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Elements and Performance Criteria

1. Identify local market opportunities
   • Access, interpret and apply sales documentation and ensure the work activity is compliant
   • Confirm local market information regarding construction materials
   • Identify sales area boundaries in accordance with economic efficiency/effectiveness
   • Identify and describe competitor organisations and basic profiles
   • Apply company products and pricing systems within organisational requirements
   • Implement company sales strategy
2. Conduct and follow through sales
   • Identify and apply successful sales processes to sales situations
   • Plan, undertake and record customer prospects
   • Plan, prepare and undertake the sales approach
   • Apply effective sales communication techniques in face to face, telephone and written situations
   • Prepare quotations/tenders
   • Plan, prepare and conduct sales presentations/demonstrations
   • Handle objections effectively throughout the sales process
   • Apply a variety of closure techniques to secure sales
   • Follow up sales according to procedures and customer feedback mechanisms
   • Review personal sales performance, and formulate a plan for personal development
3. Establish customer database and sales systems
   • Establish processes and systems to monitor and review customer base and local market
   • Identify current and potential customers
   • Develop and record customer profiles in a customer database
   • Establish and/maintain liaison procedures between customers and company personnel
   • Manage order taking system and employees involved in the ordering process
   • Implement continuous improvement techniques and processes
4. Develop and maintain sales operations
   • Agree and identify sales roles and responsibilities
   • Manage the activities of sales personnel
   • Develop and agree on weekly/monthly sales call plan
   • Prioritise and agree on sales activities
   • Identify, record and activate liaison procedures between customers and company personnel
   • Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
   • Observe and apply sales protocols
   • Document and communicate sales results within the organisation’s reporting and continuous improvement process
   • Confirm and update records of customer profile/needs
   • Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
5. Prepare sales reports
   • Maintain sales records and prepare written reports
   • Identify sales/performance variances and take corrective action to adjust performance
   • Use local market information to update and develop sales strategies
6. Identify local market opportunities
   • Access, interpret and apply sales documentation and ensure the work activity is compliant
   • Confirm local market information regarding construction materials
   • Identify sales area boundaries in accordance with economic efficiency/effectiveness
   • Identify and describe competitor organisations and basic profiles
   • Apply company products and pricing systems within organisational requirements
   • Implement company sales strategy
7. Conduct and follow through sales
   • Identify and apply successful sales processes to sales situations
   • Plan, undertake and record customer prospects
   • Plan, prepare and undertake the sales approach
   • Apply effective sales communication techniques in face to face, telephone and written situations
   • Prepare quotations/tenders
   • Plan, prepare and conduct sales presentations/demonstrations
   • Handle objections effectively throughout the sales process
   • Apply a variety of closure techniques to secure sales
   • Follow up sales according to procedures and customer feedback mechanisms
   • Review personal sales performance, and formulate a plan for personal development
8. Establish customer database and sales systems
   • Establish processes and systems to monitor and review customer base and local market
   • Identify current and potential customers
   • Develop and record customer profiles in a customer database
   • Establish and/maintain liaison procedures between customers and company personnel
   • Manage order taking system and employees involved in the ordering process
   • Implement continuous improvement techniques and processes
9. Develop and maintain sales operations
   • Agree and identify sales roles and responsibilities
   • Manage the activities of sales personnel
   • Develop and agree on weekly/monthly sales call plan
   • Prioritise and agree on sales activities
   • Identify, record and activate liaison procedures between customers and company personnel
   • Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
   • Observe and apply sales protocols
   • Document and communicate sales results within the organisation’s reporting and continuous improvement process
   • Confirm and update records of customer profile/needs
   • Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
10. Prepare sales reports
    • Maintain sales records and prepare written reports
    • Identify sales/performance variances and take corrective action to adjust performance
    • Use local market information to update and develop sales strategies

Performance Evidence

Evidence is required to be collected that demonstrates a candidate’s competency in this unit. Evidence must be relevant to the roles within this sector’s work operations and satisfy all of the requirements of the performance criteria of this unit and include evidence that the candidate:

locates and applies relevant legislation, documentation, policies and procedures

demonstrates completion of conducting sales in construction materials operations that safely, effectively and efficiently meets all of the required outcomes on more than one (1) occasion including:

accessing, interpreting and applying company sales systems and processes

conducting market information collection

identifying market opportunities and viable options and make appropriate selection of methods of conducting sales

planning for sales and allocates tasks to carry out sales activities

conducting cold calls

initiating and closing sales negotiations

applying company pricing structure when preparing quotes and tenders

costs products and communicates costs to others

reviewing sales operations, considers options for improvement, makes decision and implements continuous improvement activities

providing feedback to others on sales operations

maintaining written records for customer information, feedback, sales results, performance variances

preparing customer correspondence and sales reports

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Knowledge Evidence

The candidate must demonstrate knowledge of conducting sales in construction materials operations through:

site products and services

competitor market information

site pricing structure – transport, products, profit margins

company systems – costing, invoicing credit, delivery

sales techniques and strategies

company delivery capabilities – loading equipment and transport capability

customers profiles and processes

contract law relevant to sales operations

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