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Elements and Performance Criteria

Required Skills

Required skills

communication and negotiation skills to determine sales needs and to refine and modify sales plans in consultation with relevant organisational personnel

creativity and innovation skills to develop and evaluate new sales approaches

research and data collection skills to gather information to develop a sales plan

Required knowledge

identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations codes of practice and national standards such as

antidiscrimination

antidiscrimination

ethical principles

consumer protection

Competition and Consumer Act

industry organisation product

methods for monitoring sales outcomes

organisational strategic direction and objectives

principles and techniques for selling

statistical techniques for analysing sales and market trends

Evidence Required

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

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential

development of a sales plan for a product sold by an organisation

knowledge of organisational strategic direction and objectives

Context of and specific resources for assessment

Assessment must ensure

access to an actual workplace or simulated environment

access to office equipment and resources

access to strategic planning and sales documents data and information

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

analysis of responses to case studies

assessment of documented sales plans

demonstration of sales plan development techniques

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector workplace and job role is recommended

Range Statement

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.

Strategic planning documents may include:	company mission statement financial records industry trends marketing trends operations plan product trends strategic plan.
Reviewing previous sales performance may include:	analysis of sales history consideration of related product strategies evaluation of competitors’ or other companies’ approaches innovative suggestions marketing research.
Measures to allow for monitoring may include:	volume of sales whether sales targets are met or not progress towards targets surveys of potential/existing/previous clients.
Additional expertise may include:	designers of materials and displays media producers advertising executives.
Products may include:	goods ideas services.
Distribution channels may include:	agents brokers industry associations.
Selling approach may include:	answers to frequently asked questions introductory techniques planned approaches sales scripts strategies for handling negative comments.