Google Links

Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

Analyse sales targets.
- Confirm team sales targets according to business policy and procedures.
- Analyse personal sales targets against agreed parameters.
Determine factors affecting attainment of sales targets.
Attain sales targets.
- Attain or exceed sales targets under normal circumstances.

Required Skills

This section describes the essential skills and knowledge and their level required for this unit

The following skills must be assessed as part of this unit

collecting analysing and organising information to

confirm and implement sales targets

establish personal sales targets against agreed parameters

monitor progress towards sales targets

determine factors affecting sales performance

personal task and priority planning

time management

verbal and nonverbal interpersonal communication skills

literacy and numeracy skills to

review personal sales outcomes

read and interpret information

document procedures for improving sales

The following knowledge must be assessed as part of this unit

parameters determining successful attainment of personal sales targets

factors affecting sales

territory characteristics and features

types of business customers

range of products and services

relevant business policy and procedures

business plans and targets affecting personal sales targets

business policy and procedures

OHS aspects of job

relevant consumer law commercial law and legislation

Evidence Required

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria required skills and knowledge the range statement and the Assessment Guidelines for this TrainingPackage

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

Evidence of the following is essential

collects and organises information to review and analyse personal sales outcomes against agreed sales targets according to business policy and procedures

identifies factors affecting sales performance and develops strategies to attain sales targets

Context of and specific resources for assessment

Assessment must ensure access to

a wholesale work environment

relevant documentation such as

business policy and procedures

business plans and objectives

access to a range of customers with different requirements

Methods of assessment

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

observation of performance in the workplace

thirdparty reports from a supervisor

customer feedback

written or verbal questioning to assess knowledge and understanding

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

Assessing employability skills

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors How these skills are applied varies between occupations and qualifications due to the different work functions and contexts

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification

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 in the performance criteria is detailed below.

Sales targets may vary according to:	product or service merchandising and sales strategy sales strategy promotional strategies and their duration, cycle, territory coverage and product or service focus.

A team may include:	small work teams business team full-time, part-time, casual or contract staff people with varying degrees of language and literacy people from a range of cultural, social and ethnic backgrounds people with a range of responsibilities and job descriptions.

Business policy and procedures in relation to:	sale of products and services sales planning and evaluation approval processes interaction with customers interaction with colleagues.

Agreed parameters may include:	volume price territory customer accounts trading terms market share customer satisfaction.

Factors affecting sales performance may include:	customer requirements market share competitor activities quality of products or services presentation or merchandising of the product associated sales associated promotions promotional tie-ins or co-location merchandise availability logistics.