ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Identify organisational strategic direction

1.1 Obtain and analyse assessment of market needs and strategic planning documents

1.2 Review previous sales performance and successful approaches to identify factors affecting performance

1.3 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making

2. Establish performance targets

2.1 Determine practical and achievable sales targets

2.2 Establish realistic time lines for achieving targets

2.3 Determine measures to allow for monitoring of performance

2.4 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image

3. Develop a sales plan for a product

3.1 Determine approaches to be used to meet sales objectives

3.2 Identify additional expertise requirements and allocate budgetary resources accordingly

3.3 Identify risks and develop risk controls

3.4 Develop advertising and promotional strategy for product

3.5 Identify appropriate distribution channels for product

3.6 Prepare a budget for the sales plan

3.7 Present documented sales plan to appropriate personnel for approval

4. Identify support requirements

4.1 Identify and acquire staff resources to implement sales plan

4.2 Develop an appropriate selling approach

4.3 Train staff in the selling approach selected

4.4 Develop and assess staff knowledge of product to be sold

5. Monitor and review sales plan

5.1 Monitor implementation of the sales plan

5.2 Record data measuring performance versus sales targets

5.3 Make adjustments to sales plan as required to ensure required results are obtained

Skill

Performance

Criteria

Description

Reading

1.1-1.3, 2.4, 3.5, 4.1, 5.1-5.3

Analyses and interprets workplace documentation

Recognises information in job specifications and work processes related to sales requirements

Writing

1.2, 2.1-2.3, 3.1-3.6, 4.2, 4.3, 5.1- 5.3

Accurately records information according to organisational requirements

Composes and edits texts, selecting appropriate vocabulary and structure for audience and purpose

Oral Communication

3.7, 4.1, 4.3, 4.4

Presents information to a range of audiences using appropriate structure and language

Uses questioning and active listening to request feedback or to clarify or confirm understanding

Numeracy

1.1-1.3, 2.1-2.3, 3.2, 3.6, 5.2-5.3

Uses a wide range of mathematical calculations to enter or analyse information related to sales plans, targets and performance

Navigate the world of work

1.1, 2.4

Considers organisational goals when determining and developing sales plans and strategies

Interact with others

3.7, 4.1, 4.3, 4.4

Identifies and uses appropriate conventions and protocols when communicating with a range of personnel

Demonstrates sophisticated control over oral, visual and/or written formats, drawing on a range of communication practices to achieve training goals

Get the work done

1.1, 1.3, 2.1-2.3, 3.2-3.7, 4.1, 4.2, 4.4, 5.1, 5.3

Sequences and schedules complex activities, monitors implementation and manages relevant communication

Uses systematic, analytical processes in complex, non-routine situations, setting goals, designing strategies, gathering relevant information and evaluating options

Uses formal and informal processes to monitor implementation of solutions and reflect on outcomes

Develops new and innovative ideas through exploration, analysis and critical thinking