Element

Performance Criteria

Elements describe the essential outcomes of a unit of competency.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide.

1. Review existing sales strategy.

1.1.Review current sales strategy for all products and services.

1.2.Compare and contrast current sales strategies for products and services.

1.3.Identify joint business sales strategies.

2. Devise a sales strategy.

2.1.Enhance efficient decision making on sales planning through securing relevant information.

2.2.Use appropriate tools to complete sales planning and analysis activities for a specific market.

2.3.Devise sales targets.

2.4.Review and set sales targets through involvement of relevant people using latest data.

3. Implement sales strategy.

3.1.Ensure sales targets underpin business goals and outcomes.

3.2.Ensure sales strategies support marketing and promotional plans.

This section describes the essential skills and knowledge and their level, required for this unit.

Required skills

analytical skills to evaluate sales strategies

interpersonal skills to:

present reports and present to groups and consult through clear and direct communication

ask questions to identify and confirm requirements

share information

give instructions

use language and concepts appropriate to cultural differences

use and interpret non-verbal communication

literacy skills to:

document strategic plans

access and interpret information

numeracy skills to:

interpret and maintain data

set territory sales targets that link to sales, marketing and strategic plans

Required knowledge

business policy and procedures in regard to:

strategic planning

sales and service delivery

principles and techniques in interpersonal communication

business merchandise and service range

existing sales plans

joint promotional programs

business and direct customer requirements

information sources and their reliability and accuracy

marketing and promotional planning targets

Work Health and Safety (WHS) 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:

accesses, analyses and integrates information regarding current company sales strategies

develops realistic sales strategy targets that relate to strategic and business planning targets

develops a successful sales strategy for a product or service in consultation with relevant personnel

establishes procedures and mechanisms to collect and report on sales strategy during the development stage

presents concise implementation procedures and review mechanisms for a sales strategy.

Context of and specific resources for assessment

Assessment must ensure access to:

a sales-oriented work environment

relevant documentation, such as:

strategic plans

information on the internal and external operating environment

a 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 the candidate in the workplace

third-party reports from a supervisor

review of portfolios of evidence

written or verbal questioning to assess knowledge and understanding

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

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

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.

Key elements of a sales strategy may include:

promotional activities

sales techniques

territory management

rapport building

product knowledge

administration procedures and requirements

time management

negotiation skills.

Products and services may be grouped by:

brand

merchandise classification

category

range

customer.

Sales strategy may vary according to:

product or service

merchandising and sales strategy

discount periods, e.g. annual sale

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

Joint business sales strategies will vary based on:

product, range, line, or category performance requirements

objectives such as those for price, profit, brand share, market share.

Relevant information may include:

current performance data

sales and contracts

forecasted trends and opportunities

available resource commitments and capacity.

Planning and analysis activities for a specific market may include consideration of:

location

product and service mix

packaging or presentation

quality factors (time, cost, variations)

access

continuity.

Relevant people may include:

internal or external consultants

employees

supervisors

relevant managers.

Business goals and outcomes may include:

key performance indicators

strategic objectives

price

market and sales indicators

brand value

quality standards and criteria

performance benchmarks

milestones.