Build sales of branded products Evidence Guide

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Evidence Guide: SIRWSLS304 - 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

SIRWSLS304 - Build sales of branded products

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

Maximise sale of branded products in a territory.

Determine characteristics and market position of product or service sales in a territory.
Report major competitor activity in a sales territory, product or service area to supervising manager.
Process and action special requests from customer businesses distributing and selling brand.
Develop sales plan for a specific territory.
Build opportunities to value add to existing businesses.
Identify and report special events or opportunities for once-off sales and promotional programs.
Factor special events into sales plans.

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 supervising manager.

Completed
Date:

Teacher:

Evidence:

Process and action special requests from customer businesses distributing and selling brand.

Completed
Date:

Teacher:

Evidence:

Develop sales plan for a specific territory.

Completed
Date:

Teacher:

Evidence:

Build opportunities to value add to existing businesses.

Completed
Date:

Teacher:

Evidence:

Identify and report special events or opportunities for once-off sales and promotional programs.

Completed
Date:

Teacher:

Evidence:

Factor special events into sales plans.

Completed
Date:

Teacher:

Evidence:

Secure effective product positioning in business outlets.

Implement joint merchandising plans.
Plan and secure off-location displays.
Secure optimal locations for product displays.
Confirm products or services are available for promotions and supply agreements in a timely manner.
Foster cooperative strategies with management of business customers to maximise product or service sales.

Implement joint merchandising plans.

Completed
Date:

Teacher:

Evidence:

Plan and secure off-location displays.

Completed
Date:

Teacher:

Evidence:

Secure optimal locations for product displays.

Completed
Date:

Teacher:

Evidence:

Confirm products or services are available for promotions and supply agreements in a timely manner.

Completed
Date:

Teacher:

Evidence:

Foster cooperative strategies with management of business customers to maximise product or service sales.

Completed
Date:

Teacher:

Evidence:

Report on sale of branded products within a territory.

Complete sales reports on branded product for a territory.
Report key activities by product, brand or service type for specific customers or other variables.
Report success of sales strategies for branded product within a territory.
Submit recommendations for improving sales of branded products in the territory to team management.

Complete sales reports on branded product for a territory.

Completed
Date:

Teacher:

Evidence:

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

Completed
Date:

Teacher:

Evidence:

Report success of sales strategies for branded product within a territory.

Completed
Date:

Teacher:

Evidence:

Submit recommendations for improving sales of branded products in the territory to team management.

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 relevant information to identify factors affecting sales of branded products determines market share for branded products and develops sales objectives and strategies to maximise sales ensures productive product positioning in business outlets implements and provides support for joint merchandising plans with business customers proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer.
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 sales plans and objectives a range of business 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 third-party reports from a supervisor customer feedback written or verbal questioning to assess knowledge and understanding.
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:

determine current market position

evaluate success of sales strategies for branded product

identify positioning of major competitors

identify special events and anticipate customer demands

monitor progress towards sales targets

provide recommendations for improving sales

communication and interpersonal skills to:

liaise with customers

negotiate with and persuade customers

literacy and numeracy skills to:

develop sales reports

read and interpret information

review sales outcomes

planning and organising skills to:

implement joint plans

develop and implement sales plans

plan personal tasks and priorities

selling skills to promote branded products

teamwork skills to foster cooperative strategies and collaboration

Required knowledge

analysis and reporting requirements

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

work health and safety (WHS

commercial law and legislation

key components of planning cycles

relevant business policy and procedures

special events that affect a territory or business customer’s account

strategies that foster cooperative planning

territory coverage plans

territory features and service characteristics

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.
Characteristics may include:	features and benefits price range supplier or manufacturer information target group.
Territory may be defined by:	account customers demographic parameters size, type and location of businesses territory size, location and geographic spread.
Major competitor activity may include changes to:	customer retention figures market share positioning with local businesses presentation or merchandising of products or services price quality sales demographics volume of sales.
Brandmay encompass:	company brands intellectual property product brands register trademarks registered brands supplier brands.
Sales planfor a specific territory may take into account:	business merchandise range characteristics of the specific products or services customer confidence and expectations customer demographics relevant business policy and procedures relevant legislation and statutory requirements size, type and location of business types of products and services provided.
Special events may include:	promotional campaigns recreational events, such as sporting events and public gatherings seasonal events, such as holidays.
Promotional programs may include:	advertising materials events gift merchandise and promotional materials loyalty programs manufacturer product or service campaigns sales discounts seasonal campaigns special displays staff uniforms, badges and hats.
Merchandising plans may include:	new products new range promotional activities signage.
Displays may include:	displays for promotional photography exhibition displays new products new range promotion sale window displays.
Cooperative strategies with business customers may include:	co-branding collaborative planning improved trading terms joint promotions pricing special events support.
Reports on branded product for a territory may include information on:	business customer requests competitor activities display disputes end consumer complaints product problems recalls.
Sales strategies may vary with:	brand type marketing campaigns product or service promotional strategies and their duration, cycle, territory coverage and product or service focus territory.
Recommendations may be given:	in groups in writing individually verbally.

NTISthis.com

Evidence Guide: SIRWSLS304 - Build sales of branded products

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

SIRWSLS304 - Build sales of branded products

Maximise sale of branded products in a territory.

Secure effective product positioning in business outlets.

Report on sale of branded products within a territory.

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

Instructions to Assessors

Teacher: ___________________________ Date: _