Required skills

communication skills to

use effective selling techniques

establish and conduct positive business relationships

critical thinking skills to evaluate market and customer information for sales opportunities

initiative and enterprise skills to proactively identify and respond to new opportunities

literacy skills to

interpret customer and market trend information

develop sales reports

numeracy skills to

calculate potential sales revenues

create and interpret sales statistics

planning and organising skills to plan for and manage sales call patterns

problemsolving skills to proactively identify and respond to operational and more systemic customer problems

selfmanagement skills to take responsibility for sales outcomes

technology skills to use current sales management systems

Required knowledge

principles of selling sales communication and relationship building

industry structures and interrelationships industry networks and information sources

industry and market knowledge appropriate to the sector and organisation including

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

commission structures

current customer and market trends

links between sales and other areas of organisational operations

structure and content of marketing plans and the role of sales in the overall marketing mix

legal issues that impact on sales personnel including consumer protection provisions

ethical considerations for sales personnel including

truth and honesty in sales

targeting of particular groups in the community

sustainability considerations for sales activities including

reducing waste of printed materials

sustainability as a sales tool

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

Overview of assessment

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

Evidence of the ability to

plan and implement a range of sales activities for an operation product or service including the preparation of sales reports

use effective communication skills during sales calls

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

Context of and specific resources for assessment

Assessment must ensure use of

real or simulated products or services for which the individual can conduct sales activities

current information and communications technology used by industry to manage sales activities

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

other people with whom the individual can interact

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

evaluation of sales activities undertaken by the individual including sales planning and associated implementation

sales reporting incorporating analysis of performance

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

written or oral questioning to assess 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 individual

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

Guidance information for assessment

In the workplace people always combine the skills described in different units to do their jobs For effective assessment of this unit the assessor should use integrated activities that also provide evidence of skills in other units for example

SITXMGT Establish and conduct business relationships

SITXMPR Coordinate marketing activities

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

Practical sales call patterns may be affected by:

Legal, ethical and sustainability issuesmay relate to:

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

Information and support materials may include: