Assessor Resource

SIRWSLS005A
Analyse and achieve sales targets

Assessment tool

Version 1.0
Issue Date: March 2024


This unit requires frontline sales personnel to identify factors affecting sales performance, review and analyse personal sales outcomes against agreed sales targets and implement strategies to attain sales targets according to business policy and procedures.

This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.

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

Prerequisites

Nil


Employability Skills

The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements.




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, the range statement and the Assessment Guidelines for this Training Package.

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

Evidence of the following is essential:

collects and organises information to review and analyse personal sales outcomes against agreed sales targets according to business policy and procedures

identifies factors affecting sales performance and develops strategies to attain sales targets

Context of and specific resources for assessment

Assessment must ensure access to:

a wholesale work environment

relevant documentation, such as:

business policy and procedures

business plans and objectives

access to a range of customers with different requirements

Methods of assessment

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

observation of performance in the workplace

third-party reports from a supervisor

customer feedback

written or verbal questioning to assess knowledge and understanding

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Assessing employability skills

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.


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.

This section describes the essential skills and knowledge and their level, required for this unit.

The following skills must be assessed as part of this unit:

collecting, analysing and organising information to:

confirm and implement sales targets

establish personal sales targets against agreed parameters

monitor progress towards sales targets

determine factors affecting sales performance

personal task and priority planning

time management

verbal and non-verbal interpersonal communication skills

literacy and numeracy skills to:

review personal sales outcomes

read and interpret information

document procedures for improving sales.

The following knowledge must be assessed as part of this unit:

parameters determining successful attainment of personal sales targets

factors affecting sales

territory characteristics and features

types of business customers

range of products and services

customer needs

relevant business policy and procedures

business plans and targets affecting personal sales targets

business policy and procedures

OHS aspects of job

relevant consumer law, commercial law and legislation.

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 in the performance criteria is detailed below.

Sales targets may vary according to:

product or service

merchandising and sales strategy

sales strategy

promotional strategies and their duration, cycle, territory coverage and product or service focus.

A team may include:

small work teams

business team

full-time, part-time, casual or contract staff

people with varying degrees of language and literacy

people from a range of cultural, social and ethnic backgrounds

people with a range of responsibilities and job descriptions.

Business policy and procedures in relation to:

sale of products and services

sales planning and evaluation

approval processes

interaction with customers

interaction with colleagues.

Agreed parameters may include:

volume

price

territory

customer accounts

trading terms

market share

customer satisfaction.

Factors affecting sales performance may include:

customer requirements

market share

competitor activities

quality of products or services

presentation or merchandising of the product

associated sales

associated promotions

promotional tie-ins or co-location

merchandise availability

logistics.

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
Confirm team sales targets according to business policy and procedures. 
Analyse personal sales targets against agreed parameters. 
Regularly monitor progress towards sales targets. 
Evaluate factors affecting sales performance against the agreed sales targets. 
Anticipate and address factors likely to impinge upon attainment of sales targets. 
Approve amended or new sales targets according to business policy and procedures. 
Attain or exceed sales targets under normal circumstances. 

Forms

Assessment Cover Sheet

SIRWSLS005A - Analyse and achieve sales targets
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

SIRWSLS005A - Analyse and achieve sales targets

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: