1. Employ prospecting methods and qualify prospects
   • Identify, consider and evaluate the strengths and limitations of a range of primary and secondary prospecting methods
   • Select prospecting methods to match the market to which the product or service is targeted
   • Target present, previous and new clients through chosen prospecting methods
   • Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for the seller
   • Ensure the established criteria represent a standard against which the buying potential of individuals and groups is gauged
2. Manage prospect information
   • Develop and implement a system for recording prospect information
   • Monitor and evaluate the effectiveness of the system for recording prospect information
   • Refine the system for recording prospect information based on evaluation
3. Establish an individualised sales plan
   • Establish individual sales goals and quotas to focus work activities based on organisational sales and marketing objectives
   • Establish consultation and communication structures with clients and supervisors
   • Plan and document an individualised sales plan to achieve sales goals and quotas within a work system that is constructed against clear timeframes
   • Monitor and adjust sales plan in relation to established goals and quotas
   • Evaluate sales plan and adjust where necessary
4. Complete sales paperwork and reports
   • Establish a system to collect, record and organise data associated with the sales process
   • Complete routine reports at regular intervals according to organisational requirements
   • Use available technology to facilitate record keeping and production of sales reports
5. Organise workload effectively
   • Establish routines to provide structure for work and to manage workload
   • Allocate time for specific work tasks and unanticipated events and activities
   • Conduct an analysis of the time spent on work-related activities and adjust time spent on tasks if required
   • Apply time-management strategies to minimise non-productive sales activities
   • Delegate tasks to individuals or sales team members to share workload as appropriate
   • Monitor symptoms of stress and establish a plan to reduce stress

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

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 candidate, accessibility of the item, and local industry and regional contexts) may also be included.