Unit of competency
Modification History
Release |
Comments |
Release 1 |
This version first released with BSB Business Services Training Package Version 1.0. |
Application
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
ELEMENT |
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.
Skill |
Performance Criteria |
Description |
Reading |
1.1-1.3, 2.4, 3.5, 4.1, 5.1-5.3 |
|
Writing |
1.2, 2.1-2.3, 3.1-3.6, 4.2, 4.3, 5.1- 5.3 |
|
Oral Communication |
3.7, 4.1, 4.3, 4.4 |
|
Numeracy |
1.1-1.3, 2.1-2.3, 3.2, 3.6, 5.2-5.3 |
|
Navigate the world of work |
1.1, 2.4 |
|
Interact with others |
3.7, 4.1, 4.3, 4.4 |
|
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 |
|
Unit Mapping Information
Code and title current version |
Code and title previous version |
Comments |
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 |
Links
Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10