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.

The unit applies to all industry sectors, and to those responsible for coordinating sales activities within the parameters of an established sales strategy. Individuals working independently with limited supervision undertake this role.  This could include sales and marketing personnel or managers and owner-operators of small businesses.

Unit details

Study level:
Vocational and further education (TAFE)
Unit code:


Assessment tasks will be designed to reinforce and extend knowledge and skill competence within set and controlled parameters in accordance with each unit's learning outcomes and performance criteria requirements, including the setting of work based practical application tasks designed to provide evidence of competence outcomes, within periodic and scheduled timelines. Students will be expected to demonstrate the following required skills: - plan and implement sales activities according to organisational requirements for at least two different operations, products or services, including conducting at least one sales call as part of the activities for each operation, product or service; - use effective communication skills during sales calls that are part of above sales activities, and; - prepare a report on each of the above sales activities.Students will also be expected to demonstrate the following knowledge: - principles of selling, sales communication and relationship building; - industry structures and interrelationships, industry networks and information sources; - industry and market knowledge appropriate to the sector and organisation; - structure and content of marketing plans and the role of sales in the overall marketing mix; - information inputs into sales planning process; - sales call strategies and tactics; - legal issues that impact on sales activities and sales personnel; - ethical considerations for sales personnel, and; - sustainability considerations for sales activities.

Where to next?

As part of a course

This unit is studied as part of the following courses. Refer to the course page for information on how to apply for the course.

VU takes care to ensure the accuracy of this unit information, but reserves the right to change or withdraw courses offered at any time. Please check that unit information is current with the Student Contact Centre.