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Elements and Performance Criteria

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

verbal and nonverbal interpersonal communication skills

collecting analysing and organising information to

determine current market position

monitor progress towards sales targets

identify special events and anticipate customer demands

identify positioning of major competitors

evaluate success of sales strategies for branded product

provide recommendations for improving sales

literacy and numeracy skills to

read and interpret information

review sales outcomes

develop sales reports

teamwork and collaboration

personal task and priority planning

time management

implementing joint plans

The following knowledge must be assessed as part of this unit

analysis and reporting requirements

planning cycles

special events that affect a territory or business customers account

strategies that foster cooperative planning

territory coverage plans

territory features and service characteristics

relevant business policy and procedures

OHS aspects of job

relevant 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 relevant information to identify factors affecting sales of branded products

determines market share for branded products and develops sales objectives and strategies to maximise sales

ensures productive product positioning in business outlets

implements and provides support for joint merchandising plans with business customers

proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer

Context of and specific resources for assessment

Assessment must ensure access to

a wholesale work environment

relevant documentation such as

business policy and procedures

sales plans and objectives

access to a range of business 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.

Characteristics may include:	features and benefits price range supplier or manufacturer information target group.

Territory may be defined by:	size, type and location of businesses demographic parameters territory size, location and geographic spread account customers.

Major competitor activity may include changes to:	market share positioning with local businesses price quality volume of sales presentation or merchandising of products or services customer retention figures sales demographics.

Brand may encompass:	product brands company brands supplier brands register trade marks registered brands intellectual property.

Sales plan for a specific territory may take into account:	relevant business policy and procedures relevant legislation and statutory requirements types of products and services provided size, type and location of business business merchandise range characteristics of the specific products or services customer demographics customer confidence and expectations.

Sales strategies may vary with:	brand type marketing campaigns product or service territory promotional strategies and their duration, cycle, territory coverage and product or service focus.

Special events may include:	promotional campaigns recreational events, e.g. sporting events and public gatherings seasonal events, e.g. holidays

Promotional programs may include:	manufacturer product or service campaigns loyalty programs seasonal campaigns events sales discounts special displays gift merchandise and promotional materials staff uniforms, badges, hats, etc. advertising materials.

Merchandising plans may include:	promotional activities signage new products new range.

Displays may include:	window displays promotion sale new products new range exhibition displays displays for promotional photography.

Cooperative strategies with business customers may include:	joint promotions special events support pricing collaborative planning co-branding improved trading terms.

Reports on branded product for a territory may include information on:	competitor activities recalls product problems display disputes business customer requests end consumer complaints.

Recommendations may be given:	verbally in writing in groups individually.