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

SIRWSLS003 Mapping and Delivery Guide
Build sales of branded products

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency SIRWSLS003 - Build sales of branded products
Description
Employability Skills
Learning Outcomes and Application This unit describes the performance outcomes, skills and knowledge required to plan, implement and report on sales and promotional activities in a territory.It applies to individuals working in sales roles who take responsibility for building sales in a territory within established organisation policies and procedures.No occupational licensing, certification or specific legislative 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.

Skills must be demonstrated in a wholesale environment. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

organisational policies and procedures for sales activities

a business sales system

organisational business plans and objectives

sources of market information relevant to the product and customers.

Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.
Prerequisites/co-requisites
Competency Field 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: Develop plan to maximise sales.
  • Determine characteristics and market position of product or service sales in a territory.
  • Report major competitor activity in a sales territory, product or service area to relevant personnel.
  • Develop sales objectives and plan for a specific territory based on information gathered and business targets.
  • Identify and include opportunities to value add to existing businesses.
  • Identify, integrate and report special events or opportunities for one-off sales and promotional programs.
  • Seek approval for plan from relevant personnel.
       
Element: Implement sales plan.
  • Confirm availability of products or services to support activities.
  • Organise and conduct activities according to agreed plan.
  • Use strategies to optimise activities.
  • Work cooperatively with business customers to maximise product or service sales according to business agreements.
       
Element: Report on product sales within a territory.
  • Complete timely and accurate sales reports.
  • Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.
  • Identify success of specific sales strategies.
  • Submit recommendations for improving sales to relevant personnel.
       


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.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

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

1. Develop plan to maximise sales.

1.1.Determine characteristics and market position of product or service sales in a territory.

1.2.Report major competitor activity in a sales territory, product or service area to relevant personnel.

1.3.Develop sales objectives and plan for a specific territory based on information gathered and business targets.

1.4.Identify and include opportunities to value add to existing businesses.

1.5.Identify, integrate and report special events or opportunities for one-off sales and promotional programs.

1.6.Seek approval for plan from relevant personnel.

2. Implement sales plan.

2.1.Confirm availability of products or services to support activities.

2.2.Organise and conduct activities according to agreed plan.

2.3.Use strategies to optimise activities.

2.4.Work cooperatively with business customers to maximise product or service sales according to business agreements.

3. Report on product sales within a territory.

3.1.Complete timely and accurate sales reports.

3.2.Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.

3.3.Identify success of specific sales strategies.

3.4.Submit recommendations for improving sales to relevant personnel.

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

develop, implement and report on at least one plan to build product sales in a geographic territory or for a specific group of business customers

engage in each of the following:

cooperative activities with other businesses

‘one off’ promotional activities.

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for sales planning, implementation and approval

key aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

Work Health and Safety (WHS)

characteristics, features and benefits of products being sold

key components of sales planning cycles and inclusions for sales plans

methods for collection and analysis of:

current market position

success of sales strategies

positioning of major competitors

anticipated customer demands

progress towards sales targets

customer/territory demographics, features and services characteristics

factors that may affect sales activities

types of promotional activities and how they may be used:

advertising

events

promotional materials

sales discounts

seasonal campaigns

merchandising and display

strategies that foster cooperative planning

types of cooperative activities:

co-branding

collaborative planning

improved trading terms

joint promotions

pricing

special events support.

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.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

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

1. Develop plan to maximise sales.

1.1.Determine characteristics and market position of product or service sales in a territory.

1.2.Report major competitor activity in a sales territory, product or service area to relevant personnel.

1.3.Develop sales objectives and plan for a specific territory based on information gathered and business targets.

1.4.Identify and include opportunities to value add to existing businesses.

1.5.Identify, integrate and report special events or opportunities for one-off sales and promotional programs.

1.6.Seek approval for plan from relevant personnel.

2. Implement sales plan.

2.1.Confirm availability of products or services to support activities.

2.2.Organise and conduct activities according to agreed plan.

2.3.Use strategies to optimise activities.

2.4.Work cooperatively with business customers to maximise product or service sales according to business agreements.

3. Report on product sales within a territory.

3.1.Complete timely and accurate sales reports.

3.2.Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.

3.3.Identify success of specific sales strategies.

3.4.Submit recommendations for improving sales to relevant personnel.

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
Determine characteristics and market position of product or service sales in a territory. 
Report major competitor activity in a sales territory, product or service area to relevant personnel. 
Develop sales objectives and plan for a specific territory based on information gathered and business targets. 
Identify and include opportunities to value add to existing businesses. 
Identify, integrate and report special events or opportunities for one-off sales and promotional programs. 
Seek approval for plan from relevant personnel. 
Confirm availability of products or services to support activities. 
Organise and conduct activities according to agreed plan. 
Use strategies to optimise activities. 
Work cooperatively with business customers to maximise product or service sales according to business agreements. 
Complete timely and accurate sales reports. 
Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures. 
Identify success of specific sales strategies. 
Submit recommendations for improving sales to relevant personnel. 

Forms

Assessment Cover Sheet

SIRWSLS003 - Build sales of branded products
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

SIRWSLS003 - Build sales of branded products

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: