This unit applies to retail and wholesale managers who developing a sales strategy for rural products.

ELEMENT

PERFORMANCE CRITERIA

1. Review existing sales plans

1.1. Current market returns are reviewed against sales objectives for the property.

1.2. Current performance data is analysed and compared to relevant benchmark information.

1.3. Trends and opportunities in respect to customer requirements are identified.

1.4. Current specifications for products and services are reviewed.

2. Devise a sales strategy

2.1. Range of market options for farm products and services are identified.

2.2. Alternative market options are analysed for their profitability and feasibility consistent with sales objectives for property.

2.3. Sales plan is developed identifying product specifications and quality assurance strategy, target market outlets, timing and volume of sales, and price risk management strategy.

2.4. Available resource commitments and capacity are determined to implement the sales strategy.

2.5. Contingency arrangements are defined to manage variations in production and market prices.

3. Implement and review a sales strategy

3.1. Sales are conducted according to the sales strategy and adjusted according to the contingency plan.

3.2. Sales plan is reviewed and amended.

Required skills

research skills

determine current market position

review existing strategies and propose improvements

check relevant business, industrial and legislative requirements

define and obtain information for use in making effective decisions

develop plans to implement sales strategies

use literacy skills to fulfil job roles as required by the organisation. The level of skill may range from reading and understanding documentation to completion of written reports

use oral communication skills/language competence to fulfil the job role as specified by the organisation including questioning, active listening, asking for clarification, negotiating solutions and responding to a range of views

use numeracy skills to estimate, calculate and record complex workplace measures

use interpersonal skills to work with others and relate to people from a range of cultural, social and religious backgrounds and with a range of physical and mental abilities.

Required knowledge

potential market outlets

customer specifications for products and services

relevant information sources related to markets and market returns

marketing and promotional planning targets

OHS legislation, codes of practice and enterprise requirements

relevant commercial law and legislation.

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.

Overview of assessment

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

The evidence required to demonstrate competency in this unit must be relevant to workplace operations and satisfy holistically all of the requirements of the performance criteria and required skills and knowledge and include achievement of the following:

review current product sales against the marketing plan

identify product specifications and quality assurance strategy, target market outlets, timing and volume of sales, and price risk management strategy.

assess a range of options for selling rural products

devise a sales strategy

implement the sales strategy and review against targets in the marketing plan.

Context of and specific resources for assessment

Competency requires the application of work practices under work conditions. Selection and use of resources for some worksites may differ due to the regional or enterprise circumstances.

The range statement relates to the unit of competency as a whole.

Rural products may include:

any agricultural product

any horticultural product.

Unit sector

Merchandising

This unit contains employability skills.