Content Outline and Competencies:

I. Effective Listening
   A. Analyze listening and communication skills.
   B. Explain listening tips and increase understanding of the content.
   C. Discuss the insights of effective listening.

II. Developing Communication Skills
   A. Listen for content, long-term content, directions, and feelings.
   B. Describe ways that both participants in a conversation can improve
their communication skills.
   C. Analyze the impact of attitude on personal communications skills.
   D. Illustrate ways to measure personal communication skills.
   E. Discuss communication for better relationships.

III. Attitude Awareness
   A. Develop how one responds emotionally to external stimuli.
   B. Compare personal limitations and strengths.
   C. Identify the power of personal thoughts.
   D. Discuss affirmations to release the power of the mind.
   E. Compare the power of positive and negative attitudes.
   F. Describe the different discoveries from attitude awareness.

IV. Dealing With Emotions
   A. Analyze self-confidence when dealing with emotions.
   B. Explain flexibility with emotions.
   C. Discuss personal emotions with someone through communication.
   D. Illustrate techniques for handling emotions.
   E. Analyze an understanding of ourselves when dealing with emotions.

V. Understanding People
   A. Discuss how we come to understand others.
   B. Discuss persons and non-persons.
   C. Illustrate empathy for others.

VI. Attitudes of Personal Empowerment
   A. List skills and tactics to get along with others.
   B. Identify ways to meet personal needs.
   C. Describe interpersonal relationships by focusing on positive
characteristics.
   D. Evaluate insights on attitudes of personal empowerment.

VII. Creative Problem Solving
   A. Discuss interpersonal relationship by focusing on positive
characteristics.
   B. Identify a formula for solving problems.
   C. Discuss creative strategies in problem solving.

VIII. Motivational Power
   A. Discuss attitudes and motivation characteristics.
   B. List five mental steps to acquire patterns of thinking leading to
success.
   C. Discuss the “A” and “R” influences.
   D. List five steps to motivational power.

IX. Reaching Your Potential
   A. Explain how expectations determine your thoughts.
   B. Describe and summarize “purpose in life.”
   C. Explain personal vision and mission connect.
   D. Develop short-range and long-range goals.
   E. Analyze affirmations and self-images to reinforce those goals.

Content Outline and Competencies:

I. Business Trends: Cultivating a Business in Diverse, Global
Environments
   A. Describe how businesses and nonprofit organizations add to a
country’s standard of living and quality of life.
   B. Explain the importance of entrepreneurship to the wealth of an
economy and show the relationship of profit to risk assumption.
   C. Illustrate how the technological environment has affected
businesses.
   D. Identify various ways that businesses can meet and beat
competition.
   E. Demonstrate how the social environment has changed and what the
reaction of the business community has been.
   F. Point out what businesses must do to meet the global challenge.
   G. Compare the new quality standards and identify what businesses are
doing to meet those standards.
   H. Explain how wealth is created in an economy.
   I. Compare the major differences between capitalism, socialism,
communism, and a mixed economy.
   J. Describe how the free-market system works.
   K. Identify key terms (e.g., GDP and productivity) to explain the U.S.
economic condition.
   L. Describe monetary policy and its importance to the economy.
   M. Explain fiscal policy and its importance to the economy.
   N. Discuss the increasing importance of the global market and the roles
of comparative advantage and absolute advantage in international trade.
   O. Explain how the marketing motto “Find a need and fill it”
applies to global markets, and identify key terms used in international
business.
   P. Describe the current status of the United States in global
business.
   Q. Illustrate the strategies used in reaching global markets.
   R. Evaluate the hurdles of trading in world markets.
   S. Debate the advantages and disadvantages of trade protectionism.
   T. Explain the role of multinational corporations in global markets.
   U. Explain why legality is only the first step in behaving ethically.
   V. List the three questions one should answer when faced with a
potentially unethical action.
   W. Describe management’s role in setting ethical standards.
   X. Distinguish between compliance-based and integrity-based ethics
codes and list the six steps in setting up a corporate ethics code.
   Y. Define social responsibility and examine corporate responsibility to
various stakeholders.
   Z. Analyze the role of American businesses in influencing ethical and
social responsibility in global markets.

II. Business Ownership: Starting a Small Business
   A. Compare the advantages and disadvantages of sole proprietorships.
   B. Describe the differences between general and limited partners, and
compare the advantages and disadvantages of partnerships.
   C. Compare the advantages and disadvantages of corporations, and
summarize the differences between C corporations, S corporations and
limited liability companies.
   D. Define and give examples of three types of corporate mergers and
explain the role of leveraged buyouts and taking a firm private.
   E. Judge the advantages and disadvantages of franchises and discuss the
opportunities for diversity in franchising and the challenges of
international franchising.
   F. Explain why people are willing to take the risks of
entrepreneurship, list the attributes of successful entrepreneurs, and
describe the benefits of entrepreneurial teams and intrapreneurs.
   G. Discuss the importance of small business to the American economy and
summarize the major causes of small-business failure.
   H. Summarize ways to learn about how small businesses operate.
   I. Analyze what it takes to start and run a small business.
   J. Outline the advantages and disadvantages small businesses have in
entering global markets.

III. Business Management: Empowering Employees and Using Technology to
Produce World Class Products and Services
   A. Explain the four functions of management and why the role of
managers is changing.
   B. Relate the planning process to the accomplishment of company goals.
   C. Describe the organizing function of management and illustrate how
the function differs at various management levels.
   D. Summarize the five steps of the control function of management.
   E. Explain the differences between managers and leaders, and compare
the characteristics and uses of the various leadership styles.
   F. Describe the three general categories of skills needed by top,
middle, and first-line managers.
   G. Illustrate the skills aspiring managers need to develop to be
successful in the future.
   H. Describe the traditional hierarchical, bureaucratic organization and
how it is being restructured.
   I. Discuss the various issues connected with organizational design.
   J. Describe the differences between line, line-and-staff, matrix, and
cross-functional organizations.
   K. Give examples to show how organizational culture and the informal
organization can hinder or assist organizational change.
   L. Describe the production process and explain the importance of
productivity.
   M. Explain the importance of site selection in keeping down costs and
identify the criteria used to evaluate different sites.
   N. Classify the various production processes and tell how materials
requirement planning links organizations in performing those processes.
   O. Describe manufacturing techniques such as just-in-time inventory
control, flexible manufacturing, lean manufacturing, and competing in
time.
   P. Show how CAD/CAM improves the production process.
   Q. Illustrate the use of PERT, Gantt charts and TQM in production
planning.

IV. Management and Motivation of Human Resources
   A. Explain scientific management.
   B. Describe the Hawthorne studies and relate their significance to
human-based management.
   C. Identify the levels of Maslow’s hierarchy of needs and relate
their importance to employee motivation.
   D. Differentiate among Theory X, Theory Y, and Theory Z.
   E. Distinguish between the motivators and hygiene factors identified by
Herzberg.
   F. Explain how job enrichment affects employee motivation and
performance.
   G. Identify the steps involved in implementing a management by
objectives (MBO) program.
   H. Explain the key factors involved in expectancy theory.
   I. Explain the importance of human resource management and describe
current issues in managing human resources.
   J. Summarize the steps in planning human resources along with the
selection process.
   K. Describe methods that companies use to recruit new employees and
explain some of the issues that make recruitment challenging.
   L. Illustrate the use of various types of employee training and
development methods in appraising employee performance.
   M. Contrast the objectives of employee compensation programs and
describe various pay systems and fringe benefits.
   N. Explain scheduling plans managers use to adjust to workers’
needs.
   O. Describe the ways employees can move through a company: promotion,
reassignment, termination and retirement.
   P. Outline the history of organized labor in the United States and
discuss the major legislation affecting labor unions.
   Q. Outline the objectives of labor unions.
   R. Describe the tactics used by labor and management during conflicts
and discuss the role of unions in the future.
   S. Explain some of the controversial employee-management issues such as
executive compensation; comparable worth; child care and elder care; AIDS,
drug testing and violence in the workplace, and employee stock ownership
plans (ESOPs).

V. Marketing: Developing and Implementing Customer-Oriented Marketing
Plans
   A. Define marketing and summarize the steps involved in the marketing
process.
   B. Describe marketing’s changing role in society and the merging of
the marketing concept with total quality management.
   C. Describe how relationship marketing differs from traditional
marketing.
   D. List the four Ps of marketing.
   E. Apply the four parts of the marketing research process to a business
problem.
   F. Differentiate between consumer and industrial markets.
   G. Describe how businesses create product differentiation for their
goods and services in both consumer and industrial markets.
   H. Explain the role of product managers and the five steps of the
new-product development process.
   I. Identify and describe the stages of the product life cycle, and
describe marketing strategies at each stage.
   J. Give examples of various pricing objectives and show how break-even
analysis helps in pricing decisions.
   K. Explain the value of marketing intermediaries.
   L. Discus how a manufacturer can get wholesalers and retailers in a
channel system to cooperate by the formation of systems.
   M. Describe in detail what’s involved in physical distribution
management.
   N. Describe the various wholesale organizations in the distribution
system.
   O. List and explain the ways that retailers compete.
   P. Explain the various kinds of nonstore retailing.
   Q. List and describe the various elements of the promotion mix.
   R. Illustrate the seven steps of the selling process.
   S. Describe the functions of the public relations department and the
role of publicity.
   T. Explain the importance of sales promotion and word of mouth as
promotional tools.
   U. Describe advantages and disadvantages of various advertising media
and explain the latest advertising techniques.
   V. Compare and contrast push and pull promotional strategies.
   W. Describe integrated marketing communication and the role of
interactive communications within it.

VI. Managing Information
   A. Outline the changing role of business technology.
   B. List the steps in managing information, and identify the
characteristics of useful information.
   C. Compare the hardware most frequently used in business, and outline
the benefits of the move toward computer networks.
   D. Contrast the computer software most frequently used in business.
   E. Evaluate the human resource, security, and privacy issues in
management that are affected by information technology.
   F. Identify the careers that are gaining or losing workers due to
growth of information technology.
   G. Assess the importance of financial information and accounting.
   H. Define and explain the different areas of the accounting
profession.
   I. Distinguish between accounting and bookkeeping and list the steps in
the accounting cycle.
   J. Explain the differences between the major financial statements.
   K. Describe the role of depreciation and LIFO and FIFO in reporting
financial information.
   L. Explain the importance of ratio analysis and the budgeting process
in reporting financial information.
   M. Describe how computers are used to record and apply accounting
information in business.

VII. Managing Financial Resources
   A. Explain the role and importance of finance.
   B. Describe the responsibilities of financial managers.
   C. Outline the steps in financial planning by explaining the process of
forecasting financial needs, developing budgets and establishing financial
controls.
   D. Distinguish between short-term and long-term financing and between
debt capital and equity capital.
   E. Identify and describe several sources of short-term financing.
   F. Identify and describe several sources of long-term financing.
   G. Examine the functions of securities markets and investment bankers.
   H. Compare the advantages and disadvantages of issuing bonds, and
identify the classes and features of bonds.
   I. Compare the advantages and disadvantages of issuing stock, and
outline the differences between common and preferred stock.
   J. Identify the various stock exchanges, and describe how to invest in
securities markets and choose among different investment strategies.
   K. Analyze the opportunities bonds offer as investments.
   L. Explain the opportunities stocks and mutual funds offer as
investments and the advantages of diversifying investments.
   M. Explain what money is and how its value is determined.
   N. Describe how the Federal Reserve controls the money supply.
   O. Classify the various institutions in the U.S. banking system.
   P. Explain the importance of the Federal Deposit Insurance Corporation
and other organizations that guarantee funds.
   Q. Evaluate the role and importance of international banking and the
role of the World Bank and the International Monetary Fund.
   R. Describe the six steps one should take to generate capital.
   S. Explain the best way to preserve capital and begin investing.
   T. Compare and contrast various types of life, health, and other
insurance alternatives.
   U. Outline a strategy for retiring with enough money to last a
lifetime.

Content Outline and Competencies:

I. Personal Financial Planning
   A. Introduction to financial planning
      1. Develop financial goals and evaluate alternatives.
      2. Define opportunity costs and time value of money.
      3. Calculate the present and future value of annuities and single
amount.
      4. List and define components of personal financial planning.
   B. Money management strategies
      1. Develop a system for personal financial records.
      2. Measure financial progress with personal financial statements.
      3. Evaluate financial position with the help of a budgeting
process.
      4. Create a personal balance sheet and cash flow statement.
      5. Implement and evaluate a budgeting program.
   C. Tax strategy
      1. State taxes on purchases, property wealth and earnings.
      2. Outline income tax fundamentals.
      3. Compute taxable income.
      4. Identify and categorize federal and state taxes.
      5. Identify tax planning strategies for consumer purchases,
investment decisions and retirement plans.

II. Personal Financial Management
   A. Banking services of financial institutions
      1. Develop a strategy for managing cash.
      2. Identify several different financial services.
      3. Identify several types of financial institutions.
      4. Distinguish among different types of savings plans.
      5. Select and evaluate payment methods.
   B. Consumer credit
      1. Define consumer credit and analyze its advantages and
disadvantages.
      2. Differentiate among various kinds of credit.
      3. Describe the information creditors look for when you apply for
credit.
      4. Identify the steps you can take to avoid and correct credit
mistakes.

III. Purchasing Decision
   A. The finances of housing
      1. Evaluate available housing alternatives.
      2. Analyze the costs and benefits associated with renting.
      3. List the steps in home buying process.
      4. Calculate the costs associated with purchasing a home.
      5. Develop a strategy for selling a home.

IV. Insuring Resources
   A. Home and automobile insurance
      1. Develop a risk management plan using insurance.
      2. List the reasons why property and liability insurance are
important.
      3. Explain the insurance coverage and policy types available to
homeowners and renters.
      4. Analyze factors that influence the coverage amount and cost of
home insurance.
      5. Identify the important types of auto insurance coverage.
      6. Evaluate factors that affect the cost of auto insurance.
   B. Health and disability insurance
      1. Explain why the costs of health insurance and health care are
rising.
      2. Define health insurance and disability income insurance and
explain their importance in financial planning.
      3. Justify the need for disability income insurance.
      4. Analyze the benefits and limitations of the various types of
health care coverage.
      5. Appraise the sources of government health care programs.

V. Investing in Financial Resources
   A. Fundamentals of investing
      1. Explain why one should prepare for and establish an investment
program.
      2. Describe how safety risk, income, growth and liquidity affect
your investment decisions.
      3. Identify the major types of investment alternatives.
   B. Investing in common stocks
      1. Identify the most important features of common stock.
      2. Identify the most important features of preferred stock.
      3. Explain how investors can evaluate stock investments.
      4. Describe how stocks are bought and sold.
      5. Explain the trading techniques used by long-term and short-term
investors.
   C. Investing in bonds
      1. Describe the characteristics of corporate bonds.
      2. Identify the reasons why corporations issue bonds.
      3. Explain why investors purchase bonds.
      4. List the reasons why federal, state and local governments issue
bonds.
   D. Investing in mutual funds
      1. Explain the major reasons why investors choose mutual funds.
      2. Classify mutual funds by investment objective.
      3. Evaluate mutual funds for investment purposes.
      4. Describe how and why mutual funds are bought and sold.
   E. Real estate and other investment alternatives
      1. Identify types of real estate investments
      2. Evaluate the advantages of real estate investments.
      3. Assess the disadvantages of real estate investments.
      4. Analyze the risks and rewards of investing in precious metals.

VI. Controlling the Financial Future
   A. Retirement planning
      1. Evaluate the importance of retirement planning.
      2. Analyze personal current assets and liabilities for retirement.
      3. Estimate retirement spending needs.
      4. Identify retirement housing needs.
      5. Describe Estate Planning
      6. Determine the Legal Aspects of Estate Planning

Content Outline and Competencies:

I. What Is a Supervisor
   A. The supervisor/first line manager
      1. Define supervision.
      2. Describe the purpose of supervisory management within the
organization.
      3. List four skills required of successful supervisors.
      4. Differentiate between responsibility and authority.
      5. Define the parity principle.
   B. Becoming a supervisor
      1. Describe methods of internal promotion.
      2. Describe methods of external promotion.
   C. Managers of the future
      1. List four effects of technology.
      2. Describe cultural diversity and explain its significance for
management's future.
      3. Describe the challenges of supervising a multigenerational work
force.

II. Challenges of Supervision
   A. Ensuring quality
      1. List three consequences of poor quality, products and services.
      2. Differentiate between product quality control and process quality
control.
      3. List four techniques of quality control.
      4. Define TQM and describe two benefits and two challenges of
implementation.
   B. Meeting high ethical standards
      1. Define ethics.
      2. List four benefits of ethical behavior.
      3. Explain how to ask an employee for ethical commitment.
      4. Define how to set individual standards of ethics.
   C. Working with teams and groups
      1. Define functional and task groups.
      2. Define formal and informal groups.
      3. List three benefits of teamwork.
      4. Describe how to conduct a meeting.

III. Functions of Supervisors
   A. Reaching goals and objectives through plans
      1. Differentiate between policy, procedures and rules.
      2. Define strategic, tactical and contingency plans.
      3. Define management by objective.
      4. Differentiate between short-term and long-term plans.
   B. Controlling the plan
      1. List three types of control.
      2. List three tools used for control.
      3. Define variance.
      4. Explain the exception principle.
   C. Managing organizational resources
      1. Define line, staff and functional authority.
      2. Differentiate between centralized and decentralized
organizations.
      3. Explain the importance of delegation as it relates to
supervisors.
      4. Define unity of command, chain of command and span of
management.
   D. Leadership in supervision
      1. List five characteristics for strong leadership.
      2. Define Theory X, Theory Y and Theory Z.
      3. Define how to develop individual leadership style.
      4. Define three other leadership theories.
IV. Building Supervisory Skills
   A. Communication both oral and written
      1. Define the communication process.
      2. Differentiate between hearing and listening.
      3. List three barriers to communication.
   B. Motivating employees
      1. List five top motivators.
      2. Differentiate between process and content theory.

V. Supervision and Human Resources
   A. Selecting employees
      1. List three methods of internal recruitment.
      2. List three methods of external recruitment.
      3. Describe the interview process.
      4. Describe how individual job offers are made.
   B. Supervision and training
      1. List four benefits of training.
      2. List four training methods.
      3. Describe the training cycle.
      4. Evaluate each of the listed training processes.
   C. Supervision and performance appraisals
      1. List four types of appraisal systems.
      2. Define the purpose of performance appraisals.
      3. List four sources of bias in performance appraisals.

VI. Impact of the Law and Organized Labor on Supervisors
   A. Government regulation
      1. Define E.E.O.C.
      2. Define bona fide occupational qualification.
      3. Define O.S.H.A.
      4. List three health hazards.
      5. List three causes of accidents in the workplace.
   B. Unions
      1. Explain the history of the AFL/CIO.
      2. Define the collective bargaining process.
      3. Define a strike.
      4. Differentiate between mediation and arbitration.

Content Outline and Competencies:

I. The Management Challenge
   A. The nature of management
      1. List the four functions of management.
      2. Define the three skills needed to manage and their relationship
to managerial levels in an organization.
      3. Explain the various roles in a manager's daily routine.

II. The Evolution of Management Thought
   A. Theories of management
      1. Distinguish between the different historical perspectives of
management thought.
      2. Show and list the differences between current and historical
trends in management.

III. Environmental Factors Impacting a Manager's Job
   A. List the internal environments and describe their impact on a
managerial performance.
   B. List the external environments and describe their impact on
managerial performance.
   C. Differentiate between effective and efficient management.

IV. Fundamental Functions of Management
   A. The planning function
      1. Define goals and plans and distinguish the relationship between
them.
      2. Describe the difference between strategic, tactical, and
operational plans.
      3. Explain the difference between programmed and non-programmed
decision making.
      4. Describe and contrast the various decision models and their
applications within a modern business organization.
   B. The organizing function
      1. Explain the fundamental characteristics of organizational
concepts.
      2. Summarize the difference between functional, divisional, and
matrix approaches to structure.
      3. Describe the difference between line and staff positions within
an organizational structure.
      4. Differentiate between team, group, and networks in today's modern
organization.
      5. Define the four stages of the organizational life cycle and
explain how size and life cycle influence current structures.
      6. Explain the role of human resources in organizational strategy
planning.
      7. Explain the dimension of diversity in modern organizations and
the benefits of being cultural diverse.
   C. The leading function
      1. Explain the various motivational theories and site their
applications in the modern organization.
      2. Relate various leadership models to the modern organization.
      3. Distinguish leadership roles in different organizational
structures.
      4. Describe change and its effect upon individuals and
organizations.
   D. The control function
      1. Describe control function relationship to the planning function.
      2. Describe modern quality control techniques.
      3. Define TQM, continuous improvement, and benchmarking.
      4. Identify three basic control techniques.
      5. Describe the financial controls used in organizations.

V. Management Principles for the Next Century to Solve Business Problems
   A. Describe the impact of diversity of the work force on business in
the future and the problems associated with the changing labor market.
   B. Explain the learning organizations role in solving business
problems.
   C. Summarize knowledge management's impact on future organizations.
   D. Describe relationship management both internal and external aspects
to modern business organizations.

Content Outline and Competencies:

I. The Importance of Small Business
   A. Identify the rate of small business growth and give examples of the
contributions of small business to the economy.
   B. Describe the types of activities in which small businesses are
engaged.

II. High Rate of Business Failure
   A. Identify commonly cited statistics on business failures.
   B. Identify the most common causes of small business failure.
   C. Recommend how small businesses can increase their chances of
success.

III. The Merits of a Business Idea
   A. Develop criteria for the assessment of the merits of a product or
service idea.
   B. Determine the strategic advantages (cost or marketing) of a business
idea.
   C. Describe the life cycle for the product and/or industry of the
business product or service.

IV. Business Entry Strategies
   A. Recognize the various options available to someone interested in
entering into a business.
   B. Identify the advantages and disadvantages of each entry strategy.
   C. Discuss approaches to use in investigating and evaluating a business
opportunity.

V. The Business Plan
   A. Identify the uses of a business plan.
   B. Describe the elements of a business plan.

VI. Marketing Strategy and Marketing Mix
   A. Identify the key elements of a comprehensive marketing strategy.
   B. Outline the steps in market research and analysis necessary to
develop a marketing plan.
   C. Identify the components of the marketing mix and describe how they
interrelate.

VII. Financial Requirements for a Business
   A. Describe the process involved in determining the financial
requirements for a business.
   B. Identify sources of start-up capital and evaluate the advantages and
disadvantages of each.

VIII. Financial Analysis and Cash Management
   A. Describe the components and uses of the various financial statements
(balance sheet, income statement and cash flow statement).
   B. Identify small business financing sources (debt, equity and gifts)
and how to manage them.
   C. Explain the importance of asset management for small businesses.
   D. Identify ways for improving cash flow within a company.

IX. Legal Issues Confronting Small Businesses
   A. Describe the advantages and disadvantages of the legal forms of
business ownership (sole proprietorship, partnership, corporation [C or
sub-chapter S] and limited liability company).
   B. Identify government regulations which impact small business.
   C. Explain ways to protect the proprietary aspects of a business.

X. Risk Management and Ways Small Business Can Cope with Risks
   A. Identify common risks in a small business.
   B. Identify and evaluate the various alternatives for managing business
risks.

XI. Management Functions and Leadership in a Small Business
   A. Identify the basic human resource management functions and discuss
how they apply to the small business environment.
   B. Explain the importance of formal planning for small businesses, and
sources of assistance for their future growth.
   C. Identify sources of small business management assistance outside the
organization.

Content Outline and Competencies:

I. Foundations of Business Communication
   A. Organizational Communication
      1. Describe how managers use communication.
      2. Contrast formal and informal communication channels.
      3. Explain how organizations communicate with outside audiences.
      4. Describe how companies successfully communicate in a crisis.
      5. Explain the six factors that contribute to effective business
communication.
   B. Understanding Business Communication
      1. List the general categories of nonverbal communication.
      2. Explain the four channels of verbal communication.
      3. Identify the steps in the communication process.
      4. Describe communication barriers and how to overcome them.
   C. Intercultural Communication
      1. Define culture and intercultural communication.
      2. Identify the general skills to help communicate in any culture.
      3. Identify common sources of misunderstanding.
      4. Explain the importance of speaking and listening effectively when
communicating with people from other cultures.
   D. Communicating Through Technology
      1. Identify the communication role of electronic mail and Internet
technologies in today’s business organizations.
      2. Describe the technologies available for group communication.
      3. Assess the ways technology is changing business communication.

II. The Writing Process
   A. Planning Business Messages
      1. Describe the three categories in the composition process.
      2. Define the general purpose, specific purpose, main idea, and
topic of each business message.
      3. Analyze the needs of the intended audience.
      4. Select the appropriate channel and medium for transmitting each
message.
   B. Composing Business Messages
      1. Identify the characteristics of a well-organized message.
      2. Arrange ideas in direct or indirect order, depending on the
audience’s probable reaction.
      3. Identify the four organizational plans for short messages and the
two organizational plans for long messages.
      4. Define style and tone and describe how to use a style and tone
appropriate to the document’s subject, purpose, audience, and format.
      5. Explain how to use the “you” attitude to interest the
audience in the message.
      6. Compose an appropriate e-mail message.
   C. Revising Business Messages
      1. Edit messages for content and organization, style and
readability, mechanics and format.
      2. Select the most correct and effective words to make the point.
      3. Rewrite sentences to clarify the relationships among ideas and
create interest.
      4. Identify the elements of paragraphs.

III. Letters, Memos, and Other Brief Messages
   A. Direct Request Messages
      1. Compose direct request messages following the direct (deductive)
organizational plan.
      2. State the main idea of each direct request message.
      3. Provide sufficient detail for each direct request message to
enable the reader to comply with request.
      4. Close each direct request message with a courteous request for
specific action.
      5. Utilize proper style, tone, and format.
   B. Good News and Goodwill Messages
      1. Identify the appropriate time to write good-news and goodwill
messages.
      2. Compose good-news and goodwill messages using the basic
organizational pattern to fit each message.
      3. State the main idea.
      4. Encourage reader to take the desired action.
      5. Utilize proper style, tone, and format.
   C. Bad News Messages
      1. Choose correctly between indirect and direct approaches to a
bad-news message.
      2. Compose bad-news messages establishing the proper tone from the
beginning.
      3. Present bad news in a reasonable and understandable way.
      4. Close messages so that the audience is willing to continue a
business relationship with the firm.
   D. Persuasive Messages
      1. Utilize effective planning strategies in developing persuasive
messages.
      2. Organize persuasive messages according the AIDA plan.
      3. Compose an effective persuasive letter around selling points and
benefits.
      4. Describe the steps in the collection process.

IV. Reports and Proposals
   A. Short Reports
      1. Define what is meant by a business report.
      2. Identify the qualities of a good business report or proposal.
      3. Utilize proper report format, style, and organization based on
six factors: who, what, when where, why, and how.
      4. Describe the advantages and disadvantages of electronic reports.
   B. Planning Long Reports
      1. Develop a statement defining the problem to be solved and a
statement defining the purpose of the report.
      2. Identify and outline the issues to be analyzed.
      3. Prepare a work plan for conducting the investigation.
      4. Organize the research phase of the investigation, including the
identification of secondary and primary sources of data.
      5. Draw sound conclusions and develop practical recommendations.
   C. Completing Long Reports and Proposals
      1. Identify the necessary parts of a formal report and proposal.
      2. Prepare and assemble the parts of a formal report in the proper
order, using appropriate format.

V. Employment Messages
   A. Resumes and Application Letters
      1. Analyze work skills and qualifications.
      2. Choose the best organizational plan to market skills.
      3. Utilize the appropriate format and style for an effective
resume.
      4. Prepare an effective resume.
      5. Write an effective application letter that gets a prospect an
interview.
   B. Employment Interviews and Follow-Up
      1. Explain the steps in the interview process.
      2. Identify the various types of interviews.
      3. Predict the types of questions the candidate is likely to
encounter.
      4. Describe the most common types of messages required to follow up
after an interview.

VI. Oral Communication
   A. Listening, Interviewing, and Conducting Meetings
      1. Summarize the skills involved in being an effective listener.
      2. Describe how groups make decisions.
      3. Discuss the preparations and duties necessary for productive
meetings.
   B. Speeches and Oral Presentations
      1. Categorize speeches and presentations according to their
purpose.
      2. Identify the steps required in the planning process.
      3. Develop an introduction, a body, and a close for a long
presentation.
      4. Select, design, and use visual aids that are appropriate for a
presentation.
      5. Describe the four methods of delivery.
      6. Explain the techniques required to be an effective public
speaker.

Content Outline and Competencies:

I. Communication
   A. Discuss methods to acquire and use information professionally in
today's business environment.
   B. Demonstrate active listening skills illustrating its value in the
development of business ideas.
   C. Express ideas in written, verbal and nonverbal formats appropriate
for business settings.
   D. Respond to and acknowledge the viewpoints of others recognizing its
value for the growth and sustainability of the business.

II. Decision Making and Problem Solving
   A. Capture, analyze, and effectively use information to both problem
solve and determine appropriate and legal business actions.
   B. Demonstrate giving and receiving direction in business settings.
   C. Demonstrate giving and receiving feedback in the business
environment recognizing its value for the growth and sustainability of
both the individual and the business.

III. Ethical Behavior
   A. Discuss the importance of being accountable for one's self.
   B. Maintain confidentiality and personal trustworthiness required in
the business setting.
   C. Promote workplace policies and procedures necessary for the
effective, efficient, ethical, and legal operation of the business.
   D. Discuss the importance of taking responsibility and ownership for
ethical business practices.

IV. Interpersonal Behavior
   A. Develop positive workplace relationships in order to create
effective and efficient business operations.
   B. Manage and resolve conflict in a respectful, legal, and ethical
manner.
   C. Promote positive teamwork illustrating the value to the growth and
sustainability of the business.

V. Multiculturalism
   A. Discuss the importance of valuing diversity in the workplace.
   B. Interact positively with people of different backgrounds
demonstrating its impact on business operations.
   C. Respect individual differences recognizing both the opportunities
and challenges applicable to the business environment.
   D. Identify cultural differences in communication styles discussing the
appropriate application and sensitivity in business settings.

VI. Professionalism
   A. Present one's self appropriately respecting and valuing the
importance of professional image, safety, and sanitation in business
environments.
   B. Demonstrate dependability by following through on tasks in an
accurate and timely manner.
   C. Demonstrate a positive work ethic discussing its value to the
business operation.
   D. Identify and use appropriate vocabulary in all business
communication formats.

VII. Self Management
   A. Discuss the value of learning and growing personally and its value
on future roles and responsibilities within the business.
   B. Identify the importance of adjusting to change understanding its
value to the growth and sustainability of the business.
   C. Respect one's self and others both internal and external to the
business.

VIII. Social Behavior
   A. Present an appropriate and pleasant attitude in business dealings.
   B. Respond with civility to persons, at all levels, both internal and
external to the business.
   C. Discuss the importance of managing emotions.
   D. Practice appropriate empathy toward others.

Content Outline and Competencies:

I. Investment Basics
   A. Introduction to investment
      1. Explain why individuals should specify investment goals.
      2. Differentiate between liquidity and marketability.
      3. Identify the sources of risk.
   B. Creation of financial assets
      1. Explain the role of the investment banker and the financial
intermediary.
      2. Illustrate the flow of funds from savers to firms.
      3. Identify the components necessary for the sale of securities to
the general public.
      4. Contrast the various financial instruments offered by commercial
banks and other depository institutions.
      5. List several money market instruments.
   C. The tax environment
      1. Identify the taxes that affect investment decision making.
      2. Define short term and long term capital gains.
      3. Illustrate how capital losses are used to offset capital gains
and ordinary income.
      4. Explain how the different retirement plans are tax shelters.

II. Security Markets
   A. Explain the role of market makers and distinguish between security
exchanges and over-the-counter markets.
   B. List the services provided by brokers and brokerage firms.
   C. Differentiate between the types of security orders and identify the
costs of investing in securities.
   D. Contrast cash and margin accounts.
   E. State the purpose of the SEC and SIPC and the role of regulation in
security markets.
   F. Describe market efficiency and liquidity.

III. Sources of Information
   A. Differentiate between stocks, bonds, mutual funds and real assets.
   B. Name four categories of information that are generally available to
investors.
   C. List several investment publications that are available in the
library.
   D. Distinguish between the contents of an annual report and a brokerage
firm’s research report.

IV. Investing in Common Stock
   A. Valuation of common stock
      1. Identify the components of an investor’s required rate of
return.
      2. Distinguish between required and expected rate of returns.
      3. Examine the determinants of a stock’s price.
      4. Calculate the value of a stock using a simple present value
model.
      5. Explain the use of P/E ratios to select stocks.
   B. Rates of return on common stock investments
      1. Differentiate between a simple price-weighted average, a
value-weighted average and equal-weighted average.
      2. Contrast the Dow Jones Averages with other aggregate measures of
the stock market.
   C. Dividends: Past, present and future
      1. List the important dates for dividend payments.
      2. Explain why changes in dividends generally follow changes in
earnings.
      3. Determine the impact of stock dividends and stock splits on the
price of a stock and on the stockholder’s wealth.
      4. Identify the advantages of dividends reinvestment plans.
   D. The fundamental approach to the selection of stock
      1. Explain the relationship between economic activity and security
prices.
      2. Describe the tools of monetary policy.
      3. Explain how monetary and fiscal policy may affect security
prices.
      4. Differentiate cyclical and stable industries and identify factors
that affect the performance of an industry.
   E. Security selections analysis of financial statements
      1. Differentiate between a) the current ratio and the quick ratio;
b) accounts receivable turnover and the average collection period; c)
gross profit margin, operating profit margin and net profit margin; and d)
the return on assets and the return on equity.
      2. Identify which ratios are of primary interest to creditors and
stockholders.
      3. Apply ratios to analyze the financial statements of a firm.
      4. Use P/E and price/sales ratios.

V. Technical Issues Involved in Analyzing Efficient Markets and Special
Situations
   A. Relate the efficient market hypothesis to fundamental and technical
analysis.
   B. Describe the potential for abnormal returns in special investment
situations.
   C. Explain how returns can be effected by
      1. Mergers
      2. New public offerings
      3. Stock repurchases

VI. Investing in Fixed Income Securities
   A. The market for debt
      1. List the features common to all bonds.
      2. Differentiate between bearer and registered bonds.
      3. Ascertain the sources of risk to the bondholder.
      4. Describe the procedures for buying a bond.
   B. The valuation of debt
      1. Determine the price of a bond.
      2. Determine the factors that affect a bond’s price.
      3. Explain the relationship between changes in interest rates and
bond prices.
      4. Differentiate among current yield, yield to maturity, and yield
to call.
      5. Illustrate how the reinvestment of earned interest affects the
investor’s realized return.
      6. Explain the relationship between a bond’s duration and its
price volatility.
   C. Preferred stock and high-yield securities
      1. Compare and contrast long-term bonds and preferred stock.
      2. Explain why firms prefer debt issues to preferred stock as a
source of funds.
      3. Illustrate the pricing of preferred stock.
      4. List the sources of risk to investors in preferred stock.
      5. Determine earnings per preferred share.
      6. Explain why corporations may own preferred stock of other
corporations.
   D. Government securities
      1. Distinguish among the types of federal government debt.
      2. Identify the sources of risk from investing in federal government
securities.
      3. Distinguish between the federal government’s moral obligation
and its full-faith and credit obligations to its agencies’ debt.
      4. Name the primary advantage of state and local government bonds.
      5. Compare treasury bonds, T-bills, federal agency debt, municipal
bonds and anticipation notes.
   E. Convertible bonds and convertible stock
      1. Describe features common to all convertible bonds.
      2. Determine the floor, or minimum price, of a convertible bond.
      3. List the factors that affect the price of a convertible bond.
      4. Identify the two premiums paid for a convertible bond.
      5. Explain why the two premiums are inversely related.
      6. Explain the advantage offered by a put bond.

VII. Construct a Diversified Portfolio
   A. Investment companies
      1. Differentiate between closed-end and open-ended investment
companies.
      2. Define net asset value.
      3. Identify the costs of investing in mutual funds and closed-end
investment companies.
      4. List the advantages offered by investment companies.
      5. Distinguish among the types of mutual funds.
      6. Identify hidden capital gains and losses.
   B. Portfolio planning, management and evaluation
      1. Identify financial goals.
      2. Enumerate the risk/reward, marketability/liquidity and tax status
of investment alternatives.
      3. Match types of assets with individual financial goals.
      4. Construct an individual’s balance sheet and cash budget.
      5. Explain the importance of investment management in an efficient
market context.

VIII. Real Estate
   A. Describe the advantages and disadvantages of real estate as an
investment.
   B. Valuate real estate investments
      1. The cost approach
      2. Comparative sales value
      3. The income approach
      4. Combination of the three approaches
   C. Describe the forms of real estate ownership
      1. Individual or regular partnership
      2. Syndicate or limited partnership
      3. REIT's

Content Outline and Competencies:

I. The Evolution of Human Relations
   A. Outline the evolution of human relations, including:
      1. Human relations is a multidisciplined science with a practical
approach.
      2. Industrialism.
      3. Frederick Taylor and Robert Owen.
      4. Elton Mayo and the Hawthorne Studies.
      5. The 1930s to current.
   B. Explain why human relations skills are important in today’s work
force.

II. Personality, Values and Attitudes in Human Relations
   A. Personality
      1. Define personality.
      2. Explain personality types and behavior and how they affect human
relations in the workplace.
      3. Define stress, and explain its causes, signs and methods of
control.
      4. Explain the relationship between personality, stress and human
relations.
   B. Values
      1. Define values and value system.
      2. Explain the relationship between values and attitudes and how
they impact human relations in the workplace.
   C. Attitudes
      1. Define attitude and explain how it impacts job satisfaction and
human relations in the workplace.
      2. Explain different supervisory attitudes toward employees and
their impact on human relations.
      3. Outline steps in changing attitudes.
      4. Define self-concept and its impact on human relations in the
workplace.

III. Interpersonal and Organizational Communication
   A. Interpersonal communication
      1. Define communication.
      2. Outline and explain the steps in the communication process.
      3. Explain the importance of communication skills in the workplace.
      4. Differentiate between verbal and non-verbal communication and
list positive techniques for each.
   B. Organizational communication
      1. Define organizational communication.
      2. List and explain the channels of organizational communication.
      3. Explain the grapevine as a form of organizational communication,
its impact and use in the workplace.

IV. Motivation
   A. Define motivation and explain its importance in the workplace.
   B. List and explain theories of motivation and how they can be applied
in today’s workplace.

V. Leadership
   A. Define leadership and explain why leadership skills are important.
   B. List and explain theories of leadership and their application in
today’s workplace.

VI. Power
   A. Define power and explain its importance in the workplace.
   B. List and explain sources of power in an organization.
   C. Define organizational politics and explain its impact on human
relations in the workplace.
   D. List and explain techniques for positive organizational politics.
   E. Define ethics and explain its impact on human relations in the
workplace.
   F. List and explain techniques for ethical business decisions.

VII. Groups and Problem Solving, Decision Making and Change Management
   A. Groups
      1. Identify group and team differences.
      2. List the different types of groups and explain their functions.
   B. Group Problem Solving and Decision Making
      1. List and explain the group problem solving and decision making
steps.
      2. Define creativity and explain how it can be used in group problem
solving and decision making.
   C. Change management
      1. Explain reasons for resistance to change in the workplace.
      2. Describe strategies for overcoming resistance to change in the
workplace.
      3. List and explain change models and describe their application in
the workplace.

VIII. Legal Issues
   A. Differentiate between discrimination and prejudice.
   B. List and explain laws that govern employment law including:
      1. The Civil Rights Act of 1964
      2. The Americans with Disabilities Act
      3. Affirmative Action programs
      4. Sexual harassment
      5. The Family Medical and Leave Act of 1993
   C. List the five areas that constitute employment discrimination.
   D. List the four exceptions that allow for employment discrimination.

IX. Cross-Cultural Human Relations
   A. Explain the importance and impact of cross-cultural human relations
in today’s workplace.
   B. Explain barriers to creating positive cross-cultural human
relations.
   C. Describe strategies to foster positive cross-cultural human
relations.

Content Outline and Competencies:

I. Globalization
   A. Explain what is meant by globalization of production and marketing.
   B. Describe the causes of globalization.
   C. Identify changing international trade patterns and foreign direct
investment flows in the world economy.
   D. Describe the debate over the impact of globalization on job
security, income levels, labor and environmental policies, and national
sovereignty.
   E. Generalize how globalization is giving rise to numerous
opportunities and challenges that business managers must confront.

II. Country Differences
   A. Outline how the political systems of countries differ.
   B. Outline how the legal systems of countries differ.
   C. Outline how the economic systems of countries differ.
   D. Summarize how political, legal and economic systems collectively
influence a country’s ability to achieve meaningful economic progress.
   E. Explain how a country’s political, legal and economic systems
influence the benefits, costs, and risks associated with doing business in
that country.
   F. Critically analyze the ethical issues that can arise when doing
business in a nation whose political and legal systems are not supportive
of basic human rights.
   G. Define what is meant by culture.
   H. Examine why culture is different in different countries because of
differences in social structure, religion, language, education, economic
philosophy, and political philosophy.
   I. Describe the role of economic advancement, technological change, and
globalization on contemporary culture.
   J. Explain the relationship between culture and the values found in the
workplace.
   K. Explain the implications for international business management of
differences in culture.

III. Cross-Border Trade and Investment
   A. Describe why nations trade with each other.
   B. Summarize the different theories that have been offered to explain
trade flows between nations.
   C. Generalize the arguments most economists make for why unrestricted
(free) trade between nations will raise the economic welfare of all
countries that participate in a free trade system.
   D. Summarize the arguments of those who maintain that government can
play a proactive role in promoting national competitive advantage in
certain industries.
   E. List and describe the various policy instruments that governments
use to restrict imports and promote exports.
   F. Describe some of the arguments for and against government
intervention in international trade.
   G. Define foreign direct investment and describe the forces
underpinning the rising tide of foreign direct investment in the world
economy.
   H. Contrast foreign direct investment, licensing and exporting.
   I. Analyze the strategic advantages to a firm of foreign direct
investment.
   J. Analyze why certain locations are favored as a target of foreign
direct investment activity.
   K. Explain how political ideology influences government policy toward
foreign direct investment.
   L. Describe the benefits and costs of foreign direct investment to
receiving and source countries.
   M. Identify the different levels of economic integration that are
possible between nations.
   N. Describe the economic and political arguments for and against
regional economic integration.
   O. List some of the more important regional economic agreements in the
world and analyze their future prospects.

IV. Global Monetary System
   A. Describe the form and function of the foreign exchange market.
   B. Contrast spot and forward exchange rates.
   C. Analyze how currency exchange rates are determined.
   D. Outline the role of the foreign exchange market in insuring against
foreign exchange risk.
   E. Explain why some currencies cannot always be converted into other
currencies.
   F. Identify the role of countertrade in the global economy.
   G. Identify the role played by the global monetary system in exchange
rate determination.
   H. Summarize the differences between a fixed and floating exchange rate
system.
   I. Summarize the arguments for and against fixed and floating exchange
rate systems.
   J. Explain the role played by the International Monetary Fund and the
World Bank in the global monetary system.

V. Competing in the Global Marketplace
   A. Explain how firms can profit from expanding their activities
globally.
   B. Describe the different strategies for competing globally.
   C. Explain how cost pressures and country differences can influence a
firm’s choice of global strategy.
   D. Outline how firms can use strategic alliances to support their
global strategy.
   E. Describe the different modes that firms can use to enter a foreign
market, and analyze the advantages and disadvantages of each mode of
entry.
   F. Describe the relationship between strategy and a firm’s choice of
entry mode.
   G. Outline the mechanics of export and import financing.
   H. Defend why and how it may be appropriate to vary the attributes of a
product across countries.
   I. Defend why and how it may be appropriate to vary a firm’s
distribution, pricing, and advertising and promotional strategies across
countries.
   J. Explain how country differences, manufacturing technology, and
product features all affect the choice of where a firm locates production
operations.
   K. Describe factors that influence a firm’s decision of whether to
source component parts from within the company or purchase them form a
foreign supplier.
   L. Generalize the pros and cons of different approaches to staffing
policy in international businesses.
   M. Describe the role that training, management development, and
compensation practices can play in effectively managing human resources
within an international business.

Content Outline and Competencies:

I. Human Resource
   A. Strategic Nature of Human Resource Management and Planning
      1. Define organizational culture and describe its link to the HR
strategy.
      2. List and define the six major categories of HR activities.
      3. Define HR planning and explain the HR-unit responsible for it.
      4. Explain the importance of external environmental scanning and
auditing current jobs and skills in HR planning.
      5. List the ways to manage and plan for labor surplus.
   B. Human Resources and Organizational Competitiveness
      1. Explain the transformation of traditional psychological contract
between employers and employees.
      2. Define job design and identify the five components of the
job-characteristics model.
      3. Define job satisfaction and organizational commitment and
summarize how they affect absenteeism and turnover.
      4. Define Total Quality Management, and HR’s role with it.
   C. Global Human Resource Management
      1. Define culture and explain how national cultures can be
classified.
      2. Differentiate among the various companies that engage in
international ventures.
      3. Identify the several international compensation packages and
health/safety concerns.

II. Equal Employment Opportunity
   A. Diversity and Equal Employment
      1. Define diversity management and describe what it encompasses.
      2. Differentiate among diversity management, equal employment and
affirmative action.
      3. Compare and contrast the concepts of validity and reliability in
employment requirements.
   B. Implementing Equal Employment
      1. Describe the two types of sexual harassment and how employers
should respond to complaints.
      2. Give examples of three sex-based discrimination issues besides
sexual harassment.
      3. List the major requirements of the American with Disabilities
Act.

III. Analyzing and Staffing Jobs
   A. The Job Analysis Process
      1. Write a job description and the job specifications for it.
      2. Define job analysis, job description and job specification.
      3. List and explain four job analysis methods.
   B. Recruiting
      1. Define recruiting and point out three strategic recruiting
issues.
      2. Outline a typical recruiting process.
      3. Identify legal considerations affecting recruiting.
      4. Compare internal and external sources of recruiting.
   C. Selection:
      1. Describe selection and list several reasons a specialized
employment unit enhances the process.
      2. Define three types of interview and list the six key
considerations in the selection interview.
      3. Explain how legal concerns affect background investigations.
      4. Construct a guide for conducting a selection interview.

IV. Training and Developing Human Resources
   A. Orientation and Training
      1. Define training and explain its legal aspects.
      2. List and distinguish among the four characteristics of an
effective orientation system.
      3. List at least four training methods.
      4. Identify three designs used in evaluating training.
      5. Give an example for each level of training evaluation.
   B. Appraisal of Human Resources
      1. Distinguish between job criteria and performance standards.
      2. Identify the two major uses of performance appraisals.
      3. Explain rater errors, giving examples of each.
      4. Describe advantages and disadvantages of several appraisal
methods.
      5. Identify the characteristics of a legal and effective performance
appraisal system.

V. Compensating Human Resources
   A. Compensation
      1. Identify the three types of compensation.
      2. Contrast the two compensation philosophies.
      3. Explain the different bases for compensation.
      4. Define job evaluation and explain the four methods of performing
it.
      5. Outline the process of building a wage and salary administration
system.
   B. Employee Benefits
      1. Define a benefit and identify approximate average benefit costs.
      2. Identify strategic reasons an employer might choose to offer
benefits.
      3. Describe two security benefits.
      4. List and define at least six pension-related terms.
      5. Identify typical time-off benefits.
      6. Explain why health-care cost management has become important.

VI. Maintaining Employee and Labor Relations
   A. Health, Safety and Security of Employees
      1. Define health safety and security and explain their importance in
organization.
      2. Explain how workers compensation and child labor laws are related
to health and safety.
      3. Describe OSHA inspection and record keeping requirements.
      4. Identify and describe three different approaches to safety.
   B. Employee Rights and Discipline
      1. Explain how employee rights and HR policies are interrelated.
      2. List elements necessary to consider when developing an employee
handbook.
      3. Explain the concept of just cause and how it is determined.
      4. Outline a progressive discipline sequence.
   C. Union/Management Relation and Collective Bargaining
      1. Describe what a union is and explain why employees join unions.
      2. Identify and describe the stages in the unionization process.
      3. Define decertification and explain how it occurs.
      4. Define collective bargaining and list four bargaining
relationships and structures.
      5. Define grievance and describe the importance of grievance
procedures.
      6. Explain the basic steps in a grievance procedure.
   D. Evaluating Human Resource Effectiveness
      1. Identify three general areas in which HR departments should set
goals.
      2. Explain the three major reasons why HR records are necessary.
      3. Differentiate between primary and secondary research and identify
four methods for researching HR problems.
      4. Identify two approaches to assess HR effectiveness.
      5. Describe and identify elements of an HR audit and trace the
process.

Content Outline and Competencies:

I. Introduction to the American Legal System

   A. Explain the sources and the functions of law in the United States.

   B. Explain the court system and alternative dispute resolution.

   C. Describe court procedures in civil matters.

   D. Identify constitutional authority to regulate business.

   E. Describe the Bill of Rights.

   F. Classify intentional, negligent, and strict liability torts.

   G. Describe intellectual property and distinguish patent rights,

copyrights and trade marks.

   H. Define criminal law and procedures in criminal matters.

   I. Describe white collar crimes.

II. Introduction to the Law of Contracts

   A. Identify the elements of contracts.

   B. Demonstrate the significance of offer, acceptance, considerations,

capacity, legality.

   C. Classify different forms of contracts.

   D. Describe the role of capacity in the validity of contracts.

   E. Define consideration and recognize its forms and significance in

validity of contracts.

   F. Recognize the importance of genuineness of consent to contracts.

   G. Describe the effect of fraud, misrepresentation, duress, undue

influence and mistake on contracts.

   H. Recognize the different illegal contracts.

III. Analysis of the Law of Contract

   A. Explain why contracts in restrain of trade are illegal.

   B. Identify contacts that violate public policy.

   C. Explain how contracts become unconscionable.

   D. Define the statue of fraud and the requirements of writing in

contracts.

   E. Recognize exception to the requirements of writing.

   F. Recognize the rights of third party beneficiaries under a contract.

   G. Describe assignments of rights and delegation of duties under a

contract.

   H. Explain the obligation to perform a contract.

   I. Summarize the remedies in case of breach of contracts.

IV. Uniform Commercial Code

   A. Distinguish between law of contracts and law of sales.

   B. Understand under what circumstance law of sales is applied.

   C. Define the terminology in the law of sales.

   D. Differentiate between title, possession, risk of loss and insurable

interest.

   E. Describe the different forms of sales warranties.

   F. Describe the basic concept of the law of negotiable instruments.

   G. Distinguish between checks, drafts, promissory notes, and

certificates of deposits.

   H. Describe the rights of the parties to the negotiable instruments.

   I. Define the holder in due course law.

Content Outline and Competencies:

I. Secured Transactions and Bankruptcy
   A. Apply the principles of Uniform Commercial Code to secured
transactions.
   B. Differentiate between security agreements, attachment and
perfection.
   C. Summarize the kind of property that can be used as collateral in a
secured transaction.
   D. Demonstrate the priority rules applying to the rights of the
creditors.
   E. Describe the different methods of perfecting a security interest.
   F. Describe the process of foreclosures.
   G. Explain the purpose of the bankruptcy law.
   H. Differentiate the different forms of bankruptcy.
   I. Differentiate between liquidation bankruptcy and reorganization of
debts.

II. Agency and Business Organizations
   A. Explain how agency is created.
   B. Describe agency concepts, definitions and types.
   C. Summarize respective duties of agents and principal.
   D. Define circumstances when agency is terminated.
   E. Explain the relationship of the principal and agent with third
parties.
   F. Differentiate the difference between tort liability and contract
liability of the agent and the principal.
   G. Distinguish between the different forms of business organizations.
   H. Outline the steps involved in the formation, operations,
dissolution, termination and winding up of partnership.
   I. Distinguish the differences between sole proprietorships, joint
ventures, and partnerships.
   J. Outline steps involved in formation, operation, dissolution,
termination, and winding up of limited partnership.

III. Corporations
   A. Outline steps involved in the formation of the corporation.
   B. Classify the different forms of corporations.
   C. Describe purpose of jurisdiction over the corporations.
   D. Outline the financial structure of the corporations.
   E. Describe the process of management and decision making in
corporations.
   F. Explain duties of officers and directors.
   G. Describe rights and duties of the shareholders.
   H. Point out to federal governments regulation of securities.
   I. Outline steps involved in operation, dissolution, and winding up of
the corporation.

IV. Property, Estates and Trusts
   A. Classify the different forms of property.
   B. Describe the different methods of acquiring property.
   C. Summarize the different forms of bailments.
   D. Differentiate the different types interest in real property.
   E. Describe methods of transfer of property.
   F. Summarize rights and duties of the landlord and the tenant.
   G. Explain process of making a valid will.
   H. Explain the process of intestate succession.
   I. Summarize the different forms of trusts and process of establishing
a trust.
   J. Explain the duties of a trustee.

Content Outline and Competencies:

I. Plan for the Position

A. List objectives to achieve from the internship.

B. Identify possible internship opportunities using written and on-line resources.

II. Investigate opportunities and Secure a position

A. Provide an accurate description of the company’s products and services.

B. Describe the company’s organization and management style.

C. Describe the company’s market niche and customer base.

D. Complete the application and interview process.

III. Develop the Internship

A. Determine specific objectives for the internship with the faculty advisor.

B. Meet with the job supervisor to discuss the position description and duties.

C. Meet with the faculty advisor and the job supervisor to discuss the objectives and evaluation procedures for the internship.

IV. Organize for the position

A. List the specific goals to be accomplished.

B. Determine methods to measure completion of the goals.

V. Demonstrate Professional behavior

A. Exhibit punctuality, initiative, courtesy, loyalty and honesty .

B. Exhibit the ability to get along with others.

C. Demonstrate the ability to adapt to changes in the occupational environment.

D. Demonstrate time management skills by successfully balancing the internship position and school responsibilities.

VI. Documenting the Internship

A. Maintain records detailing job-related tasks at the work site (for example, a journal or activity log).

B. Maintain records of hours worked and tasks completed.

C. Maintain records of interactions with supervisors or other management.

D. Document classroom knowledge (theory, concepts, facts, and strategies, skills) used to complete job-related tasks.

E. Document problems experienced and solutions applied.

VII.  Apply knowledge and skills acquired in Business Administration courses 

A. Demonstrate an understanding of working with the policies and regulations of the employer.

B. Set priorities in which several tasks will be accomplished.

C. Demonstrate an understanding of decision making and problem solving.

D. Identify and develop positive attitudes toward tasks and fellow employees appropriate for the workplace, including giving and accepting criticism and praise.

E. Demonstrate effective work ethics.

VI. Evaluation of Internship

A. Describe and assess the degree of consistency between learned classroom competencies and workplace practices through reflection.

B. Provide a comprehensive self-evaluation.

C. Review and comment on the internship supervisor’s performance evaluation.

D. Create a portfolio including documentation of tasks and projects completed, self-evaluation and reflection.