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Elements and Performance Criteria

1. Review existing sales plans
   • Review current market returns against sales objectives for the property
   • Analyse and compare current performance data to relevant benchmark information
   • Identify trends and opportunities in respect to customer requirements
   • Review current specifications for products and services
2. Devise a sales strategy
   • Identify range of market options for farm products and services
   • Analyse alternative market options for their profitability and feasibility consistent with sales objectives for property
   • Review the legal implications of the sales strategy
   • Develop sales plan identifying product specifications and quality assurance strategy, target market outlets, timing and volume of sales and price risk management strategy
   • Determine available resource commitments and capacity to implement the sales strategy
   • Define contingency arrangements to manage variations in production and market prices
3. Implement and review a sales strategy
   • Conduct sales according to the sales strategy and adjust according to the contingency plan
   • Review and amend sales plan

Range Statement

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Performance Evidence

The candidate must be assessed on their ability to integrate and apply the performance requirements of this unit in a workplace setting. Performance must be demonstrated consistently over time and in a suitable range of contexts.

The candidate must provide evidence that they can:

review current product sales against the marketing plan

identify:

product specifications and quality assurance strategy

target market outlets

timing and volume of sales

price risk management strategy

assess a range of options for selling rural products

devise a sales strategy

implement the sales strategy and review against targets in the marketing plan

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Knowledge Evidence

The candidate must demonstrate knowledge of:

potential market outlets

customer specifications for products and services

relevant information sources related to markets and market returns

marketing and promotional planning targets

relevant work health and safety legislation, codes of practice and enterprise requirements

relevant commercial law and legislation

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