Plan and implement sales activities

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 SITXMPR403, 'Plan and implement sales activities'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Plan and implement sales activities' 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

Elements describe the essential outcomes of a unit of competency.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide.

1. Plan sales activities.

1.1 Plan sales activities for existing and potential customers according to marketing plan or other organisation systems.

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

1.3 Source prospects and create profiles.

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

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

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

1.7 Consider legal, ethical and sustainability issues.

2. Prepare for sales calls.

2.1 Make sales call appointments in advance where appropriate.

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

2.3 Gather information and support materials to support sales calls.

3. Make sales calls.

3.1 Make sales calls according to agreed call patterns.

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

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

3.4 Proactively identify and resolve customer issues and problems.

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

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

3.7 Encourage feedback from customers and proactively seek market intelligence.

4. Review and report on sales activities.

4.1 Review activities according to agreed evaluation methods and incorporate results into future sales planning.

4.2 Prepare sales reports according to organisational policy and required timeframes.

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