COMMERCIAL STUDIES 7100 SCHEME OF WORK YEAR 9 [EXPRESS] for SPN-21
ELEMENTS OF COMMERCE - part 1
Topic 1: PRODUCTION
Time frame: 3 weeks
SUB-TOPICS
1. PRODUCTION
1.1 The chain in production.
• Production of goods and
services to satisfy human
wants and needs.
• Process of production from
primary through secondary
to tertiary production.
• Extractive, manufacturing
and construction industries
and tertiary activities.
• Meaning of these types of
industries with examples.
1.2 Specialization and Division of
Labour.
• Meaning and use of the
terms specialization and
division of labour.
OBJECTIVES
At the end of the lessons, students
should be able to:
• Define production.
• Explain the chain in production.
• Define and give examples of
the different types of
industries:-
• Extractive industries.
• Manufacturing
industries.
• Construction industries.
• Tertiary industries.
• Define specialization and
division of labour.
• Describe specialization and
division of labour by country,
by region, by town, by firm and
by individual.
• Define the followings: -
SUGGESTED ACTIVITIES
Activity 1: Identify the stages of production
Provide a picture of different stages of production. Ask the
students to identify each of them.
Activity 2: Satisfy the human wants
Show how the workers engaged in the production of for
examples; handbags, t-shirts watches or computers satisfy
human wants.
Activity 3: Activities in the production process
(the
chain in production)
Show the stages in the production for example; making of
papers (a chain of production for making paper). Then, link
them with the different types of industries involve.
Activity 4: How specialization and division of
labour works?
By looking at school environment, show how the different
people in the school specialize at in their jobs. Examples;
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 • Forms of specialization; by • Commerce. chemistry teachers, economics teachers and history
country, by region, by town, • Trade. teachers. The specialization of services.
by firm, by factory, by • Home trade.
individual. • Foreign trade. Activity 5: Testing Ideas
• Describe how aids to trade help
trade/business. Discuss together with the student how trade is important for
1.3 Commerce. a country.
• Explain the relationship
• Process of exchange of between industry, commerce
goods and services. and direct services. Activity 6: Testing Ideas

Take one or more of the aids to trade and show how for
1.4 Trade.
example transport and banks assist the production of
mineral water.
• Nature, purposes and
importance of trade, both at
home and overseas.

1.5 Aids to trade.

• Banking and finance, Suggested places for a visit:

communications,
advertising, transport, • Kingston Beverages Company, Beribi.
warehousing, insurance. • Suci Mas Compay (Mineral water), Perindustrian Lambak
kanan.

• The relationship between

industry, commerce and
direct services.

• Ways in which industry,

commerce and direct
services are inter-related
and interdependent.

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Topic 2: RETAIL TRADE
Suggested time frame: 3 weeks
SUB-TOPICS
2. RETAIL TRADE
2.1 Role of retailer in the chain of
distribution.
• Services of the retailer as
the middleman between
manufacturer and consumer.
• Responses to changes in
customer requirements and
expectations.
2.2 Types of retailer.
• Large and small; their
characteristics, advantages
and disadvantages.
2.3 Selling techniques, trends in
retailing and the implications
of e-commerce.
• E.g. branding, packaging,
self-service, after-sales
service, bar coding, EPOS,
shopping centers, loyalty
cards, implications of e-
commerce in retailing.
OBJECTIVES SUGGESTED ACTIVITIES
At the end of the lessons, students Activity 1: Retailers’ Role.
should be able to:
Give an example of a retailer in Brunei, lets say Hua Ho
• Explain the role of retailer in Department and show how its role in the chain of
the chain of distribution. distribution.
• Explain the features of both For example;
small-scale retailers and large-
scale retailers. 1. How does Hua Ho Department Store in our country
helps in the chain of distribution?
• Identify the examples of small-
scale and large-scale retailers.
Activity 2: Retailers’ services.
• Explain the advantages and
disadvantages of the following Create questions to show the services of the retailer to the
retailers:- manufacturer as well as to the customers;.
• department store. For example;
• supermarket.
• mail order business. 1. A small town has the following shops;
Pertama Jaya supermarkets
• State the reasons for the
Mum Care Sdn Bhd
survival of small-scale retailers
Tailor shop
despite the stiff competition
from large-scale retailers.
(a) What are the services of these shops to the
customers?
• Recognize the selling
techniques, trends in retailing
(b) State the services of these shops to the
and implications of e-
manufacturers.
commerce.
• Recognize the methods of
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2.4 Home shopping.
• Mail order, shopping by
phone, telesales, shopping
by television, shopping on
internet.
• Characteristics and reasons
for the use of each.
2.5 Large-scale retailing.
• Advantages and
disadvantages.
• Effects on wholesalers, other
retailers and consumers.
• Reasons for the survival of
the small-scale retailer, e.g.
personal service, opening
hours, additional services.
home shopping. Activity 3: Identify the retailers.
Show some pictures of small-scale retailers (SSR) and large-
scale retailers (LSR) to students, Students then, identify
them.
Or
Create some names of SSR and LSR to students. Students
then, identify them.
For example;
1. The following are lists of retailers:
Grocer shop, school canteen, small shops in the mall,
Mother Care, Harrods Department Store and largest
Nazmi Textile Company, Kentucky Fried Chicken
Identify them into;
i. Small-scale retailer
ii. Large-scale retailer
Activity 4: The Survival of small-retailers.
Create some names of SSR and LSR, then, set a question
about the survival of this SSR despite the competition from
LSR.
For example;
1. Ravy Enteprise is a small grocer shop in a village,
which is about 20 km from a town. In the town, there
is a big, popular supermarket.
State and explain three factors that enable Ravy
Enterprise to survive in the business.
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 Activity 5: Listing the advantages and
disadvantages.

Listing the important keys of the following LSR:

• Supermarket
• Department store
• Multiple chain

Activity 6: The selling techniques.

The following are the selling techniques that the retailers

might adopt in their businesses.
• bar coding
• after-sale services
• vending machines
• point-of-sale advertising

For example;

1. How the following trends in retailing help the

retailers in their daily business transactions.

i. bar coding
ii. point-of-sale advertising
iii. vending machine

Activity 7: Advantages and disadvantages of

home shopping.

Identify and define the methods of home shopping. Discuss

its advantages and disadvantages for consumers.

For example;

1. Nowadays, there are many modern techniques for

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Topic 3: WHOLESALE TRADE
Suggested time frame: 2 weeks
SUB-TOPICS
3. WHOLESALE TRADE
3.1 The role of the wholesaler in
the chain of distribution.
• Different patterns
distribution.
• Trends in wholesaling: forces
making for the elimination and
the survival of
independent wholesaler.
3.2 Functions and services of the
wholesaler.
• Services provided for the
consumers to do their shopping comfortably at
home. Explain two of them (with examples of goods
being offered).
2. Discuss the advantages and disadvantages of the
following home shopping:
i. Shopping on internet
ii. Shopping by television
iii. Shopping by phone
OBJECTIVES SUGGESTED ACTIVITIES
At the end of the lessons, students Activity 1: Wholesaler’s roles/services
should be able to:
Show the roles/services of the wholesaler to the
manufacturer, to the retailer as well as to the consumers.
• Define wholesale trade and
of wholesaler. For example;
• Recognize the different patterns 1. Malar Company is a wholesale trade selling
of distributing goods from the foodstuffs and supplies to the retailers in small
manufacturer to the final town.
the consumers.
(a) What are the services of Malar Compay (a
wholesaler) to the retailers?
• Produce reasons for the
elimination and the survival of (b) State the services of Malar Company to the
the independent wholesalers in manufacturers.
the chain of distribution.
(c) Identify the services of Malar Company to the
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 manufacturer, retailer, • State the functions and services customers.
consumer. of the wholesaler to the
manufacturer, retailer and
consumer. Activity 2: Recognizing the pattern of
3.3 Intermediaries. distributing goods

• Role of merchants and • Define the role of broker, factor Aeroplanes, helicopters, customers’ own design
agents. and forwarding agent. furniture, soft drinks, vehicles, cables, stationery,
haircut, insurance services and cooking oil.
• Forwarding agents. • Differentiate between a broker
and factor. By referring to the above goods and services. Identify the
channels of distributing goods/services from the
manufacturer to the final consumers.

Activity 3: Who are these agents?

Create questions to show the importance of the following

agents for exporters (for foreign trade activity):

(i) a forwarding agent

(ii) broker
(iii) factor

Example;

1. Why do exporters need the services of: -

i. i. Forwarding agents
ii. ii. Brokers
to sell their product overseas?

Suggested places for a visit:

• Malar Setia, Perindustrian Lambak Kanan

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Topic 4: DOCUMENTS OF TRADE

Suggested time frame: 2 weeks

SUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

4. DOCUMENTS OF TRADE At the end of the lessons, students

should be able to:
• Activity 1: Identify the documents in correct
4.1 Documents of home trade. order.
• Identify each document used in
Show the correct order of the documents in home trade.
• Enquiry, quotation, home trade.
catalogue, price list, order, • Recognize the order by which For example;
invoice, advice and delivery the documents being used.
note, credit note, statement
1. The following are the documents of home trade.
of account, receipt. • Describe the functions and key They are not according to the correct sequence.
information of each document.
• Key information and o Order
purposes of these • Differentiate between cash

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 documents. discount, trade discount and o Letter of inquiry
mark up. o Invoice
4.2 Terms of payment. o Delivery order

• Cash and trade discounts, (a) From the above documents, identify one
mark-up. document sent by the customer to agree to buy
the goods.

(b) Re-arrange the above documents in correct

order.

• Activity 2: Purposes of the documents.

Show the keys and purposes of each document.

For example;

1. (a) Why does a retailer use catalogues before

buying goods from the wholesaler?

(b) What are the purposes of the following

documents?

i. Invoice
ii. Delivery order
iii. Statement of account
iv. Receipt
• Activity 3: Cash and trade discounts.

Show the definition of cash discount and trade discount.

Then, show how to obtain cash and trade discounts.

For example;

1. Miss Fonda bought several goods totaling $900.

She is given 5% trade discount and another 3%
discount if she pays within 10 days.

(a) Calculate how much she would pay if she paid

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 after 10 days?

(b) How much she would pay if she paid within 10

days?

(c) What is the advantage of trade discount and

cash discount to the consumers?

Topic 5: BANKING

Suggested time frame: 3 weeks

SUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

5. BANKING At the end of the lessons, students

should be able to:
• Activity 1: Recognize the banking services.

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5.1 Banking Services
• Deposit, savings accounts and
current accounts and services
provided e.g. paying –in-slip,
bank statement.
5.2 Means of payment for home
and international trade
activities.
• Recognize the services provided
by the commercial banks.
• Identify the different means of
payment for home
international trade activities.
• Describe the purpose of each
means of making payment.
Show to the students what are the services provided by a
commercial bank to their customers especially business
community.
For example;
and 1. Mr. Jackie has a bank current account and a
fixed deposit account.
(a) State two advantages to Mr. Jackie of having
both accounts.

• Cash; cheques; credit • State the advantages and

transfers; standing orders; disadvantages of the following (b) Why is a fixed deposit account suitable to
direct debits; electronic trends in banking: - people who have excess amount of funds?
transfers; documentary
credits; bank drafts; debit (c) Mr. Jackie is able to use the following bank
• ATMs.
cards; credit cards. services to pay bills:
• Telebanking.
• Internet banking.
• Purposes of each means of
BANK DRAFTS CREDIT CARD
making payment.
CREDIT TRANSFERS DIRECT DEBITS

5.3 Trends in banking.

State, with reasons, which bank service Mr. Jackie
should use to pay each of the following:
• E.g. ATMs, telebanking,
Internet banking. i. Mortgage payments, which vary with
changes in interest rates.
ii. Settlement of a hotel bill
iii. Payment of his insurance premium to
National Insurance Company.

2. ATMs, telebanking and internet banking are

some of the services offer by a bank to the
customers. Answer the following questions;

(a) Why a bank offers ATMs to the customers?

(b) What are the advantages of internet

banking to: (a) customers and (b) a bank?

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 (c) What is telebanking and state the services
offer?

Suggested places for a visit:

• Hongkong and Shangai Banking Corporation

• BIBD
• Standard and Chartered Banking

Topic 6: COMMUNICATIONS

Suggested time frame: 3 weeks

SUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

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6. COMMUNICATIONS At the end of the lessons, students
should be able to:
• Activity 1: Applying the methods of
6.1 Importance of communication
communications in the global • State the importance of
economy. Show examples how each method of communication
communications in the global
would be appropriately used in a given situation.
economy.
• Rapid and accurate For example;
transmission of information • Apply the usage of different
in the global economy. methods of communication to a 1. The following are the means/methods of
given situation. communication, which are very useful for the
• Identify the services provided by business community.
6.2 Methods of communications, the Post Office and the
internal and external. Telecoms. E-mail, Fax, Letter, Telephone, Teleconferencing,
frank machine and registered post.
• Oral, written, telephonic, • Produce reasons for the usage
electronic. of services offered by the Post (a) When would a trader use:
Office and the Telecoms.
i. Fax rather than the other means of
6.3 Post Office, Telecoms. communication?

• Services provided. ii. Telephone rather than e-mail?

iii. Frank machine rather than registered post?

2. Baiduri bank always sends many statements of

accounts and other documents to its clients
towards the end of the month. Describe the
appropriate means, which is provided by post
office that may help with this.

3. State one method of communication, which

might be used to communicate the following
information. In each case, give a reason for your
choice:

i. A company wants to give information about a

special
offer for the new year.

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 ii. An exporter in Brunei has sent his goods to a
customer in Thailand and wishes to tell the
buyer the
date when they will arrive.

iii. Berjaya Association would like to invite over a

thousand of its members for the opening of its
new
building.

Suggested places for a visit:

• Telbru
• Post Office

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Topic 7: ADVERTISING
•
Suggested time frame: 3 weeks
SUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

7. ADVERTISING At the end of the lessons, students Activity1: A trader needs to advertise.
should be able to:
7.1 The role of advertising. Advertising is one of the aids to trade. Show students
the reasons for advertising.
• Purposes, benefits, social • Explain the purposes of
aspects and dangers. advertising, its benefits as well For example;
• Types: informative, as its dangers. (both for
consumer and advertiser). 1. (a) Why does a company of need to advertise
persuasive, collective and its new products?
competitive.
• Recognize the types of
(b) Why does a shoe shop need to advertise its
advertising.
latest special offer?
7.2 Media.
• Recognize the types of
• Advertising media; advertising media, and the
advantages and advantages, disadvantages and
disadvantages of main factors affecting the choice of • Activity 2: Identify the advertising
forms; factors affecting medium.
choice of medium. Show the examples of advertisements and students to
• State the methods of appeal identify whether they are; informative, persuasive,
used in advertising. collective and competitive.
7.3 Methods of appeal.
• Define sales promotion and
• Devices and methods of identify its methods. For example;
appeal e.g. music, colour,
famous people, and • Distinguish between sales
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• Distinction between
advertising and sales
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• Methods of promotion: e.g.

point of sale, offers,
sponsorship.
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internet.

(a) Are the above advertisements informative,

persuasive and competitive? Give reasons for
your choice.

(b) i. Identify two examples of competitive

advertising given in the advertisements above.

ii. Identify two examples of informative

advertising given in the advertisements above.

• Activity 3: Recognize the different media of

advertising

Show examples how each method of advertising would

be appropriately used to a given situation.

For examples;

1. Jasra Company has developed a new flavor of

soft-drink.

(a) What are the benefits of the following

methods of advertising for Jasra Company?

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i. Television
ii. Radio
iii. Digital Billboard
iv. Newspaper

(b) Jasra Company has chosen Digital Billboard to

advertise its new product. Discuss the
advantages and disadvantages of choosing Digital
Billboard.

2. Why might a manufacturer of shampoo use

television rather than newspaper to advertise a
new brand?

Activity 4: Sales promotion versus advertising

Explain the meaning of sales promotion and advertising.

How are they different from each other?

For example;

1. Distinguish between advertising and sales

promotion.

2. The following are the methods of sales

promotion. Explain the purposes of each of them.
i. Use famous celebrities
ii. Point of sale displays
iii. Special offer

Activity 5: New trends in advertising.

Show the latest trends of advertising to students.

For example;

1. Mr. Lim owns a small computer business. He

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 offers a repair and maintenance service as well as
offering trading in computers of less than 3 years
of usage.

(a) Should Mr. Lim create a website on the

Internet for his business? Give reasons for your
answer.

(b) What is internet?

Topic 8: TRANSPORT

Suggested time frame: 4 weeks

SUB-TOPICS OBJECTIVES SUGGESTED ACTIVITIES

8. TRANSPORT At the end of the lessons, students

8.1 Transportation.
• Importance of transportation in
the chain of distribution.
• Characteristics of different
methods and factors affecting
choice of method.
• Modes of transport.
• Benefits to a business of having
own transport.
should be able to:
• Activity 1: Importance of Transportation in
trade.
Shows students the importance of transportation in
• Give reasons for the importance
helping trade both in home trade and in foreign trade.
of transportation in the global
market.
For example;
• Recognize the factors affecting 1. Factory A is producing paper production and
the choice of transport. supplies the paper for both local market and
foreign market. How does transport help its
• Identify the modes/types of production?
transport.

• Discuss the proposal of a firm

8.2 Containerization. having own transport; its • Activity 2: Suitability of the usage of modes

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• Main features.
• Advantages.
• Reasons for increased used.
8.3 Other trends in transportation.
• Modern developments and trends
in the handling of goods and
passengers.
8.4 Transport documents.
• Delivery / consignment note; bill
of lading, airway bill.
• Key information and purposes of
each.
8.5 International transport.
• Services offered at seaports and
airports.
advantages and disadvantages.
• Describe containerization, its
main features and advantages.
• Give reasons for the increased
use of containerization by the
firm.
• Identify the other trends in
transportation examples charter
flight, charter party and freight
liner.
• Recognize the different types of
transport documents in foreign
trade, its key information and
functions/purposes of each.
• Explain the services provided by
seaports and airports for the
business.
of transport
Show a situation in trade to see the suitability of the
types of transport to be chosen.
For example;
1. Free Enterprise company of Brunei is an
export and import business. The company
exports and imports a wide range of goods from
different countries.
(a) Explain why the company chooses air
transport to transport its imported spare
parts of office machine from Taiwan.
(b) Explain why the company chooses sea
transport to
export its cements and white sand to India.
2.. State and give a reason which mode of
transport is suitable to be used to send the
following products:
i.. Two boxes of fresh flowers from New
Zealand to Brunei.
ii.. 20 sets of furniture from Malaysia to India..
iii. Oil and gas from the oilfield to the
processing area..
• Activity 4: A firm needs its own transport.
The following are the questions to show the need for a
firm to have its own fleet of transport / its own lorry /
van for its trading activities (according to its business
that it is dealing with).
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For example;

1. R n R store, is a large-scale retailer supplying

goods in a central business area. It supplies
different types of electronic goods, televisions,
microwaves and toasters. Most of these goods
are imported. R n R is also delivering the goods
to the customers.

(a) Why is it important for R n R store to have

its own lorries for the business?

(b) Discuss the advantages and disadvantages

for R n R of having its own fleet of
transport.

• Activity 5: Identify the trends in

transportation
and transport documents used in foreign
trade.

Shows the reasons for the usage of the following

trends in transportation transport documents used in
foreign trade.

For example;

1. Give circumstances when a trader might use

each of the following trends of transportation:

i. Charter flights
ii. Charter party
iii. Freight liner

2. In connection with air transport, explain the

following terms;

i. Charter flights
ii. Airways bills

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3. In connection with sea transport, explain the
following terms;

i. bill of lading
ii. Charter party

• Activity 6: Importance of containerization in

the world trade.

Shows why exporters have preferred to use containers

in transporting their goods.

For example;

1. Mr. A is an exporter of foodstuffs. He exports

his goods to ASEAN areas. Give reasons why he
prefers to use containerization to export his
goods to these countries.

• Activity 5: Seaports and airports, their

importance in
international trade.

Show how important seaports and airports are for

trading goods and services overseas.

For example;

1. Explain the services provided by seaports and

airports in international trade.

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Note: The order of syllabus contents may change from year to year in accordance to the
syllabus provided by CIE but there is no change to the content of topics.

Recommended Textbooks:

Betsy Li and Tan Sai Kim, Modern Certificate Guides: Elements of Commerce, 1999

Bill Jones, Revise Commerce, A Complete Revision Course For GCSE

D Butler, GCSE Business Studies, 2001

Dave Hall, GCSE Applied Business

Gerry Gorman, GCSE Business Studies, 1989

Richard Barrett and Mario Gow, Commerce Skills, 1998

Other sources;

• Past 7100 Commerce “O” Level Papers, From Examination Department

• Past 7101/2 Commercial Studies “O” Level Papers, From Examination Department

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