ACCOUNTING APPLICATION SERIES EVENT
INSTRUCTIONAL AREA
Financial Analysis
PERFORMANCE INDICATORS
1. Demonstrate the effects of transactions on the accounting equation.
2. Use T accounts.
3. Discuss the nature of annual reports.
4. Discuss the nature of the accounting cycle.
5. Discuss the use of financial ratios in accounting.
DESCRIPTION: Knowledge of using the accounting equation to make business decisions.
INSTRUCTIONAL AREA
Professional Development
PERFORMANCE INDICATORS
1. Explain cash control procedures. (e.g. signature cards, deposit slips, internal/external
control, cash clearing, etc.)
2. Journalize/post entries to establish and replenish petty cash.
3. Discuss the use of Generally Accepted Accounting Principles (GAAP).
4. Explain the benefits of electronic funds transfer (EFT).
5. Record transactions in special journals.
DESCRIPTION: Knowledge of cash control procedures
APPAREL AND ACCESSORIES MARKETING SERIES EVENTS
INSTRUCTIONAL AREA
Product/Service Management
PERFORMANCE INDICATORS
1. Evaluate vendor’s merchandise.
2. Determine customer/client needs.
3. Identify components of a retail image.
4. Explain business ethics in product/service management.
5. Choose vendors.
DESCRIPTION: Knowledge of merchandise assortment in a retail setting.
INSTRUCTIONAL AREA
Selling / Customer Relations
PERFORMANCE INDICATORS
1. Explain the nature and scope of the selling function.
2. Adapt communication to the cultural and social differences among clients.
3. Determine customer/client needs.
4. Handle difficult customers.
5. Determine ways of reinforcing the company’s image through employee performance.
DESCRIPTION: Knowledge of selling to a specific market segment
AUTOMOTIVE SERVICES MARKETING SERIES EVENT
INSTRUCTIONAL AREA
Marketing
PERFORMANCE INDICATORS
1. Analyze the impact of technology on marketing.
2. Explain the nature of sales forecasts.
3. Explain customer/client/business buying behavior.
4. Demonstrate connections between company actions and results.
5. Discuss actions employees can take to achieve the company’s desired results.
Brief Description: The participant should be familiar with electric automobiles; those that use no
gas at all.
INSTRUCTIONAL AREA
Selling
PERFORMANCE INDICATORS
1. Explain the role of customer service as a component of selling relationships.
2. Explain business ethics in selling.
3. Explain company selling policies.
4. Explain factors affecting pricing decisions.
5. Identify product’s/service’s competitive advantage.
Brief Description: Participant should be familiar with changes to oil change standards on newer
vehicles.
BUSINESS LAW AND ETHICS MANAGEMENT
TEAM DECISION MAKING EVENT
INSTRUCTIONAL AREA
Ethics/Financial Analysis
PERFORMANCE INDICATORS
1. Describe legal issues affecting businesses.
2. Demonstrate knowledge/understanding of ethical behavior within a business
environment.
3. Explain the purposes and importance of credit.
4. Explain the nature of managerial ethics.
5. Describe the use of business ethics in promotion.
6. Apply decision-making business principles and techniques to a situation with an ethical
dilemma.
7. Identify possible resolutions of an ethical dilemma.
DESCRIPTION: Knowledge of credit laws
INSTRUCTIONAL AREA
Customer Relations / Ethics
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Explain business ethics in product/service management.
Demonstrate a customer-service mindset.
Discuss the nature of customer relationship management.
Explain the role of ethics in customer relationship management.
Identify company’s brand promise.
Take responsibility for decisions and actions.
Describe legal issues affecting businesses.
DESCRIPTION: Knowledge of regulations dealing with food safety
BUSINESS SERVICES MARKETING SERIES EVENT
INSTRUCTIONAL AREA
Customer Relations
PERFORMANCE INDICATORS
1. Handle customer/client complaints.
2. Determine ways of reinforcing the company’s image through employee performance.
3. Explain the need for professional and ethical standards in marketing.
4. Discuss the nature of customer relationship management.
5. Explain the nature of positive customer relations.
DESCRIPTION: Knowledge of vendor performance issues
INSTRUCTIONAL AREA
Promotion
PERFORMANCE INDICATORS
1. Explain the role of promotion as a marketing function.
2. Explain the nature of direct marketing channels.
3. Identify communications channels used in sales promotions.
4. Assess the services of professional organizations in marketing.
5. Explain the nature and scope of the selling function.
DESCRIPTION: Knowledge of strategies used to attract new customer
BUYING AND MERCHANDISING MANAGEMENT
TEAM DECISION MAKING EVENT
INSTRUCTIONAL AREA
Promotions
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Plan visual merchandising activities.
Explain the use of visual merchandising in retailing.
Select and use display fixtures/forms.
Create displays.
Plan/schedule displays/themes with management.
Describe steps used in designing and preparing displays.
Demonstrate appropriate creativity.
DESCRIPTION: Knowledge of visual merchandising
INSTRUCTIONAL AREA
Customer Relations/Promotions
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Discuss the nature of customer relationship management.
Demonstrate a customer-service mindset.
Reinforce service orientation through communication.
Explain the role of promotion as a marketing function.
Describe the use of technology in the promotion function.
Identify communications channels used in sales promotion.
Identify the elements of the promotional mix.
DESCRIPTION: Knowledge of current promotional strategies
FINANCIAL SERVICES
TEAM DECISION MAKING EVENT
INSTRUCTIONAL AREA
Marketing
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Describe marketing functions and related activities.
Explain customer/client/business buying behavior.
Explain how organizations adapt to today’s markets.
Identify company’s brand promise.
Reinforce service orientation through communications.
Adapt communications to the cultural and social differences among clients.
Apply information to accomplish a task.
DESCRIPTION: Knowledge of marketing strategies to gain a competitive edge
INSTRUCTIONAL AREA
Financial Analysis
SPECIFIC PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Describe sources of income.
Interpret a pay stub.
Describe the nature of budgets.
Develop personal budget.
Explain the need to save and invest.
Discuss opportunities for building professional relationships in finance.
Respond to customer inquiries.
DESCRIPTION: Knowledge of personal budget techniques that use income and expenses
FOOD MARKETING SERIES EVENT
INSTRUCTIONAL AREA
Customer Relations
PERFORMANCE INDICATORS
1. Explain the importance of company involvement in community activities.
2. Handle customer/client complaints.
3. Explain the nature of positive customer relations.
4. Respond to customer inquiries.
5. Analyze company resources to ascertain policies and procedures.
DESCRIPTION: Knowledge of business support of charities
INSTRUCTIONAL AREA
Professional Development
PERFORMANCE INDICATORS
1. Explain the need for professional and ethical standards in marketing.
2. Explain the nature of marketing management.
3. Explain the nature of channel-member relationships.
4. Discuss internal and external audiences for public relations activities.
5. Explain consequences of unprofessional and/or unethical behavior in marketing.
DESCRIPTION: Knowledge of problem solving strategies
HOTEL AND LODGING MANAGEMENT SERIES EVENT
INSTRUCTIONAL AREA
Customer Relations
PERFORMANCE INDICATORS
1. Demonstrate a customer-service mindset.
2. Handle customer/client complaints.
3. Reinforce service orientation through communication.
4. Use conflict-resolution skills.
5. Determine when a room is available for sale.
DESCRIPTION: Knowledge of room reservation policies
INSTRUCTIONAL AREA
Promotion
PERFORMANCE INDICATORS
1. Explain the nature of a promotional plan.
2. Coordinate activities in the promotional mix.
3. Describe the use of technology in the promotion function.
4. Identify communication channels used in sales promotion.
5. Detail two types of marketing materials for the lodging facility.
DESCRIPTION: Knowledge of the development of a promotion plan
HOSPITALITY SERVICES MANAGEMENT
TEAM DECISION MAKING EVENT
INSTRUCTIONAL AREA
Pricing
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Describe the concept of price.
Explain the nature and scope of the pricing function.
Describe the role of business ethics in pricing.
Explain factors affecting pricing decisions.
Explain the concept of price in the hospitality industry.
Explain the principles of supply and demand.
Describe the concepts of economic scarcity and economic activities.
DESCRIPTION: Knowledge of hotel pricing
INSTRUCTIONAL AREA
Customer Relations / Promotion
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
Explain the nature of positive customer relations.
Discuss the nature of customer relationship management.
Reinforce service orientation through communication.
Explain the role of promotion as a marketing function.
Identify communications channels used in sales promotion.
Explain types of promotion.
7. Explain the nature of a promotional plan.
DESCRIPTION: Knowledge of loyalty program
FRESHMAN ONLY EVENT
PRINCIPLES OF MARKETING EVENT
INSTRUCTIONAL AREA
Emotional Intelligence
PERFORMANCE INDICATORS
1. Explain the need for professional and ethical standards in marketing.
2. Explain the nature of marketing management.
3. Explain the nature of channel-member relationships.
4. Discuss internal and external audiences for public relations activities.
5. Explain consequences of unprofessional and/or unethical behavior in marketing.
DESCRIPTION: Knowledge of problem solving strategies
INSTRUCTIONAL AREA
Economics
PERFORMANCE INDICATORS
1. Distinguish between economic goods and services.
2. Determine economic utilities created by business activities.
3. Explain the role of business in society.
4. Explain the concept of economic resources.
DESCRIPTION: Knowledge of economic concepts that affect business activities
QUICK SERVE RESTAURANT MANAGEMENT SERIES
EVENT
INSTRUCTIONAL AREA
Professional Development
PERFORMANCE INDICATORS
1. Develop a list of workplace rules and regulations.
2. Identify and give examples of positive work attitudes.
3. Make a list of qualities of successful food service employees.
4. Explain the rights of workers.
5. Detail ways to minimize staff turnover.
DESCRIPTION: Knowledge of employee discipline strategies
INSTRUCTIONAL AREA
Selling
PERFORMANCE INDICATORS
1. Explain the role of customer service as a component of selling relationships.
2. Explain key factors in building a clientele.
3. Explain the selling process.
4. Discuss motivational theories that impact buying behavior.
5. Detail the process of “up-selling” and other forms of marketing at tableside.
DESCRIPTION: Knowledge of selling strategies to increase sales
RESTAURANT AND FOOD SERVICE MANAGEMENT SERIES EVENT
INSTRUCTIONAL AREA
Customer Relations
PERFORMANCE INDICATORS
1. Explain the nature of positive customer relations.
2. Demonstrate a customer-service mindset.
3. Reinforce service orientation through communication.
4. Interpret business policies to customers/clients.
5. Outline steps to remedy specific problems.
DESCRIPTION: Knowledge of factors affecting restaurant sales volume
INSTRUCTIONAL AREA
Pricing
PERFORMANCE INDICATORS
1. Explain the nature and scope of the pricing function.
2. Explain factors affecting pricing decisions.
3. Explain the role of customer service as a component of selling relationships.
4. Discuss motivational theories that impact buying behavior.
5. Determine menu pricing.
DESCRIPTION: Knowledge of pricing strategies to increase sale
RETAIL MERCHANDISING SERIES EVENT
INSTRUCTIONAL AREA
Marketing
PERFORMANCE INDICATORS
1. Explain the importance of merchandising to retailers.
2. Explain customer/client/business buying behavior.
3. Explain the nature and scope of the selling function.
4. Discuss actions employees can take to achieve the company’s desired results.
5. Determine economic utilities created by business activities.
Brief Description: The participant should be familiar with how various merchandising
techniques can increase personal selling efforts.
INSTRUCTIONAL AREA
Promotion
PERFORMANCE INDICATORS
1. Devise/Enact merchandise security measures to minimize inventory shrinkage.
2. Plan special events.
3. Plan store/department for special event.
4. Coordinate activities in the promotional mix.
5. Maintain a safe work environment.
Brief Description: The participant should be ready to discuss store safety in regard to large
promotional events.
SPORTS AND ENTERTAINMENT MARKETING
INDIVIDUAL SERIES EVENT
INSTRUCTIONAL AREA
Pricing
PERFORMANCE INDICATORS
1. Describe the need for financial information.
2. Explain factors affecting pricing decisions.
3. Explain the nature and scope of the pricing function.
4. Track cost data.
5. Prepare sales analysis reports.
DESCRIPTION: Knowledge of sports merchandise
INSTRUCTIONAL AREA
Promotion
PERFORMANCE INDICATORS
6. Explain the nature of effective communications.
7. Explain the components of advertisements.
8. Explain the importance of coordinating elements in advertisements.
9. Describe the elements of design.
10. Describe the use of color in advertisements.
DESCRIPTION: Knowledge of graphic design
SPORTS AND ENTERTAINMENT MARKETING
TEAM EVENT
INSTRUCTIONAL AREA
Selling/Promotion
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
Explain the nature and scope of the selling function.
Explain key factors in building a clientele.
Discuss motivational theories that impact buying behavior.
Explain the concept of market and market identification.
Describe the use of technology in the promotion function.
Identify communications channels used in sales promotion.
7. Coordinate activities in the promotional mix.
DESCRIPTION: Knowledge of ticket sale strategies
INSTRUCTIONAL AREA
Financial Analysis
PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
Explain the nature of financial needs.
Describe sources of income.
Explain the nature of overhead/operating costs.
Demonstrate a customer-service mindset.
Describe current business trends.
Explain the nature of risk management.
7. Describe legal issues affecting businesses.
DESCRIPTION: Knowledge of balancing budgets
TRAVEL AND TOURISM MARKETING
TEAM EVENT
INSTRUCTIONAL AREA
Promotion
SPECIFIC PERFORMANCE INDICATORS
1.
2.
3.
4.
5.
6.
7.
Describe the nature of target market in the travel and tourism industry.
Analyze product information to identify product features and benefits.
Develop strategies to position a product/business.
Explain the role of promotion as a marketing function.
Explain promotional methods used by the travel and tourism industry.
Explain the types of advertising media.
Coordinate activities in the promotional mix.
DESCRIPTION: Knowledge of economic trends in tourism industry
INSTRUCTIONAL AREA
Customer Relations
SPECIFIC PERFORMANCE INDICATORS
Identify company’s unique selling proposition.
Explain the use of descriptive statistics in marketing decision making.
Handle customer/client complaints.
Explain the nature of positive customer relations.
Demonstrate a customer-service mindset.
Analyze company resources to ascertain policies and procedures.
7. Discuss the nature of customer relationship management.
1.
2.
3.
4.
5.
6.
DESCRIPTION: Knowledge of consumer lifestyle trends