The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

consistently manages promotional plans to agreed targets over time across a specified geographic, market, product or service

sets promotional planning and review benchmarks

establishes procedures and mechanisms to collect, analyse and report promotional program data

coordinates promotional activities to achieve agreed targets.

Context of and specific resources for assessment

Assessment must ensure access to:

a real or simulated work environment

relevant documentation, such as:

business policy and procedures manuals

sales and service delivery targets and plans

records of sales

legislation and statutory requirements

industry codes of practice

a market.

Methods 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 the candidate in the workplace

third-party reports from a supervisor

customer feedback

a detailed case study

written or verbal questioning to assess knowledge and understanding

review of portfolios of evidence and third-party workplace reports of on-the-job performance.

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Assessing employability skills

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.

This section describes the essential skills and knowledge and their level, required for this unit.

The following skills must be assessed as part of this unit:

manages, coordinates and monitors promotional activities

resolves timing conflicts

sets promotional plan review mechanisms

adheres to and achieves planned outcomes

establishes accurate reporting and recording systems

sets outcomes and targets covering:

sales and service standards

volume

revenue and profit

promotional budget (promotional costs and expenditure)

customer satisfaction

distribution arrangements

market mix

interpersonal communication skills to:

achieve input from relevant personnel through clear and direct communication

ask questions to identify and confirm requirements

use language and concepts appropriate to cultural differences

use and interpret non-verbal communication

literacy skills in regard to:

researching, analysing and interpreting a broad range of written material

preparing reports

documenting results

numeracy skills in regard to:

interpreting and maintaining data

estimating volume

calculating costs and pricing arrangements.

The following knowledge must be assessed as part of this unit:

processes for collecting and reporting information

planned targets in:

strategy

business

sales

marketing or merchandise

business technology and systems management

use and maintenance of electronic equipment

planning and organising

relevant commercial law and legislation.

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 in the performance criteria is detailed below.

Promotional programs may vary to accommodate territory variations in:

demographics

economics

competition

social and cultural factors

political influences

legal factors

natural factors

technology.

Business outcomes must include:

sales revenue

price

trade expenditure

distribution

promotion frequency

category or market share

account profit

brand recognition.

Promotional conflicts and problems may relate to:

timing of promotion

promotion type (event, seasonal, new lines, new store)

supplying volume requirements

business customer planning times and cycles.

Relevant personnel may include:

managers

staff

members of own or other work teams.

Details of required outcomes must include:

sales and service standards

volume

revenue and profit

promotional budget (promotional costs and expenditure)

customer satisfaction

distribution arrangements

marketing mix

market share.

Sources of information may include:

contacts with others inside or outside the business

customers

staff

financial and inventory reports

statistics

observation

market research.

Customers may include:

new or repeat contacts

external and internal contacts

business customers or individuals

customers with routine or special requests

people from a range of social, cultural and ethnic backgrounds and with varying physical and mental abilities.

Systems to record and report promotional program data may include:

contact history

purchase requests and orders

tender submissions and proposals

invoices and payment requests

statements and petty cash vouchers

offer and contract documents

evaluation process documentation

records of supplier performance

financial statements.