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Evidence Guide: SIRWSLS003 - Build sales of branded products

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

 

SIRWSLS003 - Build sales of branded products

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

Develop plan to maximise sales.

  1. Determine characteristics and market position of product or service sales in a territory.
  2. Report major competitor activity in a sales territory, product or service area to relevant personnel.
  3. Develop sales objectives and plan for a specific territory based on information gathered and business targets.
  4. Identify and include opportunities to value add to existing businesses.
  5. Identify, integrate and report special events or opportunities for one-off sales and promotional programs.
  6. Seek approval for plan from relevant personnel.
Determine characteristics and market position of product or service sales in a territory.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Report major competitor activity in a sales territory, product or service area to relevant personnel.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Develop sales objectives and plan for a specific territory based on information gathered and business targets.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Identify and include opportunities to value add to existing businesses.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Identify, integrate and report special events or opportunities for one-off sales and promotional programs.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Seek approval for plan from relevant personnel.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Implement sales plan.

  1. Confirm availability of products or services to support activities.
  2. Organise and conduct activities according to agreed plan.
  3. Use strategies to optimise activities.
  4. Work cooperatively with business customers to maximise product or service sales according to business agreements.
Confirm availability of products or services to support activities.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Organise and conduct activities according to agreed plan.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Use strategies to optimise activities.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Work cooperatively with business customers to maximise product or service sales according to business agreements.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Report on product sales within a territory.

  1. Complete timely and accurate sales reports.
  2. Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.
  3. Identify success of specific sales strategies.
  4. Submit recommendations for improving sales to relevant personnel.
Complete timely and accurate sales reports.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Identify success of specific sales strategies.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Submit recommendations for improving sales 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. Develop plan to maximise sales.

1.1.Determine characteristics and market position of product or service sales in a territory.

1.2.Report major competitor activity in a sales territory, product or service area to relevant personnel.

1.3.Develop sales objectives and plan for a specific territory based on information gathered and business targets.

1.4.Identify and include opportunities to value add to existing businesses.

1.5.Identify, integrate and report special events or opportunities for one-off sales and promotional programs.

1.6.Seek approval for plan from relevant personnel.

2. Implement sales plan.

2.1.Confirm availability of products or services to support activities.

2.2.Organise and conduct activities according to agreed plan.

2.3.Use strategies to optimise activities.

2.4.Work cooperatively with business customers to maximise product or service sales according to business agreements.

3. Report on product sales within a territory.

3.1.Complete timely and accurate sales reports.

3.2.Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.

3.3.Identify success of specific sales strategies.

3.4.Submit recommendations for improving sales 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. Develop plan to maximise sales.

1.1.Determine characteristics and market position of product or service sales in a territory.

1.2.Report major competitor activity in a sales territory, product or service area to relevant personnel.

1.3.Develop sales objectives and plan for a specific territory based on information gathered and business targets.

1.4.Identify and include opportunities to value add to existing businesses.

1.5.Identify, integrate and report special events or opportunities for one-off sales and promotional programs.

1.6.Seek approval for plan from relevant personnel.

2. Implement sales plan.

2.1.Confirm availability of products or services to support activities.

2.2.Organise and conduct activities according to agreed plan.

2.3.Use strategies to optimise activities.

2.4.Work cooperatively with business customers to maximise product or service sales according to business agreements.

3. Report on product sales within a territory.

3.1.Complete timely and accurate sales reports.

3.2.Report key activities by product, brand or service type for specific customers or other variables according to organisational procedures.

3.3.Identify success of specific sales strategies.

3.4.Submit recommendations for improving sales 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:

develop, implement and report on at least one plan to build product sales in a geographic territory or for a specific group of business customers

engage in each of the following:

cooperative activities with other businesses

‘one off’ promotional activities.

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

organisational policies and procedures for sales planning, implementation and approval

key aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

Work Health and Safety (WHS)

characteristics, features and benefits of products being sold

key components of sales planning cycles and inclusions for sales plans

methods for collection and analysis of:

current market position

success of sales strategies

positioning of major competitors

anticipated customer demands

progress towards sales targets

customer/territory demographics, features and services characteristics

factors that may affect sales activities

types of promotional activities and how they may be used:

advertising

events

promotional materials

sales discounts

seasonal campaigns

merchandising and display

strategies that foster cooperative planning

types of cooperative activities:

co-branding

collaborative planning

improved trading terms

joint promotions

pricing

special events support.