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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

manages coordinates and monitors promotional activities

resolves timing conflicts

sets promotional plan review mechanisms

adheres to and achieves planned outcomes

establishes accurate reporting and recording systems

sets outcomes and targets covering

sales and service standards

revenue and profit

promotional budget promotional costs and expenditure

customer satisfaction

distribution arrangements

interpersonal communication skills to

achieve input from relevant personnel through clear and direct communication

ask questions to identify and confirm requirements

use language and concepts appropriate to cultural differences

use and interpret nonverbal communication

literacy skills in regard to

researching analysing and interpreting a broad range of written material

preparing reports

documenting results

numeracy skills in regard to

interpreting and maintaining data

estimating volume

calculating costs and pricing arrangements

The following knowledge must be assessed as part of this unit

processes for collecting and reporting information

planned targets in

marketing or merchandise

business technology and systems management

use and maintenance of electronic equipment

planning and organising

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

consistently manages promotional plans to agreed targets over time across a specified geographic market product or service

sets promotional planning and review benchmarks

establishes procedures and mechanisms to collect analyse and report promotional program data

coordinates promotional activities to achieve agreed targets

Context of and specific resources for assessment

Assessment must ensure access to

a real or simulated work environment

relevant documentation such as

business policy and procedures manuals

sales and service delivery targets and plans

records of sales

legislation and statutory requirements

industry codes of practice

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 the candidate in the workplace

thirdparty reports from a supervisor

customer feedback

a detailed case study

written or verbal questioning to assess knowledge and understanding

review of portfolios of evidence and thirdparty workplace reports of onthejob performance

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.

Promotional programs may vary to accommodate territory variations in:	demographics economics competition social and cultural factors political influences legal factors natural factors technology.

Business outcomes must include:	sales revenue price trade expenditure distribution promotion frequency category or market share account profit brand recognition.

Promotional conflicts and problems may relate to:	timing of promotion promotion type (event, seasonal, new lines, new store) supplying volume requirements business customer planning times and cycles.

Relevant personnel may include:	managers staff members of own or other work teams.

Details of required outcomes must include:	sales and service standards volume revenue and profit promotional budget (promotional costs and expenditure) customer satisfaction distribution arrangements marketing mix market share.

Sources of information may include:	contacts with others inside or outside the business customers staff financial and inventory reports statistics observation market research.

Customers may include:	new or repeat contacts external and internal contacts business customers or individuals customers with routine or special requests people from a range of social, cultural and ethnic backgrounds and with varying physical and mental abilities.

Systems to record and report promotional program data may include:	contact history purchase requests and orders tender submissions and proposals invoices and payment requests statements and petty cash vouchers offer and contract documents evaluation process documentation records of supplier performance financial statements.