Application
This unit describes the performance outcomes, skills and knowledge required to plan, implement and report on sales and promotional activities in a territory.
It applies to individuals working in sales roles who take responsibility for building sales in a territory within established organisation policies and procedures.
No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.
Elements and Performance Criteria
ELEMENTS | PERFORMANCE CRITERIA |
Elements describe the essential outcomes. | Performance criteria describe the performance needed to demonstrate achievement of the element. |
1. Develop plan to maximise sales. | 1.1.Determine characteristics and market position of product or service sales in a territory. 1.2.Report major competitor activity in a sales territory, product or service area to relevant personnel. 1.3.Develop sales objectives and plan for a specific territory based on information gathered and business targets. 1.4.Identify and include opportunities to value add to existing businesses. 1.5.Identify, integrate and report special events or opportunities for one-off sales and promotional programs. 1.6.Seek approval for plan from relevant personnel. |
2. Implement sales plan. | 2.1.Confirm availability of products or services to support activities. 2.2.Organise and conduct activities according to agreed plan. 2.3.Use strategies to optimise activities. 2.4.Work cooperatively with business customers to maximise product or service sales according to business agreements. |
3. Report on product sales within a territory. | 3.1.Complete timely and accurate sales reports. 3.2.Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures. 3.3.Identify success of specific sales strategies. 3.4.Submit recommendations for improving sales to relevant personnel. |
Evidence of Performance
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, implement and report on at least one plan to build product sales in a geographic territory or for a specific group of business customers
engage in each of the following:
cooperative activities with other businesses
‘one off’ promotional activities.
Evidence of Knowledge
Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:
organisational policies and procedures for sales planning, implementation and approval
key aspects of legislation that impact sales work:
Australian Consumer Law
commercial law
Work Health and Safety (WHS)
characteristics, features and benefits of products being sold
key components of sales planning cycles and inclusions for sales plans
methods for collection and analysis of:
current market position
success of sales strategies
positioning of major competitors
anticipated customer demands
progress towards sales targets
customer/territory demographics, features and services characteristics
factors that may affect sales activities
types of promotional activities and how they may be used:
advertising
events
promotional materials
sales discounts
seasonal campaigns
merchandising and display
strategies that foster cooperative planning
types of cooperative activities:
co-branding
collaborative planning
improved trading terms
joint promotions
pricing
special events support.
Assessment Conditions
Skills must be demonstrated in a wholesale environment. This can be:
an industry workplace
a simulated industry environment.
Assessment must ensure access to:
organisational policies and procedures for sales activities
a business sales system
organisational business plans and objectives
sources of market information relevant to the product and customers.
Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.
Foundation Skills
Foundation skills essential to performance in this unit, but not explicit in the performance criteria are listed here, along with a brief context statement. | |
SKILLS | DESCRIPTION |
Reading skills to: | source and interpret market information. |
Technology skills to: | use business technology to prepare sales reports. |
Sectors
Wholesale
Competency Field
Sales