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Elements and Performance Criteria

Set sales objectives to achieve business outcomes.
Monitor sales.
- Check sales reports for branded products according to business policy and procedures.
Develop strategies for promotion of branded products.
- Develop commercial strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans.
Ensure sales of branded product deliver business outcomes.

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

interpersonal communication skills to

determine specific branded product needs

communicate sales to staff 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 and numeracy skills in regard to

reading and understanding business policies and procedures

accessing and interpreting client and sales information

calculating sales figures

generating reports

estimating and projecting sales figures to set sales objectives

time management

strategising planning and prioritising

The following knowledge must be assessed as part of this unit

brand value and brand penetration in marketplace

range of products and services

comparative features and advantages of a brand

market share and current performance

the relationship between sales of branded product and business outcomes

enterprise technology

factors limiting the success of sales strategies

occupational health and safety aspects to 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

develops sales objectives to achieve set business outcomes according to business policy

develops and monitors sales strategies for branded products in line with business policy and procedures

communicates sales objectives and strategies to colleagues

monitors and evaluates team sales performance and market requirements to maximise future sales

compiles and reports summary information on sales performance to relevant personnel when appropriate

Context of and specific resources for assessment

Assessment must ensure access to

a salesoriented work environment

relevant sources of product information

relevant documentation such as

policy and procedures manuals

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

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.

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

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

Business outcomes may include:	key performance indicators strategic objectives price market and sales indicators brand value quality standards and criteria performance benchmarks milestones.

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

Customer or market needs may vary according to:	demographics economics competition social and cultural factors political factors legal factors natural factors technology.

Staff may include:	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.

Reports may include:	public notification electronic verbal annual reports internal or external statistical reports.

Business policy and procedures may relate to:	sale and supply of products and services interaction with customers approval processes negotiating contracts and trading terms promotional and marketing programs.

Commercial strategies may include:	consultation with key stakeholders expenditure budget procurement process approvals process contractual arrangements performance indicators.