Assessor Resource

SIRXPRO401
Maximise sales of branded products and services

Assessment tool

Version 1.0
Issue Date: April 2024


This unit applies to store managers and senior staff with a responsibility to develop strategies and objectives to ensure sales of branded products meet business targets.

This unit describes the performance outcomes, skills and knowledge required to ensure a business maximises service and sales of branded products using traditional or electronic sales and distribution mechanisms.

It covers setting sales objectives, developing promotional strategies, monitoring sales and ensuring outcomes are achieved.

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:

develops sales objectives to achieve set business outcomes, according to business policy

develops and monitors sales strategies for branded products in line with business policy and procedures

communicates sales objectives and strategies to colleagues

monitors and evaluates team sales performance and market requirements to maximise future sales

compiles and reports summary information on sales performance to relevant personnel when appropriate.

Context of and specific resources for assessment

Assessment must ensure access to:

a retail work environment

relevant sources of product information

relevant documentation, such as:

policy and procedures manuals

sales reports

a range of customers with different requirements

a sales team.

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

communication and interpersonal skills to:

ask questions to identify and confirm requirements

communicate sales to staff through clear and direct communication

determine specific branded product needs

use and interpret non-verbal communication

use language and concepts appropriate to cultural differences

literacy and numeracy skills to:

access and interpret client and sales information

calculate sales figures

estimate and project sales figures to set sales objectives

generate reports

read business policies and procedures

planning and organisation skills to plan and prioritise product promotion

Required knowledge

brand value and brand penetration in marketplace

comparative features and advantages of a brand

factors limiting the success of sales strategies

market share and current performance

work health and safety (WHS) aspects to job

range of products and services

relevant commercial law and legislation relating to the sale of branded products

relationship between sales of branded product and business outcomes

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.

Business outcomes may include:

brand value

key performance indicators

market and sales indicators

milestones

performance benchmarks

price

quality standards and criteria

strategic objectives.

Brand may include:

company brands

intellectual property

product brands

registered trademarks

supplier brands.

Customer representatives may include:

customers with routine or special requests

internal and external contacts

new or repeat contacts

people from a range of social, cultural and ethnic backgrounds

people with varying physical and mental abilities.

Customer or market needs may vary according to:

competition

demographics

economics

legal factors

natural factors

political factors

social and cultural factors

technology.

Sales objectives may vary according to:

merchandising or sales strategy

product or service

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

sales.

Staff may include:

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.

Commercial promotion strategies may include:

approvals process

consultation with key stakeholders

contractual arrangements

expenditure budget

performance indicators

procurement process.

Reports may include:

annual

electronic

internal or external

public notification

statistical

verbal.

Business policy and procedures may relate to:

approval processes

interaction with customers

negotiating contracts and trading terms

promotional and marketing programs

sale and supply of products and services.

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 targeted business outcomes for branded products and services. 
Determine factors causing variations in sales figures for branded products. 
Determine specific branded product needs with customer representatives. 
Adjust sales plan for specific branded products to meet customer or market needs. 
Set sales objectives to achieve business outcomes. 
Communicate sales objectives for branded products or services to sales and service staff. 
Develop commercial promotion strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans. 
Establish frameworks to review and monitor sales objectives for branded products. 
Check sales reports for branded products, according to business policy and procedures. 
Analyse factors limiting the success of sales strategies for branded products. 
Achieve sales objectives and targets in business and marketing plans. 
Achieve business outcomes for products or services. 

Forms

Assessment Cover Sheet

SIRXPRO401 - Maximise sales of branded products and services
Assessment task 1: [title]

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

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Result: Competent Not yet competent

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Assessment Record Sheet

SIRXPRO401 - Maximise sales of branded products and services

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

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