Unit of competency details

BSBSLS501 - Develop a sales plan (Release 1)


Usage recommendation:
Supersedes and is equivalent to BSBSLS501A - Develop a sales planUpdated to meet Standards for Training Packages Minor edits to clarify the intent of Performance Criteria 24/Mar/2015

Release Status:
ReleaseRelease date
1 1 (this release) 25/Mar/2015

Accredited courses that have this unit in the completion mapping

Training packages that include this unit

CodeTitleSort Table listing Training packages that include this unit by the Title columnRelease
ICP - Printing and Graphic ArtsPrinting and Graphic Arts 1.0-3.0 
FNS - Financial Services Training PackageFinancial Services Training Package 1.0-3.1 
CPP07 - Property Services Training PackageProperty Services Training Package 14.4-14.5 
BSB - Business Services Training PackageBusiness Services Training Package 1.0-5.0 


SchemeCodeClassification value
ASCED Module/Unit of Competency Field of Education Identifier 080501 Sales  

Classification history

SchemeCodeClassification valueStart dateEnd date
ASCED Module/Unit of Competency Field of Education Identifier 080501 Sales  30/Jul/2015 
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Unit Of competency

Modification History



Release 1

This version first released with BSB Business Services Training Package Version 1.0.


This unit describes the skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.

It applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service.

No licensing, legislative or certification requirements apply to this unit at the time of publication

Unit Sector

Business Development – Sales

Elements and Performance Criteria



Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

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 Determine 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

Foundation Skills

This section describes language, literacy, numeracy and employment skills incorporated in the performance criteria that are required for competent performance.






1.1-1.3, 2.4, 3.5, 4.1, 5.1-5.3

  • Analyses and interprets workplace documentation
  • Recognises information in job specifications and work processes related to sales requirements


1.2, 2.1-2.3, 3.1-3.6, 4.2, 4.3, 5.1- 5.3

  • Accurately records information according to organisational requirements
  • Composes and edits texts, selecting appropriate vocabulary and structure for audience and purpose

Oral Communication

3.7, 4.1, 4.3, 4.4

  • Presents information to a range of audiences using appropriate structure and language
  • Uses questioning and active listening to request feedback or to clarify or confirm understanding


1.1-1.3, 2.1-2.3, 3.2, 3.6, 5.2-5.3

  • Uses a wide range of mathematical calculations to enter or analyse information related to sales plans, targets and performance

Navigate the world of work

1.1, 2.4

  • Considers organisational goals when determining and developing sales plans and strategies

Interact with others

3.7, 4.1, 4.3, 4.4

  • Identifies and uses appropriate conventions and protocols when communicating with a range of personnel
  • Demonstrates sophisticated control over oral, visual and/or written formats, drawing on a range of communication practices to achieve training goals

Get the work done

1.1, 1.3, 2.1-2.3, 3.2-3.7, 4.1, 4.2, 4.4, 5.1, 5.3

  • Sequences and schedules complex activities, monitors implementation and manages relevant communication
  • Uses systematic, analytical processes in complex, non-routine situations, setting goals, designing strategies, gathering relevant information and evaluating options
  • Uses formal and informal processes to monitor implementation of solutions and reflect on outcomes
  • Develops new and innovative ideas through exploration, analysis and critical thinking

Unit Mapping Information

Code and title  

current version 

Code and title 

previous version 


Equivalence status 

BSBSLS501 Develop a sales plan

BSBSLS501A Develop a sales plan

Updated to meet Standards for Training Packages

Minor edits to clarify the intent of Performance Criteria

Equivalent unit


Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10


Assessment requirements

Modification History



Version 1

This version first released with BSB Business Services Training Package Version 1.0.

Performance Evidence

Evidence of the ability to:

  • analyse information from a range of sources to develop a sales plan for a product and sales territory that meets organisational strategic direction including:
  • resource requirements and budget
  • achievable sales targets
  • performance measures
  • approaches to be used to meet objectives
  • risk management
  • advertising and promotional strategy
  • product distribution channels
  • acquire staff, develop selling approach and provide training support on product knowledge and sales approach
  • monitor and evaluate performance and adjust the plan as appropriate.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

Knowledge Evidence

To complete the unit requirements safely and effectively, the individual must:

  • outline principles and techniques for selling
  • outline methods for monitoring sales outcomes
  • explain the statistical techniques for analysing sales and market trends
  • outline internal and external sources of information that are relevant to identifying organisational strategic direction and developing a product sales plan.

Assessment Conditions

Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the business development – sales field of work and include access to:

  • relevant workplace documentation and resources
  • case studies and, where possible, real situations
  • interaction with others.

Assessors must satisfy NVR/AQTF assessor requirements.


Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10