Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

BSBSLS407 Mapping and Delivery Guide
Identify and plan sales prospects

Version 1.0
Issue Date: May 2024


Qualification -
Unit of Competency BSBSLS407 - Identify and plan sales prospects
Description
Employability Skills
Learning Outcomes and Application This unit describes the skills and knowledge required to identify potential sales prospects by applying prospecting methods, and manage own sales performance by establishing a sales plan, while managing stress, time and sales-related paperwork.It applies to individuals working in a sales-related position in a small, medium or large enterprise in a wide variety of industries, who identify, collate and follow up sales prospect information to generate leads. Individuals undertaking this unit may be at entry level, or have experience in sales sufficient to provide advice and support about aspects of sales solutions as part of a sales team.No licensing, legislative or certification requirements apply to this unit at the time of publication.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities 		Slides
PPT 		Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Employ prospecting methods and qualify prospects
  • Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods
  • Select prospecting methods to match market to which the product or service is targeted
  • Target present, previous and new clients through chosen prospecting methods
  • Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller
  • Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged
       
Element: Manage prospect information
  • Develop and implement system for recording prospect information
  • Monitor and evaluate effectiveness of system for recording prospect information
  • Refine system for recording prospect information based on evaluation
       
Element: Establish individualised sales plan
  • Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives
  • Establish consultation and communication structures with clients and supervisors
  • Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes
  • Monitor and adjust sales plan to established goals and quotas
  • Evaluate sales plan and adjust where necessary
       
Element: Complete sales paperwork and reports
  • Establish system to collect, record and organise data associated with sales process
  • Complete routine reports at regular intervals according to organisational requirements
  • Use available technology to facilitate record-keeping and production of sales reports
       
Element: Organise workload effectively
  • Establish routines to provide structure for work and to manage workload
  • Allocate time for specific work tasks and unanticipated events and activities
  • Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required
  • Apply time-management strategies to minimise non-productive sales activities
  • Delegate tasks to individuals or sales team members to share workload as appropriate
  • Identify and monitor symptoms of stress and seek expert assistance
       


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Employ prospecting methods and qualify prospects

1.1 Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods

1.2 Select prospecting methods to match market to which the product or service is targeted

1.3 Target present, previous and new clients through chosen prospecting methods

1.4 Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller

1.5 Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged

2. Manage prospect information

2.1 Develop and implement system for recording prospect information

2.2 Monitor and evaluate effectiveness of system for recording prospect information

2.3 Refine system for recording prospect information based on evaluation

3. Establish individualised sales plan

3.1 Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives

3.2 Establish consultation and communication structures with clients and supervisors

3.3 Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes

3.4 Monitor and adjust sales plan to established goals and quotas

3.5 Evaluate sales plan and adjust where necessary

4. Complete sales paperwork and reports

4.1 Establish system to collect, record and organise data associated with sales process

4.2 Complete routine reports at regular intervals according to organisational requirements

4.3 Use available technology to facilitate record-keeping and production of sales reports

5. Organise workload effectively

5.1 Establish routines to provide structure for work and to manage workload

5.2 Allocate time for specific work tasks and unanticipated events and activities

5.3 Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required

5.4 Apply time-management strategies to minimise non-productive sales activities

5.5 Delegate tasks to individuals or sales team members to share workload as appropriate

5.6 Identify and monitor symptoms of stress and seek expert assistance

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Employ prospecting methods and qualify prospects

1.1 Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods

1.2 Select prospecting methods to match market to which the product or service is targeted

1.3 Target present, previous and new clients through chosen prospecting methods

1.4 Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller

1.5 Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged

2. Manage prospect information

2.1 Develop and implement system for recording prospect information

2.2 Monitor and evaluate effectiveness of system for recording prospect information

2.3 Refine system for recording prospect information based on evaluation

3. Establish individualised sales plan

3.1 Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives

3.2 Establish consultation and communication structures with clients and supervisors

3.3 Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes

3.4 Monitor and adjust sales plan to established goals and quotas

3.5 Evaluate sales plan and adjust where necessary

4. Complete sales paperwork and reports

4.1 Establish system to collect, record and organise data associated with sales process

4.2 Complete routine reports at regular intervals according to organisational requirements

4.3 Use available technology to facilitate record-keeping and production of sales reports

5. Organise workload effectively

5.1 Establish routines to provide structure for work and to manage workload

5.2 Allocate time for specific work tasks and unanticipated events and activities

5.3 Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required

5.4 Apply time-management strategies to minimise non-productive sales activities

5.5 Delegate tasks to individuals or sales team members to share workload as appropriate

5.6 Identify and monitor symptoms of stress and seek expert assistance

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods 
Select prospecting methods to match market to which the product or service is targeted 
Target present, previous and new clients through chosen prospecting methods 
Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller 
Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged 
Develop and implement system for recording prospect information 
Monitor and evaluate effectiveness of system for recording prospect information 
Refine system for recording prospect information based on evaluation 
Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives 
Establish consultation and communication structures with clients and supervisors 
Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes 
Monitor and adjust sales plan to established goals and quotas 
Evaluate sales plan and adjust where necessary 
Establish system to collect, record and organise data associated with sales process 
Complete routine reports at regular intervals according to organisational requirements 
Use available technology to facilitate record-keeping and production of sales reports 
Establish routines to provide structure for work and to manage workload 
Allocate time for specific work tasks and unanticipated events and activities 
Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required 
Apply time-management strategies to minimise non-productive sales activities 
Delegate tasks to individuals or sales team members to share workload as appropriate 
Identify and monitor symptoms of stress and seek expert assistance 

Forms

Assessment Cover Sheet

BSBSLS407 - Identify and plan sales prospects
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

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Assessment Record Sheet

BSBSLS407 - Identify and plan sales prospects

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

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