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

RIICCR501D Mapping and Delivery Guide
Conduct sales in construction materials operations

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency RIICCR501D - Conduct sales in construction materials operations
Description
Employability Skills
Learning Outcomes and Application This unit describes a participant’s skills and knowledge required to conduct sales in construction materials operations in Civil construction and Extractive.This unit is appropriate for those working in supervisory or management roles.No licensing 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.

An assessor of this unit must satisfy the requirements of the NVR/AQTF or their successors; and Industry regulations for certification and licensing; and,

this unit must be assessed in the context of this sector’s work environment; and,

this unit must be assessed in compliance with relevant legislation/regulation and using policies, procedures, processes and operational manuals directly related to the industry sector for which it is being assessed; and,

assessment may be conducted in conjunction with the assessment of other Units of Competency; and,

assessment must confirm consistent performance can be applied in a range of relevant workplace circumstances; and,

assessors must demonstrate the performance evidence, and knowledge evidence as outlined in this Unit of Competency, and through the minimum years of current* work experience specified below in an Industry sector relevant to the outcomes of the unit; or,

where the assessor does not meet experience requirements a co-assessment or partnership arrangement must exist between the qualified assessor and an Industry subject matter expert. The Industry subject matter expert should hold the unit being assessed (or an equivalent unit) and/or demonstrate equivalence of skills and knowledge at the unit level. An Industry technical expert must also demonstrate skills and knowledge from the minimum years of current work experience specified below in the Industry sector, including time spent in roles related to the unit being assessed; and,

assessor and Industry subject matter expert requirements differ depending on the Australian Qualifications Framework Level (AQF) of the qualification being assessed and/or Industry Sector as follows:

Industry sector

AQF** Level

Required assessor or Industry subject matter expert experience

Drilling, Metalliferous Mining, Coal Mining, Extractive (Quarrying) and Civil Construction

1

1 Year

2

2 Years

Drilling, Coal Mining and Extractive (Quarrying)

3-6

3 Years

Metalliferous Mining and Civil Construction

3-6

5 Years

Other sectors

Where this Unit is being assessed outside of the Resources and Infrastructure Sectors assessor and/or Industry subject matter expert experience should be in-line with industry standards for the sector in which it is being assessed and where no Industry standard is specified should comply with any relevant regulation.

*Assessors can demonstrate current work experience through employment within Industry in a role relevant to the outcomes of the Unit; or, for external assessors this can be demonstrated through exposure to Industry by conducting frequent site assessments across various locations.

**Where a unit is being delivered outside of a Qualification the first numeric character in the Unit code should be considered to indicate the AQF level

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: Identify local market opportunities
  • Access, interpret and apply sales documentation and ensure the work activity is compliant
  • Confirm local market information regarding construction materials
  • Identify sales area boundaries in accordance with economic efficiency/effectiveness
  • Identify and describe competitor organisations and basic profiles
  • Apply company products and pricing systems within organisational requirements
  • Implement company sales strategy
       
Element: Conduct and follow through sales
  • Identify and apply successful sales processes to sales situations
  • Plan, undertake and record customer prospects
  • Plan, prepare and undertake the sales approach
  • Apply effective sales communication techniques in face to face, telephone and written situations
  • Prepare quotations/tenders
  • Plan, prepare and conduct sales presentations/demonstrations
  • Handle objections effectively throughout the sales process
  • Apply a variety of closure techniques to secure sales
  • Follow up sales according to procedures and customer feedback mechanisms
  • Review personal sales performance, and formulate a plan for personal development
       
Element: Establish customer database and sales systems
  • Establish processes and systems to monitor and review customer base and local market
  • Identify current and potential customers
  • Develop and record customer profiles in a customer database
  • Establish and/maintain liaison procedures between customers and company personnel
  • Manage order taking system and employees involved in the ordering process
  • Implement continuous improvement techniques and processes
       
Element: Develop and maintain sales operations
  • Agree and identify sales roles and responsibilities
  • Manage the activities of sales personnel
  • Develop and agree on weekly/monthly sales call plan
  • Prioritise and agree on sales activities
  • Identify, record and activate liaison procedures between customers and company personnel
  • Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
  • Observe and apply sales protocols
  • Document and communicate sales results within the organisation’s reporting and continuous improvement process
  • Confirm and update records of customer profile/needs
  • Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
       
Element: Prepare sales reports
  • Maintain sales records and prepare written reports
  • Identify sales/performance variances and take corrective action to adjust performance
  • Use local market information to update and develop sales strategies
       
Element: Identify local market opportunities
  • Access, interpret and apply sales documentation and ensure the work activity is compliant
  • Confirm local market information regarding construction materials
  • Identify sales area boundaries in accordance with economic efficiency/effectiveness
  • Identify and describe competitor organisations and basic profiles
  • Apply company products and pricing systems within organisational requirements
  • Implement company sales strategy
       
Element: Conduct and follow through sales
  • Identify and apply successful sales processes to sales situations
  • Plan, undertake and record customer prospects
  • Plan, prepare and undertake the sales approach
  • Apply effective sales communication techniques in face to face, telephone and written situations
  • Prepare quotations/tenders
  • Plan, prepare and conduct sales presentations/demonstrations
  • Handle objections effectively throughout the sales process
  • Apply a variety of closure techniques to secure sales
  • Follow up sales according to procedures and customer feedback mechanisms
  • Review personal sales performance, and formulate a plan for personal development
       
Element: Establish customer database and sales systems
  • Establish processes and systems to monitor and review customer base and local market
  • Identify current and potential customers
  • Develop and record customer profiles in a customer database
  • Establish and/maintain liaison procedures between customers and company personnel
  • Manage order taking system and employees involved in the ordering process
  • Implement continuous improvement techniques and processes
       
Element: Develop and maintain sales operations
  • Agree and identify sales roles and responsibilities
  • Manage the activities of sales personnel
  • Develop and agree on weekly/monthly sales call plan
  • Prioritise and agree on sales activities
  • Identify, record and activate liaison procedures between customers and company personnel
  • Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
  • Observe and apply sales protocols
  • Document and communicate sales results within the organisation’s reporting and continuous improvement process
  • Confirm and update records of customer profile/needs
  • Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
       
Element: Prepare sales reports
  • Maintain sales records and prepare written reports
  • Identify sales/performance variances and take corrective action to adjust performance
  • Use local market information to update and develop sales strategies
       


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.

1. Identify local market opportunities

1.1 Access, interpret and apply sales documentation and ensure the work activity is compliant

1.2 Confirm local market information regarding construction materials

1.3 Identify sales area boundaries in accordance with economic efficiency/effectiveness

1.4 Identify and describe competitor organisations and basic profiles

1.5 Apply company products and pricing systems within organisational requirements

1.6 Implement company sales strategy

2. Conduct and follow through sales

2.1 Identify and apply successful sales processes to sales situations

2.2 Plan, undertake and record customer prospects

2.3 Plan, prepare and undertake the sales approach

2.4 Apply effective sales communication techniques in face to face, telephone and written situations

2.5 Prepare quotations/tenders

2.6 Plan, prepare and conduct sales presentations/demonstrations

2.7 Handle objections effectively throughout the sales process

2.8 Apply a variety of closure techniques to secure sales

2.9 Follow up sales according to procedures and customer feedback mechanisms

2.10 Review personal sales performance, and formulate a plan for personal development

3. Establish customer database and sales systems

3.1 Establish processes and systems to monitor and review customer base and local market

3.2 Identify current and potential customers

3.3 Develop and record customer profiles in a customer database

3.4 Establish and/maintain liaison procedures between customers and company personnel

3.5 Manage order taking system and employees involved in the ordering process

3.6 Implement continuous improvement techniques and processes

4. Develop and maintain sales operations

4.1 Agree and identify sales roles and responsibilities

4.2 Manage the activities of sales personnel

4.3 Develop and agree on weekly/monthly sales call plan

4.4 Prioritise and agree on sales activities

4.5 Identify, record and activate liaison procedures between customers and company personnel

4.6 Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures

4.7 Observe and apply sales protocols

4.8 Document and communicate sales results within the organisation’s reporting and continuous improvement process

4.9 Confirm and update records of customer profile/needs

4.10 Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

5. Prepare sales reports

5.1 Maintain sales records and prepare written reports

5.2 Identify sales/performance variances and take corrective action to adjust performance

5.3 Use local market information to update and develop sales strategies

Evidence is required to be collected that demonstrates a candidate’s competency in this unit. Evidence must be relevant to the roles within this sector’s work operations and satisfy all of the requirements of the performance criteria of this unit and include evidence that the candidate:

locates and applies relevant legislation, documentation, policies and procedures

demonstrates completion of conducting sales in construction materials operations that safely, effectively and efficiently meets all of the required outcomes on more than one (1) occasion including:

accessing, interpreting and applying company sales systems and processes

conducting market information collection

identifying market opportunities and viable options and make appropriate selection of methods of conducting sales

planning for sales and allocates tasks to carry out sales activities

conducting cold calls

initiating and closing sales negotiations

applying company pricing structure when preparing quotes and tenders

costs products and communicates costs to others

reviewing sales operations, considers options for improvement, makes decision and implements continuous improvement activities

providing feedback to others on sales operations

maintaining written records for customer information, feedback, sales results, performance variances

preparing customer correspondence and sales reports

The candidate must demonstrate knowledge of conducting sales in construction materials operations through:

site products and services

competitor market information

site pricing structure – transport, products, profit margins

company systems – costing, invoicing credit, delivery

sales techniques and strategies

company delivery capabilities – loading equipment and transport capability

customers profiles and processes

contract law relevant to sales operations


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.

1. Identify local market opportunities

1.1 Access, interpret and apply sales documentation and ensure the work activity is compliant

1.2 Confirm local market information regarding construction materials

1.3 Identify sales area boundaries in accordance with economic efficiency/effectiveness

1.4 Identify and describe competitor organisations and basic profiles

1.5 Apply company products and pricing systems within organisational requirements

1.6 Implement company sales strategy

2. Conduct and follow through sales

2.1 Identify and apply successful sales processes to sales situations

2.2 Plan, undertake and record customer prospects

2.3 Plan, prepare and undertake the sales approach

2.4 Apply effective sales communication techniques in face to face, telephone and written situations

2.5 Prepare quotations/tenders

2.6 Plan, prepare and conduct sales presentations/demonstrations

2.7 Handle objections effectively throughout the sales process

2.8 Apply a variety of closure techniques to secure sales

2.9 Follow up sales according to procedures and customer feedback mechanisms

2.10 Review personal sales performance, and formulate a plan for personal development

3. Establish customer database and sales systems

3.1 Establish processes and systems to monitor and review customer base and local market

3.2 Identify current and potential customers

3.3 Develop and record customer profiles in a customer database

3.4 Establish and/maintain liaison procedures between customers and company personnel

3.5 Manage order taking system and employees involved in the ordering process

3.6 Implement continuous improvement techniques and processes

4. Develop and maintain sales operations

4.1 Agree and identify sales roles and responsibilities

4.2 Manage the activities of sales personnel

4.3 Develop and agree on weekly/monthly sales call plan

4.4 Prioritise and agree on sales activities

4.5 Identify, record and activate liaison procedures between customers and company personnel

4.6 Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures

4.7 Observe and apply sales protocols

4.8 Document and communicate sales results within the organisation’s reporting and continuous improvement process

4.9 Confirm and update records of customer profile/needs

4.10 Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

5. Prepare sales reports

5.1 Maintain sales records and prepare written reports

5.2 Identify sales/performance variances and take corrective action to adjust performance

5.3 Use local market information to update and develop sales strategies

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
Access, interpret and apply sales documentation and ensure the work activity is compliant 
Confirm local market information regarding construction materials 
Identify sales area boundaries in accordance with economic efficiency/effectiveness 
Identify and describe competitor organisations and basic profiles 
Apply company products and pricing systems within organisational requirements 
Implement company sales strategy 
Identify and apply successful sales processes to sales situations 
Plan, undertake and record customer prospects 
Plan, prepare and undertake the sales approach 
Apply effective sales communication techniques in face to face, telephone and written situations 
Prepare quotations/tenders 
Plan, prepare and conduct sales presentations/demonstrations 
Handle objections effectively throughout the sales process 
Apply a variety of closure techniques to secure sales 
Follow up sales according to procedures and customer feedback mechanisms 
Review personal sales performance, and formulate a plan for personal development 
Establish processes and systems to monitor and review customer base and local market 
Identify current and potential customers 
Develop and record customer profiles in a customer database 
Establish and/maintain liaison procedures between customers and company personnel 
Manage order taking system and employees involved in the ordering process 
Implement continuous improvement techniques and processes 
Agree and identify sales roles and responsibilities 
Manage the activities of sales personnel 
Develop and agree on weekly/monthly sales call plan 
Prioritise and agree on sales activities 
Identify, record and activate liaison procedures between customers and company personnel 
Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures 
Observe and apply sales protocols 
Document and communicate sales results within the organisation’s reporting and continuous improvement process 
Confirm and update records of customer profile/needs 
Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier 
Maintain sales records and prepare written reports 
Identify sales/performance variances and take corrective action to adjust performance 
Use local market information to update and develop sales strategies 
Access, interpret and apply sales documentation and ensure the work activity is compliant 
Confirm local market information regarding construction materials 
Identify sales area boundaries in accordance with economic efficiency/effectiveness 
Identify and describe competitor organisations and basic profiles 
Apply company products and pricing systems within organisational requirements 
Implement company sales strategy 
Identify and apply successful sales processes to sales situations 
Plan, undertake and record customer prospects 
Plan, prepare and undertake the sales approach 
Apply effective sales communication techniques in face to face, telephone and written situations 
Prepare quotations/tenders 
Plan, prepare and conduct sales presentations/demonstrations 
Handle objections effectively throughout the sales process 
Apply a variety of closure techniques to secure sales 
Follow up sales according to procedures and customer feedback mechanisms 
Review personal sales performance, and formulate a plan for personal development 
Establish processes and systems to monitor and review customer base and local market 
Identify current and potential customers 
Develop and record customer profiles in a customer database 
Establish and/maintain liaison procedures between customers and company personnel 
Manage order taking system and employees involved in the ordering process 
Implement continuous improvement techniques and processes 
Agree and identify sales roles and responsibilities 
Manage the activities of sales personnel 
Develop and agree on weekly/monthly sales call plan 
Prioritise and agree on sales activities 
Identify, record and activate liaison procedures between customers and company personnel 
Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures 
Observe and apply sales protocols 
Document and communicate sales results within the organisation’s reporting and continuous improvement process 
Confirm and update records of customer profile/needs 
Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier 
Maintain sales records and prepare written reports 
Identify sales/performance variances and take corrective action to adjust performance 
Use local market information to update and develop sales strategies 

Forms

Assessment Cover Sheet

RIICCR501D - Conduct sales in construction materials operations
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

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Assessor name:

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Assessment Record Sheet

RIICCR501D - Conduct sales in construction materials operations

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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