Assessor Resource

RIICCR501A
Conduct sales in construction materials operations

Assessment tool

Version 1.0
Issue Date: March 2024


This unit is appropriate for those working in a management or supervisory role at worksites within:

Civil construction

Coal mining

Drilling

Extractive industries

Metalliferous mining

This unit covers the conduct of sales in construction materials operations in the resources and infrastructure industries. It includes identifying local market opportunities, conducting and following through sales, establishing potential customer database and site sales systems, developing and maintaining site sales operations, and preparing sales reports. Licensing, legislative, regulatory and certification requirements that apply to this unit can vary between states, territories, and industry sectors. Relevant information must be sourced prior to application of the unit.

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

Prerequisites

Not applicable.


Co-Requisites

Not applicable.


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

The evidence required to demonstrate competency in this unit must be relevant to worksite operations and satisfy all of the requirements of the performance criteria, required skills and knowledge and the range statement of this unit and include evidence of the following:

knowledge of the requirements, procedures and instructions for conducting sales in construction materials operations

implementation of procedures and techniques for the safe, effective and efficient conduct of sales in construction materials operations

the identification of the relevant information and scope of the work required to meet the required outcomes

the identification of viable options and the selection of methods of conducting sales in construction materials operations that best meet the required outcomes

working with others to undertake and complete the conduct of sales in construction materials operations

consistent successful conduct of sales in construction materials operations

Context of and specific resources for assessment

This unit must be assessed in the context of the work environment. Where personal safety or environmental damage are limiting factors, assessment may occur in a simulated environment provided it is realistic and sufficiently rigorous to cover all aspects of workplace performance, including task skills, task management skills, contingency management skills and job role environment skills.

Assessment of this competency requires typical resources normally used in a resources and infrastructure sector environment. Selection and use of resources for particular worksites may differ due to the site circumstances.

The assessment environment should not disadvantage the participant. For example, language, literacy and numeracy demands of assessment should not be greater than those required on the job.

Customisation of assessment and delivery environment should sensitively accommodate cultural diversity.

Aboriginal people and other people from a non English speaking background may have second language issues.

Where applicable, physical resources should include equipment modified for people with disabilities. Access must be provided to appropriate learning and/or assessment support when required.

Method of assessment

This unit may be assessed in a holistic way with other units of competency. The assessment strategy for this unit must verify required knowledge and skill and practical application using more than one of the following assessment methods:

written and/or oral assessment of the candidate's required knowledge in undertaking the conduct of sales in construction materials operations

observed, documented and/or first hand testimonial evidence of the candidate's:

implementation of appropriate requirements, procedures and techniques for the safe, effective and efficient achievement of required outcomes

identification of the relevant information and scope of the work required to meet the required outcomes

identification of viable options and the selection of methods of conducting sales in construction materials operations that best meet the required outcomes

consistent achievement of required outcomes

first hand testimonial evidence of the candidate's:

working with others to undertake and complete the conduct of sales in construction materials operations

provision of clear and timely required support and advice on the conduct of sales in construction materials operations

Guidance information for assessment

Consult the SkillsDMC User Guide for further information on assessment including access and equity issues.


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

Specific skills are required to achieve the Performance Criteria of this unit, particularly for its application in the various circumstances in which this unit may be used. This includes the ability to carry out the following as required to conduct sales in construction materials operations:

apply legislative, organisation and site requirements and procedures for conducting sales in construction materials operations

access, interpret and apply company sales systems and processes

conduct cold calls

initiate and close sales negotiations

apply company pricing structure

plan sales

cost products

conduct market information collection

make decisions

maintain records

effective communication to coordinate teams, negotiate, resolve conflict, run meetings

writing skills to prepare correspondence and reports

Required knowledge

Specific knowledge is required to achieve the Performance Criteria of this unit, particularly for its application in the various circumstances in which this unit may be used. This includes knowledge of the following as required to conduct sales in construction materials operations:

site products and services

competitor market information

site pricing structure - transport, products, profit margins

company systems - costing, invoicing credit, delivery

sales techniques and strategies

company delivery capabilities - loading equipment and transport capability

customers profiles and processes

contract law relevant to sales operations

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.

Compliance documentation may include:

legislative, organisational and site requirements and procedures

manufacturer's guidelines and specifications

Australian standards

Employment and workplace relations legislation

Equal Employment Opportunity and Disability Discrimination legislation

Construction materials may include:

quarry products

other extractive industries operations products

pre-mixed concrete

road and pavement surfacing products and services

Market information may include:

local/state/federal government conditions

market trends - volumetric, changing product profile, substitutes, pricing

competitors:

products

people

locations(s)

capabilities

profile

delivery - distance and time/means

company and/or site production capacity

customers' perceptions/objections

customers' purchasing profile

roles and responsibilities of customer's personnel

environmental implications

occupational health and safety implications

specifications and standards

Sales area boundaries may be set by:

geographic boundaries

transportation systems

operating limits

coordination with other operations within the organisation

Personal development may include:

product knowledge

sales skills

personal presentation

interpersonal communication skills

personal style and/or image

attitudinal

company policy/quality system

preparing customer profiles

company production capability versus customers requirements

distribution networks

company pricing structures

negotiation skills

conflict resolution

customer relations

roles and responsibilities of sales and production personnel

sales techniques

company recording/reporting systems

Customer profiles may include:

credit rating

historic sales

product pricing

payment system and invoicing arrangements

product types, quality and quantity

delivery/transport methods and arrangements

purchasing trend

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
Access, interpret and apply compliance documentation relevant to the work activity 
Confirm local market information as regards construction materials 
Identify sales area boundaries in accordance with economic efficiency/effectiveness 
Identify and describe competitor organisations and basic profiles 
Apply company products and pricing systems within organisational requirements 
Implement company sales strategy 
Identify and apply successful sales processes to sales situations 
Plan, undertake and records customer prospects 
Plan, prepare and undertake the sales approach 
Apply effective sales communication techniques in face to face, telephone and written situations 
Prepare quotations/tenders 
Plan, prepare and conduct sale presentations/demonstration 
Handle objections effectively throughout the sales process 
Apply a variety of closure techniques to secure sales 
Follow up sales according to organisation follow up procedures and customer feedback mechanisms 
Undertake a personal analysis in relation to achievement of success as a salesperson, and formulate a plan for personal development 
Establish site processes and systems to monitor and review customer base and local market 
Identify current and potential customers 
Develop and record customer profiles in a customer database 
Establish and/or maintain liaison procedures between customers and company personnel 
Manage order taking system and employees involved in the ordering process 
Implement continuous improvement techniques and processes 
Agree and identify sales roles and responsibilities 
Manage the activities of sales personnel where applicable 
Develop and agree on weekly/monthly sales call plan 
Prioritise and agree on sales activities 
Identify, record and activate liaison procedures between customers and company personnel 
Analyse result of sales to institute techniques for improvement of sales skills and organisational procedures 
Observe and apply sales protocols 
Document and communicate sales results within the organisation's reporting and continuous improvement process 
Confirm and update records of customer profile/needs 
Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier 
Maintain sales records and prepare reports 
Identify sales/performance variances and take corrective action to adjust performance 
Use local market information to update and develop sales strategies 

Forms

Assessment Cover Sheet

RIICCR501A - Conduct sales in construction materials operations
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

RIICCR501A - Conduct sales in construction materials operations

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: