COMMERCIAL STUDIES 7100 SCHEME OF WORK YEAR 9 [NORMAL] 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.

a. 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

after 10 days?

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 (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 • Activity 1: Recognize the banking
should be able to: services.
5.1 Banking Services

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 Show to the students what are the services provided by a
• Deposit, savings accounts and • Recognize the services provided commercial bank to their customers especially business
current accounts and services by the commercial banks. community.
provided e.g. paying –in-slip,
bank statement. • Identify the different means of For example;
payment for home and
international trade activities. 1. Mr. Jackie has a bank current account and a
5.2 Means of payment for home fixed deposit account.
and international trade • Describe the purpose of each
activities. means of making payment. (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
direct debits; electronic trends in banking: - (b) Why is a fixed deposit account suitable to
transfers; documentary people who have excess amount of funds?
credits; bank drafts; debit • ATMs.
cards; credit cards. (c) Mr. Jackie is able to use the following bank
• Telebanking.
services to pay bills:
• Internet banking.
• Purposes of each means of
making payment.
BANK DRAFTS CREDIT CARD
CREDIT TRANSFERS DIRECT DEBITS
5.3 Trends in banking.

State, with reasons, which bank service Mr. Jackie

• E.g. ATMs, telebanking,
should use to pay each of the following:
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 • Activity 1: Applying the methods of
should be able to: communication
6.1 Importance of
communications in the global • State the importance of Show examples how each method of communication
economy. 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
of services offered by the Post (a) When would a trader use:
electronic.
Office and the Telecoms.
i. Fax rather than the other means of
communication?
6.3 Post Office, Telecoms.
ii. Telephone rather than e-mail?
• Services provided.
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

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;

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• Past 7100 Commerce “O” Level Papers, From Examination Department
• Past 7101/2 Commercial Studies “O” Level Papers, From Examination Department

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