Unit of competency details

Unit descriptor 

This unit describes the performance outcomes, skills and knowledge required to promote, position and maximise the sale of branded products and services for a wholesale business in a territory.

Application of the unit 

This unit focuses on setting sales objectives, developing promotional strategies, monitoring sales and ensuring outcomes are achieved for branded products. It involves identifying factors affecting sales of branded products and developing objectives and strategies to maximise sales.

Prerequisite units 

Nil

Employability skills 

The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements.

Elements describe the essential outcomes of a unit of competency.

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

ELEMENT 

PERFORMANCE CRITERIA 

1

Maximise sale of branded products in a territory.

1.1

Determine characteristics  and market position of product or service sales in a territory .

1.2

Report major competitor activity  in a territory or product or service area to supervising manager.

1.3

Process and action special requests from customer businesses distributing and selling brand .

1.4

Develop sales plan  for a specific territory.

1.5

Build opportunities to value-add to existing businesses into sales strategies .

1.6

Identify and report special events  or opportunities for once-off sales and promotional programs .

1.7

Factor special events into sales plans.

2

Secure effective product positioning in business outlets.

2.1

Implement joint merchandising plans .

2.2

Plan and secure off-location displays .

2.3

Secure optimal locations for product displays.

2.4

Confirm products or services are available for promotions and supply agreements in a timely manner.

2.5

Foster cooperative strategies  with management of business customers to maximise product or service sales.

3

Report on sale of branded products within a territory.

3.1

Complete sales reports  on branded product for a territory.

3.2

Report key activities by product, brand or service type for specific customers or other variables.

3.3

Report success of sales strategies for branded product within a territory.

3.4

Submit recommendations  for improving sales of branded products in the territory to team management.

REQUIRED SKILLS AND KNOWLEDGE 

This section describes the essential skills and knowledge and their level, required for this unit.

The following skills must be assessed as part of this unit:

• verbal and non-verbal interpersonal communication skills
• collecting, analysing and organising information to:

• determine current market position
• monitor progress towards sales targets
• identify special events and anticipate customer demands
• identify positioning of major competitors
• evaluate success of sales strategies for branded product
• provide recommendations for improving sales

• literacy and numeracy skills to:

• read and interpret information
• review sales outcomes
• develop sales reports

• teamwork and collaboration.
• personal task and priority planning
• time management
• implementing joint plans.

The following knowledge must be assessed as part of this unit:

• analysis and reporting requirements
• planning cycles
• special events that affect a territory or business customer's account
• strategies that foster cooperative planning
• territory coverage plans
• territory features and service characteristics
• relevant business policy and procedures
• OHS aspects of job
• relevant commercial law and legislation.

EVIDENCE GUIDE 

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

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

Evidence of the following is essential:

• collects and organises relevant information to identify factors affecting sales of branded products
• determines market share for branded products and develops sales objectives and strategies to maximise sales
• ensures productive product positioning in business outlets
• implements and provides support for joint merchandising plans with business customers
• proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer.

Context of and specific resources for assessment 

Assessment must ensure access to:

• a wholesale work environment
• relevant documentation, such as:

• business policy and procedures
• sales plans and objectives

• access to a range of business customers with different requirements.

Methods 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
• third-party reports from a supervisor
• customer feedback
• written or verbal questioning to assess knowledge and understanding.

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Assessing employability skills 

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.

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 in the performance criteria is detailed below.

Characteristics  may include:

• features and benefits
• price range
• supplier or manufacturer information
• target group.

Territory  may be defined by:

• size, type and location of businesses
• demographic parameters
• territory size, location and geographic spread
• account customers.

Major competitor activity  may include changes to:

• market share
• positioning with local businesses
• price
• quality
• volume of sales
• presentation or merchandising of products or services
• customer retention figures
• sales demographics.

Brand  may encompass:

• product brands
• company brands
• supplier brands
• register trade marks
• registered brands
• intellectual property.

Sales plan  for a specific territory may take into account:

• relevant business policy and procedures
• relevant legislation and statutory requirements
• types of products and services provided
• size, type and location of business
• business merchandise range
• characteristics of the specific products or services
• customer demographics
• customer confidence and expectations.

Sales strategies  may vary with:

• brand type
• marketing campaigns
• product or service
• territory
• promotional strategies and their duration, cycle, territory coverage and product or service focus.

Special events  may include:

• promotional campaigns
• recreational events, e.g. sporting events and public gatherings
• seasonal events, e.g. holidays

Promotional programs  may include:

• manufacturer product or service campaigns
• loyalty programs
• seasonal campaigns
• events
• sales discounts
• special displays
• gift merchandise and promotional materials
• staff uniforms, badges, hats, etc.
• advertising materials.

Merchandising plans  may include:

• promotional activities
• signage
• new products
• new range.

Displays  may include:

• window displays
• promotion
• sale
• new products
• new range
• exhibition displays
• displays for promotional photography.

Cooperative strategies  with business customers may include:

• joint promotions
• special events support
• pricing
• collaborative planning
• co-branding
• improved trading terms.

Reports  on branded product for a territory may include information on:

• competitor activities
• recalls
• product problems
• display disputes
• business customer requests
• end consumer complaints.

Recommendations  may be given:

• verbally
• in writing
• in groups
• individually.

Sector 

Wholesale

Competency field 

Sales