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

SIRWSLS304 Mapping and Delivery Guide
Build sales of branded products

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency SIRWSLS304 - Build sales of branded products
Description This unit describes the performance outcomes, skills and knowledge required to promote, position and maximise the sale of branded products for a business in a thin sales territory.The unit covers focussing on setting sales objectives, developing promotional strategies, monitoring sales, and ensuring outcomes are achieved for branded products.
Employability Skills This unit contains employability skills.
Learning Outcomes and Application The unit applies to sales personnel.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
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: Maximise sale of branded products in a territory.
  • 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 supervising manager.
  • Process and action special requests from customer businesses distributing and selling brand.
  • Develop sales plan for a specific territory.
  • Build opportunities to value add to existing businesses.
  • Identify and report special events or opportunities for once-off sales and promotional programs.
  • Factor special events into sales plans.
       
Element: Secure effective product positioning in business outlets.
  • Implement joint merchandising plans.
  • Plan and secure off-location displays.
  • Secure optimal locations for product displays.
  • Confirm products or services are available for promotions and supply agreements in a timely manner.
  • Foster cooperative strategies with management of business customers to maximise product or service sales.
       
Element: Report on sale of branded products within a territory.
  • Complete sales reports on branded product for a territory.
  • Report key activities by product, brand or service type for specific customers or other variables.
  • Report success of sales strategies for branded product within a territory.
  • Submit recommendations for improving sales of branded products in the territory to team management.
       


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.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

collects and organises relevant information to identify factors affecting sales of branded products

determines market share for branded products and develops sales objectives and strategies to maximise sales

ensures productive product positioning in business outlets

implements and provides support for joint merchandising plans with business customers

proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer.

Context of and specific resources for assessment

Assessment must ensure access to:

a business-to-business sales work environment

relevant documentation, such as:

business policy and procedures

sales plans and objectives

a range of business customers with different requirements.

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:

observation of performance in the workplace

third-party reports from a supervisor

customer feedback

written or verbal questioning to assess knowledge and understanding.

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

collecting, analysing and organising skills to:

determine current market position

evaluate success of sales strategies for branded product

identify positioning of major competitors

identify special events and anticipate customer demands

monitor progress towards sales targets

provide recommendations for improving sales

communication and interpersonal skills to:

liaise with customers

negotiate with and persuade customers

literacy and numeracy skills to:

develop sales reports

read and interpret information

review sales outcomes

planning and organising skills to:

implement joint plans

develop and implement sales plans

plan personal tasks and priorities

selling skills to promote branded products

teamwork skills to foster cooperative strategies and collaboration

Required knowledge

analysis and reporting requirements

relevant legislation and statutory requirements relating to the retail industry, including:

work health and safety (WHS

commercial law and legislation

key components of planning cycles

relevant business policy and procedures

special events that affect a territory or business customer’s account

strategies that foster cooperative planning

territory coverage plans

territory features and service characteristics

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 individual, accessibility of the item, and local industry and regional contexts) may also be included.

Characteristics may include:

features and benefits

price range

supplier or manufacturer information

target group.

Territory may be defined by:

account customers

demographic parameters

size, type and location of businesses

territory size, location and geographic spread.

Major competitor activity may include changes to:

customer retention figures

market share

positioning with local businesses

presentation or merchandising of products or services

price

quality

sales demographics

volume of sales.

Brandmay encompass:

company brands

intellectual property

product brands

register trademarks

registered brands

supplier brands.

Sales planfor a specific territory may take into account:

business merchandise range

characteristics of the specific products or services

customer confidence and expectations

customer demographics

relevant business policy and procedures

relevant legislation and statutory requirements

size, type and location of business

types of products and services provided.

Special events may include:

promotional campaigns

recreational events, such as sporting events and public gatherings

seasonal events, such as holidays.

Promotional programs may include:

advertising materials

events

gift merchandise and promotional materials

loyalty programs

manufacturer product or service campaigns

sales discounts

seasonal campaigns

special displays

staff uniforms, badges and hats.

Merchandising plans may include:

new products

new range

promotional activities

signage.

Displays may include:

displays for promotional photography

exhibition displays

new products

new range

promotion

sale

window displays.

Cooperative strategies with business customers may include:

co-branding

collaborative planning

improved trading terms

joint promotions

pricing

special events support.

Reports on branded product for a territory may include information on:

business customer requests

competitor activities

display disputes

end consumer complaints

product problems

recalls.

Sales strategies may vary with:

brand type

marketing campaigns

product or service

promotional strategies and their duration, cycle, territory coverage and product or service focus

territory.

Recommendations may be given:

in groups

in writing

individually

verbally.

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 supervising manager. 
Process and action special requests from customer businesses distributing and selling brand. 
Develop sales plan for a specific territory. 
Build opportunities to value add to existing businesses. 
Identify and report special events or opportunities for once-off sales and promotional programs. 
Factor special events into sales plans. 
Implement joint merchandising plans. 
Plan and secure off-location displays. 
Secure optimal locations for product displays. 
Confirm products or services are available for promotions and supply agreements in a timely manner. 
Foster cooperative strategies with management of business customers to maximise product or service sales. 
Complete sales reports on branded product for a territory. 
Report key activities by product, brand or service type for specific customers or other variables. 
Report success of sales strategies for branded product within a territory. 
Submit recommendations for improving sales of branded products in the territory to team management. 

Forms

Assessment Cover Sheet

SIRWSLS304 - 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

SIRWSLS304 - 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: