SITXMPR011 - Plan and implement sales activities

Unit code:SITXMPR011Study level:TAFE

Nominal hours

Location

Footscray Nicholson

Prerequisites

(Or equivalent to be determined by unit coordinator)
Co-requisites
(Corequisite units must be studied concurrently with this unit)

Overview

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.

Assessment

For Melbourne campuses

Assessment tasks will be designed to reinforce & extend knowledge and skill competence within set & controlled parameters in accordance with each units learning outcomes & 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 techniques during sales calls that are part of above sales activities
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:

distribution and marketing networks, including those that support the product or service being promoted
commission structures
current customer and market trends
links between sales and other areas of organisational operations

structure and content of marketing plans and the role of sales in the overall marketing mix
information inputs into sales planning process:

competitive activity
current sales figures for nominated periods
financial statistics
market trends
sales and marketing reports

sales call strategies and tactics:

focus on specific products or offers
response to competitive activity
use of individual customer history

legal issues that impact on sales activities and sales personnel:

Australian consumer law
work health and safety obligations

ethical considerations for sales personnel:

honesty in sales
targeting particular groups in the community

evaluation methods to review sales activities
sustainability considerations for sales activities:

reducing waste of printed materials
sustainability as a sales tool.

Required reading

The qualified trainer and assessor will provide teaching and learning materials as required in the form of workbooks produced by Victoria University and/or via the Victoria University e-learning system.