Assessor Resource

SIRXSLS304
Coordinate sales performance

Assessment tool

Version 1.0
Issue Date: April 2024


This unit applies to staff with managerial responsibility required to monitor store policies and procedures, and provide feedback to management in relation to sales targets and planning.

This unit describes the performance outcomes, skills and knowledge required to implement and monitor store policies and procedures and relevant legislation in relation to sales transactions, and to provide feedback to management and staff on sales performance in relation to sales targets and planning.

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:

applies store policies and procedures and industry codes of practice in regard to customer service and selling products and services

implements and monitors store policies and procedures in relation to sales transactions, including noncash sales and variations to standard sales transactions

provides information and coaching to sales team members to improve sales policy implementation

monitors and provides feedback to management and staff on sales performance in relation to sales targets and planning.

Context of and specific resources for assessment

Assessment must ensure access to:

a retail work environment

relevant documentation, such as:

policy and procedures manuals

individual and department sales targets and results

reporting proforma

legislation and statutory requirements

a sales team

point-of-sale equipment and materials.

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 the candidate in the workplace

answers to questions about specific skills and knowledge

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

give instructions

provide feedback, coaching and performance analysis through clear and direct communication

share information

use and interpret non-verbal communication

use language and concepts appropriate to cultural differences

literacy and numeracy skills to:

analyse store, department and individual sales figures

process and record information

read store policy and procedures

Required knowledge

customer profiles

factors that enhance sales performance

location of store departments and importance of sales to store performance

pricing procedures, including GST requirements

principles and techniques of interpersonal communication

relevant industry codes of practice

relevant legislation and statutory requirements, including:

work health and safety (WHS) requirements

sustainability requirements

stock control procedures

store and department sales targets

store merchandise and services

store policies and procedures in regard to:

allocated duties and responsibilities

efficient use of resources

internal and external customer contact

selling products and services

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.

Store policy and procedures in regard to:

allocated duties and responsibilities

efficient use of resources

internal and external customer contact

reporting

sales transactions

selling products and services.

Relevant legislation may include:

environmental and sustainability legislation

industry codes of practice

liquor laws

lottery legislation

WHS

pricing procedures, including GST requirements

sale of second-hand goods

sale of X and R-rated products

tobacco laws

Australian consumer law and fair trading Acts

trading hours

transport, storage and handling of goods.

Sellingmay include:

face-to-face

internet

telephone.

Sales transactions may include:

cash

cheque

credit card

EFTPOS

gift voucher

lay-by

store card.

Teammay include:

fulltime, part-time, casual or contract staff

people from a range of cultural, social and ethnic

people with varying degrees of language and literacy.

Handling techniques may vary according to:

industry codes of practice

WHS

stock characteristics.

Customers may include:

customers with routine or special requests

internal or external contacts

new or repeat contacts

people from a range of social, cultural and ethnic backgrounds

people with varying physical and mental abilities.

Feedback to management and staff may include:

business documents

email

financial reports

informal meetings

presentations

records of store sales

reports.

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
Implement and monitor adherence to store policy and procedures and relevant legislation in regard to selling. 
Implement and monitor store policy and procedures in regard to sales transactions. 
Monitor team to ensure information is entered into point-of-sale equipment accurately. 
Monitor team to ensure the efficient and safe handling of goods through point-of-sale areas. 
Monitor team to ensure that products and services are matched to customer needs. 
Provide individual information and coach sales team members in store policy and procedures and relevant legislation in regard to selling. 
Provide individual information and coach sales team members on the implementation of store policy and procedures in regard to sales transactions. 
Provide support to team members to promote sales and service techniques. 
Monitor and record individual and department sales targets according to store policy. 
Monitor and record store sales results in line with sales targets and according to store policy. 
Provide feedback to management and staff on sales performance in relation to sales targets and planning. 

Forms

Assessment Cover Sheet

SIRXSLS304 - Coordinate sales performance
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

SIRXSLS304 - Coordinate sales performance

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: