This section describes the essential skills and knowledge and their level required for this unit

Required skills

analytical skills to research industry benchmarks and analyse data and budget requirements

communication skills to present marketing and sales information to clients and interpret written and oral information

computing skills to access the internet and web pages prepare and complete online forms lodge electronic documents and search online databases

interpersonal skills to relate to people from a range of social cultural and ethnic backgrounds and varying physical and mental abilities

planning skills to plan and schedule marketing and sales activities

problem solving skills to develop contingency plans and select alternative marketing and sales options and to negotiate strategies with clients

technology skills to maintain databases and source information

Required knowledge and understanding

business planning processes

customer relations policies

industry benchmarks

market competitors

market conditions and forces

marketing and sales principles and practices

performance evaluation measures

relevant federal and state or territory legislation and local government regulations related to

antidiscrimination

consumer protection

environmental issues

equal employment opportunity EEO

financial probity

franchise and business structures

industrial relations

OHS

privacy

property sales leasing and management

Overview of assessment

This unit of competency could be assessed through practical demonstration of developing a property marketing and sales strategy Targeted written including alternative formats where necessary or verbal questioning to assess the candidates underpinning knowledge would provide additional supporting evidence of competence The demonstration and questioning would include collecting evidence of the candidates knowledge and application of ethical standards and relevant federal and state or territory legislation and regulations This assessment may be carried out in a simulated or workplace environment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

A person who demonstrates competency in this unit must be able to provide evidence of

accurately determining marketing and sales requirements and client objectives

collecting and analysing current market and sales information

identifying marketing and sales activities and required resources and incorporating into a property marketing and sales strategy

knowledge of organisations practices ethical standards and legislative requirements associated with developing and implementing a property marketing and sales strategy

obtaining feedback and collecting data to review success of marketing and sales strategy

selecting a range of suitable marketing and sales options

Context of and specific resources for assessment

Resource implications for assessment include

access to suitable simulated or real opportunities and resources to demonstrate competence

assessment instruments that may include personal planner and assessment record book

access to a registered provider of assessment services

Where applicable physical resources should include equipment modified for people with disabilities

Access must be provided to appropriate learning andor assessment support when required

Assessment processes and techniques must be culturally appropriate and appropriate to the language and literacy capacity of the candidate and the work being performed

Validity and sufficiency of evidence require that

competency will need to be demonstrated over a period of time reflecting the scope of the role and the practical requirements of the workplace

where the assessment is part of a structured learning experience the evidence collected must relate to a number of performances assessed at different points in time and separated by further learning and practice with a decision of competence only taken at the point when the assessor has complete confidence in the persons competence

all assessment that is part of a structured learning experience must include a combination of direct indirect and supplementary evidence

where assessment is for the purpose of recognition RCCRPL the evidence provided will need to be current and show that it represents competency demonstrated over a period of time

assessment can be through simulated projectbased activity and must include evidence relating to each of the elements in this unit

In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions and will reflect the requirements of the competency and the work being performed

Marketing and sales may relate to:

Relevant people may include:

Organisational requirements may be outlined and reflected in:

Market information may be collected using a range of techniques such as:

Characteristics of customer base to be considered may include:

Business equipment and technology may include:

Marketing and sales objectives may relate to:

Activities may include:

Legislative and ethical requirements may be outlined and reflected in:

Feedback may be obtained from: