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

SIRXPRO001A Mapping and Delivery Guide
Maximise sales of branded products

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency SIRXPRO001A - Maximise sales of branded products
Description This unit describes the performance outcomes, skills and knowledge required to ensure a retail or wholesale business maximises sales of branded products using traditional or electronic sales and distribution mechanisms.
Employability Skills The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements.
Learning Outcomes and Application This unit focuses on setting sales objectives, developing promotional strategies, monitoring sales and ensuring outcomes are achieved.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
Competency Field Product Management
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: Set sales objectives to achieve business outcomes.
  • Set sales objectives for branded products to achieve business outcomes.
  • Establish frameworks to review and monitor sales objectives for branded products.
  • Determine factors causing variations in sales figures for branded products.
  • Determine specific branded product needs with customer representatives.
  • Adjust sales plan for specific branded products to meet customer or market needs.
  • Set sales priorities to achieve business outcomes.
  • Communicate sales for products or services to sales and service staff.
       
Element: Monitor sales.
  • Check sales reports for branded products according to business policy and procedures.
       
Element: Develop strategies for promotion of branded products.
  • Develop commercial strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans.
       
Element: Ensure sales of branded product deliver business outcomes.
  • Analyse factors limiting the success of sales strategies for branded products.
  • Achieve sales objectives and targets in business and marketing plans.
  • Achieve business outcomes for products or services.
       


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, the range statement and the Assessment Guidelines for this Training Package.

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

Evidence of the following is essential:

develops sales objectives to achieve set business outcomes according to business policy

develops and monitors sales strategies for branded products in line with business policy and procedures

communicates sales objectives and strategies to colleagues

monitors and evaluates team sales performance and market requirements to maximise future sales

compiles and reports summary information on sales performance to relevant personnel when appropriate.

Context of and specific resources for assessment

Assessment must ensure access to:

a sales-oriented work environment

relevant sources of product information

relevant documentation, such as:

policy and procedures manuals

sales reports

a range of customers with different requirements

a sales team.

Methods 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

review of portfolios of evidence and third-party workplace reports of on-the-job performance.

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

Assessing employability skills

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.

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.

This section describes the essential skills and knowledge and their level, required for this unit.

The following skills must be assessed as part of this unit:

interpersonal communication skills to:

determine specific branded product needs

communicate sales to staff through clear and direct communication

ask questions to identify and confirm requirements

use language and concepts appropriate to cultural differences

use and interpret non-verbal communication

literacy and numeracy skills in regard to:

reading and understanding business policies and procedures

accessing and interpreting client and sales information

calculating sales figures

generating reports

estimating and projecting sales figures to set sales objectives

time management

strategising, planning and prioritising.

The following knowledge must be assessed as part of this unit:

brand value and brand penetration in marketplace

range of products and services

comparative features and advantages of a brand

market share and current performance

the relationship between sales of branded product and business outcomes

enterprise technology

factors limiting the success of sales strategies

occupational, health and safety aspects to job

relevant commercial law and legislation.

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 in the performance criteria is detailed below.

Sales objectives may vary according to:

product or service

merchandising or sales strategy

sales

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

Brand may include:

product brands

company brands

supplier brands

registered trade marks

intellectual property.

Business outcomes may include:

key performance indicators

strategic objectives

price

market and sales indicators

brand value

quality standards and criteria

performance benchmarks

milestones.

Customer representatives may include:

new or repeat contacts

external and internal contacts

customers with routine or special requests

people from a range of social, cultural and ethnic backgrounds and with varying physical and mental abilities.

Customer or market needs may vary according to:

demographics

economics

competition

social and cultural factors

political factors

legal factors

natural factors

technology.

Staff may include:

full-time, part-time casual or contract staff

people with varying degrees of language and literacy

people from a range of cultural, social and ethnic backgrounds

people with a range of responsibilities and job descriptions.

Reports may include:

public notification

electronic

verbal

annual reports

internal or external

statistical reports.

Business policy and procedures may relate to:

sale and supply of products and services

interaction with customers

approval processes

negotiating contracts and trading terms

promotional and marketing programs.

Commercial strategies may include:

consultation with key stakeholders

expenditure budget

procurement process

approvals process

contractual arrangements

performance indicators.

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
Set sales objectives for branded products to achieve business outcomes. 
Establish frameworks to review and monitor sales objectives for branded products. 
Determine factors causing variations in sales figures for branded products. 
Determine specific branded product needs with customer representatives. 
Adjust sales plan for specific branded products to meet customer or market needs. 
Set sales priorities to achieve business outcomes. 
Communicate sales for products or services to sales and service staff. 
Check sales reports for branded products according to business policy and procedures. 
Develop commercial strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans. 
Analyse factors limiting the success of sales strategies for branded products. 
Achieve sales objectives and targets in business and marketing plans. 
Achieve business outcomes for products or services. 

Forms

Assessment Cover Sheet

SIRXPRO001A - Maximise 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

SIRXPRO001A - Maximise 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: