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Evidence Guide: SIRXPRO401 - Maximise sales of branded products and services

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

 

SIRXPRO401 - Maximise sales of branded products and services

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

Set and communicate sales objectives to meet targets.

  1. Determine targeted business outcomes for branded products and services.
  2. Determine factors causing variations in sales figures for branded products.
  3. Determine specific branded product needs with customer representatives.
  4. Adjust sales plan for specific branded products to meet customer or market needs.
  5. Set sales objectives to achieve business outcomes.
  6. Communicate sales objectives for branded products or services to sales and service staff.
Determine targeted business outcomes for branded products and services.

Completed
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Teacher:
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Determine factors causing variations in sales figures for branded products.

Completed
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Determine specific branded product needs with customer representatives.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Adjust sales plan for specific branded products to meet customer or market needs.

Completed
Date:

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Evidence:

 

 

 

 

 

 

 

Set sales objectives to achieve business outcomes.

Completed
Date:

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Evidence:

 

 

 

 

 

 

 

Communicate sales objectives for branded products or services to sales and service staff.

Completed
Date:

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Evidence:

 

 

 

 

 

 

 

Promote brands and monitor sales.

  1. Develop commercial promotion strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans.
  2. Establish frameworks to review and monitor sales objectives for branded products.
  3. Check sales reports for branded products, according to business policy and procedures.
Develop commercial promotion strategies for branded products consistent with budget, market share, performance against previous periods, sales strategies and marketing plans.

Completed
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Establish frameworks to review and monitor sales objectives for branded products.

Completed
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Check sales reports for branded products, according to business policy and procedures.

Completed
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Ensure sales of branded product deliver business outcomes.

  1. Analyse factors limiting the success of sales strategies for branded products.
  2. Achieve sales objectives and targets in business and marketing plans.
  3. Achieve business outcomes for products or services.
Analyse factors limiting the success of sales strategies for branded products.

Completed
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Achieve sales objectives and targets in business and marketing plans.

Completed
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Achieve business outcomes for products or services.

Completed
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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:

develops sales objectives to achieve set business outcomes, according to business policy

develops and monitors sales strategies for branded products in line with business policy and procedures

communicates sales objectives and strategies to colleagues

monitors and evaluates team sales performance and market requirements to maximise future sales

compiles and reports summary information on sales performance to relevant personnel when appropriate.

Context of and specific resources for assessment

Assessment must ensure access to:

a retail work environment

relevant sources of product information

relevant documentation, such as:

policy and procedures manuals

sales reports

a range of customers with different requirements

a sales team.

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

communication and interpersonal skills to:

ask questions to identify and confirm requirements

communicate sales to staff through clear and direct communication

determine specific branded product needs

use and interpret non-verbal communication

use language and concepts appropriate to cultural differences

literacy and numeracy skills to:

access and interpret client and sales information

calculate sales figures

estimate and project sales figures to set sales objectives

generate reports

read business policies and procedures

planning and organisation skills to plan and prioritise product promotion

Required knowledge

brand value and brand penetration in marketplace

comparative features and advantages of a brand

factors limiting the success of sales strategies

market share and current performance

work health and safety (WHS) aspects to job

range of products and services

relevant commercial law and legislation relating to the sale of branded products

relationship between sales of branded product and business outcomes

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.

Business outcomes may include:

brand value

key performance indicators

market and sales indicators

milestones

performance benchmarks

price

quality standards and criteria

strategic objectives.

Brand may include:

company brands

intellectual property

product brands

registered trademarks

supplier brands.

Customer representatives may include:

customers with routine or special requests

internal and external contacts

new or repeat contacts

people from a range of social, cultural and ethnic backgrounds

people with varying physical and mental abilities.

Customer or market needs may vary according to:

competition

demographics

economics

legal factors

natural factors

political factors

social and cultural factors

technology.

Sales objectives may vary according to:

merchandising or sales strategy

product or service

promotional strategies and their duration, cycle, territory coverage and product or service focus

sales.

Staff may include:

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.

Commercial promotion strategies may include:

approvals process

consultation with key stakeholders

contractual arrangements

expenditure budget

performance indicators

procurement process.

Reports may include:

annual

electronic

internal or external

public notification

statistical

verbal.

Business policy and procedures may relate to:

approval processes

interaction with customers

negotiating contracts and trading terms

promotional and marketing programs

sale and supply of products and services.