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Elements and Performance Criteria

Conduct internal research on current retail or wholesale business position.
Conduct external research on current business position.
- Ascertain business performance in the marketplace using best available and reliable indicators.
- Collect and analyse information on current business performance from business partners.
Assess opportunities for new products and services.
Monitor product and service performance.

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

check information with business and supplier personnel

discuss and review analysis of business performance with relevant internal and external 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 and numeracy skills in regard to

reading and interpreting a range of business documentation

accessing and interpreting client and sales information

calculating figures

generating reports

researching and analysing internal and external factors that affect current business position

estimating and projecting sales figures to set sales objectives

time management

strategising planning and prioritising

researching analysing and reporting

collecting and organising information

The following knowledge must be assessed as part of this unit

current business position

opportunities for new products

business performance over time

rationale for current products and services

product and service performance analysis techniques

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

researches and assesses opportunities for new products or services against performance of current products or services

monitors evaluates and reports on product or service performance over a period of time

liaises with suppliers and other business partners to prepare uptodate and accurate data on product or service performance for consideration within planning processes

produces concise reports to convey information regarding product or service performance to relevant personnel according to business policy

Context of and specific resources for assessment

Assessment must ensure access to

a salesoriented work environment

products and services

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.

The development of strategic goals and performance indicators may include:	consultation with key stakeholders budget considerations procurement processes approval processes contractual arrangements.

Forecasts may vary with:	product or service merchandising and sales strategy promotional strategies and their duration, cycle, territory coverage and product or service focus.

Indicators may be accessed via:	Australian Bureau of Statistics competitor information annual reports trade publications field reports stock market analyses.

Sources of information may include:	verbal communication, including face to face, telephone, internet and radio written communication such as data exchange, letters, e-mails feedback.

Internal staff and supplier personnel may include:	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.

Plans may include:	strategic business plans marketing promotional sales strategies purchasing and procurement disposal human resources public relations contingency risk management environmental.

Mechanisms to analyse performance of products and services 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.

Internal and external personnel may include:	specialist contacts employees supervisors store manager area manager.