Assessor Resource

SIRWSLS006A
Build sales of branded products

Assessment tool

Version 1.0
Issue Date: April 2024


This unit focuses on setting sales objectives, developing promotional strategies, monitoring sales and ensuring outcomes are achieved for branded products. It involves identifying factors affecting sales of branded products and developing objectives and strategies to maximise sales.

This unit describes the performance outcomes, skills and knowledge required to promote, position and maximise the sale of branded products and services for a wholesale business in a territory.

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 relevant information to identify factors affecting sales of branded products

determines market share for branded products and develops sales objectives and strategies to maximise sales

ensures productive product positioning in business outlets

implements and provides support for joint merchandising plans with business customers

proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer.

Context of and specific resources for assessment

Assessment must ensure access to:

a wholesale work environment

relevant documentation, such as:

business policy and procedures

sales plans and objectives

access to a range of business 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:

verbal and non-verbal interpersonal communication skills

collecting, analysing and organising information to:

determine current market position

monitor progress towards sales targets

identify special events and anticipate customer demands

identify positioning of major competitors

evaluate success of sales strategies for branded product

provide recommendations for improving sales

literacy and numeracy skills to:

read and interpret information

review sales outcomes

develop sales reports

teamwork and collaboration.

personal task and priority planning

time management

implementing joint plans.

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

analysis and reporting requirements

planning cycles

special events that affect a territory or business customer's account

strategies that foster cooperative planning

territory coverage plans

territory features and service characteristics

relevant business policy and procedures

OHS aspects of job

relevant 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.

Characteristics may include:

features and benefits

price range

supplier or manufacturer information

target group.

Territory may be defined by:

size, type and location of businesses

demographic parameters

territory size, location and geographic spread

account customers.

Major competitor activity may include changes to:

market share

positioning with local businesses

price

quality

volume of sales

presentation or merchandising of products or services

customer retention figures

sales demographics.

Brand may encompass:

product brands

company brands

supplier brands

register trade marks

registered brands

intellectual property.

Sales plan for a specific territory may take into account:

relevant business policy and procedures

relevant legislation and statutory requirements

types of products and services provided

size, type and location of business

business merchandise range

characteristics of the specific products or services

customer demographics

customer confidence and expectations.

Sales strategies may vary with:

brand type

marketing campaigns

product or service

territory

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

Special events may include:

promotional campaigns

recreational events, e.g. sporting events and public gatherings

seasonal events, e.g. holidays

Promotional programs may include:

manufacturer product or service campaigns

loyalty programs

seasonal campaigns

events

sales discounts

special displays

gift merchandise and promotional materials

staff uniforms, badges, hats, etc.

advertising materials.

Merchandising plans may include:

promotional activities

signage

new products

new range.

Displays may include:

window displays

promotion

sale

new products

new range

exhibition displays

displays for promotional photography.

Cooperative strategies with business customers may include:

joint promotions

special events support

pricing

collaborative planning

co-branding

improved trading terms.

Reports on branded product for a territory may include information on:

competitor activities

recalls

product problems

display disputes

business customer requests

end consumer complaints.

Recommendations may be given:

verbally

in writing

in groups

individually.

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
Determine characteristics and market position of product or service sales in a territory. 
Report majorcompetitor activity in a territory or product or service area to supervising manager. 
Process and action special requests from customer businesses distributing and selling brand. 
Develop sales plan for a specific territory. 
Build opportunities to value-add to existing businesses into sales strategies. 
Identify and report special events or opportunities for once-off sales and promotional programs. 
Factor special events into sales plans. 
Implement joint merchandising plans. 
Plan and secure off-location displays. 
Secure optimal locations for product displays. 
Confirm products or services are available for promotions and supply agreements in a timely manner. 
Foster cooperative strategies with management of business customers to maximise product or service sales. 
Complete sales reports on branded product for a territory. 
Report key activities by product, brand or service type for specific customers or other variables. 
Report success of sales strategies for branded product within a territory. 
Submit recommendations for improving sales of branded products in the territory to team management. 

Forms

Assessment Cover Sheet

SIRWSLS006A - Build sales of branded products
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:

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Assessment Record Sheet

SIRWSLS006A - Build sales of branded products

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:

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