Florida Department of Education
Curriculum Framework 

Program Title:	Agricultural Sales and Services
Program Type:	Career Preparatory
Career Cluster:	Agriculture, Food and Natural Resources

Secondary – Career Preparatory	
Program Number	8116000	
CIP Number	0101010500	
Grade Level	9-12	
Program Length	3 credits	
Teacher Certification	Refer to the Program Structure section	
CTSO	FFA	
SOC Codes (all applicable) 	41-4011 -- Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products	
CTE Program Resources 	http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml	

Purpose 

This program offers a sequence of courses that provides coherent and rigorous content aligned with challenging academic standards and relevant technical knowledge and skills needed to prepare for further education and careers in the Agriculture, Food and Natural Resources (AFNR) career cluster; provides technical skill proficiency, and includes competency-based applied learning that contributes to the academic knowledge, higher-order reasoning and problem-solving skills, work attitudes, general employability skills, technical skills, and occupation-specific skills, and knowledge of all aspects of the Agriculture, Food and Natural Resources career cluster. 

The content includes but is not limited to planning, management, finance, technical and production skills, underlying principles of technology, labor issues, community issues, and health, safety, and environmental issues.

Additional Information relevant to this Career and Technical Education (CTE) program is provided at the end of this document.

Program Structure

This program is a planned sequence of instruction consisting of three courses. Planned and Supervised Agricultural Experiences (SAE) must be provided through one or more of the following:  (1) foundational career exploration, (2) directed laboratory experience, (3) project ownership/entrepreneurship, (4) cooperative education/internship, (5) School Based Enterprise, or (6) Service Learning.

To teach the course(s) listed below, instructors must hold at least one of the teacher certifications indicated for that course.

The following table illustrates the secondary program structure:

Course Number	Course Title	Teacher Certification	Length	SOC Code	Level	Graduation Requirement	
8106810	Agriscience Foundations 1	AGRICULTUR 1 @2
AGRICULTURE 7 G	1 credit		3	EQ	
8116010	Agricultural Sales and Services 2	AGRICULTUR 1 @2	1 credit	41-4011	3	EC	
8116020	Agricultural Sales and Services 3		1 credit	41-4011	3	CT	
(Graduation Requirement Codes: CT= Career & Technical Education, EQ= Equally Rigorous Science, EC= Economics, MA= Mathematics, 
PL= Personal Financial Literacy)

National Standards (NS): Council for Agricultural Education

Some or all of the courses in this program have been aligned with National Standards AFNR Standards from the Council for Agricultural Education.  If so, the standards have been identified and cross walked with the corresponding CTE standard and/or benchmark. National Standards can be found by accessing the following link: https://ffa.app.box.com/v/Library/folder/52815452676. 

Common Career Technical Core – Career Ready Practices

Career Ready Practices describe the career-ready skills that educators should seek to develop in their students.  These practices are not exclusive to a Career Pathway, program of study, discipline or level of education.  Career Ready Practices should be taught and reinforced in all career exploration and preparation programs with increasingly higher levels of complexity and expectation as a student advances through a program of study. 

1. Act as a responsible and contributing citizen and employee. 

2. Apply appropriate academic and technical skills. 

3. Attend to personal health and financial well-being. 

4. Communicate clearly, effectively and with reason. 

5. Consider the environmental, social and economic impacts of decisions. 

6. Demonstrate creativity and innovation. 

7. Employ valid and reliable research strategies. 

8. Utilize critical thinking to make sense of problems and persevere in solving them. 

9. Model integrity, ethical leadership and effective management. 

10. Plan education and career path aligned to personal goals. 

11. Use technology to enhance productivity. 

12. Work productively in teams while using cultural/global competence. 

Standards

After successfully completing this program, the student will be able to perform the following:

Agriscience Foundations 1
01.0	Examine the history of AFNR production at the local, national, and global level. 
02.0	Employ scientific reasoning to make informed decisions in AFNR systems.
03.0	Apply scientific skills and principles in natural resources.
04.0	Apply scientific skills and principles in plant science.
05.0	Apply scientific skills and principles in animal science.
06.0	Apply scientific skills and principles in food science.
07.0	Apply scientific skills and principles in power, structure, and technical systems.
08.0	Explore AFNR professional development organizations.

Agricultural Sales and Services 2 
09.0	Explain the components of the American business system.
10.0	Identify the basic concepts of agribusiness.
11.0	Students evaluate the importance of the food and fiber system to understand the impact on global economy.
12.0	Students examine the scope of career opportunities and the importance of agriculture to the economy.
13.0	Perform accounting activities.
14.0	Conduct appropriate market and marketing research.
15.0	Develop a marketing plan.
16.0	Use accounting fundamentals to accomplish dependable bookkeeping and fiscal management.
17.0	Develop specific tactics to market AFNR products and services.
18.0	Observe local, state, and federal rules and regulations.
19.0	Develop financial literacy skills.

Agricultural Sales and Services 3
20.0	Describe the ways American business is organized (e.g., sole proprietorship, partnership, corporation, LLC, cooperation).
21.0	Investigate agricultural cooperatives structure and function.
22.0	Summarize methods of selling agricultural products and services. 
23.0	Merchandise products and services to achieve specific marketing goals.
24.0	Model effective sales principles and techniques.
25.0	Perform promotional activities.
26.0	Demonstrate employability skills.
27.0	Demonstrate acceptable customer-relations skills.
28.0	

Florida Department of Education
Student Performance Standards

Course Title: 	Agriscience Foundations 1
Course Number: 	8106810 
Course Credit:	1

Course Description:

This course is designed to develop competencies in the areas of agricultural history and the global impact of agriculture; career opportunities; scientific and research concepts; biological and physical science principles; environmental principles; agriscience safety; principles of leadership; and agribusiness, employability, and human relations skills in agriscience.  Laboratory-based activities are an integral part of this course.  These include the safe use and application of appropriate technology, scientific testing and observation equipment.

Laboratory investigations that include scientific inquiry, research, measurement, problem solving, emerging technologies, tools and equipment, as well as, experimental quality, and safety procedures will be an integral part of this course. Students will interact with materials and primary sources of data or with secondary sources of data to observe and understand the natural world.  Students will develop an understanding of measurement error, and develop the skills to aggregate, interpret, and present the data and resulting conclusions. Equipment and supplies will be provided to enhance these hands-on experiences for students.  A minimum of 20% of classroom time will be dedicated to laboratory experiences.

Agriscience Foundations 1 (8106810) is part of several programs across the Agriculture, Food & Natural Resources career cluster.  To ensure consistency, the standards and benchmarks for this course (01.0 – 8.0) have been placed in a separate document.   To access this document, visit: https://www.fldoe.org/core/fileparse.php/20706/urlt/Agsci-Fnds1-Core-2425.rtf 

Florida Department of Education
Student Performance Standards

Course Title: 	Agricultural Sales and Services 2
Course Number: 	8116010
Course Credit:	1

Course Description:

This course is designed to develop competencies in the basic concepts of agribusiness; the operation and maintenance of equipment and maintenance of facilities; handling merchandise; demonstration of positive customer-relations and employability skills.

CTE Standards and Benchmarks	National Standards	
09.0	Explain the components of the American business system. The student will be able to:  		
09.01	Compare different forms of business organizations.		
09.02	Distinguish and identify between the characteristics of each type of market structures (monopoly, oligopoly, monopolistic competition, pure competition).		
09.03	Research the factors that contribute to the four phases of the business cycle (peak, contraction – unemployment, trough, expansion – inflation).  		
10.0	Identify the basic concepts of agribusiness. The student will be able to:  		
10.01	Explain the following concepts:
•	business cycle
•	profit/loss
•	competition
•	supply/ demand
•	quantity supplied – graphically illustrate situations that would cause change.
•	quantity demanded – graphically illustrate situations that would cause change.
•	equilibrium price		
10.02	Identify and discuss ethical issues in agribusiness.		
10.03	Identify the different roles in agriculture sales careers.		
11.0	Students evaluate the importance of the food and fiber system to understand the impact on global economy. The student will be able to:  		
11.01	Assess the agricultural impact upon the on US gross national product and the total global economy.		
11.02	Discuss the impact global trade has US agribusiness industries, including barriers and regulations.		
11.03	Identify and describe the primary government agencies involved with agriculture.		
11.04	Recognize new and emerging technologies and their impact on the economy.		
11.05	Recognize the value of the food and agribusiness industry.  		
12.0	Students examine the scope of career opportunities and the importance of agriculture to the economy. The student will be able to:  		
12.01	Explore agriculture and agribusinesses and their role in the economy.		
12.02	Evaluate the agribusiness career opportunities in agriculture.		
12.03	Calculate the total educational cost of an agricultural career.		
12.04	Compare how key organizational structures and processes affect organizational performance and the quality of products and services.		
12.05	Demonstrate those qualities, attributes, and skills necessary to succeed in, or further prepare for, a chosen career while effectively contributing to society.		
12.06	Analyze how changes in the market and changes in product quality can affect wages, and employment status.		
12.07	Construct a one year budget plan for a specific career path including major items and expenses. 		
13.0	Perform accounting activities. The student will be able to:  		
13.01	Interpret financial statements.		
13.02	Create and interpret a budget for one year.		
13.03	Establish a plan to pay off debt.		
13.04	Explain cash management strategies including debit accounts, checking accounts, and savings accounts.		
13.05	Analyze credit scores and reports and their uses.		
13.06	Complete a profit and loss statement.		
13.07	Calculate the finance charges and total amount due on a credit card bill; include any fees that could be included.		
13.08	Examine inflation, its effects on interest, value of goods and services, and employment.		
13.09	Analyze consequences for not repaying a loan or having missing/late payments on loans or credit cards.		
13.10	Compare different tax models at the federal, state, and local level.		
13.11	Explain regulations or laws that are put in place to regulate financial institutions and protect business or consumers.		
14.0	Conduct appropriate market and marketing research. The student will be able to:  		
14.01	Investigate the meaning and methods of marketing in AFNR as related to agricultural commodities, products, and services and to agricultural goods in domestic and international markets.	ABS.06.01.01.a	
14.02	Apply benefit/cost analysis to marketing in AFNR businesses.	ABS.06.01.01.b	
14.03	Implement and evaluate marketing strategies with agricultural commodities, products, and services.	ABS.06.01.01.c	
14.04	Describe functions in agricultural marketing.	ABS.06.01.02.a	
14.05	Assess the presence of marketing infrastructure for agricultural commodities.	ABS.06.01.02.b	
14.06	Evaluate alternative marketing strategies, such as value adding, branding and niche marketing, and propose and implement appropriate modifications to achieve AFNR business goals.	ABS.06.01.02.c	
14.07	Explain how buyer and sellers actions can determine the rate of return on an investment.		
14.08	Prepare a flowchart that shows production processes, including the resources and capital needed for each step.		
15.0	Develop a marketing plan. The student will be able to:  		
15.01	Identify the purpose, components, and developmental processes of marketing plans.	ABS.06.02.01.a	
15.02	Perform a marketing analysis, including evaluation of the competitors, customers, international and domestic policy environment, regulations and rules, standards and AFNR business resources.	ABS.06.02.01.b	
15.03	Establish marketing plan goals/objectives, including monitoring, measuring, and analyzing goal achievement.	ABS.06.02.01.c	
16.0	Use accounting fundamentals to accomplish dependable bookkeeping and fiscal management. The student will be able to:  		
16.01	Identify financial concepts associated with production and profit (traditional, market, command, mixed) in how they answer the questions 1) what to produce, 2) how to produce, 3) for whom to produce.	ABS.04.01.02.a	
16.02	Evaluate characteristics of lines of credit, loan terms and alternatives in sources of capital such as savings and investment services.	ABS.04.01.02.c	
16.03	Name and explain the impact of external economic factors on an AFNR business such as inflation.	ABS.05.01.02.a	
16.04	Predict the consequences of delayed payment of expenses, prepayment of expenses and delayed receipts on a financial statement.	ABS.05.01.02.c	
17.0	Develop specific tactics to market AFNR products and services. The student will be able to:  		
17.01	Explain the meaning and use of the four Ps (product, price, place, and promotion) in marketing.	ABS.06.04.01.a	
17.02	Develop advertising campaigns that promote products and services.	ABS.06.04.01.b	
17.03	Implement sales goals and incentive programs and identify pricing strategies used by competitors.	ABS.06.04.01.c	
17.04	Explain how to determine prices and output though marginal cost analysis.		
17.05	Explain and differentiate variable and fixed costs.		
17.06	Compose a formula to determine the value of your product or service.		
18.0	Observe local, state, and federal rules and regulations. The student will be able to:  		
18.01	List agencies responsible for inspecting and regulating operation or product.		
18.02	List reasons for the necessity of inspections, certification, and regulations.		
18.03	Explain the problems that occur when government institutes wage and price controls, and explain the rational for these controls		
18.04	Identify technical assistance available from private and government sources. (e.g., Extension, FDACS, FDA, IFAS)		
19.0	Develop financial literacy skills. The student will be able to:  		
19.01	Explain the different types of record-keeping systems used in agribusiness.		
19.02	Analyze types of loans, including the importance of down payments, and collateral on securing funding sources.		
19.03	Calculate the effects on the monthly payment in the change of interest rate based on an adjustable rate mortgage.		
19.04	Analyze diversification in investments.		
19.05	Explain the risk benefit in investment areas.		
19.06	Analyze stock with a set amount of money, and follow the process through gains, losses, and selling.		
19.07	Compare and contrast income from purchase of common stock, preferred stock, and bonds.		
19.08	Given current exchange rates be able to convert from one form of currency to another.		
19.09	Compare different insurance options and fees.		
19.10	Compare and contrast the role of insurance as a device to mitigate risk and calculate expenses of various options.		
19.11	Collect, organize, and interpret data to determine an effective retirement savings plan to meet personal financial goals.		
19.12	Discuss when bankruptcy should be used as an action and the repercussions involved with filing.		
19.13	Recognize how identity theft can occur, ways to protect yourself, and available assistance for victims.		

Florida Department of Education
Student Performance Standards

Course Title: 	Agricultural Sales and Services 3
Course Number: 	8116020
Course Credit:	1

Course Description:

This course is designed to develop competencies in the general principles of agribusiness; performing agricultural business activities; merchandising and selling agricultural products and services; performing promotional activities and local, state, and federal rules and regulations.

CTE Standards and Benchmarks	National Standards	
20.0	Describe the ways American business is organized (e.g., sole proprietorship, partnership, corporation, LLC, cooperation). The student will be able to:  		
20.01	Distinguish and identify between the characteristics of each method of doing business.		
20.02	Evaluate the advantages and disadvantages provided by each business method.		
20.03	Determine the tax structure applicable to different agribusinesses.		
21.0	Investigate agricultural cooperatives structure and function. The student will be able to:  		
21.01	Explain the definition of a cooperative.		
21.02	Understand the history of cooperative principles and practices and how they differ from other businesses. 		
21.03	Distinguish and identify between the types of cooperative structure and their functions. 		
21.04	Explain the single-tax principle and how it works for cooperatives and differentiate between direct and indirect taxes and describe the progressivity of taxes.		
22.0	Summarize methods of selling agricultural products and services. The student will be able to:  		
22.01	Analyze marketing and pricing alternatives.		
22.02	Differentiate marketing, pricing, value, and grading standards for different agricultural products.		
22.03	Promote agricultural products.		
22.04	Explain the purpose, benefit, and quality of the products sold.		
22.05	Determine customer needs and wants.		
22.06	Recommend products and services that meet the customer's needs or wants.		
22.07	Demonstrate effective sales principles and techniques.		
22.08	Process customer orders by various means, including electronic communications.		
22.09	Follow up to ensure the quality assurance and customer satisfaction.		
22.10	Provide technical assistance to customers.		
22.11	Respond to customer complaints.		
23.0	Merchandise products and services to achieve specific marketing goals. The student will be able to:  		
23.01	Identify, explain, and organize components of the sales process.	ABS.06.05.01.a	
23.02	Prepare for a customer call or visit.		
23.03	Develop effective customer relationships using approaches that are consistent and comprehensive.	ABS.06.05.01.b	
23.04	Revise marketing strategies based on monitoring and measurement information for target customer base.	ABS.06.05.01.c	
23.05	Develop strategies to gain new customers.	ABS.06.05.02.a	
23.06	Devise sales practices to achieve goals effectively and efficiently.	ABS.06.05.05.b	
23.07	Prepare and make sales presentations.	ABS.06.05.02.c	
23.08	Identify and maintain needed sales records.	ABS.06.05.03.a	
23.09	Use strategies to follow up sales to provide post-sales service.	ABS.06.05.03.b	
23.10	Intercept, interpret and resolve customer complaints, needs and problems with products and services.	ABS.06.05.03.c	
24.0	Model effective sales principles and techniques. The student will be able to:  		
24.01	Describe the process of creating an opening.		
24.02	Prepare strategies for handling objections.		
24.03	Compare different methods for highlighting selling points.		
24.04	Create versions of closing strategies.		
25.0	Perform promotional activities. The student will be able to:  		
25.01	Identify potential customers.		
25.02	Collect and analyze market information.		
25.03	Develop a plan for advertising an agricultural product or service (e.g., social media, print, television, radio).		
25.04	Identify appropriate trade shows and demonstrations.		
25.05	Present an oral presentation in a promotional meeting, utilizing visual aids.		
26.0	Demonstrate employability skills. The student will be able to:  		
26.01	Conduct a job search and identify advanced-training opportunities and requirements.		
26.02	Compile the components of an employer’s investment. (e.g., products, employees, equipment)		
26.03	Obtain information about a job, including employee benefits, career advancement, job satisfaction, employee benefits, etc.		
26.04	Prepare a resume.		
26.05	Demonstrate ethical and responsible practices.		
26.06	Evaluate the importance of pride in the quality of workmanship.		
26.07	Describe the advantages of a good driving record and the ramifications of a poor driving record on employability opportunities.		
26.08	Reinforce the importance of confidentially in various workplace situations. (ex., product launch, customer information, personal social media use, non-disclosure agreements)		
26.09	Demonstrate appropriate responses to performance evaluations from the employer, the supervisor, and other persons in the workplace. 		
26.10	Identify usual employee benefits and wages in AFNR businesses.	ABS.02.04.02.a	
27.0	Demonstrate acceptable customer-relations skills. The student will be able to:  		
27.01	Explain the purpose of a customer relationship system.		
27.02	Evaluate the importance of self-control in customer-relations.		
27.03	Identify and demonstrate appropriate responses to criticism and praise.		
27.04	Explain the effects of positive human relations on success in business.		
27.05	Demonstrate respect for the customer's desires and property.		
27.06	Practice effective communication skills to enhance customer relations (e.g., phone, email, social media).		

Additional Information

Laboratory Activities

Laboratory investigations that include scientific inquiry, research, measurement, problem solving, emerging technologies, tools and equipment, as well as, experimental, quality, and safety procedures are an integral part of this career and technical program/course. Laboratory investigations benefit all students by developing an understanding of the complexity and ambiguity of empirical work, as well as the skills required to manage, operate, calibrate and troubleshoot equipment/tools used to make observations. Students understand measurement error; and have the skills to aggregate, interpret, and present the resulting data. Equipment and supplies should be provided to enhance hands-on experiences for students.

Florida Standards for English Language Development (ELD)
English language learners communicate for social and instructional purposes within the school setting. ELD.K12.ELL.SI.1

English Language Development (ELD) Standards Special Notes:
Teachers are required to provide listening, speaking, reading and writing instruction that allows English language learners (ELL) to communicate for social and instructional purposes within the school setting.   For the given level of English language proficiency and with visual, graphic, or interactive support, students will interact with grade level words, expressions, sentences and discourse to process or produce language necessary for academic success. The ELD standard should specify a relevant content area concept or topic of study chosen by curriculum developers and teachers which maximizes an ELL’s need for communication and social skills. For additional information on the development and implementation of the ELD standards, please contact the Bureau of Student Achievement through Language Acquisition at SALA@fldoe.org 

Career and Technical Student Organization (CTSO)

Florida FFA is the co-curricular career and technical student organization providing leadership training and reinforcing specific career and technical skills.  Career and Technical Student Organizations provide activities for students as an integral part of the instruction offered.  

Cooperative Training – OJT

On-the-job training is appropriate but not required for this program.  Whenever offered, the rules, guidelines, and requirements specified in the OJT framework apply. 

Accommodations

Federal and state legislation requires the provision of accommodations for students with disabilities as identified on the secondary student’s Individual Educational Plan (IEP) or 504 plan or postsecondary student’s accommodations’ plan to meet individual needs and ensure equal access.  Postsecondary students with disabilities must self-identify, present documentation, request accommodations if needed, and develop a plan with their counselor and/or instructors.  Accommodations received in postsecondary education may differ from those received in secondary education.  Accommodations change the way the student is instructed.  Students with disabilities may need accommodations in such areas as instructional methods and materials, assignments and assessments, time demands and schedules, learning environment, assistive technology and special communication systems.  Documentation of the accommodations requested and provided should be maintained in a confidential file.

In addition to accommodations, some secondary students with disabilities (students with an IEP served in Exceptional Student Education (ESE)) will need modifications to meet their needs.  Modifications change the outcomes or what the student is expected to learn, e.g., modifying the curriculum of a secondary career and technical education course.  Note: postsecondary curriculum and regulated secondary programs cannot be modified.

Some secondary students with disabilities (ESE) may need additional time (i.e., longer than the regular school year), to master the student performance standards associated with a regular course or a modified course.  If needed, a student may enroll in the same career and technical course more than once.  Documentation should be included in the IEP that clearly indicates that it is anticipated that the student may need an additional year to complete a Career and Technical Education (CTE) course.  The student should work on different competencies and new applications of competencies each year toward completion of the CTE course.  After achieving the competencies identified for the year, the student earns credit for the course.  It is important to ensure that credits earned by students are reported accurately.  The district’s information system must be designed to accept multiple credits for the same course number for eligible students with disabilities.