SIRXPRO001A
Maximise sales of branded products

This unit describes the performance outcomes, skills and knowledge required to ensure a retail or wholesale business maximises sales of branded products using traditional or electronic sales and distribution mechanisms.

Application

This unit focuses on setting sales objectives, developing promotional strategies, monitoring sales and ensuring outcomes are achieved.


Prerequisites

Nil


Elements and Performance Criteria

ELEMENT

PERFORMANCE CRITERIA

1

Set sales objectives to achieve business outcomes.

1.1

Set sales objectives for branded products to achieve business outcomes.

1.2

Establish frameworks to review and monitor sales objectives for branded products.

1.3

Determine factors causing variations in sales figures for branded products.

1.4

Determine specific branded product needs with customer representatives.

1.5

Adjust sales plan for specific branded products to meet customer or market needs.

1.6

Set sales priorities to achieve business outcomes.

1.7

Communicate sales for products or services to sales and service staff.

2

Monitor sales.

2.1

Check sales reports for branded products according to business policy and procedures.

3

Develop strategies for promotion of branded products.

3.1

Develop commercial strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans.

4

Ensure sales of branded product deliver business outcomes.

4.1

Analyse factors limiting the success of sales strategies for branded products.

4.2

Achieve sales objectives and targets in business and marketing plans.

4.3

Achieve business outcomes for products or services.

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:

interpersonal communication skills to:

determine specific branded product needs

communicate sales to staff through clear and direct communication

ask questions to identify and confirm requirements

use language and concepts appropriate to cultural differences

use and interpret non-verbal communication

literacy and numeracy skills in regard to:

reading and understanding business policies and procedures

accessing and interpreting client and sales information

calculating sales figures

generating reports

estimating and projecting sales figures to set sales objectives

time management

strategising, planning and prioritising.

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

brand value and brand penetration in marketplace

range of products and services

comparative features and advantages of a brand

market share and current performance

the relationship between sales of branded product and business outcomes

enterprise technology

factors limiting the success of sales strategies

occupational, health and safety aspects to job

relevant commercial law and legislation.

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:

develops sales objectives to achieve set business outcomes according to business policy

develops and monitors sales strategies for branded products in line with business policy and procedures

communicates sales objectives and strategies to colleagues

monitors and evaluates team sales performance and market requirements to maximise future sales

compiles and reports summary information on sales performance to relevant personnel when appropriate.

Context of and specific resources for assessment

Assessment must ensure access to:

a sales-oriented work environment

relevant sources of product information

relevant documentation, such as:

policy and procedures manuals

sales reports

a range of customers with different requirements

a sales team.

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

review of portfolios of evidence and third-party workplace reports of on-the-job performance.

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.

Sales objectives may vary according to:

product or service

merchandising or sales strategy

sales

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

Brand may include:

product brands

company brands

supplier brands

registered trade marks

intellectual property.

Business outcomes may include:

key performance indicators

strategic objectives

price

market and sales indicators

brand value

quality standards and criteria

performance benchmarks

milestones.

Customer representatives may include:

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.

Customer or market needs may vary according to:

demographics

economics

competition

social and cultural factors

political factors

legal factors

natural factors

technology.

Staff may include:

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.

Reports may include:

public notification

electronic

verbal

annual reports

internal or external

statistical reports.

Business policy and procedures may relate to:

sale and supply of products and services

interaction with customers

approval processes

negotiating contracts and trading terms

promotional and marketing programs.

Commercial strategies may include:

consultation with key stakeholders

expenditure budget

procurement process

approvals process

contractual arrangements

performance indicators.


Sectors

Sector

Cross-Sector


Competency Field

Product Management


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.