Application
This unit requires sales and administrative staff to utilise business technology and systems to maintain an accurate product database to evaluate and forecast customer preferences and product or service performance according to business policy and procedures. | |
Prerequisites
Nil | |
Elements and Performance Criteria
ELEMENT | PERFORMANCE CRITERIA | ||
1 | Process product and service data. | 1.1 | Source and report product and service data using business technology and systems. |
1.2 | Store, retrieve and relay data according to business technology, information management systems and procedures. | ||
1.3 | Process product and service data according to confidentiality, security and systems access requirements. | ||
2 | Monitor customer sales. | 2.1 | Monitor product mix for each customer to identify potential add-on sales. |
2.2 | Monitor customer sales figures to identify success of current sales and supply targets. | ||
2.3 | Enter information affecting future forecasts into the database in an accurate and timely manner. | ||
3 | Maintain product database. | 3.1 | Maintain accurate and current details of products and services in product database, including deleting old items and inserting new items. |
3.2 | Collect and correctly process latest data. | ||
3.3 | Apply security procedures for access to database. | ||
3.4 | Build and maintain data records to according to business policy and procedures. | ||
3.5 | Collect information for reporting purposes using appropriate technology to convey product or service information. | ||
3.6 | Generate reports to business requirements. | ||
4 | Determine customer preferences. | 4.1 | Evaluate volume of products purchased by individual customers to anticipate future requirements and preferences. |
4.2 | Provide timely and accurate reports on information that can enhance decision making on provision of products and services to customers. |
Required Skills
This section describes the essential skills and knowledge and their level, required for this unit. |
The following skills must be assessed as part of this unit: using business technology and systems to: input and process product and service data retrieve and utilise data appropriately maintain product databases monitor customer preferences, sales and develop sales and supply targets generate reports to business requirements applying security procedures for business technology and systems collecting and organising information analysing and evaluating information time management literacy and numeracy skills to: perform data entry read and interpret a range of written material interpret sales data produce reports. |
The following knowledge must be assessed as part of this unit: range of customers and product and services offered types of data data processing requirements storage and security of data and hardware or records systems use and maintenance of business technology and systems business policy and procedures in regard to: supply and distribution of products or services reporting mechanisms use and maintenance of customer and sales data data security and privacy evaluation of product and service performance. factors determining customer preferences OHS with relation to use of computer equipment. |
Evidence Required
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package. | |
Critical aspects for assessment and evidence required to demonstrate competency in this unit | Evidence of the following is essential: utilises business technology and systems to perform accurate data processing, storage and retrieval according to data and systems security requirements and business policy and procedures collects and organises information to maintain accurate and current details of products and services in product database utilises product database to perform accurate product or service performance evaluations and report accurate information on customer preferences across a range of customers and products or services according to business policy and procedures interprets customer preference and product or service performance information to forecast customer preferences and requirements. |
Context of and specific resources for assessment | Assessment must ensure access to: a sales-oriented work environment relevant sources of product and service information relevant documentation, such as: policy and procedures manuals sales reports business plans and objectives relevant business technology and systems. |
Methods of assessment | A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit: observation of performance in the workplace third-party reports from a supervisor review of portfolio of evidence written or verbal questioning to assess knowledge and understanding. Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended. |
Assessing employability skills | Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts. Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification. |
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 in the performance criteria is detailed below. | |
Product or service data may include: | purchase requests and orders tender submissions and proposals invoices and payment requests statements and petty cash vouchers offer and contract documents evaluation documentation records of supplier performance financial statements records of conversation. |
Business technology and systems may include: | portable data entry personal computers or terminals (stand-alone or networked) printers scanners numerical keyboard equipment, including calculators software, including: word processing databases spreadsheets financial inventory electronic data interchange (EDI) point-of-sale terminals information management systems sales and distribution systems. |
Data may be: | public secure electronic hard copy verbal internal or external annual reports statistical reports |
Customers may include: | business customers or individuals new or repeat contacts external and internal contacts customers with routine or special requests people from a range of social, cultural and ethnic backgrounds and with varying physical and mental abilities. |
Sales and supply targets may include: | market share positioning with local businesses price quality volume of sales presentation or merchandising of products or services customer retention shift in sales demographics. |
Details recorded in product database may include: | dimensions and characteristics manufacturer or supplier packaging price (wholesale, retail, etc.) trends seasonal variations special events |
Business policy and procedures may relate to: | supply and distribution of products or services operating and maintaining business technology reporting mechanisms use and maintenance of customer and sales data data security and privacy evaluation of product and service performance. |
Reports may be: | written electronic verbal annual reports internal or external statistical reports. |
Sectors
Sector | Wholesale |
Competency Field
Sales | |
Employability Skills
The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements. | |
Licensing Information
Not applicable.