiences. Understand the use of an advertisement's components to communicate with targeted audiences.

Task Number 055

Identify goals of advertising and methods of evaluating an advertisement’s success.

Definition

Identification should include increasing awareness, sales, and/or attendance. It should also identify methods to evaluate the effectiveness of an advertisement (e.g., sales, rate of return, click-throughs, site visits, timelines to event, feedback through websites and social media).


• What are the main goals of advertising? • Why is image and brand awareness important in advertising? • Why is it important to attract a particular target audience? • What measurements can be used to determine why you lost customers and ways to

replace them? • How can you reach the most potential customers? • How does a company measure the effectiveness of advertising? • How does social media impact customers? • How can word of mouth on websites and social media help or deter customers?


English


a. Identify text organization and structure.

101

b. Recognize an author’s intended audience and purpose for writing. c. Skim manuals or informational sources to locate information. d. Compare and contrast informational texts. e. Interpret and use data and information in maps, charts, graphs, timelines, tables,




comprehension.
















102

Implement and monitor promotional activities to maximize return on promotional efforts.

Using Social Media

Task Number 056

Define the current electronic marketing tools and devices.

Definition

Definition should include the dynamic, interactive nature of websites, online video, web marketing, social media networks, Internet communications, and cell applications.


• How has social media changed the perception of celebrities and professional athletes? • How has the use of websites evolved in the SE industries? • How have the SE industries used blogs to improve services or products? • How are e-newsletters similar to mass e-mails? • How has the use of cell phone applications impacted the SE industry?


Use social media to communicate with a business's stakeholders.



Task Number 057

Identify methods for attracting customers and establishing/maintaining customer relationships.

103

Definition

Identification should include gathering and understanding the latest technology while using social media/networking.


• Which types of promotions are the most frequently used to attract customers? • How has social media increased exposure to customers internationally and domestically? • What are some methods of attracting customers through social media? • What is relationship marketing and how is it important? • What impact does customer ability to write reviews (positive or negative) have on the SE

industries?





Task Number 058

Identify target markets’ preferred devices for various electronic marketing tools.

Definition

Identification should include matching popular devices with the demographic group who use them most.


• How many different marketing tools are available? • Where are the different devices for marketing tools distributed? • Why do some target markets choose specific marketing tools? • How do various marketing tools help identify target markets? • How will limiting your marketing tool also possibly limit your target market? • Can using different marketing tools attract new markets? How will this benefit the SE

industries? Team? Player?

104


English






comprehension.












105





Implement and monitor promotional activities to maximize return on promotional efforts. Select target market appropriate for product/business to obtain the best return on marketing investment (ROMI).

Task Number 059

Compare and contrast traditional marketing and social media marketing.

Definition

Comparison/contrast should identify the strengths and weaknesses of traditional marketing (e.g., radio, TV, print, digital, word-of-mouth) and social media, including viral marketing, and determine which is suitable for various desired outcomes.


• Why has social media and networking become so popular? • What are the traditional forms of marketing? • Why is social media marketing better for small businesses? • How are traditional forms of marketing and social media marketing being distributed? • What is viral marketing and how does it impact the SE industries?





106

Task Number 060

Identify the pros and cons of social media.

Definition

Identification should include examples of positive and negative messages and their effects as well as methods of using social media in a socially responsible matter.


• How has social media given athletes/entertainers access to their fan base? • What can be done to stop negative messages in social media marketing? • How can the Internet be a positive or a negative for a team, organization, or an individual

in the SE industries? • What is considered ethical behavior when dealing with social media? • How has social media misuse affected the career of a SE member from the industries?





Exploring Public Relations/Publicity

Task Number 061

Explain public relations as related to SE industries.

Definition

Explanation should include the definition of public relations as it relates to the sports, entertainment, and recreation industries.

107

• push marketing- promoting products by pushing them onto people (e.g., sales displays in grocery stores)

• pull marketing- establishing a loyal following and drawing customers to the products (e.g., Porsche/Lamborghini, which no longer need to advertise because customers come to them).


• How can public relations create a favorable opinion for an individual or organization? • How can negative public relations be overcome in the SE industries? • How does public relations tie into the overall marketing plan?


English






comprehension.







108










Acquire a foundational knowledge of promotion to understand its nature and scope. Understand the use of public-relations activities to communicate with targeted audiences.

Task Number 062

Describe public relations tools.

Definition

Description should include

• public relations tools, such as the news release, brochure, event program, company profile, annual report, article reprint, media press kit, and press conference

• the differences between a press release, which is controlled by the source, and a news article, which is not controlled by the source

• the public persona maintained by an SE representative or company through interactive means such as blogs, web pages, and social media feeds.


• What are the important elements in a news release? Why is each element important?

109

• What public relations media tools are most commonly used in the SE industries? What is the function of each?

• How does one determine which tool(s) to use in a specific SE situation? • Why would the SE industries use one release vs. another? • When does time urgency play a role in the PR tool that was chosen to use?


English






comprehension.









110








Understand the use of an advertisement's components to communicate with targeted audiences. Understand the use of public-relations activities to communicate with targeted audiences.

Task Number 063

Explain the internal and external aspects of public relations.

Definition

Explanation should include the various types of internal public relations (including relations with various groups of employees, governing boards, volunteers) and external public relations (including relations with the community, customers, sanctioning bodies, sponsors, suppliers/vendors, competitors). It should also include internal reaction and policies developed as a result of external positive or negative publicity.


• Why is internal public relations important to the success of SE businesses? • Why is external public relations important to the success of SE businesses? • What is the difference between proactive and reactive public relations? • How can a SE business recover from negative publicity? • How can a SE business use external public relations to assist with their philanthropy?


English

111






comprehension.














112



Identify with others' feelings, needs, and concerns to enhance interpersonal relations.


Implement and monitor promotional activities to maximize return on promotional efforts. Understand the use of public-relations activities to communicate with targeted audiences.

Task Number 064

Analyze the effects of negative media occurrences.

Definition

Analysis should include managing and responding to persuasive and sensational techniques used by traditional media, social media, and online sites and the effects they have on SE public relations.


• What is bias? How can bias in media be identified? • Why does the media focus much of their resources on negative, scandalous, and

superficial stories? • Should the media be held responsible for false or scandalous stories? Why, or why not? • Does the public bear some responsibility for the growth of these types of stories and

reports? Why, or why not? • How has social media negatively impacted a sports or entertainment organization in the

media?



113

Exploring Sales Promotion

Task Number 065

Explain the advantages and disadvantages of using various forms of sales promotion in the SE industries.

Definition


• the purpose and importance of sales promotion, as well as marketing activities used to stimulate purchasing and sales in the SE industries (e.g., contests, coupons, rebates, endorsements)

• major types of trade promotions such as trade shows and sales incentives, as well as consumer sales promotions such as licensing and visual merchandising.


• What is the objective of sales promotion? • What advantages and disadvantages can celebrity endorsers have on the companies they

represent? • Why are premium or specialty sales promotions used at sporting events? • Why are trade sales promotions important in business-to-business transactions? • What types of sales incentives are used in the SE industries? • Why are trade shows important in the SE industries?


English



and diagrams.

114




















115

Task Number 066

Describe the elements of an SE sales promotion campaign.

Definition

Description should include the following elements

• product/service • target market • branding • appropriate sales promotion and advertising strategies.


• What is the importance of each element in a SE sales promotion campaign? • Which element is the strongest for the sports industry? Entertainment industry? And

why? • Based on the product or service being promoted, how is the target market determined? • What sales promotion and advertising strategies are commonly used in SE promotional

campaigns? What are the strengths and weaknesses of each?


English






comprehension.

11.5

116

















Exploring Sponsorship and Endorsements

117

Task Number 067

Explain sponsorship/partnership as it relates to the SE industries.

Definition

Explanation should include the definition of sponsorship as it relates to the SE industries. It should also include naming rights and signage.


• What are some well-known examples of sponsorship/partnership in the SE industries? • What role do professional ethics play in sponsorship/partnership? • Why are naming rights important to an SE sponsor/partner? • Why is signage important to an SE sponsor/partner?


English






comprehension.




118














Acquire a foundational knowledge of promotion to understand its nature and scope. Understand the use of an advertisement's components to communicate with targeted audiences.

Task Number 068

Explain the reasons for a company or organization to use sponsorships.

Definition

Explanation should include the benefits of sponsorship to a company or organization, such as

• increasing sales • introducing new products/services

119

• enhancing the company/organization's image • offering a nontraditional avenue to reach live audiences • offsetting costs.


• How might SE companies or organizations use sponsorships? • How can a sponsorship increase sales of a company? • How can a sponsorship affect a company's image positively? Negatively? • Why would a corporation want to sponsor the Olympics or a large scale event?


English






comprehension.







120










Implement and monitor promotional activities to maximize return on promotional efforts. Position products/services to acquire desired business image.

Task Number 069

Identify legal restrictions placed on endorsements and sponsorships.

Definition

Identification should include the restrictions put into place by the Federal Trade Commission (e.g., truthful opinions, real experience with the product, and deceptive ads).


• What laws are in place to monitor endorsements? • How are companies and celebrities held liable for good endorsement deals? • What are the consequences if companies do not follow the proper procedures and laws

for endorsing a product?


121



Acquire a foundational knowledge of promotion to understand its nature and scope. Understand the use of an advertisement's components to communicate with targeted audiences.

Task Number 070

Explain advantages and disadvantages of endorsements.

Definition


• examples of endorsement advantages (e.g., consumer identification with famous athletes/entertainers and winning teams)

• examples of disadvantages (e.g., controversial celebrities or negative publicity, expense, potential for consumers to doubt the sincerity of the endorser).


• What are some of the advantages of having athlete/entertainer endorsements? • What are some of the disadvantages of having athlete/entertainer endorsements? • What factors have contributed to the increase in SE endorsements in recent years?


English



and diagrams.

122




















Task Number 071

123

Identify current trends in sponsorship within the SE industries.

Definition

Identification should include examples of current sponsorships (e.g., companies sponsoring an athlete, team or venue, digital venues that connect with fans via social media) and trends with these sponsorships.


• What are some current trends in sponsorship in the SE industries? • What characteristics is a company looking for in an athlete or team in order to sponsor

them? • How can sponsorships help a team or athlete financially? • How are sponsorships used by the corporation (e.g., client entertainment, advertising,

goodwill)?


Understand the nature of business to show its contributions to society.



Task Number 072

Explain the difference between sponsorships and endorsements.

Definition

Explanation should include what sponsorships are and how celebrities/athletes can endorse products.


• What is a sponsorship? • What is an endorsement?

124

• When would you use a sponsorship vs. an endorsement? • What is an example of a sponsorship? • What is an example of an endorsement?


English






comprehension.










125







Understand promotional channels used to communicate with targeted audiences.

Task Number 073

Describe the components and exchanges of an event triangle.

Definition

Descriptions should include what an event triangle is and who the key players are in the event triangle as it relates to the sponsors (e.g., sponsors to money, money to the event, event to entertainment, entertainment to fans, fans to money, money to sponsors).


• What is the event triangle? • Who are the key players in the event triangle? • What exchanges occur between each key player in the event triangle?


English



and diagrams.

126


















Task Number 074

Explain the effects media broadcasting may have on the decision making of a sponsor.

127

Definition

Explanations should include the role media broadcasting plays on the decision a sponsor will make in negotiating a contract with the venue and the roles the event staff, the venue, and the sponsor play. For example, sponsors align with bigger events and award shows to gain more exposure to their fans and audiences.


• What are some of the effects that broadcasting can have on an event? • Why are award shows valuable to sponsors? • Why might ticket prices be lowered by a sponsor during an event or awards show? • What role does the sponsor play during the event?


English






comprehension.







128




Describing the Economics of the Industry

Task Number 075

Explain economics and its relation to the SE industries.

Definition

Explanation should include definitions of the major concepts of economics (e.g., scarcity, opportunity cost, trade-offs, incentives) and identification of the controllable economic factors (e.g., price, value) and uncontrollable factors (e.g., income, population) as they relate to SE.


• What is economics? • How are the SE industries affected by scarcity and opportunity cost? By trade-offs and

incentives? • How are the SE industries affected by various controllable economic factors?

Uncontrollable economic factors? • How does the unemployment rate affect SE industries? • What are the differences between monetary and nonmonetary incentives? How can

changes in incentives cause changes in behavior in the SE industries? • What economic impact can a professional sports team have on its community? • How are employment opportunities and revenue streams for businesses affected by

conditions in the economy?


English

10.5

129

The student will read, interpret, analyze, and evaluate nonfiction texts.





comprehension.















130


Analyze cost/profit relationships to guide business decision-making. Understand economic systems to be able to recognize the environments in which businesses function. Understand fundamental economic concepts to obtain a foundation for employment in business.

Task Number 076

Explain how the phases in the business cycle affect the SE industries.

Definition


• a description of the business cycle phases (e.g., prosperity, recession, depression, recovery) as related to the SE industries

• factors that affect the business cycle (e.g., government regulations, consumer behaviors), with examples from SE.


• What are the phases of the business cycle? • How does a change in the business cycle affect the SE industries? • Can the SE industries profit during a recession? A depression? Explain. • How can consumer behaviors affect the business cycle? What effects might this have on

the SE industries? • What SE industries might continue to do reasonably well during a recession? • Why is it important for SE businesses to react to changing consumer demand caused by

the business cycle? • How can the latest consumer trends and attitudes affect the SE industries? • How can SE businesses attract customers in their off-season? • How does the government’s role in the U.S. free-enterprise system affect the SE

industries?


English

131






comprehension.














132



Understand economic indicators to recognize economic trends and conditions.

Task Number 077

Explain the concept of supply and demand as it relates to the SE industries.

Definition


• a definition of supply and demand with examples from SE • the relation of supply and demand to price and value associated with the SE industries.


• What factors affect the price of SE events? • What would increase the demand for SE events? • What factors affect supply for SE events? • How does the condition of the economy affect demand for SE products and services? • What is the equilibrium price? • What role does environmentally sound practices and products play in affecting consumer

demand? • What impact does the Internet have on the supply and demand of SE products? • How can social media be used to increase the demand for SE events?


English



133




















Analyze cost/profit relationships to guide business decision-making.

134


Task Number 078

Explain competition as it relates to the SE industries.

Definition

Explanation should include a description of direct and indirect competition, as well as price and non-price competition, and the relation of each to the SE industries.


• What types of direct and indirect competition exist in the SE industries? • How does price competition impact the SE industries? • How does non-price competition impact the SE industries? • Why is competition good for SE consumers? • Why is competition good for businesses? • If a business does not compete with price, what are some other ways it could compete? • Why should competition research be an ongoing process for SE industries? • Explain how prices for SE events have been affected by the free-enterprise system? • Why is it important for a SE business to pay attention to the competition in a free-

enterprise system?


English






135

















Understand economic systems to be able to recognize the environments in which businesses function. Understand fundamental economic concepts to obtain a foundation for employment in business.

136

Exploring the Marketing Plan

Task Number 079

Explain the components of the marketing plan.

Definition

Explanation should include the purpose of each element of the marketing plan:

• Executive summary • Situation analysis (SWOT analysis, environmental scan) • Objectives (company’s mission, marketing objectives, financial objectives) • Marketing strategies (positioning and points of difference, marketing mix) • Implementation (organization, activities and responsibilities, and timetables) • Evaluation and control (performance standards and measurements and corrective action) • Appendix


• What is the main purpose for having a marketing plan? • What resources are needed to develop a marketing plan? • How can the effectiveness of a marketing plan be evaluated? • What are the benefits of a marketing plan? • What are the consequences of not having a marketing plan?


English




using textual support as evidence.

137





















138

Employ marketing-information to plan marketing activities.

Task Number 080

Describe the importance of research in developing a marketing plan.

Definition

Description should include the use of both primary and secondary market research methods.


• What information can be collected using primary data? Secondary data? • Why would a business select one research method over another? • How are the quantitative and qualitative methods of data collection used in market

research? • What are the effects of inefficient marketing research?


English






comprehension.


139















Acquire information to guide business decision-making.


Understand marketing-research activities to show command of their nature and scope.

Task Number 081

Describe the importance of analyzing the market plan to determine return on investment.

140

Definition

Description should include return on investment (ROI) and the importance of analyzing market research information.


• What is return on investment? • How does a marketing plan affect income? • How do you determine ROI after a marketing plan has been implemented? • What methods are used in evaluating the effectiveness of a marketing plan? • What are marketing metrics?


English






comprehension.





purposes and determine how authors reach similar or different conclusions. f. Identify false premises in persuasive writing.

141

g. Recognize and analyze use of ambiguity, contradiction, paradox, irony, overstatement, and understatement in text.










Employ marketing-information to plan marketing activities. Implement and monitor promotional activities to maximize return on promotional efforts.

Task Number 082

Identify the components of a SWOT analysis.

Definition

Identification should include strengths, weaknesses, opportunities, and threats (SWOT), as related to the SE industries.


• Why is it important to analyze internal operations (e.g., staffing, production, financial, customer analysis) as well as external factors (e.g., competitive, environmental, political, economic, socio-cultural, technological)?

• What can a business learn by conducting a SWOT analysis? • How can a SWOT analysis help differentiate between a fad and a trend?

142

• How does a SWOT analysis influence the goals, objectives, and strategies of a SE marketing business/organization?


Acquire information to guide business decision-making. Identify potential business threats and opportunities to protect a business' financial well-being.


Employ marketing-information to plan marketing activities.

Developing Job Search Skills

Task Number 083

Identify occupations within each SE industry.

Definition


• a distinction among the concepts of career cluster, career pathway, and occupation. • specific career pathways and occupations in SE industries • how most career clusters are represented in the marketing SE industries.

Many websites offer career exploration resources, including the Virginia Department of Education's Career Planning Guide and Virginia's Community College's Virginia Wizard.


• What similarities and differences exist among the types of skills required for the SE industries?

http://www.cteresource.org/cpg/search/course.html?code=8175

143

• What personal traits are important for career success in the sports and entertainment fields?

• What are the major occupational trends in the different SE marketing industries? • What resources are available to research and identify SE marketing occupations?


English

10.8 The student will collect, evaluate, organize, and present information to create a research product.

a. Use technology as a tool to research, organize, evaluate, synthesize, and communicate information.

b. Develop the central idea or focus. c. Verify the accuracy, validity, and usefulness of information. d. Make sense of information gathered from diverse sources by identifying

misconceptions, main and supporting ideas, conflicting information, and point of view or bias.

e. Cite sources for both quoted and paraphrased ideas, using a standard method of documentation, such as that of the Modern Language Association (MLA) or the American Psychological Association (APA).

f. Define the meaning and consequences of plagiarism and follow ethical and legal guidelines for gathering and using information.

11.8 The student will analyze, evaluate, synthesize, and organize information from a variety of sources to produce a research product.

a. Use technology as a tool to research, organize, evaluate, and communicate information.

b. Narrow a topic and develop a plan for research. c. Collect information to support a thesis. d. Critically evaluate quality, accuracy, and validity of information. e. Make sense of information gathered from diverse sources by identifying


f. Synthesize and present information in a logical sequence. g. Cite sources for both quoted and paraphrased ideas, using a standard method of

documentation, such as that of the Modern Language Association (MLA) or the American Psychological Association (APA).

h. Revise writing for clarity of content, accuracy, and depth of information. i. Edit writing for grammatically correct use of language, spelling, punctuation,

capitalization, and sentence/paragraph structure. j. Define the meaning and consequences of plagiarism and follow ethical and

legal guidelines for gathering and using information.

144

12.8 The student will write documented research papers.


b. Frame, analyze, and synthesize information to solve problems, answer questions, and generate new knowledge.

c. Critically evaluate the accuracy, quality, and validity of the information. d. Synthesize information to support the thesis and present information in a

logical manner. e. Cite sources for both quoted and paraphrased ideas, using a standard method of


f. Revise writing for clarity, depth of information, and technique of presentation. g. Edit writing for language, spelling, punctuation, capitalization, syntax, and

paragraphing as appropriate for standard English. h. Define the meaning and consequences of plagiarism and follow ethical and



Implement job-seeking skills to obtain employment. Participate in career planning to enhance job-success potential. Utilize career-advancement activities to enhance professional development.

Task Number 084

Identify personal skills and interests.

Definition

Identification should include individual personal skills (e.g., leadership ability, problem-solving ability, organizational ability) and interests (e.g., sports, theater, music, physical fitness, recreational activities, volunteer activities). In addition, it should include networking with local businessmen and women as well as volunteering or working in SE industries to gauge interest in the business of SE and gain valuable work/life experience.


145

• How can students identify their skills and interests? • How can the student's personal strengths be used in careers in the SE industries? • How can development of new skills and interests increase the student's career

opportunities? • What are some ways to develop new personal skills? New interests? • How can volunteering help you to identify personal skills? • How can the marketing concept be used for the job search process? • What state and national certification exams are available to students?


Acquire self-development skills to enhance relationships and improve efficiency in the work environment.

Task Number 085

Identify resources for job search.

Definition


• career search websites • job fairs • job placement agencies and recruiters • social media sites • association memberships.

It should also include the aspect of networking and networking specifically during internships which can lead to employment at a current firm or a like-minded firm.


• How have social media and the Internet affected the job search? • How must a company sell itself as a good place of employment? • How might networking be the most valuable way of searching for a job? • Why is it important to keep track of job leads?


English

10.8

146

The student will collect, evaluate, organize, and present information to create a research product.

a. Use technology as a tool to research, organize, evaluate, synthesize, and communicate information.

b. Develop the central idea or focus. c. Verify the accuracy, validity, and usefulness of information. d. Make sense of information gathered from diverse sources by identifying



f. Define the meaning and consequences of plagiarism and follow ethical and legal guidelines for gathering and using information.

11.8 The student will analyze, evaluate, synthesize, and organize information from a variety of sources to produce a research product.


b. Narrow a topic and develop a plan for research. c. Collect information to support a thesis. d. Critically evaluate quality, accuracy, and validity of information. e. Make sense of information gathered from diverse sources by identifying


f. Synthesize and present information in a logical sequence. g. Cite sources for both quoted and paraphrased ideas, using a standard method of


h. Revise writing for clarity of content, accuracy, and depth of information. i. Edit writing for grammatically correct use of language, spelling, punctuation,

capitalization, and sentence/paragraph structure. j. Define the meaning and consequences of plagiarism and follow ethical and


12.8 The student will write documented research papers.


b. Frame, analyze, and synthesize information to solve problems, answer questions, and generate new knowledge.

c. Critically evaluate the accuracy, quality, and validity of the information.

