Analyse and achieve sales targets Evidence Guide

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Evidence Guide: SIRWSLS303 - 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

SIRWSLS303 - Analyse and achieve sales targets

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

Analyse sales targets.

Confirm team sales targets according to business policy and procedures.
Analyse personal sales targets against agreed parameters.
Regularly monitor progress towards sales targets.
Analyse performance of different customers and areas to determine common factors supporting or deterring sales.

Confirm team sales targets according to business policy and procedures.

Completed
Date:

Teacher:

Evidence:

Analyse personal sales targets against agreed parameters.

Completed
Date:

Teacher:

Evidence:

Regularly monitor progress towards sales targets.

Completed
Date:

Teacher:

Evidence:

Analyse performance of different customers and areas to determine common factors supporting or deterring sales.

Completed
Date:

Teacher:

Evidence:

Determine factors affecting attainment of sales targets.

Evaluate factors affecting sales performance against the agreed sales targets.
Anticipate and address factors likely to impinge upon attainment of sales targets.
Approve amended or new sales targets according to business policy and procedures.

Evaluate factors affecting sales performance against the agreed sales targets.

Completed
Date:

Teacher:

Evidence:

Anticipate and address factors likely to impinge upon attainment of sales targets.

Completed
Date:

Teacher:

Evidence:

Approve amended or new sales targets according to business policy and procedures.

Completed
Date:

Teacher:

Evidence:

Attain sales targets.

Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures.
Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.
Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.
Report sales progress to senior management using standard organisational policies and procedures.

Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures.

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:

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

Completed
Date:

Teacher:

Evidence:

Report sales progress to senior management using standard organisational policies and procedures.

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.
Critical aspects for assessment and evidence required to demonstrate competency in this unit	Evidence of the following is essential: collects and organises information to review and analyse personal sales outcomes against agreed sales targets, according to business policy and procedures identifies factors affecting sales performance and develops strategies to attain sales targets.
Context of and specific resources for assessment	Assessment must ensure access to: a business-to-business sales work environment relevant documentation, such as: business policy and procedures business plans and objectives a range of customers with different requirements.
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: observation of performance in the workplace customer feedback written or verbal questioning to assess knowledge and understanding review of portfolios of evidence and third-party workplace reports of on-the-job performance.
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

collecting, analysing and organising skills to:

confirm and implement sales targets

determine factors affecting sales performance

establish personal sales targets against agreed parameters

monitor progress towards sales targets

literacy and numeracy skills to:

document procedures for improving sales

read and interpret information

review personal sales outcomes

planning and organising skills to plan personal tasks and priorities

time management skills to initiate regular evaluation of sales performance and adjust strategies and targets where required

Required knowledge

business plans and targets affecting personal sales targets

business policy and procedures

customer needs

factors affecting sales

parameters determining successful attainment of personal sales targets

range of products and services

relevant business policy and procedures

relevant legislation and statutory requirements relating to the retail industry, including

work health and safety (WHS)

consumer law

commercial law and legislation

territory characteristics and features

types of business customers

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 individual, accessibility of the item, and local industry and regional contexts) may also be included.
Team may include:	business team fulltime, part-time, casual or contract staff people from a range of cultural, social and ethnic backgrounds people with a range of responsibilities and job descriptions people with varying degrees of language and literacy small work teams.
Sales targets may vary, according to:	merchandising and sales strategy product or service promotional strategies and their duration, cycle, territory coverage and product or service focus sales strategy.
Business policy and procedures in relation to:	approval processes interaction with colleagues interaction with customers sale of products and services sales planning and evaluation.
Agreed parameters may include:	customer accounts customer satisfaction market share price territory trading terms volume.
Factors affecting sales performance may include:	associated promotions associated sales competitor activities customer requirements logistics market share merchandise availability presentation or merchandising of the product promotional tie-ins or co-location quality of products or services.
Initiating actionsto address customers with under-performing sales may include:	assessing the impact of competitor’s products and ability to offer better solution exiting unviable relationship with customer identifying reasons that may limit sales, including: product suitability quality of customer service viability of the product line to the customer’s business offering alternative products.

NTISthis.com

Evidence Guide: SIRWSLS303 - Analyse and achieve sales targets

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

SIRWSLS303 - Analyse and achieve sales targets

Analyse sales targets.

Determine factors affecting attainment of sales targets.

Attain sales targets.

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

Instructions to Assessors

Teacher: ___________________________ Date: _