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Elements and Performance Criteria

1. Develop plan to maximise sales.
   • Determine characteristics and market position of product or service sales in a territory.
   • Report major competitor activity in a sales territory, product or service area to relevant personnel.
   • Develop sales objectives and plan for a specific territory based on information gathered and business targets.
   • Identify and include opportunities to value add to existing businesses.
   • Identify, integrate and report special events or opportunities for one-off sales and promotional programs.
   • Seek approval for plan from relevant personnel.
2. Implement sales plan.
   • Confirm availability of products or services to support activities.
   • Organise and conduct activities according to agreed plan.
   • Use strategies to optimise activities.
   • Work cooperatively with business customers to maximise product or service sales according to business agreements.
3. Report on product sales within a territory.
   • Complete timely and accurate sales reports.
   • Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.
   • Identify success of specific sales strategies.
   • Submit recommendations for improving sales 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:

develop, implement and report on at least one plan to build product sales in a geographic territory or for a specific group of business customers

engage in each of the following:

cooperative activities with other businesses

‘one off’ promotional activities.

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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, implementation and approval

key aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

Work Health and Safety (WHS)

characteristics, features and benefits of products being sold

key components of sales planning cycles and inclusions for sales plans

methods for collection and analysis of:

current market position

success of sales strategies

positioning of major competitors

anticipated customer demands

progress towards sales targets

customer/territory demographics, features and services characteristics

factors that may affect sales activities

types of promotional activities and how they may be used:

advertising

events

promotional materials

sales discounts

seasonal campaigns

merchandising and display

strategies that foster cooperative planning

types of cooperative activities:

co-branding

collaborative planning

improved trading terms

joint promotions

pricing

special events support.

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