Manage retail operations in a region or area Evidence Guide

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Evidence Guide: SIRXSRM809 - Manage retail operations in a region or area

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

SIRXSRM809 - Manage retail operations in a region or area

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

Establish region’s strategy and performance requirements.

Analyse the organisation’s strategic and business plans to ensure regional strategies are aligned.
Audit current performance of all stores within the region to identify opportunities for increased performance.
Analyse the location, market focus and performance of competitors within the region.
Identify, prioritise and document regional retailing strategies for action.
Consult and negotiate to establish meaningful budgets and performance measures for each store within the regional network.
Gain authorisation for the regional strategy in line with standard organisational policies and procedures.

Analyse the organisation’s strategic and business plans to ensure regional strategies are aligned.

Completed
Date:

Teacher:

Evidence:

Audit current performance of all stores within the region to identify opportunities for increased performance.

Completed
Date:

Teacher:

Evidence:

Analyse the location, market focus and performance of competitors within the region.

Completed
Date:

Teacher:

Evidence:

Identify, prioritise and document regional retailing strategies for action.

Completed
Date:

Teacher:

Evidence:

Consult and negotiate to establish meaningful budgets and performance measures for each store within the regional network.

Completed
Date:

Teacher:

Evidence:

Gain authorisation for the regional strategy in line with standard organisational policies and procedures.

Completed
Date:

Teacher:

Evidence:

Drive performance of the region’s stores.

Identify, cost and budget the resources required to support the implementation of the regional and store strategy.
Communicate the regional strategy and individual store budget and performance requirements to store managers and appropriate staff.
Establish and communicate to stores a schedule of visits to oversee and support operations.
Establish and maintain effective communication and feedback mechanisms to manage performance and inform adjustments to strategy based on changing circumstances.
Provide effective and actionable advice to store staff to ensure high quality merchandising, stock management and selling.
Provide direction, advice, resources and support to store staff engaged in rolling out promotional and marketing strategies.

Identify, cost and budget the resources required to support the implementation of the regional and store strategy.

Completed
Date:

Teacher:

Evidence:

Communicate the regional strategy and individual store budget and performance requirements to store managers and appropriate staff.

Completed
Date:

Teacher:

Evidence:

Establish and communicate to stores a schedule of visits to oversee and support operations.

Completed
Date:

Teacher:

Evidence:

Establish and maintain effective communication and feedback mechanisms to manage performance and inform adjustments to strategy based on changing circumstances.

Completed
Date:

Teacher:

Evidence:

Provide effective and actionable advice to store staff to ensure high quality merchandising, stock management and selling.

Completed
Date:

Teacher:

Evidence:

Provide direction, advice, resources and support to store staff engaged in rolling out promotional and marketing strategies.

Completed
Date:

Teacher:

Evidence:

Oversee and develop store staff.

Identify the staffing and skill requirements of stores within the region.
Manage staff selection for stores in line with organisational HR policies and procedures.
Manage staff performance appraisals according to organisational policies and processes and using standardised instruments.
Foster staff skill development to lift their individual and team performance.
Provide motivation and coaching of staff on improved sales, merchandising, planning and stock management processes.
Respond to problems or issues raised by store staff in a prompt, effective and courteous manner.
Build a shared understanding and commitment to the regional and store strategy.
Identify and manage conflict between individuals according to organisational policies and procedures.

Identify the staffing and skill requirements of stores within the region.

Completed
Date:

Teacher:

Evidence:

Manage staff selection for stores in line with organisational HR policies and procedures.

Completed
Date:

Teacher:

Evidence:

Manage staff performance appraisals according to organisational policies and processes and using standardised instruments.

Completed
Date:

Teacher:

Evidence:

Foster staff skill development to lift their individual and team performance.

Completed
Date:

Teacher:

Evidence:

Provide motivation and coaching of staff on improved sales, merchandising, planning and stock management processes.

Completed
Date:

Teacher:

Evidence:

Respond to problems or issues raised by store staff in a prompt, effective and courteous manner.

Completed
Date:

Teacher:

Evidence:

Build a shared understanding and commitment to the regional and store strategy.

Completed
Date:

Teacher:

Evidence:

Identify and manage conflict between individuals according to organisational policies and procedures.

Completed
Date:

Teacher:

Evidence:

Plan and implement new programs.

Lead the development of new programs and initiatives that will drive increased sales performance and profitability.
Ensure new programs and initiatives are appropriately resourced.
Communicate in-store requirements to staff to support the new program, in line with organisational policies and procedures.

Lead the development of new programs and initiatives that will drive increased sales performance and profitability.

Completed
Date:

Teacher:

Evidence:

Ensure new programs and initiatives are appropriately resourced.

Completed
Date:

Teacher:

Evidence:

Communicate in-store requirements to staff to support the new program, in line with organisational policies and procedures.

Completed
Date:

Teacher:

Evidence:

Report and manage performance of stores and region.

Establish and manage the regular collection of data to monitor performance against established performance measures.
Use performance data to identify area’s performance and make adjustments as required in response to changed environmental conditions.
Canvass options and solutions to address under-performance against established performance measures.
Identify required strategy or structural changes in line with standard organisational policies and procedures and seek authorisation as required.

Establish and manage the regular collection of data to monitor performance against established performance measures.

Completed
Date:

Teacher:

Evidence:

Use performance data to identify area’s performance and make adjustments as required in response to changed environmental conditions.

Completed
Date:

Teacher:

Evidence:

Canvass options and solutions to address under-performance against established performance measures.

Completed
Date:

Teacher:

Evidence:

Identify required strategy or structural changes in line with standard organisational policies and procedures and seek authorisation as required.

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: analyses the retailing needs and challenges within a designated region or area coordinates and manages retailing operations across a designated region or area establishes and closely manages performance requirements for stores within the region or area demonstrates leadership, development and motivation of retail staff within the region or area shows problem-solving and negotiation skills to respond to and resolve performance or customer service issues shows retail skills and creativity to identify and implement new retailing strategies and programs reports and analyses store and region or area performance.
Context of and specific resources for assessment	Assessment must ensure access to: a retail work environment with multiple store outlets relevant documentation, such as: regional plans and objectives store performance indicators store budget data in-store requirements relating to new programs and initiatives human resources policies and procedures relating to: staff selection staff skills development performance appraisal.
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 a role play answers to questions about specific skills and knowledge 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

analytical and problem-solving skills to:

identify rationale and need for store and regional strategy

select strategies that best match the organisation’s requirements

interpersonal skills to communicate with store managers and staff from diverse backgrounds

literacy and numeracy skills to:

analyse financial performance of stores in a region or area

conduct performance reviews

prepare business reports

set budgets for a retail region or area

planning and organising skills to:

implement new programs

manage staff development

technology skills to use computer applications

time-management skills to plan and prioritise work

Required knowledge

contemporary retail concepts, models and techniques

concepts and models of strategic and business planning

concepts and models of leadership and management

financial analysis techniques

motivation techniques

organisational mission, vision, values and goals

organisational strategy, policy and procedures relating to management of region or area in the retail industry

product knowledge

project management methodologies

sales techniques

staff management principles

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.
Performance measures may include:	customer satisfaction ratings financial analysis using techniques, including: balance sheet analysis break even analysis cash flow analysis cost-benefit analysis daily sales and trend analysis gross profit profit and loss analysis return of assets analysis return on investment (ROI) analysis sales per employee sales per square metre of floor space sales to inventory ratio stock turnover rate mystery shopping reports number of business referrals performance in industry benchmarking studies staff feedback received volume of repeat business.
HR policies and procedures must conform to current legal requirements and may include:	application of industrial relations legislation and regulation (e.g.Fair Work Act) enterprise bargaining agreements and awards HR administration of records and databases induction processes and programs job description and performance appraisals leave entitlements work health and safety (WHS) recruitment and selection remuneration practices rewards and recognition practices termination procedures workforce capacity planning.
Performance appraisals may include:	360 degree feedback counselling meetings formal annual, half yearly or quarterly performance appraisals Note: performance appraisals may be linked to outcome targets negotiated annually with staff members informal one-to-one review discussions probationary reviews.
Skill developmentmay be facilitated by methods, including:	acting at a higher level buddy system coaching counselling job rotation mentoring on or off-the-job training and development.
Motivation of staff may be understood by reference to theories, including:	David C. McClelland’s theories of achievement motivation Herzberg’s motivation theory Maslow’s hierarchy of needs Theory X Theory Y.
New programs and initiativesmay include:	addition of a new retail location change of sales techniques change of stock control processes changes to company structures, including trends towards: changed ownerships merged or diversified organisations multi-service organisations development of major loyalty program establishment of a new business introduction of a major new technology to support business operations, including: e-retailing radio frequency identification devices (RFIDs) self-service checkout social networking media as a marketing and sales channel new or changing levels and ranges of services and products including: blurring of product categories (e.g. bookshops with cafes) brand extension customisation of products and services generationally targeted products (e.g. for the over 50s) new product launch promotions, including: seasonal promotions (e.g. Christmas, Easter, Valentine’s Day) regular sales (e.g. half yearly clearance) special sales (e.g. warehouse sale, overstocked sale) re-orientation of retail focus, customer base and goods or services repositioning within the marketplace (e.g. to a high end or discount retailer).
In-store requirementsmay include:	additional staff for peak requirements changed opening hours changed reporting processes lighting marketing support merchandising tactics physical space and facilities product prices product range sales targets visual merchandising, including conforming to brief provided to stores

NTISthis.com

Evidence Guide: SIRXSRM809 - Manage retail operations in a region or area

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

SIRXSRM809 - Manage retail operations in a region or area

Establish region’s strategy and performance requirements.

Drive performance of the region’s stores.

Oversee and develop store staff.

Plan and implement new programs.

Report and manage performance of stores and region.

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

Instructions to Assessors

Teacher: ___________________________ Date: _