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Evidence Guide: SIRWSLS002 - Analyse and achieve sales targets

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

 

SIRWSLS002 - Analyse and achieve sales targets

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

Analyse sales targets.

  1. Confirm team sales targets with relevant personnel.
  2. Analyse personal sales targets in relation to agreed parameters.
  3. Regularly monitor progress towards sales targets.
  4. Analyse customers and performance and determine common factors supporting or deterring sales.
Confirm team sales targets with relevant personnel.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse personal sales targets in relation to agreed parameters.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Regularly monitor progress towards sales targets.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse customers and performance and determine common factors supporting or deterring sales.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine factors affecting attainment of sales targets.

  1. Evaluate factors affecting sales performance against the agreed sales targets.
  2. Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.
  3. Amend or create new sales targets based on evaluation according to agreed organisational processes.
Evaluate factors affecting sales performance against the agreed sales targets.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Amend or create new sales targets based on evaluation according to agreed organisational processes.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Attain sales targets.

  1. Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.
  2. Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.
  3. Report sales progress to relevant personnel.
Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Report sales progress to relevant personnel.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

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

1. Analyse sales targets.

1.1.Confirm team sales targets with relevant personnel.

1.2.Analyse personal sales targets in relation to agreed parameters.

1.3.Regularly monitor progress towards sales targets.

1.4.Analyse customers and performance and determine common factors supporting or deterring sales.

2. Determine factors affecting attainment of sales targets.

2.1.Evaluate factors affecting sales performance against the agreed sales targets.

2.2.Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

2.3.Amend or create new sales targets based on evaluation according to agreed organisational processes.

3. Attain sales targets.

3.1.Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.

3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

3.3.Report sales progress to relevant personnel.

Required Skills and Knowledge

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

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

1. Analyse sales targets.

1.1.Confirm team sales targets with relevant personnel.

1.2.Analyse personal sales targets in relation to agreed parameters.

1.3.Regularly monitor progress towards sales targets.

1.4.Analyse customers and performance and determine common factors supporting or deterring sales.

2. Determine factors affecting attainment of sales targets.

2.1.Evaluate factors affecting sales performance against the agreed sales targets.

2.2.Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

2.3.Amend or create new sales targets based on evaluation according to agreed organisational processes.

3. Attain sales targets.

3.1.Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.

3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

3.3.Report sales progress to relevant personnel.

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

analyse at least one set of organisational and personal sales targets

monitor and review sales targets over specified workplace sales period

develop strategies to address under performance with two different customers or two different products

complete one sales report according to organisational requirements.

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for:

sales planning and evaluation

approval processes

internal and external communication

sales processes

aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

work health and safety (WHS)

business plans and targets that affect personal sales targets

types of parameters for personal sales targets

sales territory characteristics and features

different types of business customers and their needs

internal and external factors affecting attainment of business and personal sales targets

strategies to address sales under-performance

features of products and services being sold.