ELEMENT

PERFORMANCE CRITERIA

1. Identify local market opportunities

1.1. Access, interpret and apply compliance documentation relevant to the work activity

1.2. Confirm local market information as regards construction materials

1.3. Identify sales area boundaries in accordance with economic efficiency/effectiveness

1.4. Identify and describe competitor organisations and basic profiles

1.5. Apply company products and pricing systems within organisational requirements

1.6. Implement company sales strategy

2. Conduct and follow through sales

2.1. Identify and apply successful sales processes to sales situations

2.2. Plan, undertake and records customer prospects

2.3. Plan, prepare and undertake the sales approach

2.4. Apply effective sales communication techniques in face to face, telephone and written situations

2.5. Prepare quotations/tenders

2.6. Plan, prepare and conduct sale presentations/demonstration

2.7. Handle objections effectively throughout the sales process

2.8. Apply a variety of closure techniques to secure sales

2.9. Follow up sales according to organisation follow up procedures and customer feedback mechanisms

2.10. Undertake a personal analysis in relation to achievement of success as a salesperson, and formulate a plan for personal development

3. Establish potential customer database and site sales systems

3.1. Establish site processes and systems to monitor and review customer base and local market

3.2. Identify current and potential customers

3.3. Develop and record customer profiles in a customer database

3.4. Establish and/or maintain liaison procedures between customers and company personnel

3.5. Manage order taking system and employees involved in the ordering process

3.6. Implement continuous improvement techniques and processes

4. Develop and maintain site sales operations

4.1. Agree and identify sales roles and responsibilities

4.2. Manage the activities of sales personnel where applicable

4.3. Develop and agree on weekly/monthly sales call plan

4.4. Prioritise and agree on sales activities

4.5. Identify, record and activate liaison procedures between customers and company personnel

4.6. Analyse result of sales to institute techniques for improvement of sales skills and organisational procedures

4.7. Observe and apply sales protocols

4.8. Document and communicate sales results within the organisation's reporting and continuous improvement process

4.9. Confirm and update records of customer profile/needs

4.10. Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

5. Prepare sales reports

5.1. Maintain sales records and prepare reports

5.2. Identify sales/performance variances and take corrective action to adjust performance

5.3. Use local market information to update and develop sales strategies

Required skills

Specific skills are required to achieve the Performance Criteria of this unit, particularly for its application in the various circumstances in which this unit may be used. This includes the ability to carry out the following as required to conduct sales in construction materials operations:

apply legislative, organisation and site requirements and procedures for conducting sales in construction materials operations

access, interpret and apply company sales systems and processes

conduct cold calls

initiate and close sales negotiations

apply company pricing structure

plan sales

cost products

conduct market information collection

make decisions

maintain records

effective communication to coordinate teams, negotiate, resolve conflict, run meetings

writing skills to prepare correspondence and reports

Required knowledge

Specific knowledge is required to achieve the Performance Criteria of this unit, particularly for its application in the various circumstances in which this unit may be used. This includes knowledge of the following as required to conduct sales in construction materials operations:

site products and services

competitor market information

site pricing structure - transport, products, profit margins

company systems - costing, invoicing credit, delivery

sales techniques and strategies

company delivery capabilities - loading equipment and transport capability

customers profiles and processes

contract law relevant to sales operations

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 worksite operations and satisfy all of the requirements of the performance criteria, required skills and knowledge and the range statement of this unit and include evidence of the following:

knowledge of the requirements, procedures and instructions for conducting sales in construction materials operations

implementation of procedures and techniques for the safe, effective and efficient conduct of sales in construction materials operations

the identification of the relevant information and scope of the work required to meet the required outcomes

the identification of viable options and the selection of methods of conducting sales in construction materials operations that best meet the required outcomes

working with others to undertake and complete the conduct of sales in construction materials operations

consistent successful conduct of sales in construction materials operations

Context of and specific resources for assessment

This unit must be assessed in the context of the work environment. Where personal safety or environmental damage are limiting factors, assessment may occur in a simulated environment provided it is realistic and sufficiently rigorous to cover all aspects of workplace performance, including task skills, task management skills, contingency management skills and job role environment skills.

Assessment of this competency requires typical resources normally used in a resources and infrastructure sector environment. Selection and use of resources for particular worksites may differ due to the site circumstances.

The assessment environment should not disadvantage the participant. For example, language, literacy and numeracy demands of assessment should not be greater than those required on the job.

Customisation of assessment and delivery environment should sensitively accommodate cultural diversity.

Aboriginal people and other people from a non English speaking background may have second language issues.

Where applicable, physical resources should include equipment modified for people with disabilities. Access must be provided to appropriate learning and/or assessment support when required.

Method of assessment

This unit may be assessed in a holistic way with other units of competency. The assessment strategy for this unit must verify required knowledge and skill and practical application using more than one of the following assessment methods:

written and/or oral assessment of the candidate's required knowledge in undertaking the conduct of sales in construction materials operations

observed, documented and/or first hand testimonial evidence of the candidate's:

implementation of appropriate requirements, procedures and techniques for the safe, effective and efficient achievement of required outcomes

identification of the relevant information and scope of the work required to meet the required outcomes

identification of viable options and the selection of methods of conducting sales in construction materials operations that best meet the required outcomes

consistent achievement of required outcomes

first hand testimonial evidence of the candidate's:

working with others to undertake and complete the conduct of sales in construction materials operations

provision of clear and timely required support and advice on the conduct of sales in construction materials operations

Guidance information for assessment

Consult the SkillsDMC User Guide for further information on assessment including access and equity issues.

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.

Compliance documentation may include:

legislative, organisational and site requirements and procedures

manufacturer's guidelines and specifications

Australian standards

Employment and workplace relations legislation

Equal Employment Opportunity and Disability Discrimination legislation

Construction materials may include:

quarry products

other extractive industries operations products

pre-mixed concrete

road and pavement surfacing products and services

Market information may include:

local/state/federal government conditions

market trends - volumetric, changing product profile, substitutes, pricing

competitors:

products

people

locations(s)

capabilities

profile

delivery - distance and time/means

company and/or site production capacity

customers' perceptions/objections

customers' purchasing profile

roles and responsibilities of customer's personnel

environmental implications

occupational health and safety implications

specifications and standards

Sales area boundaries may be set by:

geographic boundaries

transportation systems

operating limits

coordination with other operations within the organisation

Personal development may include:

product knowledge

sales skills

personal presentation

interpersonal communication skills

personal style and/or image

attitudinal

company policy/quality system

preparing customer profiles

company production capability versus customers requirements

distribution networks

company pricing structures

negotiation skills

conflict resolution

customer relations

roles and responsibilities of sales and production personnel

sales techniques

company recording/reporting systems

Customer profiles may include:

credit rating

historic sales

product pricing

payment system and invoicing arrangements

product types, quality and quantity

delivery/transport methods and arrangements

purchasing trend