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Elements and Performance Criteria

  1. Plan sales activities.
  2. Prepare for sales calls.
  3. Make sales calls.
  4. Review and report on sales activities.

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

sales skills to sell diverse products and services in a range of industry contexts and environments

planning and organisational skills that relate to the conduct of sales activities

highlevel verbal communication skills specifically active listening and questioning

conflict and problem resolution techniques in order to take a lead role in solving ongoing problems

highlevel literacy skills to interpret customer information and market trend information and to read and prepare sales reports

highlevel numeracy skills to calculate potential sales revenues and create and interpret sales statistics

The following knowledge must be assessed as part of this unit

indepth knowledge of the principles of selling sales communication and relationship building

indepth product knowledge sufficient to take a proactive sales role

detailed knowledge of the industry including structure and interrelationships industry networks and information sources

industry and market knowledge appropriate to the sector and organisation including

indepth knowledge of distribution and marketing networks especially those that support the product or service being promoted

current customer and market trends products and service style that would meet particular customer and market requirements and preferences

links between sales and other areas of the organisations operations

overall structure and content of marketing plans

role of sales within the overall marketing mix

broad and working knowledge of the legal liability and implications of consumer legislation and regulations on selling products appropriate to particular industry sectors

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

project or work activities that show the candidates ability to plan and implement sales activities for a specific business operation and to prepare sales reports

use of effective communication skills during sales calls

detailed knowledge of the industry including structure and interrelationships industry networks information sources and distribution and marketing networks

project or work activities conducted over a commercially realistic period of time so that the planning analysis and reporting aspects of this unit can be assessed

Context of and specific resources for assessment

Assessment must ensure

that the candidate has accessed a fully equipped office environment using appropriate computers printers communication technology information programs and software to facilitate the processes involved in planning and implementing sales activities

access to an operation for which products would be promoted or access to comprehensive and sufficient information about that operation to allow the candidate to plan for fully and implement sales activities

use of marketing plans and operational sales documents such as sales reports and sales support materials

interaction with individuals or businesses with a genuine or potential interest in purchasing the product or service

Methods of assessment

A range of assessment methods should be used to assess the practical skills and knowledge required to plan and implement sales activities The following examples are appropriate for this unit

evaluation of sales plans and sales results developed and achieved by the candidate

evaluation of sales reports prepared by the candidate to detail the way in which a sales campaign was planned and implemented and lessons to be learned for future sales activities

evaluation of sales activities undertaken by the candidate in conjunction with and on behalf of industry operators

case studies to assess knowledge of how sales activities can be used for specific industry contexts

written and oral questioning or interview to test knowledge such as structure of the industry industry interrelationships distribution networks and legal compliance issues

review of portfolios of evidence and thirdparty workplace reports of onthejob performance by the candidate

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

SITXMGTA Develop and implement operational plans

SITXMGT002A Develop and implement operational plans

SITXMGTA Establish and conduct business relationships

SITXMGT006A Establish and conduct business relationships

SITXMPRA Coordinate marketing activities

SITXMPR004A Coordinate marketing activities.

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 with other relevant units that make up the skill set or qualification and in the context of the job role


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.

Information to be incorporated into the sales planning process may include:

sales and marketing reports

financial statistics

market trends

competitive activity.

Establishing practical sales call patterns may be affected by:

specific sales and revenue targets

call intensity required

geographic considerations and restraints

current organisation priorities

need for administration and reporting time.

Sales call strategies and tactics may include or be based on:

focus on specific products or offers

individual customer history

current sales figures for nominated periods

response to competitive activity.

Information and support materials may include:

brochures

tariff sheets

other handouts

internet and web pages

electronic updates

display material

giveaways

incentive material.