Develop a sales plan

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment. Put student names in the top row and check them off as they demonstrate competenece for each of the unit's elements and performance criteria.
Assessment Matrix
a slightly different format than the assessment template. A spreadsheet with unit names, elements and performance criteria in separate columns. Put assessment names in column headings to track which performance criteria each one covers. Good for ensuring that you've covered every one of the performance criteria with your assessment instrument (all assessement tools together).
Wiki Markup
mark up the unit in a wiki markup codes, ready to copy and paste into a wiki page. The output will work in most wikis but is designed to work particularly well as a Wikiversity learning project.
Evidence Guide
create an evidence guide for workplace assessment and RPL applicants
Competency Mapping Template
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners. A template for developing assessments for a unit, which will help you to create valid, fair and reliable assessments for the unit, ready to give to trainers and students
Observation Checklist
create an observation checklist for workplace assessment and RPL applicants. This is similar to the evidence guide above, but a little shorter and friendlier on your printer. You will also need to create a seperate Assessor Marking Guide for guidelines on gathering evidence and a list of key points for each activity observed using the unit's range statement, required skills and evidence required (see the unit's html page for details)

Self Assessment Survey
A form for students to assess thier current skill levels against each of the unit's performance criteria. Cut and paste into a web document or print and distribute in hard copy.
Moodle Outcomes
Create a csv file of the unit's performance criteria to import into a moodle course as outcomes, ready to associate with each of your assignments. Here's a quick 'how to' for importing these into moodle 2.x
Registered Training Organisations
Trying to find someone to train or assess you? This link lists all the RTOs that are currently registered to deliver BSBSLS501A, 'Develop a sales plan'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Develop a sales plan' on This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to for every purchase, so go nuts :)

Elements and Performance Criteria

1. Identify organisational strategic direction

1.1 Obtain and analyse assessment of market needs and strategic planning documents

1.2 Review previous sales performance and successful approaches to identify factors affecting performance

1.3 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making

2. Establish performance targets

2.1 Determine practical and achievable sales targets

2.2 Establish realistic time lines for achieving targets

2.3 Determine measures to allow for monitoring of performance

2.4 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image

3. Develop a sales plan for a product

3.1 Describe approaches to be used to meet sales objectives

3.2 Identify additional expertise requirements and allocate budgetary resources accordingly

3.3 Identify risks and develop risk controls

3.4 Develop advertising and promotional strategy for product

3.5 Identify appropriate distribution channels for product

3.6 Prepare a budget for the sales plan

3.7 Present documented sales plan to appropriate personnel for approval

4. Identify support requirements

4.1 Identify and acquire staff resources to implement sales plan

4.2 Develop an appropriate selling approach

4.3 Train staff in the selling approach selected

4.4 Develop and assess staff knowledge of product to be sold

5. Monitor and review sales plan

5.1 Monitor implementation of the sales plan

5.2 Record data measuring performance versus sales targets

5.3 Make adjustments to sales plan as required to ensure required results are obtained

Qualifications and Skillsets

BSBSLS501A appears in the following qualifications:

  • ICP50410 - Diploma of Printing and Graphic Arts (Management_Sales)
  • FNS51110 - Diploma of General Insurance
  • BSB51207 - Diploma of Marketing
  • BSB40307 - Certificate IV in Customer Contact
  • BSB40610 - Certificate IV in Business Sales