Required skills

communication skills to

determine and confirm sales planning requirements using questioning and active listening as required

liaise with others share information listen and understand

use language and concepts appropriate to cultural differences

IT skills for accessing and using appropriate software such as spreadsheets and databases and using internet information

welldeveloped literacy skills to

analyse information and products to ensure appropriateness to client needs currency and accuracy

draft clear and accurate sales plans and supporting documentation

problem solving skills to address product or service selling issues

teamwork skills and skills to identify training needs and opportunities

organisational skills including the ability to plan and sequence work

marketing skills

Required knowledge

marking techniques and market trends

products and services provided by the organisation

sales and promotion techniques

training strategies

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 ability to

successfully develop a sales plan based on analysis of the market

implement a sales strategy including putting appropriate sales training in place

evaluate and make necessary adjustments to ensure the success of a sales plan

Context of and specific resources for assessment

Assessment must ensure

competency is demonstrated in the context of the financial services work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment

access to and the use of a range of common office equipment technology software and consumables

access to financial services product information

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge The following examples in combination are appropriate for this unit

evaluating an integrated activity which combines the elements of competency for the unit or a cluster of related units of competency

observing processes and procedures in workplaces or role plays

verbal or written questioning on underpinning knowledge and skills

setting and reviewing business simulations or scenarios

accessing and validating third party reports

Guidance information for assessment

Promotional packages may include:

Distribution channels may include:

Legislation, regulations and codes of practice may include

Performance criteria may include: