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

FNSSAM402 Mapping and Delivery Guide
Implement a sales plan

Version 1.0
Issue Date: May 2024


Qualification -
Unit of Competency FNSSAM402 - Implement a sales plan
Description
Employability Skills
Learning Outcomes and Application This unit describes the skills and knowledge required to develop, implement and review a sales and promotional strategy for a financial services organisation.Individuals work under a level of supervision but have responsibility for collating, coordinating and reviewing strategic activities.Work functions in the occupational areas where this unit may be used are subject to regulatory requirements. Refer to the FNS Implementation Guide Companion Volume or the relevant regulator for specific guidance on requirements.
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: Implement promotional strategy
  • Analyse sales plan to clarify strategy and sales targets
  • Create promotional package to meet requirements of sales plan, enhance business corporate image and satisfy all relevant legislation, regulations and codes of practice
  • Implement promotional strategy within budget and in timeframes specified
       
Element: Prepare distribution channels
  • Identify distribution channels and reach agreements for selling products and/or services
  • Train personnel to develop product and service knowledge and ensure quality client service is maximised
  • Distribute promotional materials to salespeople through established distribution channels within appropriate timeframes
       
Element: Monitor and review sales plan implementation
  • Establish criteria to measure effectiveness of promotional strategy and performance criteria for sales staff and distribution channels, and monitor attainment of forecast sales target
  • Make adjustments to promotional strategy or product and service distribution, as necessary, to ensure required result is being obtained
  • Contribute feedback on implementation of sales plan and promotional strategy to sales planning process
       


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. Implement promotional strategy

1.1 Analyse sales plan to clarify strategy and sales targets

1.2 Create promotional package to meet requirements of sales plan, enhance business corporate image and satisfy all relevant legislation, regulations and codes of practice

1.3 Implement promotional strategy within budget and in timeframes specified

2. Prepare distribution channels

2.1 Identify distribution channels and reach agreements for selling products and/or services

2.2 Train personnel to develop product and service knowledge and ensure quality client service is maximised

2.3 Distribute promotional materials to salespeople through established distribution channels within appropriate timeframes

3. Monitor and review sales plan implementation

3.1 Establish criteria to measure effectiveness of promotional strategy and performance criteria for sales staff and distribution channels, and monitor attainment of forecast sales target

3.2 Make adjustments to promotional strategy or product and service distribution, as necessary, to ensure required result is being obtained

3.3 Contribute feedback on implementation of sales plan and promotional strategy to sales planning process


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. Implement promotional strategy

1.1 Analyse sales plan to clarify strategy and sales targets

1.2 Create promotional package to meet requirements of sales plan, enhance business corporate image and satisfy all relevant legislation, regulations and codes of practice

1.3 Implement promotional strategy within budget and in timeframes specified

2. Prepare distribution channels

2.1 Identify distribution channels and reach agreements for selling products and/or services

2.2 Train personnel to develop product and service knowledge and ensure quality client service is maximised

2.3 Distribute promotional materials to salespeople through established distribution channels within appropriate timeframes

3. Monitor and review sales plan implementation

3.1 Establish criteria to measure effectiveness of promotional strategy and performance criteria for sales staff and distribution channels, and monitor attainment of forecast sales target

3.2 Make adjustments to promotional strategy or product and service distribution, as necessary, to ensure required result is being obtained

3.3 Contribute feedback on implementation of sales plan and promotional strategy to sales planning process

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
Analyse sales plan to clarify strategy and sales targets 
Create promotional package to meet requirements of sales plan, enhance business corporate image and satisfy all relevant legislation, regulations and codes of practice 
Implement promotional strategy within budget and in timeframes specified 
Identify distribution channels and reach agreements for selling products and/or services 
Train personnel to develop product and service knowledge and ensure quality client service is maximised 
Distribute promotional materials to salespeople through established distribution channels within appropriate timeframes 
Establish criteria to measure effectiveness of promotional strategy and performance criteria for sales staff and distribution channels, and monitor attainment of forecast sales target 
Make adjustments to promotional strategy or product and service distribution, as necessary, to ensure required result is being obtained 
Contribute feedback on implementation of sales plan and promotional strategy to sales planning process 

Forms

Assessment Cover Sheet

FNSSAM402 - Implement 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

FNSSAM402 - Implement 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: