RIICCR501D - Conduct sales in construction materials operations
Assessor Resource
RIICCR501D Conduct sales in construction materials operations
Assessment tool
Version 1.0 Issue Date: May 2024
This unit describes a participant’s skills and knowledge required to conduct sales in construction materials operations in Civil construction and Extractive.
This unit is appropriate for those working in supervisory or management roles.
No licensing or certification requirements apply to this unit at the time of publication.
You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)
Evidence Required
List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.
1. Identify local market opportunities
1.1 Access, interpret and apply sales documentation and ensure the work activity is compliant
1.2 Confirm local market information regarding construction materials
1.3 Identify sales area boundaries in accordance with economic efficiency/effectiveness
1.4 Identify and describe competitor organisations and basic profiles
1.5 Apply company products and pricing systems within organisational requirements
1.6 Implement company sales strategy
2. Conduct and follow through sales
2.1 Identify and apply successful sales processes to sales situations
2.2 Plan, undertake and record customer prospects
2.3 Plan, prepare and undertake the sales approach
2.4 Apply effective sales communication techniques in face to face, telephone and written situations
2.5 Prepare quotations/tenders
2.6 Plan, prepare and conduct sales presentations/demonstrations
2.7 Handle objections effectively throughout the sales process
2.8 Apply a variety of closure techniques to secure sales
2.9 Follow up sales according to procedures and customer feedback mechanisms
2.10 Review personal sales performance, and formulate a plan for personal development
3. Establish customer database and sales systems
3.1 Establish processes and systems to monitor and review customer base and local market
3.2 Identify current and potential customers
3.3 Develop and record customer profiles in a customer database
3.4 Establish and/maintain liaison procedures between customers and company personnel
3.5 Manage order taking system and employees involved in the ordering process
3.6 Implement continuous improvement techniques and processes
4. Develop and maintain sales operations
4.1 Agree and identify sales roles and responsibilities
4.2 Manage the activities of sales personnel
4.3 Develop and agree on weekly/monthly sales call plan
4.4 Prioritise and agree on sales activities
4.5 Identify, record and activate liaison procedures between customers and company personnel
4.6 Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
4.7 Observe and apply sales protocols
4.8 Document and communicate sales results within the organisation’s reporting and continuous improvement process
4.9 Confirm and update records of customer profile/needs
4.10 Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
5. Prepare sales reports
5.1 Maintain sales records and prepare written reports
5.2 Identify sales/performance variances and take corrective action to adjust performance
5.3 Use local market information to update and develop sales strategies
Evidence is required to be collected that demonstrates a candidate’s competency in this unit. Evidence must be relevant to the roles within this sector’s work operations and satisfy all of the requirements of the performance criteria of this unit and include evidence that the candidate:
locates and applies relevant legislation, documentation, policies and procedures
demonstrates completion of conducting sales in construction materials operations that safely, effectively and efficiently meets all of the required outcomes on more than one (1) occasion including:
accessing, interpreting and applying company sales systems and processes
conducting market information collection
identifying market opportunities and viable options and make appropriate selection of methods of conducting sales
planning for sales and allocates tasks to carry out sales activities
conducting cold calls
initiating and closing sales negotiations
applying company pricing structure when preparing quotes and tenders
costs products and communicates costs to others
reviewing sales operations, considers options for improvement, makes decision and implements continuous improvement activities
providing feedback to others on sales operations
maintaining written records for customer information, feedback, sales results, performance variances
preparing customer correspondence and sales reports
The candidate must demonstrate knowledge of conducting sales in construction materials operations through:
site products and services
competitor market information
site pricing structure – transport, products, profit margins
company systems – costing, invoicing credit, delivery
sales techniques and strategies
company delivery capabilities – loading equipment and transport capability
customers profiles and processes
contract law relevant to sales operations
An assessor of this unit must satisfy the requirements of the NVR/AQTF or their successors; and Industry regulations for certification and licensing; and,
this unit must be assessed in the context of this sector’s work environment; and,
this unit must be assessed in compliance with relevant legislation/regulation and using policies, procedures, processes and operational manuals directly related to the industry sector for which it is being assessed; and,
assessment may be conducted in conjunction with the assessment of other Units of Competency; and,
assessment must confirm consistent performance can be applied in a range of relevant workplace circumstances; and,
assessors must demonstrate the performance evidence, and knowledge evidence as outlined in this Unit of Competency, and through the minimum years of current* work experience specified below in an Industry sector relevant to the outcomes of the unit; or,
where the assessor does not meet experience requirements a co-assessment or partnership arrangement must exist between the qualified assessor and an Industry subject matter expert. The Industry subject matter expert should hold the unit being assessed (or an equivalent unit) and/or demonstrate equivalence of skills and knowledge at the unit level. An Industry technical expert must also demonstrate skills and knowledge from the minimum years of current work experience specified below in the Industry sector, including time spent in roles related to the unit being assessed; and,
assessor and Industry subject matter expert requirements differ depending on the Australian Qualifications Framework Level (AQF) of the qualification being assessed and/or Industry Sector as follows:
Industry sector
AQF** Level
Required assessor or Industry subject matter expert experience
Drilling, Metalliferous Mining, Coal Mining, Extractive (Quarrying) and Civil Construction
1
1 Year
2
2 Years
Drilling, Coal Mining and Extractive (Quarrying)
3-6
3 Years
Metalliferous Mining and Civil Construction
3-6
5 Years
Other sectors
Where this Unit is being assessed outside of the Resources and Infrastructure Sectors assessor and/or Industry subject matter expert experience should be in-line with industry standards for the sector in which it is being assessed and where no Industry standard is specified should comply with any relevant regulation.
*Assessors can demonstrate current work experience through employment within Industry in a role relevant to the outcomes of the Unit; or, for external assessors this can be demonstrated through exposure to Industry by conducting frequent site assessments across various locations.
**Where a unit is being delivered outside of a Qualification the first numeric character in the Unit code should be considered to indicate the AQF level
Submission Requirements
List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here
Assessment task 1: [title] Due date:
(add new lines for each of the assessment tasks)
Assessment Tasks
Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.
1. Identify local market opportunities
1.1 Access, interpret and apply sales documentation and ensure the work activity is compliant
1.2 Confirm local market information regarding construction materials
1.3 Identify sales area boundaries in accordance with economic efficiency/effectiveness
1.4 Identify and describe competitor organisations and basic profiles
1.5 Apply company products and pricing systems within organisational requirements
1.6 Implement company sales strategy
2. Conduct and follow through sales
2.1 Identify and apply successful sales processes to sales situations
2.2 Plan, undertake and record customer prospects
2.3 Plan, prepare and undertake the sales approach
2.4 Apply effective sales communication techniques in face to face, telephone and written situations
2.5 Prepare quotations/tenders
2.6 Plan, prepare and conduct sales presentations/demonstrations
2.7 Handle objections effectively throughout the sales process
2.8 Apply a variety of closure techniques to secure sales
2.9 Follow up sales according to procedures and customer feedback mechanisms
2.10 Review personal sales performance, and formulate a plan for personal development
3. Establish customer database and sales systems
3.1 Establish processes and systems to monitor and review customer base and local market
3.2 Identify current and potential customers
3.3 Develop and record customer profiles in a customer database
3.4 Establish and/maintain liaison procedures between customers and company personnel
3.5 Manage order taking system and employees involved in the ordering process
3.6 Implement continuous improvement techniques and processes
4. Develop and maintain sales operations
4.1 Agree and identify sales roles and responsibilities
4.2 Manage the activities of sales personnel
4.3 Develop and agree on weekly/monthly sales call plan
4.4 Prioritise and agree on sales activities
4.5 Identify, record and activate liaison procedures between customers and company personnel
4.6 Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
4.7 Observe and apply sales protocols
4.8 Document and communicate sales results within the organisation’s reporting and continuous improvement process
4.9 Confirm and update records of customer profile/needs
4.10 Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
5. Prepare sales reports
5.1 Maintain sales records and prepare written reports
5.2 Identify sales/performance variances and take corrective action to adjust performance
5.3 Use local market information to update and develop sales strategies
Evidence is required to be collected that demonstrates a candidate’s competency in this unit. Evidence must be relevant to the roles within this sector’s work operations and satisfy all of the requirements of the performance criteria of this unit and include evidence that the candidate:
locates and applies relevant legislation, documentation, policies and procedures
demonstrates completion of conducting sales in construction materials operations that safely, effectively and efficiently meets all of the required outcomes on more than one (1) occasion including:
accessing, interpreting and applying company sales systems and processes
conducting market information collection
identifying market opportunities and viable options and make appropriate selection of methods of conducting sales
planning for sales and allocates tasks to carry out sales activities
conducting cold calls
initiating and closing sales negotiations
applying company pricing structure when preparing quotes and tenders
costs products and communicates costs to others
reviewing sales operations, considers options for improvement, makes decision and implements continuous improvement activities
providing feedback to others on sales operations
maintaining written records for customer information, feedback, sales results, performance variances
preparing customer correspondence and sales reports
The candidate must demonstrate knowledge of conducting sales in construction materials operations through:
site products and services
competitor market information
site pricing structure – transport, products, profit margins
company systems – costing, invoicing credit, delivery
sales techniques and strategies
company delivery capabilities – loading equipment and transport capability
customers profiles and processes
contract law relevant to sales operations
An assessor of this unit must satisfy the requirements of the NVR/AQTF or their successors; and Industry regulations for certification and licensing; and,
this unit must be assessed in the context of this sector’s work environment; and,
this unit must be assessed in compliance with relevant legislation/regulation and using policies, procedures, processes and operational manuals directly related to the industry sector for which it is being assessed; and,
assessment may be conducted in conjunction with the assessment of other Units of Competency; and,
assessment must confirm consistent performance can be applied in a range of relevant workplace circumstances; and,
assessors must demonstrate the performance evidence, and knowledge evidence as outlined in this Unit of Competency, and through the minimum years of current* work experience specified below in an Industry sector relevant to the outcomes of the unit; or,
where the assessor does not meet experience requirements a co-assessment or partnership arrangement must exist between the qualified assessor and an Industry subject matter expert. The Industry subject matter expert should hold the unit being assessed (or an equivalent unit) and/or demonstrate equivalence of skills and knowledge at the unit level. An Industry technical expert must also demonstrate skills and knowledge from the minimum years of current work experience specified below in the Industry sector, including time spent in roles related to the unit being assessed; and,
assessor and Industry subject matter expert requirements differ depending on the Australian Qualifications Framework Level (AQF) of the qualification being assessed and/or Industry Sector as follows:
Industry sector
AQF** Level
Required assessor or Industry subject matter expert experience
Drilling, Metalliferous Mining, Coal Mining, Extractive (Quarrying) and Civil Construction
1
1 Year
2
2 Years
Drilling, Coal Mining and Extractive (Quarrying)
3-6
3 Years
Metalliferous Mining and Civil Construction
3-6
5 Years
Other sectors
Where this Unit is being assessed outside of the Resources and Infrastructure Sectors assessor and/or Industry subject matter expert experience should be in-line with industry standards for the sector in which it is being assessed and where no Industry standard is specified should comply with any relevant regulation.
*Assessors can demonstrate current work experience through employment within Industry in a role relevant to the outcomes of the Unit; or, for external assessors this can be demonstrated through exposure to Industry by conducting frequent site assessments across various locations.
**Where a unit is being delivered outside of a Qualification the first numeric character in the Unit code should be considered to indicate the AQF level
Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.
Observation Checklist
Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice
Yes
No
Comments/feedback
Access, interpret and apply sales documentation and ensure the work activity is compliant
Confirm local market information regarding construction materials
Identify sales area boundaries in accordance with economic efficiency/effectiveness
Identify and describe competitor organisations and basic profiles
Apply company products and pricing systems within organisational requirements
Implement company sales strategy
Identify and apply successful sales processes to sales situations
Plan, undertake and record customer prospects
Plan, prepare and undertake the sales approach
Apply effective sales communication techniques in face to face, telephone and written situations
Prepare quotations/tenders
Plan, prepare and conduct sales presentations/demonstrations
Handle objections effectively throughout the sales process
Apply a variety of closure techniques to secure sales
Follow up sales according to procedures and customer feedback mechanisms
Review personal sales performance, and formulate a plan for personal development
Establish processes and systems to monitor and review customer base and local market
Identify current and potential customers
Develop and record customer profiles in a customer database
Establish and/maintain liaison procedures between customers and company personnel
Manage order taking system and employees involved in the ordering process
Implement continuous improvement techniques and processes
Agree and identify sales roles and responsibilities
Manage the activities of sales personnel
Develop and agree on weekly/monthly sales call plan
Prioritise and agree on sales activities
Identify, record and activate liaison procedures between customers and company personnel
Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
Observe and apply sales protocols
Document and communicate sales results within the organisation’s reporting and continuous improvement process
Confirm and update records of customer profile/needs
Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
Maintain sales records and prepare written reports
Identify sales/performance variances and take corrective action to adjust performance
Use local market information to update and develop sales strategies
Access, interpret and apply sales documentation and ensure the work activity is compliant
Confirm local market information regarding construction materials
Identify sales area boundaries in accordance with economic efficiency/effectiveness
Identify and describe competitor organisations and basic profiles
Apply company products and pricing systems within organisational requirements
Implement company sales strategy
Identify and apply successful sales processes to sales situations
Plan, undertake and record customer prospects
Plan, prepare and undertake the sales approach
Apply effective sales communication techniques in face to face, telephone and written situations
Prepare quotations/tenders
Plan, prepare and conduct sales presentations/demonstrations
Handle objections effectively throughout the sales process
Apply a variety of closure techniques to secure sales
Follow up sales according to procedures and customer feedback mechanisms
Review personal sales performance, and formulate a plan for personal development
Establish processes and systems to monitor and review customer base and local market
Identify current and potential customers
Develop and record customer profiles in a customer database
Establish and/maintain liaison procedures between customers and company personnel
Manage order taking system and employees involved in the ordering process
Implement continuous improvement techniques and processes
Agree and identify sales roles and responsibilities
Manage the activities of sales personnel
Develop and agree on weekly/monthly sales call plan
Prioritise and agree on sales activities
Identify, record and activate liaison procedures between customers and company personnel
Analyse results of sales to institute techniques for improvement of sales skills and organisational procedures
Observe and apply sales protocols
Document and communicate sales results within the organisation’s reporting and continuous improvement process
Confirm and update records of customer profile/needs
Monitor sales stages according to agreed project milestones and negotiate adjustments as deemed necessary by both customer and supplier
Maintain sales records and prepare written reports
Identify sales/performance variances and take corrective action to adjust performance
Use local market information to update and develop sales strategies
Forms
Assessment Cover Sheet
RIICCR501D - Conduct sales in construction materials operations
Assessment task 1: [title]
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Assessment Record Sheet
RIICCR501D - Conduct sales in construction materials operations
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Assessment task 1: [title] Result: Competent Not yet competent
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Overall assessment result: Competent Not yet competent