Assessor Resource

SITXMPR003
Plan and implement sales activities

Assessment tool

Version 1.0
Issue Date: March 2024


This unit describes the performance outcomes, skills and knowledge required to plan and implement sales activities. It requires the ability to identify and analyse market and customer needs, proactively target current and new customers, plan the operation of sales calls, make calls and prepare sales reports.

The unit applies to all industry sectors, and to those responsible for coordinating sales activities within the parameters of an established sales strategy. Individuals working independently with limited supervision undertake this role. This could include sales and marketing personnel or managers and owner-operators of small businesses.

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. Plan sales activities.

1.1.Plan sales activities for existing and potential customers according to marketing plan or other organisational systems.

1.2.Identify, analyse and incorporate organisation, customer and market information into sales planning process.

1.3.Source prospects and create profiles.

1.4.Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.

1.5.Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.

1.6.Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets and are consistent with legal, ethical and sustainability requirements.

2. Prepare for sales calls.

2.1.Make sales call appointments in advance where appropriate.

2.2.Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues.

2.3.Gather information and support materials to support sales calls.

3. Make sales calls.

3.1.Make sales calls according to agreed call patterns.

3.2.Build relationships with customers through use of effective interpersonal communication styles.

3.3.Develop customer trust and confidence through demonstration of personal and professional integrity.

3.4.Proactively identify and resolve customer issues and problems.

3.5.Use selling techniques to maximise opportunities to meet or exceed sales targets.

3.6.Provide current, accurate and relevant information on product features and benefits according to current marketing focus.

3.7.Encourage feedback from customers and proactively seek market intelligence.

4. Review and report on sales activities.

4.1.Review activities according to agreed evaluation methods and incorporate results into future sales planning.

4.2.Prepare sales reports according to organisational policy and required timeframes.

4.3.Present current and clear market intelligence to those responsible for sales and marketing planning.

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

plan and implement sales activities according to organisational requirements for at least two different operations, products or services, including conducting at least one sales call as part of the activities for each operation, product or service

use effective communication skills during sales calls that are part of above sales activities

prepare a report on each of the above sales activities.

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

principles of selling, sales communication and relationship building

industry structures and interrelationships, industry networks and information sources

industry and market knowledge appropriate to the sector and organisation:

distribution and marketing networks, especially those that support the product or service being promoted

commission structures

current customer and market trends

links between sales and other areas of organisational operations

structure and content of marketing plans and the role of sales in the overall marketing mix

information inputs into sales planning process:

competitive activity

current sales figures for nominated periods

financial statistics

market trends

sales and marketing reports

sales call strategies and tactics:

focus on specific products or offers

response to competitive activity

use of individual customer history

legal issues that impact on sales activities and sales personnel:

Australian consumer law

work health and safety obligations

ethical considerations for sales personnel:

honesty in sales

targeting particular groups in the community

sustainability considerations for sales activities:

reducing waste of printed materials

sustainability as a sales tool.

Skills must be demonstrated in an operational business operation or activity for which the individual can conduct sales activities for products or services. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

current information and communications technology used by industry to manage sales activities

marketing plans, operational sales documents, sales reports and sales support materials

other people with whom the individual can interact; these can be:

those in an industry workplace who are assisted by the individual during the assessment process; or

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

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. Plan sales activities.

1.1.Plan sales activities for existing and potential customers according to marketing plan or other organisational systems.

1.2.Identify, analyse and incorporate organisation, customer and market information into sales planning process.

1.3.Source prospects and create profiles.

1.4.Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.

1.5.Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.

1.6.Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets and are consistent with legal, ethical and sustainability requirements.

2. Prepare for sales calls.

2.1.Make sales call appointments in advance where appropriate.

2.2.Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues.

2.3.Gather information and support materials to support sales calls.

3. Make sales calls.

3.1.Make sales calls according to agreed call patterns.

3.2.Build relationships with customers through use of effective interpersonal communication styles.

3.3.Develop customer trust and confidence through demonstration of personal and professional integrity.

3.4.Proactively identify and resolve customer issues and problems.

3.5.Use selling techniques to maximise opportunities to meet or exceed sales targets.

3.6.Provide current, accurate and relevant information on product features and benefits according to current marketing focus.

3.7.Encourage feedback from customers and proactively seek market intelligence.

4. Review and report on sales activities.

4.1.Review activities according to agreed evaluation methods and incorporate results into future sales planning.

4.2.Prepare sales reports according to organisational policy and required timeframes.

4.3.Present current and clear market intelligence to those responsible for sales and marketing planning.

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

plan and implement sales activities according to organisational requirements for at least two different operations, products or services, including conducting at least one sales call as part of the activities for each operation, product or service

use effective communication skills during sales calls that are part of above sales activities

prepare a report on each of the above sales activities.

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

principles of selling, sales communication and relationship building

industry structures and interrelationships, industry networks and information sources

industry and market knowledge appropriate to the sector and organisation:

distribution and marketing networks, especially those that support the product or service being promoted

commission structures

current customer and market trends

links between sales and other areas of organisational operations

structure and content of marketing plans and the role of sales in the overall marketing mix

information inputs into sales planning process:

competitive activity

current sales figures for nominated periods

financial statistics

market trends

sales and marketing reports

sales call strategies and tactics:

focus on specific products or offers

response to competitive activity

use of individual customer history

legal issues that impact on sales activities and sales personnel:

Australian consumer law

work health and safety obligations

ethical considerations for sales personnel:

honesty in sales

targeting particular groups in the community

sustainability considerations for sales activities:

reducing waste of printed materials

sustainability as a sales tool.

Skills must be demonstrated in an operational business operation or activity for which the individual can conduct sales activities for products or services. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

current information and communications technology used by industry to manage sales activities

marketing plans, operational sales documents, sales reports and sales support materials

other people with whom the individual can interact; these can be:

those in an industry workplace who are assisted by the individual during the assessment process; or

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

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
Plan sales activities for existing and potential customers according to marketing plan or other organisational systems. 
Identify, analyse and incorporate organisation, customer and market information into sales planning process. 
Source prospects and create profiles. 
Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media. 
Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues. 
Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets and are consistent with legal, ethical and sustainability requirements. 
Make sales call appointments in advance where appropriate. 
Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues. 
Gather information and support materials to support sales calls. 
Make sales calls according to agreed call patterns. 
Build relationships with customers through use of effective interpersonal communication styles. 
Develop customer trust and confidence through demonstration of personal and professional integrity. 
Proactively identify and resolve customer issues and problems. 
Use selling techniques to maximise opportunities to meet or exceed sales targets. 
Provide current, accurate and relevant information on product features and benefits according to current marketing focus. 
Encourage feedback from customers and proactively seek market intelligence. 
Review activities according to agreed evaluation methods and incorporate results into future sales planning. 
Prepare sales reports according to organisational policy and required timeframes. 
Present current and clear market intelligence to those responsible for sales and marketing planning. 

Forms

Assessment Cover Sheet

SITXMPR003 - Plan and implement sales activities
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Assessment Record Sheet

SITXMPR003 - Plan and implement sales activities

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Assessment task 1: [title] Result: Competent Not yet competent

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