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Evidence Guide: RIICCR501D - Conduct sales in construction materials operations

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

 

RIICCR501D - Conduct sales in construction materials operations

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

Identify local market opportunities

  1. Access, interpret and apply sales documentation and ensure the work activity is compliant
  2. Confirm local market information regarding construction materials
  3. Identify sales area boundaries in accordance with economic efficiency/effectiveness
  4. Identify and describe competitor organisations and basic profiles
  5. Apply company products and pricing systems within organisational requirements
  6. Implement company sales strategy
Access, interpret and apply sales documentation and ensure the work activity is compliant

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Confirm local market information regarding construction materials

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify sales area boundaries in accordance with economic efficiency/effectiveness

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and describe competitor organisations and basic profiles

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply company products and pricing systems within organisational requirements

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Implement company sales strategy

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct and follow through sales

  1. Identify and apply successful sales processes to sales situations
  2. Plan, undertake and record customer prospects
  3. Plan, prepare and undertake the sales approach
  4. Apply effective sales communication techniques in face to face, telephone and written situations
  5. Prepare quotations/tenders
  6. Plan, prepare and conduct sales presentations/demonstrations
  7. Handle objections effectively throughout the sales process
  8. Apply a variety of closure techniques to secure sales
  9. Follow up sales according to procedures and customer feedback mechanisms
  10. Review personal sales performance, and formulate a plan for personal development
Identify and apply successful sales processes to sales situations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan, undertake and record customer prospects

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan, prepare and undertake the sales approach

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply effective sales communication techniques in face to face, telephone and written situations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare quotations/tenders

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan, prepare and conduct sales presentations/demonstrations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Handle objections effectively throughout the sales process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply a variety of closure techniques to secure sales

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Follow up sales according to procedures and customer feedback mechanisms

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review personal sales performance, and formulate a plan for personal development

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish customer database and sales systems

  1. Establish processes and systems to monitor and review customer base and local market
  2. Identify current and potential customers
  3. Develop and record customer profiles in a customer database
  4. Establish and/maintain liaison procedures between customers and company personnel
  5. Manage order taking system and employees involved in the ordering process
  6. Implement continuous improvement techniques and processes
Establish processes and systems to monitor and review customer base and local market

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify current and potential customers

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and record customer profiles in a customer database

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish and/maintain liaison procedures between customers and company personnel

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage order taking system and employees involved in the ordering process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Implement continuous improvement techniques and processes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and maintain sales operations

  1. Agree and identify sales roles and responsibilities
  2. Manage the activities of sales personnel
  3. Develop and agree on weekly/monthly sales call plan
  4. Prioritise and agree on sales activities
  5. Identify, record and activate liaison procedures between customers and company personnel
  6. Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
  7. Observe and apply sales protocols
  8. Document and communicate sales results within the organisation’s reporting and continuous improvement process
  9. Confirm and update records of customer profile/needs
  10. Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
Agree and identify sales roles and responsibilities

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage the activities of sales personnel

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and agree on weekly/monthly sales call plan

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prioritise and agree on sales activities

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify, record and activate liaison procedures between customers and company personnel

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Observe and apply sales protocols

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Document and communicate sales results within the organisation’s reporting and continuous improvement process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Confirm and update records of customer profile/needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare sales reports

  1. Maintain sales records and prepare written reports
  2. Identify sales/performance variances and take corrective action to adjust performance
  3. Use local market information to update and develop sales strategies
Maintain sales records and prepare written reports

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify sales/performance variances and take corrective action to adjust performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use local market information to update and develop sales strategies

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify local market opportunities

  1. Access, interpret and apply sales documentation and ensure the work activity is compliant
  2. Confirm local market information regarding construction materials
  3. Identify sales area boundaries in accordance with economic efficiency/effectiveness
  4. Identify and describe competitor organisations and basic profiles
  5. Apply company products and pricing systems within organisational requirements
  6. Implement company sales strategy
Access, interpret and apply sales documentation and ensure the work activity is compliant

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Confirm local market information regarding construction materials

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify sales area boundaries in accordance with economic efficiency/effectiveness

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and describe competitor organisations and basic profiles

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply company products and pricing systems within organisational requirements

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Implement company sales strategy

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct and follow through sales

  1. Identify and apply successful sales processes to sales situations
  2. Plan, undertake and record customer prospects
  3. Plan, prepare and undertake the sales approach
  4. Apply effective sales communication techniques in face to face, telephone and written situations
  5. Prepare quotations/tenders
  6. Plan, prepare and conduct sales presentations/demonstrations
  7. Handle objections effectively throughout the sales process
  8. Apply a variety of closure techniques to secure sales
  9. Follow up sales according to procedures and customer feedback mechanisms
  10. Review personal sales performance, and formulate a plan for personal development
Identify and apply successful sales processes to sales situations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan, undertake and record customer prospects

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan, prepare and undertake the sales approach

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply effective sales communication techniques in face to face, telephone and written situations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare quotations/tenders

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan, prepare and conduct sales presentations/demonstrations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Handle objections effectively throughout the sales process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply a variety of closure techniques to secure sales

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Follow up sales according to procedures and customer feedback mechanisms

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review personal sales performance, and formulate a plan for personal development

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish customer database and sales systems

  1. Establish processes and systems to monitor and review customer base and local market
  2. Identify current and potential customers
  3. Develop and record customer profiles in a customer database
  4. Establish and/maintain liaison procedures between customers and company personnel
  5. Manage order taking system and employees involved in the ordering process
  6. Implement continuous improvement techniques and processes
Establish processes and systems to monitor and review customer base and local market

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify current and potential customers

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and record customer profiles in a customer database

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish and/maintain liaison procedures between customers and company personnel

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage order taking system and employees involved in the ordering process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Implement continuous improvement techniques and processes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and maintain sales operations

  1. Agree and identify sales roles and responsibilities
  2. Manage the activities of sales personnel
  3. Develop and agree on weekly/monthly sales call plan
  4. Prioritise and agree on sales activities
  5. Identify, record and activate liaison procedures between customers and company personnel
  6. Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
  7. Observe and apply sales protocols
  8. Document and communicate sales results within the organisation’s reporting and continuous improvement process
  9. Confirm and update records of customer profile/needs
  10. Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
Agree and identify sales roles and responsibilities

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage the activities of sales personnel

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and agree on weekly/monthly sales call plan

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prioritise and agree on sales activities

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify, record and activate liaison procedures between customers and company personnel

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Observe and apply sales protocols

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Document and communicate sales results within the organisation’s reporting and continuous improvement process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Confirm and update records of customer profile/needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare sales reports

  1. Maintain sales records and prepare written reports
  2. Identify sales/performance variances and take corrective action to adjust performance
  3. Use local market information to update and develop sales strategies
Maintain sales records and prepare written reports

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify sales/performance variances and take corrective action to adjust performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use local market information to update and develop sales strategies

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

1. Identify local market opportunities

1.1 Access, interpret and apply sales documentation and ensure the work activity is compliant

1.2 Confirm local market information regarding construction materials

1.3 Identify sales area boundaries in accordance with economic efficiency/effectiveness

1.4 Identify and describe competitor organisations and basic profiles

1.5 Apply company products and pricing systems within organisational requirements

1.6 Implement company sales strategy

2. Conduct and follow through sales

2.1 Identify and apply successful sales processes to sales situations

2.2 Plan, undertake and record customer prospects

2.3 Plan, prepare and undertake the sales approach

2.4 Apply effective sales communication techniques in face to face, telephone and written situations

2.5 Prepare quotations/tenders

2.6 Plan, prepare and conduct sales presentations/demonstrations

2.7 Handle objections effectively throughout the sales process

2.8 Apply a variety of closure techniques to secure sales

2.9 Follow up sales according to procedures and customer feedback mechanisms

2.10 Review personal sales performance, and formulate a plan for personal development

3. Establish customer database and sales systems

3.1 Establish processes and systems to monitor and review customer base and local market

3.2 Identify current and potential customers

3.3 Develop and record customer profiles in a customer database

3.4 Establish and/maintain liaison procedures between customers and company personnel

3.5 Manage order taking system and employees involved in the ordering process

3.6 Implement continuous improvement techniques and processes

4. Develop and maintain sales operations

4.1 Agree and identify sales roles and responsibilities

4.2 Manage the activities of sales personnel

4.3 Develop and agree on weekly/monthly sales call plan

4.4 Prioritise and agree on sales activities

4.5 Identify, record and activate liaison procedures between customers and company personnel

4.6 Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures

4.7 Observe and apply sales protocols

4.8 Document and communicate sales results within the organisation’s reporting and continuous improvement process

4.9 Confirm and update records of customer profile/needs

4.10 Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

5. Prepare sales reports

5.1 Maintain sales records and prepare written reports

5.2 Identify sales/performance variances and take corrective action to adjust performance

5.3 Use local market information to update and develop sales strategies

Required Skills and Knowledge

1. Identify local market opportunities

1.1 Access, interpret and apply sales documentation and ensure the work activity is compliant

1.2 Confirm local market information regarding construction materials

1.3 Identify sales area boundaries in accordance with economic efficiency/effectiveness

1.4 Identify and describe competitor organisations and basic profiles

1.5 Apply company products and pricing systems within organisational requirements

1.6 Implement company sales strategy

2. Conduct and follow through sales

2.1 Identify and apply successful sales processes to sales situations

2.2 Plan, undertake and record customer prospects

2.3 Plan, prepare and undertake the sales approach

2.4 Apply effective sales communication techniques in face to face, telephone and written situations

2.5 Prepare quotations/tenders

2.6 Plan, prepare and conduct sales presentations/demonstrations

2.7 Handle objections effectively throughout the sales process

2.8 Apply a variety of closure techniques to secure sales

2.9 Follow up sales according to procedures and customer feedback mechanisms

2.10 Review personal sales performance, and formulate a plan for personal development

3. Establish customer database and sales systems

3.1 Establish processes and systems to monitor and review customer base and local market

3.2 Identify current and potential customers

3.3 Develop and record customer profiles in a customer database

3.4 Establish and/maintain liaison procedures between customers and company personnel

3.5 Manage order taking system and employees involved in the ordering process

3.6 Implement continuous improvement techniques and processes

4. Develop and maintain sales operations

4.1 Agree and identify sales roles and responsibilities

4.2 Manage the activities of sales personnel

4.3 Develop and agree on weekly/monthly sales call plan

4.4 Prioritise and agree on sales activities

4.5 Identify, record and activate liaison procedures between customers and company personnel

4.6 Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures

4.7 Observe and apply sales protocols

4.8 Document and communicate sales results within the organisation’s reporting and continuous improvement process

4.9 Confirm and update records of customer profile/needs

4.10 Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

5. Prepare sales reports

5.1 Maintain sales records and prepare written reports

5.2 Identify sales/performance variances and take corrective action to adjust performance

5.3 Use local market information to update and develop sales strategies

Evidence is required to be collected that demonstrates a candidate’s competency in this unit. Evidence must be relevant to the roles within this sector’s work operations and satisfy all of the requirements of the performance criteria of this unit and include evidence that the candidate:

locates and applies relevant legislation, documentation, policies and procedures

demonstrates completion of conducting sales in construction materials operations that safely, effectively and efficiently meets all of the required outcomes on more than one (1) occasion including:

accessing, interpreting and applying company sales systems and processes

conducting market information collection

identifying market opportunities and viable options and make appropriate selection of methods of conducting sales

planning for sales and allocates tasks to carry out sales activities

conducting cold calls

initiating and closing sales negotiations

applying company pricing structure when preparing quotes and tenders

costs products and communicates costs to others

reviewing sales operations, considers options for improvement, makes decision and implements continuous improvement activities

providing feedback to others on sales operations

maintaining written records for customer information, feedback, sales results, performance variances

preparing customer correspondence and sales reports

The candidate must demonstrate knowledge of conducting sales in construction materials operations through:

site products and services

competitor market information

site pricing structure – transport, products, profit margins

company systems – costing, invoicing credit, delivery

sales techniques and strategies

company delivery capabilities – loading equipment and transport capability

customers profiles and processes

contract law relevant to sales operations