Unit of competency
Modification History
Not applicable.
Application
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.
No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.
Pre-requisite Unit
Nil
Competency Field
Marketing and Public Relations
Unit Sector
Cross-Sector
Elements and Performance Criteria
ELEMENTS |
PERFORMANCE CRITERIA |
Elements describe the essential outcomes. |
Performance criteria describe the performance needed to demonstrate achievement of the element. |
1. Plan sales activities. |
1.1.Plan sales activities for existing and potential customers according to marketing plan or other organisational 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 and are consistent with legal, ethical and sustainability requirements. |
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 or 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. |
Foundation Skills
Foundation skills essential to performance in this unit, but not explicit in the performance criteria are listed here, along with a brief context statement. |
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SKILLS |
DESCRIPTION |
Oral communication skills to: |
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Numeracy skills to: |
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Problem-solving skills to: |
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Initiative and enterprise skills to: |
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Technology skills to: |
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Unit Mapping Information
SITXMPR403 Plan and implement sales activities
Links
Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=68c40a93-e51d-4e0f-bc06-899dff092694