147

d. Synthesize information to support the thesis and present information in a logical manner.


f. Revise writing for clarity, depth of information, and technique of presentation. g. Edit writing for language, spelling, punctuation, capitalization, syntax, and

paragraphing as appropriate for standard English. h. Define the meaning and consequences of plagiarism and follow ethical and



Participate in career planning to enhance job-success potential.

Task Number 086

Develop a résumé and application/cover letter.

Definition

Résumé should include personal information, educational background, work experience, extracurricular activities and interests, and references. A cover letter should provide additional information related to the specific job and follow a standard professional format.


• What is the purpose of the résumé? • What is the difference between a paper résumé and an electronic résumé? • Why is it important to have a complete and error-free résumé? • How does one tailor a résumé to a specific job? • How should résumés and application/cover letters complement each other? • Why should you not use family, friends, or former employers as references? • How is software used to filter résumés?


English

10.6

148

The student will develop a variety of writings to persuade, interpret, analyze, and evaluate, with an emphasis on exposition and analysis.


b. Synthesize information to support a thesis. c. Elaborate ideas clearly through word choice and vivid description. d. Write clear and varied sentences, clarifying ideas with precise and relevant

evidence. e. Organize ideas into a logical sequence, using transitions. f. Revise writing for clarity of content, accuracy, and depth of information. g. Use computer technology to plan, draft, revise, edit, and publish writing.


a. Distinguish between active and passive voice. b. Apply rules governing use of the colon. c. Use a style manual, such as that of the Modern Language Association (MLA)


d. Differentiate between in-text citations and works cited on the bibliography page.

e. Analyze the writing of others. f. Describe how the author accomplishes the intended purpose of a piece of

writing. g. Suggest how writing might be improved. h. Proofread and edit final product for intended audience and purpose.

11.6 The student will write in a variety of forms, with an emphasis on persuasion.


b. Produce arguments in writing, developing a thesis that demonstrates knowledgeable judgments, addresses counterclaims, and provides effective conclusions.

c. Organize ideas in a sustained and logical manner. d. Clarify and defend position with precise and relevant evidence, elaborating

ideas clearly and accurately. e. Adapt content, vocabulary, voice, and tone to audience, purpose, and situation. f. Revise writing for clarity of content, accuracy, and depth of information. g. Use computer technology to plan, draft, revise, edit, and publish writing. h. Write and revise correspondence to a standard acceptable both in the workplace

and in postsecondary education.

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a. Use a style manual, such as that of the Modern Language Association (MLA) or the American Psychological Association (APA), to apply rules for punctuation and formatting of direct quotations.

b. Use verbals and verbal phrases to achieve sentence conciseness and variety. c. Distinguish between active and passive voice. d. Differentiate between in-text citations and works cited on the bibliography

page. e. Adjust sentence and paragraph structures for a variety of purposes and

audiences. f. Proofread and edit writing for intended audience and purpose.

12.6 The student will develop expository and informational, analytical, and persuasive/argumentative writings.

a. Generate, gather, and organize ideas for writing to address a specific audience and purpose.

b. Produce arguments in writing that develop a thesis to demonstrate knowledgeable judgments, address counterclaims, and provide effective conclusions.

c. Clarify and defend a position with precise and relevant evidence. d. Adapt content, vocabulary, voice, and tone to audience, purpose, and situation. e. Use a variety of rhetorical strategies to accomplish a specific purpose. f. Create arguments free of errors in logic and externally supported. g. Revise writing for clarity of content, depth of information, and technique of

presentation. h. Use computer technology to plan, draft, revise, edit, and publish writing.

12.7 The student will write, revise, and edit writing.

a. Edit, proofread, and prepare writing for intended audience and purpose. b. Apply grammatical conventions to edit writing for correct use of language,

spelling, punctuation, and capitalization. c. Use a style manual, such as that of the Modern Language Association (MLA)




150

Implement job-seeking skills to obtain employment. Read to acquire meaning from written material and to apply the information to a task.

Task Number 087

Complete a job application form in traditional paper format, or online.

Definition

Job application forms should be filled out in full, either typed, neatly written in ink or completed on-line, should contain accurate information, be error free, information provided in all fields, use no abbreviations, use legal names, have reference information, a list of proficiencies and certifications and educational history, and include applicant's signature, according to instructions on the application. For online applications, perform the following:

• Create an online registration on the company's website. • Opt to upload your résumé. • Create a chronological résumé in plain text. • Keep answers short so they fit in short boxes. • Prepare a past job history document for quick reference in filling out forms. • Be ready to complete online assessment questions. • Keep a log of positions applied for. • Review/improve the submission, if provided a summary page. • If the company provides a confirmation e-mail once the application is accepted, check

your e-mail for this confirmation. • Follow-up on the application submission within one week using the application number

or an identifying number on the job submission.


• What is the purpose of a job application? • Why should an application be complete, accurate, and free of errors? • What can job application forms tell an employer about a job candidate? • How is filling out an electronic application different than the traditional paper

application? • For online applications, what is the importance of identifying key words? • Why is it important that your social media profile is working for you, and not against

you?

151


Apply verbal skills to obtain and convey information. Implement job-seeking skills to obtain employment. Read to acquire meaning from written material and to apply the information to a task.

Task Number 088

Describe the job interview process and techniques for follow-up.

Definition

Description should include acceptable job interview and follow-up techniques, such as

• researching the company and the position before the interview • preparing answers to anticipated questions ahead of time • wearing professional attire (no excess jewelry or cologne) • arriving on time and arriving alone • introducing oneself • making eye contact • listening attentively to interviewer • respectful demeanor (“yes sir/no sir”) • answering questions completely • asking questions • speaking clearly • ability to sell a pencil “on the spot” • neither consuming nor carrying food/drink/gum • writing a follow-up communication (e.g., thank you note).


• Why is a telephone interview important? • How does an applicant prepare for a job interview? • What is the most important phase of an interview? • What are commonly asked interview questions? • What are the keys to a successful interview? • Why is follow-up important after an interview? • What form should the follow-up take? Why?

152

• What mistakes/errors do job applicants commonly make before, during, and after an interview?

• How can you tell when an interview is over?


English






comprehension.










153







Implement job-seeking skills to obtain employment. Participate in career planning to enhance job-success potential.

Task Number 089

Participate in a mock interview or an informational interview with a local employer.

Definition

Participation should include meeting with an employer to discuss employment, answering questions, and asking questions that demonstrate an understanding of the employer's company and products or services.


• How should one prepare for an interview? • Why is it important to interview with as many employers as possible? • What does it tell the interviewer about you when you ask thoughtful questions?


Implement job-seeking skills to obtain employment. Participate in career planning to enhance job-success potential.

154

SOL Correlation by Task 001 Explain the importance and impact of the sports and

entertainment industries (e.g., commerce, society, quality of life, what’s important to student, careers).

English: 10.5, 11.5, 12.5

002 Describe the importance of the past, present, and future of SE industries.

English: 10.5, 11.5, 12.5

003 Explain hospitality as it relates to the SE industries. English: 10.5, 11.5, 12.5

004 Analyze trends and innovations in SE. English: 10.5, 11.5, 12.5

005 Explain marketing as it relates to the SE industries. English: 10.5, 11.5, 12.5

006 Identify the components (the Ps) of the marketing mix as they relate to SE marketing.

007 Describe the marketing concept of the SE industries. English: 10.5, 11.5, 12.5

008 Explain the concept of target marketing. English: 10.5, 11.5, 12.5

009 Describe the marketing functions. English: 10.5, 11.5, 12.5

010 Identify types of communication used in SE industries.

011 Identify the role of communication in effective work relationships.

012 Develop presentation skills as a form of business communication.

English: 10.1, 10.6, 10.7, 11.1, 11.6, 11.7, 12.1, 12.6, 12.7

013 Identify ethical and unethical business practices. English: 10.5, 11.5, 12.5

014 Explain the importance of customer service as it relates to the SE industries.

English: 10.5, 11.5, 12.5

015 Compare various types of customer service.

016 Respond to inquiries and suggestions from customers, coworkers, and supervisors.

017 Translate technical language into commonly understood language.

English: 10.5, 11.5, 12.5

018 Explain company policy to a customer. English: 10.5, 11.5, 12.5

019 Communicate a customer-service suggestion to a supervisor.

020 Describe procedures for handling a customer's complaint. English: 10.5, 11.5, 12.5

021 Handle different types of customers.

022 Demonstrate handling an internal customer. English: 10.1, 11.1, 12.1

155

023 Explain the role of constructive criticism. English: 10.5, 11.5, 12.5

024 Demonstrate customer-service techniques. English: 10.1, 11.1, 12.1

025 Describe methods used to encourage customer retention. English: 10.5, 11.5, 12.5

026 Define branding in the SE fields. English: 10.5, 11.5, 12.5

027 Explain the concept of branding as it relates to SE marketing. English: 10.5, 11.5, 12.5

028 Explain the types of product licensing and brand protection. English: 10.5, 11.5, 12.5

029 Explain the concept and reasons for rebranding. English: 10.5, 11.5, 12.5

030 Explain SE product, SE service, and product planning. English: 10.5, 11.5, 12.5

031 Explain product life cycle. English: 10.5, 11.5, 12.5

032 Describe the role of market research. English: 10.5, 11.5, 12.5

033 Explain the role of product positioning. English: 10.5, 11.5, 12.5

034 Describe the impact of uncontrollable factors on SER product development.

English: 10.5, 11.5, 12.5

035 Explain pricing and the factors that affect pricing decisions. English: 10.5, 11.5, 12.5

036 Identify pricing strategies as they relate to the SE industries.

037 Explain business as it relates to the SE industries. English: 10.5, 11.5, 12.5

038 Compare the types of business ownership and their roles in the SE industries.

039 Explain distribution and how it relates to SE industries. English: 10.5, 11.5, 12.5

040 Identify distribution channels as they relate to the SE industries.

041 Identify strategies for distributing SE services.

042 Explain facilities management as it relates to SE industries. English: 10.5, 11.5, 12.5

043 Explain on-site merchandising and concessions as they relate to SE facilities.

English: 10.5, 11.5, 12.5

044 Identify online merchandise methods as they relate to SE industries.

045 Explain promotion and promotional mix. English: 10.5, 11.5, 12.5

046 Identify the roles of advertising, publicity, sales promotion, direct marketing, and personal selling in the SE industries.

156

047 Determine methods of communication used in SE promotion.

048 Describe the elements of an advertisement. English: 10.5, 11.5, 12.5

049 Explain the types of selling and why they are important in SE Industries.

English: 10.5, 11.5, 12.5

050 Explain merchandising (on-site and supplemental) as it relates to the SE industries.

English: 10.5, 11.5, 12.5

051 Explain the concept of bundling products/services. English: 10.5, 11.5, 12.5

052 Explain the steps of personal selling. English: 10.5, 11.5, 12.5

053 Explain the importance of customer service as it relates to the SER industries.

English: 10.5, 11.5, 12.5

054 Explain advertising as related to SE industries. English: 10.5, 11.5, 12.5

055 Identify goals of advertising and methods of evaluating an advertisement’s success.

English: 10.5, 11.5, 12.5

056 Define the current electronic marketing tools and devices.

057 Identify methods for attracting customers and establishing/maintaining customer relationships.

058 Identify target markets’ preferred devices for various electronic marketing tools.

English: 10.5, 11.5, 12.5

059 Compare and contrast traditional marketing and social media marketing.

060 Identify the pros and cons of social media.

061 Explain public relations as related to SE industries. English: 10.5, 11.5, 12.5

062 Describe public relations tools. English: 10.5, 11.5, 12.5

063 Explain the internal and external aspects of public relations. English: 10.5, 11.5, 12.5

064 Analyze the effects of negative media occurrences.

065 Explain the advantages and disadvantages of using various forms of sales promotion in the SE industries.

English: 10.5, 11.5, 12.5

066 Describe the elements of an SE sales promotion campaign. English: 10.5, 11.5, 12.5

067 Explain sponsorship/partnership as it relates to the SE industries.

English: 10.5, 11.5, 12.5

068 Explain the reasons for a company or organization to use sponsorships.

English: 10.5, 11.5, 12.5

069 Identify legal restrictions placed on endorsements and sponsorships.

070 Explain advantages and disadvantages of endorsements. English: 10.5, 11.5, 12.5

071 Identify current trends in sponsorship within the SE industries.

157

072 Explain the difference between sponsorships and endorsements.

English: 10.5, 11.5, 12.5

073 Describe the components and exchanges of an event triangle. English: 10.5, 11.5, 12.5

074 Explain the effects media broadcasting may have on the decision making of a sponsor.

English: 10.5, 12.5

075 Explain economics and its relation to the SE industries. English: 10.5, 11.5, 12.5

076 Explain how the phases in the business cycle affect the SE industries.

English: 10.5, 11.5, 12.5

077 Explain the concept of supply and demand as it relates to the SE industries.

English: 10.5, 11.5, 12.5

078 Explain competition as it relates to the SE industries. English: 10.5, 11.5, 12.5

079 Explain the components of the marketing plan. English: 10.5, 11.5, 12.5

080 Describe the importance of research in developing a marketing plan.

English: 10.5, 11.5, 12.5

081 Describe the importance of analyzing the market plan to determine return on investment.

English: 10.5, 11.5, 12.5

082 Identify the components of a SWOT analysis.

083 Identify occupations within each SE industry. English: 10.8, 11.8, 12.8

084 Identify personal skills and interests.

085 Identify resources for job search. English: 10.8, 11.8, 12.8

086 Develop a résumé and application/cover letter. English: 10.6, 10.7, 11.6, 11.7, 12.6, 12.7

087 Complete a job application form in traditional paper format, or online.

088 Describe the job interview process and techniques for follow-up.

English: 10.5, 11.5, 12.5

089 Participate in a mock interview or an informational interview with a local employer.

Related DECA Competitive Events CTE student organization information correlates to course content. These DECA, Inc. competitive events available in Virginia enable students to apply and practice tasks they have mastered within the course. Other events may be applicable upon instructor discretion. Refer to the Chapter Management Guide for more information.

Teaching Resources

http://cteresource.org/attachments/mkt/related_DECA_competitive_events-2020.pdf

http://cteresource.org/attachments/mkt/related_DECA_competitive_events-2020.pdf

http://vadeca.org/

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Books

Farese, Lois Schneider; Grossman, David A.; Nicholson, Gordon; and Wardinski, Paul. Sports and Entertainment Marketing. Glencoe McGraw-Hill, 2005. ISBN: 0-07-861401-5.

Farese, Lois Schneider; Kimbrell, Grady; and Woloszyk, Carl A. Marketing Essentials. Glencoe McGraw-Hill, 2006. ISBN 0-07-861257-8.

Graham, Stedman; Neirotti, Lisa Delpy; and Goldblatt, Joe Jeff. The Ultimate Guide to Sports Marketing, 2nd edition. McGraw-Hill, 2001. ISBN: 0-07-136124-3.

Helitzer, Melvin. The Dream Job: Sports, Publicity, Promotion, and Marketing. 3rd edition. University Sports Press, 2000. ISBN: 0-9630387-2-9.

Irwin, Richard L.; Sutton, William A.; and McCarthy, Larry. Sport Promotion and Sales Management. Human Kinetics, 2002. ISBN: 0736003207.

Kaser, Ken, and Brooks, John R. Sports and Entertainment Management. Annotated Instructor's Edition. Thomson South-Western, 2005. ISBN-10: 0-538-43830-4.

Kaser, Ken, and Oelkers, Dotty Boen. Sports and Entertainment Marketing. Annotated Instructor's Edition. Thomson South-Western, 2005. ISBN: 0-538-43890-8.

Lathrop, Tad, and Pettigrew, Jim. This Business of Music Marketing and Promotion. Billboard Books, 1999. ISBN: 0-8230-7711-X.

McCauley, Jeff. Sports: More Than Just the Score. 4th edition. PrepSportsBiz (PSB) Publishing, 2004.

More Than a Game: Sport/Event Marketing Curriculum Guide. MarkED, 2005.

Mullin, Bernard J.; Hardy, Stephen; and Sutton, William A. Sport Marketing. 3rd edition. Human Kinetics, 2007. ISBN: 0736060529.

Parks, Janet B.; Quarterman, Jerome; and Tibault, Lucie. Contemporary Sport Management. 3rd edition. Human Kinetics, 2007. ISBN: 073606365X.

Score a Career in Sports and Events. Professional Development LAP 6. MarkED, 2004.

Shank, Matthew. Sports Marketing: A Strategic Perspective. 3rd edition. Prentice Hall, 2005. ISBN-10: 0131440772.

Sign Here: Licensing for Profit. Product/Service Management LAP 12. MarkED, 2004.

Solomon, Jerry. An Insider's Guide to Managing Sporting Events. Human Kinetics, 2002. ISBN: 0-7360-3108-1.

