This unit focuses on setting sales objectives, developing promotional strategies, monitoring sales and ensuring outcomes are achieved for branded products. It involves identifying factors affecting sales of branded products and developing objectives and strategies to maximise sales.

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ELEMENT

PERFORMANCE CRITERIA

1

Maximise sale of branded products in a territory.

1.1

Determine characteristics and market position of product or service sales in a territory.

1.2

Report majorcompetitor activity in a territory or product or service area to supervising manager.

1.3

Process and action special requests from customer businesses distributing and selling brand.

1.4

Develop sales plan for a specific territory.

1.5

Build opportunities to value-add to existing businesses into sales strategies.

1.6

Identify and report special events or opportunities for once-off sales and promotional programs.

1.7

Factor special events into sales plans.

2

Secure effective product positioning in business outlets.

2.1

Implement joint merchandising plans.

2.2

Plan and secure off-location displays.

2.3

Secure optimal locations for product displays.

2.4

Confirm products or services are available for promotions and supply agreements in a timely manner.

2.5

Foster cooperative strategies with management of business customers to maximise product or service sales.

3

Report on sale of branded products within a territory.

3.1

Complete sales reports on branded product for a territory.

3.2

Report key activities by product, brand or service type for specific customers or other variables.

3.3

Report success of sales strategies for branded product within a territory.

3.4

Submit recommendations for improving sales of branded products in the territory to team management.

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:

verbal and non-verbal interpersonal communication skills

collecting, analysing and organising information to:

determine current market position

monitor progress towards sales targets

identify special events and anticipate customer demands

identify positioning of major competitors

evaluate success of sales strategies for branded product

provide recommendations for improving sales

literacy and numeracy skills to:

read and interpret information

review sales outcomes

develop sales reports

teamwork and collaboration.

personal task and priority planning

time management

implementing joint plans.

The following knowledge must be assessed as part of this unit:

analysis and reporting requirements

planning cycles

special events that affect a territory or business customer's account

strategies that foster cooperative planning

territory coverage plans

territory features and service characteristics

relevant business policy and procedures

OHS aspects of job

relevant 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 relevant information to identify factors affecting sales of branded products

determines market share for branded products and develops sales objectives and strategies to maximise sales

ensures productive product positioning in business outlets

implements and provides support for joint merchandising plans with business customers

proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer.

Context of and specific resources for assessment

Assessment must ensure access to:

a wholesale work environment

relevant documentation, such as:

business policy and procedures

sales plans and objectives

access to a range of business 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.

Characteristics may include:

features and benefits

price range

supplier or manufacturer information

target group.

Territory may be defined by:

size, type and location of businesses

demographic parameters

territory size, location and geographic spread

account customers.

Major competitor activity may include changes to:

market share

positioning with local businesses

price

quality

volume of sales

presentation or merchandising of products or services

customer retention figures

sales demographics.

Brand may encompass:

product brands

company brands

supplier brands

register trade marks

registered brands

intellectual property.

Sales plan for a specific territory may take into account:

relevant business policy and procedures

relevant legislation and statutory requirements

types of products and services provided

size, type and location of business

business merchandise range

characteristics of the specific products or services

customer demographics

customer confidence and expectations.

Sales strategies may vary with:

brand type

marketing campaigns

product or service

territory

promotional strategies and their duration, cycle, territory coverage and product or service focus.

Special events may include:

promotional campaigns

recreational events, e.g. sporting events and public gatherings

seasonal events, e.g. holidays

Promotional programs may include:

manufacturer product or service campaigns

loyalty programs

seasonal campaigns

events

sales discounts

special displays

gift merchandise and promotional materials

staff uniforms, badges, hats, etc.

advertising materials.

Merchandising plans may include:

promotional activities

signage

new products

new range.

Displays may include:

window displays

promotion

sale

new products

new range

exhibition displays

displays for promotional photography.

Cooperative strategies with business customers may include:

joint promotions

special events support

pricing

collaborative planning

co-branding

improved trading terms.

Reports on branded product for a territory may include information on:

competitor activities

recalls

product problems

display disputes

business customer requests

end consumer complaints.

Recommendations may be given:

verbally

in writing

in groups

individually.

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.