Conduct sales in construction materials operations

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 RIICCR501A, 'Conduct sales in construction materials operations'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Books
Reference books for 'Conduct sales in construction materials operations' on fishpond.com.au. This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to ntisthis.com for every purchase, so go nuts :)


Elements and Performance Criteria

ELEMENT

PERFORMANCE CRITERIA

1. Identify local market opportunities

1.1. Access, interpret and apply compliance documentation relevant to the work activity

1.2. Confirm local market information as regards construction materials

1.3. Identify sales area boundaries in accordance with economic efficiency/effectiveness

1.4. Identify and describe competitor organisations and basic profiles

1.5. Apply company products and pricing systems within organisational requirements

1.6. Implement company sales strategy

2. Conduct and follow through sales

2.1. Identify and apply successful sales processes to sales situations

2.2. Plan, undertake and records customer prospects

2.3. Plan, prepare and undertake the sales approach

2.4. Apply effective sales communication techniques in face to face, telephone and written situations

2.5. Prepare quotations/tenders

2.6. Plan, prepare and conduct sale presentations/demonstration

2.7. Handle objections effectively throughout the sales process

2.8. Apply a variety of closure techniques to secure sales

2.9. Follow up sales according to organisation follow up procedures and customer feedback mechanisms

2.10. Undertake a personal analysis in relation to achievement of success as a salesperson, and formulate a plan for personal development

3. Establish potential customer database and site sales systems

3.1. Establish site processes and systems to monitor and review customer base and local market

3.2. Identify current and potential customers

3.3. Develop and record customer profiles in a customer database

3.4. Establish and/or maintain liaison procedures between customers and company personnel

3.5. Manage order taking system and employees involved in the ordering process

3.6. Implement continuous improvement techniques and processes

4. Develop and maintain site sales operations

4.1. Agree and identify sales roles and responsibilities

4.2. Manage the activities of sales personnel where applicable

4.3. Develop and agree on weekly/monthly sales call plan

4.4. Prioritise and agree on sales activities

4.5. Identify, record and activate liaison procedures between customers and company personnel

4.6. Analyse result of sales to institute techniques for improvement of sales skills and organisational procedures

4.7. Observe and apply sales protocols

4.8. Document and communicate sales results within the organisation's reporting and continuous improvement process

4.9. Confirm and update records of customer profile/needs

4.10. Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier

5. Prepare sales reports

5.1. Maintain sales records and prepare reports

5.2. Identify sales/performance variances and take corrective action to adjust performance

5.3. Use local market information to update and develop sales strategies