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The Wide, Wide World of Sports Marketing. Business Administration LAP 8. MarkED, 2004.

Websites

Careers in Sports. Warsaw Center. University of Oregon. http://www2.lcb.uoregon.edu/app_aspx/wsmcabout.aspx. The Warsaw Center's posting of employment opportunities in sports marketing and related careers.

CNN. SportsBiz. http://money.cnn.com/commentary/column_sportsbiz/. Commentaries on a wide variety of sports figures and events.

ESPN. http://espn.go.com/. Statistics, current events, and articles related to sports and sports marketing.

SBR Net. http://www.sbrnet.com. The Sports Business Research Network with news and resources. Sponsorship.com. http://www.sponsorship.com/. News and analysis on sponsorship from publisher IEG.

Sports Business Daily. http://www.sportsbusinessdaily.com. A Street & Smith's publication on current events.

Sports Business News. http://www.sportsbusinessnews.com/. Headlines and resources from Howard Bloom.

Sports Business Journal. http://www.sportsbusinessjournal.com. An online magazine on the sports business.

Sports Business Research Network. http://www.sbrnet.com/. Market research database that includes demographic information on consumers.

Sports Career Consulting. http://sportscareerconsulting.com/. Scroll down for free case studies, projects, and classroom activities related to sports marketing.

WorkInSports.comhttp://www.workinsports.com/. Employment site with sports, recreation, and fitness company jobs and internships.

"Team Up for Sports Marketing." Education World. http://www.educationworld.com/a_tsl/archives/03-1/lesson033.shtml. Lesson plan in which students create a marketing campaign for a sports team. They create press releases, business cards, and ads or commercials, all using advertising techniques they have studied.

Teamwork Online. http://www.teamworkonline.com. Employment website that includes major and minor league sports, governing bodies, professional associations, and other career opportunities.

http://www2.lcb.uoregon.edu/app_aspx/wsmcabout.aspx

http://money.cnn.com/commentary/column_sportsbiz/

http://espn.go.com/

http://www.sbrnet.com/

http://www.sponsorship.com/

http://www.sportsbusinessdaily.com/

http://www.sportsbusinessnews.com/

http://www.sportsbusinessjournal.com/

http://www.sbrnet.com/

http://sportscareerconsulting.com/

http://www.workinsports.com/

http://www.educationworld.com/a_tsl/archives/03-1/lesson033.shtml

http://www.teamworkonline.com/

160

Virginia Career VIEW. http://www.vacareerview.org/careers/careerawareness/career.cfm?id=474. Careers in recreational leadership.

Virginia DECA. http://www.lions2.odu.edu/org/deca/advisors/lessonssports.html. Lesson plans for sports, entertainment, and recreation marketing.

Women Sports Wire. http://www.womensportswire.com. Clearinghouse for women’s sports news and information.

The World Outdoors. http://www.theworldoutdoors.com/documents/jobopps.html. Off the beaten path adventure jobs (i.e., cruises, safaris, ranches).

DECA Information DECA, the co-curricular student organization for Marketing, provides many opportunities through its program of work for students to apply the knowledge, skills, and processes learned in a variety of courses. The purposes of DECA's program of competitive events are as follows:

• To contribute to the development of skills necessary for careers in marketing, merchandising, management, and entrepreneurship

• To evaluate student achievement of the skills through careful measurement devices (performance indicators)

• To provide opportunities for student and team recognition • To provide constructive avenues for individual or team expression, initiative, and

creativity • To motivate students to assume responsibility for self-improvement and self-discipline • To provide a vehicle for students to demonstrate (via performance indicators) their

acquired skills through individual or team activities • To assist students in acquiring a realistic self-concept through individual and team

activities • To help students participate in an environment of cooperation and competition • To provide visibility for the educational goals and objectives of marketing education

For additional information about the student organization, contact National DECA, 1908 Association Drive, Reston, VA 20191, phone (703) 860-5000, FAX (703) 860-4013. See the National DECA home page at http://www.deca.org and the Virginia DECA home page at http://www.vadeca.org. Common Skills Developed When Participating in DECA Events

• Communication skills—The ability to exchange information and ideas with others through writing, speaking, reading, or listening

• Analytical skills—The ability to derive facts from data, findings from facts, conclusions from findings, and recommendations from conclusions

http://www.vacareerview.org/careers/careerawareness/career.cfm?id=47

http://www.lions2.odu.edu/org/deca/advisors/lessonssports.html

http://www.womensportswire.com/

http://www.theworldoutdoors.com/documents/jobopps.html

http://www.deca.org/

http://www.vadeca.org/

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• Critical thinking/problem-solving skills • Production skills—The ability to take a concept from an idea and make it real • Teamwork—The ability to plan, organize, and conduct a group project • Priorities/time management—The ability to determine priorities and manage time

commitments • The ability to evaluate presentations

Entrepreneurship Infusion Units Entrepreneurship Infusion Units may be used to help students achieve additional, focused competencies and enhance the validated tasks/competencies related to identifying and starting a new business venture. Because the unit is a complement to certain designated courses and is not mandatory, all tasks/competencies are marked “optional.”

Cyber Security and Cyber Forensics Infusion Units Cyber Security and Cyber Forensics Infusion Units (CYBR) were designed to be infused with designated CTE courses to help students in those programs achieve additional, focused, validated tasks/competencies in personal and professional cyber security skills. These units are not mandatory, and, as such, the tasks/competencies are marked as "optional," to be taught at the instructor's discretion.

http://www.cteresource.org/verso/courses/ENIU/entrepreneurship-infusion-units-tasklist

http://cteresource.org/verso/courses/CYBR/cyber-security-and-cyber-forensics-infusion-units-tasklist

sports and entertainment marketing · the 2016 edition of the task list for sports and...

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