Assessor Resource

SIRXSLS007A
Train sales team members

Assessment tool

Version 1.0
Issue Date: March 2024


This unit involves the coordination, promotion, delivery and review of learning processes that assist sales staff to achieve the service and product performance requirements established by a wholesale business.

This unit describes the performance outcomes, skills and knowledge required to train sales team members in a wholesale sales environment.

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:

accurately identifies and confirms sales and related training needs

prioritises training needs based on strategic and individual needs

maintains concise documentation on consultations with appropriate personnel throughout the program development phase

plans training sessions to meet specific performance gaps in individual and team competencies

tailors delivery of training sessions to meet individual and group learning styles

evaluates training performance to maximise targeted sales and related performance improvements.

Context of and specific resources for assessment

Assessment must ensure access to:

a sales workplace environment

relevant documentation, such as:

policy and procedures manuals

sales and service delivery targets and plans

records of sales and service

legislation and statutory requirements

industry codes of practice

a sales team.

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 the candidate in the workplace

third-party reports from a supervisor

review of portfolios of evidence

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 with other relevant units that make up the skill set or qualification and in the context of the job role.


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:

interpersonal communication skills to:

coach sales team

present training and information sessions and provide feedback through clear and direct communication

ask questions to identify and confirm requirements

share information

give instructions

use language and concepts appropriate to cultural differences

use and interpret non-verbal communication

literacy and numerical skills in regard to:

researching, analysing and interpreting a broad range of written material

preparing reports

completing assessments

documenting results

interpreting and maintaining data

leadership skills to:

plan and organise training and task completion for self and team

set and monitor training outcomes

using sales techniques

planning and reviewing learning to address specific performance gaps.

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

business policies and procedures in regard to:

sales and service delivery

interaction with customers

performance appraisal

employee relations

staff development

business merchandise and service range

relevant legislation and statutory requirements

relevant industry codes of practice

principles and techniques in interpersonal communication

leadership styles

individual approaches to sales

principles and techniques in teaching and learning, including:

giving feedback

coaching

assessment and performance analysis

group versus individual sessions

relevant needs analysis techniques and tools

facilitating learning and training skills and knowledge

principles of adult learning and required knowledge applied in training delivery

Training Packages, competency-based approaches, training reforms and existing training materials conformance with national recognition requirements

planning a training session, including:

resource requirements

assessment tools and strategy

timing and venue

required approvals (e.g. from management, trainer, assessor or trainee)

currency of competencies and assessment tools

OHS aspects of job

relevant industrial, legal and legislation relationships and requirements.

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.

Sales team representatives may include:

full-time, part-time, casual or contract staff

people from a range of social, cultural and ethnic backgrounds

people with varying degrees of language and literacy levels.

Problems with ordering, distribution and delivery may involve:

quality

quantity

coverage or content

time schedules

cost.

Sales and service techniques may include:

gaining a customer

closing a sale

associated sales techniques, including trade-up, trade-in, tie-ins, cut-ins, range-ins

negotiation skills

over-the-phone

empathy creation

securing payment

dealing with difficult customers.

Sales and service maximisation strategies may include:

sales techniques

territory management

rapport building

product knowledge

administration procedures and requirements

time management

negotiation skills.

Training materials may include:

Training Package Support Materials

workbooks

workshop guides

background reading materials and documents

handouts

industry and enterprise competency standards

supportive policies and legislation.

Training modules may be based on:

industry Training Packages

enterprise Training Packages

national, state and local curriculum

enterprise-based curriculum

international standards

international programs.

Company service and sales requirements may relate to:

market share

positioning with local businesses

price

quality

volume of sales

presentation or merchandising of products or services

customer retention

shift in sales demographics.

Method of delivery for training may include:

face to face

distance

lock step, partly self-paced or all self-paced

trainer-centred or participant-centred

real time or time independent

place dependent or place independent

interactive, for example:

audio or video conferencing

computer assisted

discussion.

Job-competency gaps may be identified via:

industry and enterprise competency standards

licensing requirements

job descriptions

discussions with client group

observations of staff

enterprise skills audit reports

industry skills audit reports

standard operating procedures

benchmarking reports

industry publications and reports

government reports

market needs analysis reports.

Training and information sessions may be conducted:

on the job

in a simulated setting

in a training organisation

in a combination of locations to suit the units of competency being learned or assessed

in a single-site or multi-site operation

in a simulated work environment.

Company policy and procedures in relation to:

sale of products and services

performance appraisal

employee relations

staff development.

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
Coach sales team representatives on the special characteristics of their territory. 
Coach sales team representatives on developing effective time management and business visit procedures. 
Ensure all individuals in the sales team can identify and describe key competitors in territory and businesses. 
Ensure all individuals in the sales team can identify and communicate problems with wholesale ordering, distribution and delivery that may affect sales and service. 
Ensure all individuals in the sales team apply effective OHS practices and procedures. 
Coach representatives in sales and service techniques. 
Coach representatives in promotional strategies and sell-in techniques. 
Ensure representatives receive one-to-one support to promote sales and service techniques. 
Ensure sales team members practise effective sales and service maximisation strategies. 
Establish information networks to promote access by sales team members to historical data and forecasts. 
Examine training materials and training modules to ensure relevance to company service and sales requirements. 
Check training content and method of delivery to ensure relevance to competency requirements. 
Undertake assessment to map competency and performance improvement. 
Ensure specified job-competency gaps are closed by staff training. 
Identify competencies required to address specific career and development needs for sales team members. 
Ensure training and information sessions are presented in a timely manner. 
Provide learning opportunities based on considered assessment of existing individual and team competencies to close specific performance gaps. 
Ensure on-the-job sales and service training activities are performed in accordance with company policy and procedures. 
Review effectiveness of training plans and activities. 

Forms

Assessment Cover Sheet

SIRXSLS007A - Train sales team members
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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Assessment Record Sheet

SIRXSLS007A - Train sales team members

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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