Assessor Resource

SIRWSLS303
Analyse and achieve sales targets

Assessment tool

Version 1.0
Issue Date: April 2024


This unit applies to frontline sales personnel.

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.

The unit covers identifying factors affecting sales performance, reviewing and analysing personal sales outcomes against agreed sales targets, and implementing strategies to attain sales targets, according to business policy and procedures.

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

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.

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 business-to-business sales work environment

relevant documentation, such as:

business policy and procedures

business plans and objectives

a range of customers with different requirements.

Method 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

customer feedback

written or verbal questioning to assess knowledge and understanding

review of portfolios of evidence and third-party workplace reports of on-the-job performance.

Guidance information for assessment

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

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

collecting, analysing and organising skills to:

confirm and implement sales targets

determine factors affecting sales performance

establish personal sales targets against agreed parameters

monitor progress towards sales targets

literacy and numeracy skills to:

document procedures for improving sales

read and interpret information

review personal sales outcomes

planning and organising skills to plan personal tasks and priorities

time management skills to initiate regular evaluation of sales performance and adjust strategies and targets where required

Required knowledge

business plans and targets affecting personal sales targets

business policy and procedures

customer needs

factors affecting sales

parameters determining successful attainment of personal sales targets

range of products and services

relevant business policy and procedures

relevant legislation and statutory requirements relating to the retail industry, including

work health and safety (WHS)

consumer law

commercial law and legislation

territory characteristics and features

types of business customers

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 individual, accessibility of the item, and local industry and regional contexts) may also be included.

Team may include:

business team

fulltime, part-time, casual or contract staff

people from a range of cultural, social and ethnic backgrounds

people with a range of responsibilities and job descriptions

people with varying degrees of language and literacy

small work teams.

Sales targets may vary, according to:

merchandising and sales strategy

product or service

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

sales strategy.

Business policy and procedures in relation to:

approval processes

interaction with colleagues

interaction with customers

sale of products and services

sales planning and evaluation.

Agreed parameters may include:

customer accounts

customer satisfaction

market share

price

territory

trading terms

volume.

Factors affecting sales performance may include:

associated promotions

associated sales

competitor activities

customer requirements

logistics

market share

merchandise availability

presentation or merchandising of the product

promotional tie-ins or co-location

quality of products or services.

Initiating actionsto address customers with under-performing sales may include:

assessing the impact of competitor’s products and ability to offer better solution

exiting unviable relationship with customer

identifying reasons that may limit sales, including:

product suitability

quality of customer service

viability of the product line to the customer’s business

offering alternative products.

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. 
Analyse performance of different customers and areas to determine common factors supporting or deterring sales. 
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. 
Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures. 
Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty. 
Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge. 
Report sales progress to senior management using standard organisational policies and procedures. 

Forms

Assessment Cover Sheet

SIRWSLS303 - 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

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Assessor name:

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Assessment Record Sheet

SIRWSLS303 - 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: