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Evidence Guide: BSBSLS501A - 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

 

BSBSLS501A - 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. Describe 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
Describe 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

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

development of a sales plan for a product sold by an organisation

knowledge of organisational strategic direction and objectives.

Context of and specific resources for assessment

Assessment must ensure:

access to an actual workplace or simulated environment

access to office equipment and resources

access to strategic planning and sales documents, data and information.

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

analysis of responses to case studies

assessment of documented sales plans

demonstration of sales plan development techniques

Guidance information for assessment

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

Required Skills and Knowledge

Required skills

communication and negotiation skills to determine sales needs, and to refine and modify sales plans in consultation with relevant organisational personnel

creativity and innovation skills to develop and evaluate new sales approaches

research and data collection skills to gather information to develop a sales plan.

Required knowledge

identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as:

antidiscrimination

ethical principles

consumer protection

contract law

privacy laws

Competition and Consumer Act 2010

industry, organisation, product

methods for monitoring sales outcomes

organisational strategic direction and objectives

principles and techniques for selling

statistical techniques for analysing sales and market trends.

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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Strategic planning documents may include:

company mission statement

financial records

industry trends

marketing trends

operations plan

product trends

strategic plan.

Reviewing previous sales performance may include:

analysis of sales history

consideration of related product strategies

evaluation of competitors’ or other companies’ approaches

innovative suggestions

marketing research.

Measures to allow for monitoring may include:

volume of sales

whether sales targets are met or not

progress towards targets

surveys of potential/existing/previous clients.

Additional expertise may include:

designers of materials and displays

media producers

advertising executives.

Products may include:

goods

ideas

services.

Distribution channels may include:

agents

brokers

industry associations.

Selling approach may include:

answers to frequently asked questions

introductory techniques

planned approaches

sales scripts

strategies for handling negative comments.