Required skills

communication and interpersonal skills to

ask questions to identify and confirm requirements

communicate sales to staff through clear and direct communication

determine specific branded product needs

use and interpret nonverbal communication

use language and concepts appropriate to cultural differences

literacy and numeracy skills to

access and interpret client and sales information

calculate sales figures

estimate and project sales figures to set sales objectives

generate reports

read business policies and procedures

planning and organisation skills to plan and prioritise product promotion

Required knowledge

brand value and brand penetration in marketplace

comparative features and advantages of a brand

factors limiting the success of sales strategies

market share and current performance

work health and safety WHS aspects to job

range of products and services

relevant commercial law and legislation relating to the sale of branded products

relationship between sales of branded product and business outcomes

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

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 retail work environment

relevant sources of product information

relevant documentation such as

policy and procedures manuals

sales reports

a range of customers with different requirements

a sales team

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

customer feedback

written or verbal questioning to assess knowledge and understanding

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

Guidance information for assessment

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

Business outcomes may include:

Brand may include:

Customer representatives may include:

Customer or market needs may vary according to:

Sales objectives may vary according to:

Staff may include:

Commercial promotion strategies may include:

Reports may include:

Business policy and procedures may relate to: