Modification History
The version details of this endorsed unit of competency set are in the table below. The latest information is at the top.
Version |
Comments |
1.2 |
Correction to mapping to show non equivalence. |
1.0 |
N Replaces and is not equivalent to SITXMPR003A Plan and implement sales activities. Minor adjustments to expression of content to streamline and improve unit. Added innovation, legal, ethical and sustainability to Performance Criteria. Added more on new technologies and media. |
Unit Descriptor
This unit describes the performance outcomes, skills and knowledge required to plan and implement sales activities. It requires the ability to identify and analyse market and customer needs, proactively target current and new customers, plan the operation of sales calls, make calls and prepare sales reports.
Application of the Unit
This unit applies to all industry sectors, and to individuals taking responsibility for coordinating sales activities within the parameters of an established sales strategy. People working independently with limited supervision undertake this role. This could include sales and marketing personnel or managers and owner-operators of small businesses.
Licensing/Regulatory Information
No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Pre-Requisites
Not applicable.
Employability Skills Information
This unit contains employability skills.
Elements and Performance Criteria Pre-Content
Not applicable.
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. |
Required Skills and Knowledge
This section describes the skills and knowledge required for this unit. |
Required skills |
|
Required knowledge |
|
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. |
|
Overview of assessment |
|
Critical aspects for assessment and evidence required to demonstrate competency in this unit |
Evidence of the ability to:
|
Context of and specific resources for assessment |
Assessment must ensure use of:
|
Method of assessment |
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
|
Guidance information for assessment |
In the workplace, people always combine the skills described in different units to do their jobs. For effective assessment of this unit, the assessor should use integrated activities that also provide evidence of skills in other units, for example:
|
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. |
|
Information to be incorporated into the sales planning process may include: |
|
Practical sales call patterns may be affected by: |
|
Legal , ethical and sustainability issues may relate to: |
|
Sales call strategies and tactics may include or be based on: |
|
Information and support materials may include: |
|
Unit Sector(s)
Cross-Sector
Competency Field
Marketing and Public Relations