This guide is designed to provide the curriculum coordinator with a basis for planning a comprehensive program in the field of marketing as well as to provide marketing and distributive education teacher/coordinators with maximum flexibility in planning an industrial marketing curriculum. The guide was constructed by identifying the competencies needed by an entry-level industrial salesperson and validating them through interviews and surveys with professionals employed in various positions within different types of industrial firms. Validated competencies were clustered into 11 instructional areas and an instructional objective written for each cluster. These clusters are the following: advertising, communications, display, human relations, management, marketing/economics, mathematics, operations, product service technology, purchasing, and selling. The competency clusters are color-coded for convenience, and each competency contains suggested learning activities and references. Other components of this competency-based curriculum guide include information on careers in industrial marketing, a competency curriculum planning grid, blank sample competency worksheets for additional competencies identified on the local level, and a bibliography. (KC)