This section describes the essential skills and knowledge and their level required for this unit

Required skills

analytical skills to evaluate sales strategies

interpersonal skills to

present reports and present to groups and consult through clear and direct communication

ask questions to identify and confirm requirements

share information

give instructions

use language and concepts appropriate to cultural differences

use and interpret nonverbal communication

literacy skills to

document strategic plans

access and interpret information

numeracy skills to

interpret and maintain data

set territory sales targets that link to sales marketing and strategic plans

Required knowledge

business policy and procedures in regard to

strategic planning

sales and service delivery

principles and techniques in interpersonal communication

business merchandise and service range

existing sales plans

joint promotional programs

business and direct customer requirements

information sources and their reliability and accuracy

marketing and promotional planning targets

Work Health and Safety WHS aspects of job

relevant commercial law and legislation

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 Training Package

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential

accesses analyses and integrates information regarding current company sales strategies

develops realistic sales strategy targets that relate to strategic and business planning targets

develops a successful sales strategy for a product or service in consultation with relevant personnel

establishes procedures and mechanisms to collect and report on sales strategy during the development stage

presents concise implementation procedures and review mechanisms for a sales strategy

Context of and specific resources for assessment

Assessment must ensure access to

a salesoriented work environment

relevant documentation such as

strategic plans

information on the internal and external operating environment

a team

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

review of portfolios of evidence

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

Key elements of a sales strategy may include:

Products and services may be grouped by:

Sales strategy may vary according to:

Joint business sales strategies will vary based on:

Relevant information may include:

Planning and analysis activities for a specific market may include consideration of:

Relevant people may include:

Business goals and outcomes may include: