Assessor Resource

SIRXPRO504
Maximise product sales and market share

Assessment tool

Version 1.0
Issue Date: April 2024


This unit applies to management and senior staff responsible for applying strategies to sustain and grow retail or wholesale businesses.

This unit describes the performance outcomes, skills and knowledge required to analyse and improve market share and sales performance for retail or wholesale products and services.

It involves identifying, evaluating and using position, promotion and pricing strategies to achieve agreed business outcomes; and recognising and communicating ways to improve market performance for a retail or wholesale product or service.

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:

determines market position of a product or service, and describes factors affecting market position

accesses and interprets enterprise strategic guidelines to develop competitive pricing strategies

describes factors affecting sales and market performance for a product or service to build market share over time

evaluates product or service performance across a range of category factors over time and reports recommendations to improve performance in agreed format.

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

marketing guidelines

a range of products and services

a market.

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

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

report recommendations through clear and direct communication

use and interpret non-verbal communication

use language and concepts appropriate to cultural differences

literacy and numeracy skills to:

access and interpret marketing and promotional information

analyse and evaluate information

generate reports

read a range of workplace documentation

initiative and enterprise skills to strategise, plan and prioritise

planning and organising skills to collect and organise information

Required knowledge

factors affecting product and service performance

work health and safety (WHS) requirements relating to job role

organisational marketing guidelines that inform the development of product and service plans

organisational scope of business, mission, values and goals

principles and techniques in analysis, assessment, development and implementation of ideas

processes for defining market and customer needs

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.

Factors affecting category performance may include:

brand performance

competitors’ activities

growth

market share

partnerships

price

promotional activities

trends.

Sales and marketing strategies 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 outcomes.

Promotional strategies may include consideration of:

planning times and cycles

promotion type, including:

events

seasonal promotions

new lines

new outlets

supply volume requirements

timing of promotion.

Reports may be delivered:

in groups

in writing

individually

verbally.

Relevant personnel may include:

business or area manager

colleague

external personnel with marketing expertise

supervisor

marketing personnel.

Market and individual customer needs may vary according to:

competition

demographics

economics

legal factors

natural factors

political influences

social and cultural factors

technology.

Market and business targets may be measured against:

brand value

key performance indicators

market and sales indicators

milestones

performance benchmarks

quality standards and criteria

strategic objectives, such as increased sustainability.

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
Review and analyse factors affecting category performance and identify potential for improvement. 
Analyse factors affecting range performance and identify potential for improvement. 
Analyse factors affecting product performance and identify potential for improvement. 
Determine placement of product or service in the marketplace. 
Review appropriateness of sales and marketing strategies given placement of product or service in marketplace, and identify potential for improvement. 
Review promotional strategies for products or services and identify potential for improvement. 
Report recommendations to improve promotional programs to relevant personnel. 
Translate strategic guidelines for product or service price and performance into management benchmarks. 
Ensure that strategic targets for products or services support enterprise marketing guidelines. 
Analyse and identify market and individual customer needs. 
Promote, distribute and sell retail or wholesale products or services to achieve market and business targets. 
Achieve price, position and placement strategies for a retail or wholesale product or service. 

Forms

Assessment Cover Sheet

SIRXPRO504 - Maximise product sales and market share
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

SIRXPRO504 - Maximise product sales and market share

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: