Google Links

Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

1. Identify organisational strategic direction
   • Obtain and analyse assessment of market needs and strategic planning documents
   • Review previous sales performance and successful approaches to identify factors affecting performance
   • Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making
2. Establish performance targets
   • Determine practical and achievable sales targets
   • Establish realistic time lines for achieving targets
   • Determine measures to allow for monitoring of performance
   • Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image
3. Develop a sales plan for a product
   • Determine approaches to be used to meet sales objectives
   • Identify additional expertise requirements and allocate budgetary resources accordingly
   • Identify risks and develop risk controls
   • Develop advertising and promotional strategy for product
   • Identify appropriate distribution channels for product
   • Prepare a budget for the sales plan
   • Present documented sales plan to appropriate personnel for approval
4. Identify support requirements
   • Identify and acquire staff resources to implement sales plan
   • Develop an appropriate selling approach
   • Train staff in the selling approach selected
   • Develop and assess staff knowledge of product to be sold
5. Monitor and review sales plan
   • Monitor implementation of the sales plan
   • Record data measuring performance versus sales targets
   • Make adjustments to sales plan as required to ensure required results are obtained