- BSBSLS501A - Develop a sales plan
BSBSLS501A
Develop a sales plan
Application
This unit applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service.
Elements and Performance Criteria
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 Describe 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 |
Required Skills
Required skills
communication and negotiation skills to determine sales needs, and to refine and modify sales plans in consultation with relevant organisational personnel
creativity and innovation skills to develop and evaluate new sales approaches
research and data collection skills to gather information to develop a sales plan.
Required knowledge
identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as:
anti
ethical principles
consumer protection
contract law
privacy laws
Competition and Consumer Act 2010
industry, organisation, product
methods for monitoring sales outcomes
organisational strategic direction and objectives
principles and techniques for selling
statistical techniques for analysing sales and market trends.
Evidence Required
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 | Evidence of the following is essential: development of a sales plan for a product sold by an organisation knowledge of organisational strategic direction and objectives. |
Context of and specific resources for assessment | Assessment must ensure: access to an actual workplace or simulated environment access to office equipment and resources access to strategic planning and sales documents, data and information. |
Method of assessment | A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit: analysis of responses to case studies assessment of documented sales plans demonstration of sales plan development techniques |
Guidance information for assessment | Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended. |
Range Statement
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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Strategic planning documents may include: | company mission statement financial records industry trends marketing trends operations plan product trends strategic plan. |
Reviewing previous sales performance may include: | analysis of sales history consideration of related product strategies evaluation of competitors’ or other companies’ approaches innovative suggestions marketing research. |
Measures to allow for monitoring may include: | volume of sales whether sales targets are met or not progress towards targets surveys of potential/existing/previous clients. |
Additional expertise may include: | designers of materials and displays media producers advertising executives. |
Products may include: | goods ideas services. |
Distribution channels may include: | agents brokers industry associations. |
Selling approach may include: | answers to frequently asked questions introductory techniques planned approaches sales scripts strategies for handling negative comments. |
Sectors
Competency Field
Business Development – Sales
Employability Skills
This unit contains employability skills.
Licensing Information
No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.