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
What evidence can you provide to prove your understanding of each of the following citeria?
Identify local market opportunities
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Access, interpret and apply compliance documentation relevant to the work activity Completed |
Evidence:
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Confirm local market information as regards construction materials Completed |
Evidence:
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Identify sales area boundaries in accordance with economic efficiency/effectiveness Completed |
Evidence:
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Identify and describe competitor organisations and basic profiles Completed |
Evidence:
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Apply company products and pricing systems within organisational requirements Completed |
Evidence:
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Implement company sales strategy Completed |
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Conduct and follow through sales
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Identify and apply successful sales processes to sales situations Completed |
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Plan, undertake and records customer prospects Completed |
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Plan, prepare and undertake the sales approach Completed |
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Apply effective sales communication techniques in face to face, telephone and written situations Completed |
Evidence:
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Prepare quotations/tenders Completed |
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Plan, prepare and conduct sale presentations/demonstration Completed |
Evidence:
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Handle objections effectively throughout the sales process Completed |
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Apply a variety of closure techniques to secure sales Completed |
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Follow up sales according to organisation follow up procedures and customer feedback mechanisms Completed |
Evidence:
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Undertake a personal analysis in relation to achievement of success as a salesperson, and formulate a plan for personal development Completed |
Evidence:
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Establish potential customer database and site sales systems
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Establish site processes and systems to monitor and review customer base and local market Completed |
Evidence:
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Identify current and potential customers Completed |
Evidence:
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Develop and record customer profiles in a customer database Completed |
Evidence:
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Establish and/or maintain liaison procedures between customers and company personnel Completed |
Evidence:
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Manage order taking system and employees involved in the ordering process Completed |
Evidence:
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Implement continuous improvement techniques and processes Completed |
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Develop and maintain site sales operations
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Agree and identify sales roles and responsibilities Completed |
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Manage the activities of sales personnel where applicable Completed |
Evidence:
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Develop and agree on weekly/monthly sales call plan Completed |
Evidence:
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Prioritise and agree on sales activities Completed |
Evidence:
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Identify, record and activate liaison procedures between customers and company personnel Completed |
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Analyse result of sales to institute techniques for improvement of sales skills and organisational procedures Completed |
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Observe and apply sales protocols Completed |
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Document and communicate sales results within the organisation's reporting and continuous improvement process Completed |
Evidence:
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Confirm and update records of customer profile/needs Completed |
Evidence:
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Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier Completed |
Evidence:
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Prepare sales reports
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Maintain sales records and prepare reports Completed |
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Identify sales/performance variances and take corrective action to adjust performance Completed |
Evidence:
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Use local market information to update and develop sales strategies Completed |
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