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:

researches and assesses opportunities for new products or services against performance of current products or services

monitors, evaluates and reports on product or service performance over a period of time

liaises with suppliers and other business partners to prepare up-to-date and accurate data on product or service performance for consideration within planning processes

produces concise reports to convey information regarding product or service performance to relevant personnel according to business policy.

Context of and specific resources for assessment

Assessment must ensure access to:

a sales-oriented work environment

information on:

markets

competitors

products and services

suppliers

relevant documentation, such as:

policy and procedures manuals

sales reports

a range of customers with different requirements.

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.

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:

check information with business and supplier personnel

discuss and review analysis of business performance with relevant internal and external personnel 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 interpreting a range of business documentation

accessing and interpreting client and sales information

calculating figures

generating reports

researching and analysing internal and external factors that affect current business position

estimating and projecting sales figures to set sales objectives

time management

strategising, planning and prioritising.

researching, analysing and reporting

collecting and organising information.

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

current business position

opportunities for new products

business performance over time

rationale for current products and services

product and service performance analysis techniques

OHS aspects of 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.

The development of strategic goals and performance indicators may include:

consultation with key stakeholders

budget considerations

procurement processes

approval processes

contractual arrangements.

Forecasts may vary with:

product or service

merchandising and sales strategy

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

Indicators may be accessed via:

Australian Bureau of Statistics

competitor information

annual reports

trade publications

field reports

stock market analyses.

Sources of information may include:

verbal communication, including face to face, telephone, internet and radio

written communication such as data exchange, letters, e-mails

feedback.

Internal staff and supplier personnel may include:

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.

Plans may include:

strategic business plans

marketing

promotional

sales strategies

purchasing and procurement

disposal

human resources

public relations

contingency

risk management

environmental.

Mechanisms to analyse performance of products and services may include:

contact history

purchase requests and orders

tender submissions and proposals

invoices and payment requests

statements and petty cash vouchers

offer and contract documents

evaluation process documentation

records of supplier performance

financial statements.

Internal and external personnel may include:

specialist contacts

employees

supervisors

store manager

area manager.