Required skills

collecting analysing and organising skills to

determine current market position

evaluate success of sales strategies for branded product

identify positioning of major competitors

identify special events and anticipate customer demands

monitor progress towards sales targets

provide recommendations for improving sales

communication and interpersonal skills to

liaise with customers

negotiate with and persuade customers

literacy and numeracy skills to

develop sales reports

read and interpret information

review sales outcomes

planning and organising skills to

implement joint plans

develop and implement sales plans

plan personal tasks and priorities

selling skills to promote branded products

teamwork skills to foster cooperative strategies and collaboration

Required knowledge

analysis and reporting requirements

relevant legislation and statutory requirements relating to the retail industry including

work health and safety WHS

commercial law and legislation

key components of planning cycles

relevant business policy and procedures

special events that affect a territory or business customers account

strategies that foster cooperative planning

territory coverage plans

territory features and service characteristics

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

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 businesstobusiness sales work environment

relevant documentation such as

business policy and procedures

sales plans and objectives

a range of business customers with different requirements

Method 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

Guidance information for assessment

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

Characteristics may include:

Territory may be defined by:

Major competitor activity may include changes to:

Brandmay encompass:

Sales planfor a specific territory may take into account:

Special events may include:

Promotional programs may include:

Merchandising plans may include:

Displays may include:

Cooperative strategies with business customers may include:

Reports on branded product for a territory may include information on:

Sales strategies may vary with:

Recommendations may be given: