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

BSBSLS501A Mapping and Delivery Guide
Develop a sales plan

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency BSBSLS501A - Develop a sales plan
Description This unit describes the performance outcomes, skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.
Employability Skills This unit contains employability skills.
Learning Outcomes and Application This unit applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field Business Development – Sales
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: Identify organisational strategic direction
  • Obtain and analyse assessment of market needs and strategic planning documents
  • Review previous sales performance and successful approaches to identify factors affecting performance
  • Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making
       
Element: Establish performance targets
  • Determine practical and achievable sales targets
  • Establish realistic time lines for achieving targets
  • Determine measures to allow for monitoring of performance
  • Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image
       
Element: Develop a sales plan for a product
  • Describe approaches to be used to meet sales objectives
  • Identify additional expertise requirements and allocate budgetary resources accordingly
  • Identify risks and develop risk controls
  • Develop advertising and promotional strategy for product
  • Identify appropriate distribution channels for product
  • Prepare a budget for the sales plan
  • Present documented sales plan to appropriate personnel for approval
       
Element: Identify support requirements
  • Identify and acquire staff resources to implement sales plan
  • Develop an appropriate selling approach
  • Train staff in the selling approach selected
  • Develop and assess staff knowledge of product to be sold
       
Element: Monitor and review sales plan
  • Monitor implementation of the sales plan
  • Record data measuring performance versus sales targets
  • Make adjustments to sales plan as required to ensure required results are obtained
       


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.

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 following is essential:

development of a sales plan for a product sold by an organisation

knowledge of organisational strategic direction and objectives.

Context of and specific resources for assessment

Assessment must ensure:

access to an actual workplace or simulated environment

access to office equipment and resources

access to strategic planning and sales documents, data and information.

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:

analysis of responses to case studies

assessment of documented sales plans

demonstration of sales plan development techniques

Guidance information for assessment

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

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.

Required skills

communication and negotiation skills to determine sales needs, and to refine and modify sales plans in consultation with relevant organisational personnel

creativity and innovation skills to develop and evaluate new sales approaches

research and data collection skills to gather information to develop a sales plan.

Required knowledge

identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as:

antidiscrimination

ethical principles

consumer protection

contract law

privacy laws

Competition and Consumer Act 2010

industry, organisation, product

methods for monitoring sales outcomes

organisational strategic direction and objectives

principles and techniques for selling

statistical techniques for analysing sales and market trends.

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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Strategic planning documents may include:

company mission statement

financial records

industry trends

marketing trends

operations plan

product trends

strategic plan.

Reviewing previous sales performance may include:

analysis of sales history

consideration of related product strategies

evaluation of competitors’ or other companies’ approaches

innovative suggestions

marketing research.

Measures to allow for monitoring may include:

volume of sales

whether sales targets are met or not

progress towards targets

surveys of potential/existing/previous clients.

Additional expertise may include:

designers of materials and displays

media producers

advertising executives.

Products may include:

goods

ideas

services.

Distribution channels may include:

agents

brokers

industry associations.

Selling approach may include:

answers to frequently asked questions

introductory techniques

planned approaches

sales scripts

strategies for handling negative comments.

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
Obtain and analyse assessment of market needs and strategic planning documents 
Review previous sales performance and successful approaches to identify factors affecting performance 
Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making 
Determine practical and achievable sales targets 
Establish realistic time lines for achieving targets 
Determine measures to allow for monitoring of performance 
Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image 
Describe approaches to be used to meet sales objectives 
Identify additional expertise requirements and allocate budgetary resources accordingly 
Identify risks and develop risk controls 
Develop advertising and promotional strategy for product 
Identify appropriate distribution channels for product 
Prepare a budget for the sales plan 
Present documented sales plan to appropriate personnel for approval 
Identify and acquire staff resources to implement sales plan 
Develop an appropriate selling approach 
Train staff in the selling approach selected 
Develop and assess staff knowledge of product to be sold 
Monitor implementation of the sales plan 
Record data measuring performance versus sales targets 
Make adjustments to sales plan as required to ensure required results are obtained 

Forms

Assessment Cover Sheet

BSBSLS501A - Develop a sales plan
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:

Signature:

Date:

Assessment Record Sheet

BSBSLS501A - Develop a sales plan

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:

Date: