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Evidence Guide: SITXMPR403 - Plan and implement sales activities

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

 

SITXMPR403 - Plan and implement sales activities

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

Plan sales activities.

  1. Plan sales activities for existing and potential customers according to marketing plan or other organisation systems.
  2. Identify, analyse and incorporate organisation, customer and market information into sales planning process.
  3. Source prospects and create profiles.
  4. Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.
  5. Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.
  6. Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets.
  7. Consider legal, ethical and sustainability issues.
Plan sales activities for existing and potential customers according to marketing plan or other organisation systems.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify, analyse and incorporate organisation, customer and market information into sales planning process.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Source prospects and create profiles.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Consider legal, ethical and sustainability issues.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare for sales calls.

  1. Make sales call appointments in advance where appropriate.
  2. Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues.
  3. Gather information and support materials to support sales calls.
Make sales call appointments in advance where appropriate.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Gather information and support materials to support sales calls.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Make sales calls.

  1. Make sales calls according to agreed call patterns.
  2. Build relationships with customers through use of effective interpersonal communication styles.
  3. Develop customer trust and confidence through demonstration of personal and professional integrity.
  4. Proactively identify and resolve customer issues and problems.
  5. Use selling techniques to maximise opportunities to meet and exceed sales targets.
  6. Provide current, accurate and relevant information on product features and benefits according to current marketing focus.
  7. Encourage feedback from customers and proactively seek market intelligence.
Make sales calls according to agreed call patterns.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Build relationships with customers through use of effective interpersonal communication styles.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop customer trust and confidence through demonstration of personal and professional integrity.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Proactively identify and resolve customer issues and problems.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use selling techniques to maximise opportunities to meet and exceed sales targets.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide current, accurate and relevant information on product features and benefits according to current marketing focus.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Encourage feedback from customers and proactively seek market intelligence.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review and report on sales activities.

  1. Review activities according to agreed evaluation methods and incorporate results into future sales planning.
  2. Prepare sales reports according to organisational policy and required timeframes.
  3. Present current and clear market intelligence to those responsible for sales and marketing planning.
Review activities according to agreed evaluation methods and incorporate results into future sales planning.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare sales reports according to organisational policy and required timeframes.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Present current and clear market intelligence to those responsible for sales and marketing planning.

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.

Overview of assessment

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

Evidence of the ability to:

plan and implement a range of sales activities for an operation, product or service including the preparation of sales reports

use effective communication skills during sales calls

demonstrate knowledge of the industry, including structure and interrelationships, industry networks, information sources and distribution and marketing networks.

Context of and specific resources for assessment

Assessment must ensure use of:

real or simulated products or services for which the individual can conduct sales activities

current information and communications technology used by industry to manage sales activities

marketing plans and operational sales documents, such as sales reports and sales support materials

other people with whom the individual can interact.

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:

evaluation of sales activities undertaken by the individual including sales planning and associated implementation

sales reporting, incorporating analysis of performance

use of case studies to assess knowledge of how sales activities can be used in specific industry contexts

written or oral questioning to assess knowledge, such as, structure of the industry, industry interrelationships, distribution networks and legal compliance issues

review of portfolios of evidence and thirdparty workplace reports of onthejob performance by the individual.

Guidance information for assessment

In the workplace, people always combine the skills described in different units to do their jobs. For effective assessment of this unit, the assessor should use integrated activities that also provide evidence of skills in other units, for example:

SITXMGT501 Establish and conduct business relationships

SITXMPR404 Coordinate marketing activities.

Required Skills and Knowledge

Required skills

communication skills to:

use effective selling techniques

establish and conduct positive business relationships

critical thinking skills to evaluate market and customer information for sales opportunities

initiative and enterprise skills to proactively identify and respond to new opportunities

literacy skills to:

interpret customer and market trend information

develop sales reports

numeracy skills to:

calculate potential sales revenues

create and interpret sales statistics

planning and organising skills to plan for and manage sales call patterns

problem-solving skills to proactively identify and respond to operational and more systemic customer problems

self-management skills to take responsibility for sales outcomes

technology skills to use current sales management systems.

Required knowledge

principles of selling, sales communication and relationship building

industry structures and interrelationships, industry networks and information sources

industry and market knowledge appropriate to the sector and organisation, including:

distribution and marketing networks, especially those that support the product or service being promoted

commission structures

current customer and market trends

links between sales and other areas of organisational operations

structure and content of marketing plans and the role of sales in the overall marketing mix

legal issues that impact on sales personnel, including consumer protection provisions

ethical considerations for sales personnel, including:

truth and honesty in sales

targeting of particular groups in the community

sustainability considerations for sales activities, including:

reducing waste of printed materials

sustainability as a sales tool.

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 candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Information to be incorporated into the sales planning process may include:

competitive activity

financial statistics

market trends

sales and marketing reports.

Practical sales call patterns may be affected by:

call intensity required

current organisational priorities

geographic considerations and restraints

need for administration and reporting time

specific sales and revenue targets

technology capabilities.

Legal, ethical and sustainability issuesmay relate to:

consumer law and trade practices

work health and safety obligations

resource conservation

targeting of particular groups

ways of presenting information.

Sales call strategies and tactics may include or be based on:

current sales figures for nominated periods

focus on specific products or offers

individual customer history

response to competitive activity.

Information and support materials may include:

brochures

display material

electronic updates

giveaways

incentive material

Internet and web pages

other handouts

tariff sheets.