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Elements and Performance Criteria

1. Analyse sales targets.
   • Confirm team sales targets with relevant personnel.
   • Analyse personal sales targets in relation to agreed parameters.
   • Regularly monitor progress towards sales targets.
   • Analyse customers and performance and determine common factors supporting or deterring sales.
2. Determine factors affecting attainment of sales targets.
   • Evaluate factors affecting sales performance against the agreed sales targets.
   • Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.
   • Amend or create new sales targets based on evaluation according to agreed organisational processes.
3. Attain sales targets.
   • Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.
   • Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.
   • Report sales progress to relevant personnel.

Performance Evidence

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

analyse at least one set of organisational and personal sales targets

monitor and review sales targets over specified workplace sales period

develop strategies to address under performance with two different customers or two different products

complete one sales report according to organisational requirements.

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Knowledge Evidence

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for:

sales planning and evaluation

approval processes

internal and external communication

sales processes

aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

work health and safety (WHS)

business plans and targets that affect personal sales targets

types of parameters for personal sales targets

sales territory characteristics and features

different types of business customers and their needs

internal and external factors affecting attainment of business and personal sales targets

strategies to address sales under-performance

features of products and services being sold.

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