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Evidence Guide: BSBSLS501 - Develop a sales plan

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

BSBSLS501 - Develop a sales plan

What evidence can you provide to prove your understanding of each of the following citeria?

Identify organisational strategic direction

  1. Obtain and analyse assessment of market needs and strategic planning documents
  2. Review previous sales performance and successful approaches to identify factors affecting performance
  3. Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making
Obtain and analyse assessment of market needs and strategic planning documents

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review previous sales performance and successful approaches to identify factors affecting performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish performance targets

  1. Determine practical and achievable sales targets
  2. Establish realistic time lines for achieving targets
  3. Determine measures to allow for monitoring of performance
  4. Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image
Determine practical and achievable sales targets

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish realistic time lines for achieving targets

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine measures to allow for monitoring of performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop a sales plan for a product

  1. Determine approaches to be used to meet sales objectives
  2. Identify additional expertise requirements and allocate budgetary resources accordingly
  3. Identify risks and develop risk controls
  4. Develop advertising and promotional strategy for product
  5. Identify appropriate distribution channels for product
  6. Prepare a budget for the sales plan
  7. Present documented sales plan to appropriate personnel for approval
Determine approaches to be used to meet sales objectives

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify additional expertise requirements and allocate budgetary resources accordingly

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify risks and develop risk controls

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop advertising and promotional strategy for product

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify appropriate distribution channels for product

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare a budget for the sales plan

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Present documented sales plan to appropriate personnel for approval

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify support requirements

  1. Identify and acquire staff resources to implement sales plan
  2. Develop an appropriate selling approach
  3. Train staff in the selling approach selected
  4. Develop and assess staff knowledge of product to be sold
Identify and acquire staff resources to implement sales plan

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop an appropriate selling approach

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Train staff in the selling approach selected

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and assess staff knowledge of product to be sold

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor and review sales plan

  1. Monitor implementation of the sales plan
  2. Record data measuring performance versus sales targets
  3. Make adjustments to sales plan as required to ensure required results are obtained
Monitor implementation of the sales plan

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Record data measuring performance versus sales targets

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Make adjustments to sales plan as required to ensure required results are obtained

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Identify organisational strategic direction

1.1 Obtain and analyse assessment of market needs and strategic planning documents

1.2 Review previous sales performance and successful approaches to identify factors affecting performance

1.3 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making

2. Establish performance targets

2.1 Determine practical and achievable sales targets

2.2 Establish realistic time lines for achieving targets

2.3 Determine measures to allow for monitoring of performance

2.4 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image

3. Develop a sales plan for a product

3.1 Determine approaches to be used to meet sales objectives

3.2 Identify additional expertise requirements and allocate budgetary resources accordingly

3.3 Identify risks and develop risk controls

3.4 Develop advertising and promotional strategy for product

3.5 Identify appropriate distribution channels for product

3.6 Prepare a budget for the sales plan

3.7 Present documented sales plan to appropriate personnel for approval

4. Identify support requirements

4.1 Identify and acquire staff resources to implement sales plan

4.2 Develop an appropriate selling approach

4.3 Train staff in the selling approach selected

4.4 Develop and assess staff knowledge of product to be sold

5. Monitor and review sales plan

5.1 Monitor implementation of the sales plan

5.2 Record data measuring performance versus sales targets

5.3 Make adjustments to sales plan as required to ensure required results are obtained

Required Skills and Knowledge

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Identify organisational strategic direction

1.1 Obtain and analyse assessment of market needs and strategic planning documents

1.2 Review previous sales performance and successful approaches to identify factors affecting performance

1.3 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making

2. Establish performance targets

2.1 Determine practical and achievable sales targets

2.2 Establish realistic time lines for achieving targets

2.3 Determine measures to allow for monitoring of performance

2.4 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image

3. Develop a sales plan for a product

3.1 Determine approaches to be used to meet sales objectives

3.2 Identify additional expertise requirements and allocate budgetary resources accordingly

3.3 Identify risks and develop risk controls

3.4 Develop advertising and promotional strategy for product

3.5 Identify appropriate distribution channels for product

3.6 Prepare a budget for the sales plan

3.7 Present documented sales plan to appropriate personnel for approval

4. Identify support requirements

4.1 Identify and acquire staff resources to implement sales plan

4.2 Develop an appropriate selling approach

4.3 Train staff in the selling approach selected

4.4 Develop and assess staff knowledge of product to be sold

5. Monitor and review sales plan

5.1 Monitor implementation of the sales plan

5.2 Record data measuring performance versus sales targets

5.3 Make adjustments to sales plan as required to ensure required results are obtained