This unit requires frontline sales personnel to identify factors affecting sales performance, review and analyse personal sales outcomes against agreed sales targets and implement strategies to attain sales targets according to business policy and procedures. | |
Nil | |
ELEMENT | PERFORMANCE CRITERIA | ||
1 | Analyse sales targets. | 1.1 | Confirm team sales targets according to business policy and procedures. |
1.2 | Analyse personal sales targets against agreed parameters. | ||
2 | Determine factors affecting attainment of sales targets. | 2.1 | Regularly monitor progress towards sales targets. |
2.2 | Evaluate factors affecting sales performance against the agreed sales targets. | ||
2.3 | Anticipate and address factors likely to impinge upon attainment of sales targets. | ||
2.4 | Approve amended or new sales targets according to business policy and procedures. | ||
3 | Attain sales targets. | 3.1 | Attain or exceed sales targets under normal circumstances. |
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: collecting, analysing and organising information to: confirm and implement sales targets establish personal sales targets against agreed parameters monitor progress towards sales targets determine factors affecting sales performance personal task and priority planning time management verbal and non-verbal interpersonal communication skills literacy and numeracy skills to: review personal sales outcomes read and interpret information document procedures for improving sales. |
The following knowledge must be assessed as part of this unit: parameters determining successful attainment of personal sales targets factors affecting sales territory characteristics and features types of business customers range of products and services customer needs relevant business policy and procedures business plans and targets affecting personal sales targets business policy and procedures OHS aspects of job relevant consumer law, commercial law and legislation. |
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: collects and organises information to review and analyse personal sales outcomes against agreed sales targets according to business policy and procedures identifies factors affecting sales performance and develops strategies to attain sales targets |
Context of and specific resources for assessment | Assessment must ensure access to: a wholesale work environment relevant documentation, such as: business policy and procedures business plans and objectives access to a range of customers with different requirements |
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 customer feedback 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. |
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. | |
Sales targets may vary according to: | product or service merchandising and sales strategy sales strategy promotional strategies and their duration, cycle, territory coverage and product or service focus. |
A team may include: | small work teams business team full-time, part-time, casual or contract staff people with varying degrees of language and literacy people from a range of cultural, social and ethnic backgrounds people with a range of responsibilities and job descriptions. |
Business policy and procedures in relation to: | sale of products and services sales planning and evaluation approval processes interaction with customers interaction with colleagues. |
Agreed parameters may include: | volume price territory customer accounts trading terms market share customer satisfaction. |
Factors affecting sales performance may include: | customer requirements market share competitor activities quality of products or services presentation or merchandising of the product associated sales associated promotions promotional tie-ins or co-location merchandise availability logistics. |
Sector | Wholesale |
Sales | |
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. | |
Not applicable.