Assessor Resource

FNSSAM402A
Implement a sales plan

Assessment tool

Version 1.0
Issue Date: May 2024


This unit may be applied in any sector of the financial services industry.

This unit describes the performance outcomes, skills and knowledge required to develop, implement and review a sales and promotional strategy for a financial services organisation.

This unit has application to a variety of financial services sectors and is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements so the varying Commonwealth, State or Territory requirements should be confirmed with the relevant body.

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)

Employability Skills

This unit contains employability skills.



Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the ability to:

successfully develop a sales plan based on analysis of the market

implement a sales strategy including putting appropriate sales training in place

evaluate and make necessary adjustments to ensure the success of a sales plan.

Context of and specific resources for assessment

Assessment must ensure:

competency is demonstrated in the context of the financial services work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment

access to and the use of a range of common office equipment, technology, software and consumables

access to financial services product information.

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples, in combination, are appropriate for this unit:

evaluating an integrated activity which combines the elements of competency for the unit or a cluster of related units of competency

observing processes and procedures in workplaces or role plays

verbal or written questioning on underpinning knowledge and skills

setting and reviewing business simulations or scenarios

accessing and validating third party reports.

Guidance information for assessment

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

Required skills

communication skills to:

determine and confirm sales planning requirements, using questioning and active listening as required

liaise with others, share information, listen and understand

use language and concepts appropriate to cultural differences

IT skills for accessing and using appropriate software such as spreadsheets and databases and using internet information

well-developed literacy skills to:

analyse information and products to ensure appropriateness to client needs, currency and accuracy

draft clear and accurate sales plans and supporting documentation

problem solving skills to address product or service selling issues

teamwork skills and skills to identify training needs and opportunities

organisational skills, including the ability to plan and sequence work

marketing skills

Required knowledge

marking techniques and market trends

products and services provided by the organisation

sales and promotion techniques

training strategies

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Promotional packages may include:

client newsletters/bulletins

media advertising such as:

radio

television

newspapers

trade journals

direct marketing

websites

product and services brochures

promotional products or give-aways, third party services.

Distribution channels may include:

brokers

common interest groups

agents

existing clients

associations

telemarketing.

Legislation, regulations and codes of practice may include

anti-discrimination legislation

Australian Accounting Standards

Australian Prudential Regulation Authority (APRA)

business names legislation

Consumer Credit Code

Corporations Act (including Accounting Standards)

Electronic Funds Transfer (EFT) Code of Conduct

Finance Code

Financial Services Reform Act (FSRA)

Financial Transaction Reports Act

industry codes of practice

Privacy Act

taxation law.

Performance criteria may include:

meeting targets

new clients

surveys of awareness of products and/or services

volume of sales.

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Sales plan is analysed to clarify strategy and sales targets 
Promotional package is created to meet the requirements of the sales plan and enhance the business corporate image and satisfy all relevant legislation, regulations and codes of practice 
Promotional strategy is implemented within budget and in the timeframes specified 
Distribution channels are identified and agreements for selling products and/or services are reached 
Training of personnel is undertaken to develop product and service knowledge and to ensure quality customer service is maximised 
Promotional materials are distributed to sales people through established distribution channels within appropriate timeframes 
Criteria to measure the effectiveness of the promotional strategy and performance criteria for sales staff and distribution channels are established so attainment of forecast sales target can be monitored 
Adjustments to the promotional strategy or product and service distribution are made, as necessary, to ensure the required result is being obtained 
Feedback on the implementation of the sales plan and promotional strategy is contributed to the sales planning process 

Forms

Assessment Cover Sheet

FNSSAM402A - Implement a sales plan
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

FNSSAM402A - Implement a sales plan

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: