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

SIRXSLS004 Mapping and Delivery Guide
Drive sales results

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency SIRXSLS004 - Drive sales results
Description
Employability Skills
Learning Outcomes and Application This unit describes the performance outcomes, skills and knowledge required to develop and implement a plan to drive sales results in a retail marketplace. This unit applies to senior personnel working in a diverse range of industry sectors and business contexts. They operate independently and are responsible for making a range of operational business decisions and the achievement of sales results. 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 services industry environment. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

relevant business technology with internet capability

organisational documentation:

sales strategy

sales performance records

sales targets

sources of customer feedback.

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: Review current operations.
  • Analyse external retail market place to determine factors impacting sales.
  • Obtain and review organisational sales strategy.
  • Review current sales targets and performance and contributing factors that impact sales.
  • Obtain feedback from existing customers on current product and service offerings.
  • Analyse information to inform plans to drive sales.
       
Element: Develop a plan to drive sales.
  • Identify potential customer traffic generators to attract new customers.
  • Determine how to retain and develop repeat business from existing customers.
  • Consult relevant stakeholders for input into sales plan.
  • Develop a plan to grow sales from new and existing customers.
       
Element: Implement and monitor sales plan.
  • Communicate plan to relevant personnel delegating key responsibilities.
  • Schedule activities and resources to drive sales.
  • Undertake planned sales activities and support sales teams in creating a selling environment.
  • Monitor plan against targets and adjust as required.
       


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. Review current operations.

1.1.Analyse external retail market place to determine factors impacting sales.

1.2.Obtain and review organisational sales strategy.

1.3.Review current sales targets and performance and contributing factors that impact sales.

1.4.Obtain feedback from existing customers on current product and service offerings.

1.5.Analyse information to inform plans to drive sales.

2. Develop a plan to drive sales.

2.1.Identify potential customer traffic generators to attract new customers.

2.2.Determine how to retain and develop repeat business from existing customers.

2.3.Consult relevant stakeholders for input into sales plan.

2.4.Develop a plan to grow sales from new and existing customers.

3. Implement and monitor sales plan.

3.1.Communicate plan to relevant personnel delegating key responsibilities.

3.2.Schedule activities and resources to drive sales.

3.3.Undertake planned sales activities and support sales teams in creating a selling environment.

3.4.Monitor plan against targets and adjust as required.

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 and implement a plan to retail drive sales that includes:

comprehensive overview of current operations:

sales process and selling environment

average spend and conversion rates

stock levels in relation to customer demand

customer feedback

trends in consumer behaviour

competitor activity

economic activity

organisational sales targets

traffic generators for new customers

tactics to retain existing customers

tactics to increase average spend and conversion rates

monitor and review sales results against a sales plan for one sales period and identify areas for improved sales performance.

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

key elements and features of a sales plan

internal factors impacting on sales

external factors impacting sales in the retail environment:

trends in consumer behaviour

competitor activity

economic activity

role of customer feedback in growing sales

customer traffic generators

techniques for growing sales within the retail environment for:

new customers

existing customers

increasing average spend and conversion rates

marketing activities and their role in sales:

promotions

social media campaigns

advertising campaigns.

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. Review current operations.

1.1.Analyse external retail market place to determine factors impacting sales.

1.2.Obtain and review organisational sales strategy.

1.3.Review current sales targets and performance and contributing factors that impact sales.

1.4.Obtain feedback from existing customers on current product and service offerings.

1.5.Analyse information to inform plans to drive sales.

2. Develop a plan to drive sales.

2.1.Identify potential customer traffic generators to attract new customers.

2.2.Determine how to retain and develop repeat business from existing customers.

2.3.Consult relevant stakeholders for input into sales plan.

2.4.Develop a plan to grow sales from new and existing customers.

3. Implement and monitor sales plan.

3.1.Communicate plan to relevant personnel delegating key responsibilities.

3.2.Schedule activities and resources to drive sales.

3.3.Undertake planned sales activities and support sales teams in creating a selling environment.

3.4.Monitor plan against targets and adjust as required.

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
Analyse external retail market place to determine factors impacting sales. 
Obtain and review organisational sales strategy. 
Review current sales targets and performance and contributing factors that impact sales. 
Obtain feedback from existing customers on current product and service offerings. 
Analyse information to inform plans to drive sales. 
Identify potential customer traffic generators to attract new customers. 
Determine how to retain and develop repeat business from existing customers. 
Consult relevant stakeholders for input into sales plan. 
Develop a plan to grow sales from new and existing customers. 
Communicate plan to relevant personnel delegating key responsibilities. 
Schedule activities and resources to drive sales. 
Undertake planned sales activities and support sales teams in creating a selling environment. 
Monitor plan against targets and adjust as required. 

Forms

Assessment Cover Sheet

SIRXSLS004 - Drive sales results
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:

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Date:

Assessment Record Sheet

SIRXSLS004 - Drive sales results

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: