Modification History
Release 1 - New unit. Replaces MEM22009A, but not equivalent.
Unit Descriptor
This unit of competency covers the skills and knowledge required to coordinate sales and promotion of engineering-related products or services requiring engineering knowledge. The unit covers ensuring appropriate technical advice is provided to clients, contribution and participation in strategic planning and sales budget setting, control of sales costs against budgets, and responsibility for meeting sales performance indices. It includes a requirement to provide feedback on customer satisfaction and seek out opportunities for improvements.
Application of the Unit
This unit applies to people with coordination responsibilities for sales and promotion of products or services that require engineering knowledge. It is suitable for people working in marketing and sales where detailed engineering-related advice must be provided or where technically advanced products or services are sold.
Prior or concurrently developed competence in personal and electronic communication, self-directed and group activities, planning and scheduling, process improvement, performance analysis, and an understanding of technology, skills and techniques required by operations and projects is required.
Licensing/Regulatory Information
Not applicable.
Pre-Requisites
Not applicable.
Employability Skills Information
This unit contains employability skills.
Elements and Performance Criteria Pre-Content
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. |
Elements and Performance Criteria
1 |
Review organisational operations, markets and customer base |
1.1 |
Define sales, service and marketing strategic objectives for engineering-related products or services |
1.2 |
Establish nature and context of products or services, including market potential, technical advantage, customer-supplier relationships and relevant regulatory requirements |
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1.3 |
Review functional team relationships and organisational fit, available technical and professional support services, communications and reporting lines |
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1.4 |
Review sustainability and life cycle implications of products and services |
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1.5 |
Review legal obligations of organisation and team related to consumer protection, trade practices, environmental and commercial legislation related to product or service delivery |
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1.6 |
Identify relevant organisation accounts and budgets and establish procedures for compliance |
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1.7 |
Identify available software for marketing and sales operations |
2 |
Coordinate sales, service and promotions activities |
2.1 |
Establish implementation plan, schedule and budgets to achieve promotional and sales objectives |
2.2 |
Establish procedures to record progress against objectives, schedule and budget |
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2.3 |
Participate in and supervise engineering-related sales, service and promotions with stakeholders, including customers |
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2.4 |
Establish processes to ensure self and team maintain currency of technical knowledge of organisation’s products and services |
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2.5 |
Establish continuous improvement of sales and promotion activities |
3 |
Monitor sales and promotion activities |
3.1 |
Communicate and negotiate with stakeholders to establish organisational capability, feedback on improvement opportunities and customer needs, marketing opportunities, and development needs of sales and marketing team |
3.2 |
Address constraints and contingencies, and adjust short-term planning and reschedule, as necessary |
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3.3 |
Monitor implementation of objectives by priority, strategy and schedule |
4 |
Report outcomes |
4.1 |
Record progress and results in accordance with procedures |
4.2 |
Provide documentation, data entry and analysis, as required |
Required Skills and Knowledge
This section describes the skills and knowledge required for this unit. |
Required skills |
Required skills include:
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Required knowledge |
Required knowledge includes:
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Evidence Guide
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package. |
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Overview of assessment |
A person who demonstrates competency in this unit must be able to coordinate sales of products or services where such sales require engineering-related knowledge and skills, including establishing performance objectives and identifying and implementing continuous improvement. |
Critical aspects for assessment and evidence required to demonstrate competency in this unit |
Assessors must be satisfied that the candidate can competently and consistently:
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Context of and specific resources for assessment |
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Method of assessment |
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Guidance information for assessment |
Assessment processes and techniques must be culturally appropriate and appropriate to the language and literacy capacity of the candidate and the work being performed. |
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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included. |
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Personal responsibilities |
Personal responsibilities may be defined by:
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Systems thinking |
Systems thinking refers to the conduct of engineering work in a manner that demonstrates knowledge of how the interaction of different technical systems on equipment, machinery or structures, as well as the skills and techniques of personnel, combine to perform or support engineering-related operations, processes or projects. It embraces determining or establishing how the function of each technical system or component, as well as the skills and techniques of personnel, effects or potentially may effect, outcomes. Systems should be interpreted broadly within the context of the organisation and depending on the project or operation can include equipment, related facilities, material, software, internal services and personnel, and other organisations in the value chain |
Constraints and contingencies |
Constraints and contingencies may be:
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WHS, regulatory requirements and enterprise procedures |
WHS, regulatory requirements and enterprise procedures may include:
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Legal obligations |
Legal obligations may include:
WHS Act and regulations |
Sustainability |
Sustainability is used to mean the entire sustainable performance of the organisation/plant, including:
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Continuous improvement implementation |
Continuous improvement implementation may relate to products or services being sold, including:
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Unit Sector(s)
Competency field |
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Unit sector |
Management and organisation |
Custom Content Section
Not applicable.