Assessor Resource

SIRXSLS003
Achieve sales results

Assessment tool

Version 1.0
Issue Date: April 2024


This unit describes the performance outcomes, skills and knowledge required to drive the sales of products and services, and create a sales environment, to meet sales targets.

It applies to individuals working in frontline management roles in a diverse range of industry sectors and business contexts. They operate independently with some responsibility for others and decision making, and within established organisational policies and procedures.

No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.

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


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.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Identify sales targets.

1.1.Access and review sales targets.

1.2.Ensure sales targets are achievable and allow customer service standards to be maintained.

1.3.Review internal and external factors that may affect sales achievement and take measures to reduce impact.

1.4.Review past sales performance to inform achievement of sales targets.

1.5.Determine sales strategies for achieving sales targets.

2. Create a sales environment.

2.1.Set and communicate team and individual sales targets.

2.2.Ensure availability of adequate resources to achieve sales targets.

2.3.Support team to achieve sales targets and provide feedback on performance.

2.4.Resolve or limit operational issues that hinder sales target achievement.

3. Review sales targets.

3.1.Monitor achievement of sales targets, and provide feedback to team for ongoing improvement.

3.2.Take corrective action when sales targets are not met.

3.3.Report on sales target achievement in line with organisational reporting procedures.

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

monitor sales performance against sales targets over a designated organisational sales period by:

reviewing sales targets and determining strategies for achievement

communicating sales targets to team members

responding to the following situations:

sales targets consistently not achieved

sales targets achieved

internal factors impacting on sales

external factors impacting on sales.

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for:

customer service

sales process

internal factors impacting on sales:

lack of resources

stock issues

team lacking sales skills

external factors impacting on sales:

competitor activity

operating environmental impacts

strategies for:

interpreting sales targets

achieving sales targets

corrective action for response to poor performance

sales processes and how they are used to achieve sales targets

required action to improve sales when the following problems occur:

operational issues

lack of resources

stock issues

competitor activity.

Skills must be demonstrated in a services industry environment. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

relevant documentation:

organisational policies and procedures for sales process and customer service standards

sales targets

records of previous sales

team members; these can be:

individuals in an industry workplace, or

individuals who participate in role plays or simulated activities, set up for the purpose of assessment, in a simulated industry environment.

Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.

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.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Identify sales targets.

1.1.Access and review sales targets.

1.2.Ensure sales targets are achievable and allow customer service standards to be maintained.

1.3.Review internal and external factors that may affect sales achievement and take measures to reduce impact.

1.4.Review past sales performance to inform achievement of sales targets.

1.5.Determine sales strategies for achieving sales targets.

2. Create a sales environment.

2.1.Set and communicate team and individual sales targets.

2.2.Ensure availability of adequate resources to achieve sales targets.

2.3.Support team to achieve sales targets and provide feedback on performance.

2.4.Resolve or limit operational issues that hinder sales target achievement.

3. Review sales targets.

3.1.Monitor achievement of sales targets, and provide feedback to team for ongoing improvement.

3.2.Take corrective action when sales targets are not met.

3.3.Report on sales target achievement in line with organisational reporting procedures.

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

monitor sales performance against sales targets over a designated organisational sales period by:

reviewing sales targets and determining strategies for achievement

communicating sales targets to team members

responding to the following situations:

sales targets consistently not achieved

sales targets achieved

internal factors impacting on sales

external factors impacting on sales.

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for:

customer service

sales process

internal factors impacting on sales:

lack of resources

stock issues

team lacking sales skills

external factors impacting on sales:

competitor activity

operating environmental impacts

strategies for:

interpreting sales targets

achieving sales targets

corrective action for response to poor performance

sales processes and how they are used to achieve sales targets

required action to improve sales when the following problems occur:

operational issues

lack of resources

stock issues

competitor activity.

Skills must be demonstrated in a services industry environment. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

relevant documentation:

organisational policies and procedures for sales process and customer service standards

sales targets

records of previous sales

team members; these can be:

individuals in an industry workplace, or

individuals who participate in role plays or simulated activities, set up for the purpose of assessment, in a simulated industry environment.

Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.

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
Access and review sales targets. 
Ensure sales targets are achievable and allow customer service standards to be maintained. 
Review internal and external factors that may affect sales achievement and take measures to reduce impact. 
Review past sales performance to inform achievement of sales targets. 
Determine sales strategies for achieving sales targets. 
Set and communicate team and individual sales targets. 
Ensure availability of adequate resources to achieve sales targets. 
Support team to achieve sales targets and provide feedback on performance. 
Resolve or limit operational issues that hinder sales target achievement. 
Monitor achievement of sales targets, and provide feedback to team for ongoing improvement. 
Take corrective action when sales targets are not met. 
Report on sales target achievement in line with organisational reporting procedures. 

Forms

Assessment Cover Sheet

SIRXSLS003 - Achieve sales results
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

SIRXSLS003 - Achieve sales results

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: