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Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

1. Develop promotional strategy for services
   • Create promotional packages that meet requirements of sales plan, enhance brokerage’s corporate image and comply with all relevant legislative requirements
   • Implement promotional strategy within budget in timeframes specified
2. Manage preparation of distributional channels
   • Identify and obtain required distribution channels
   • Implement training of distribution channels to ensure product knowledge and quality client service is maximised
   • Distribute promotional materials within appropriate timeframes
3. Monitor and review sales plan implementation
   • Establish criteria to measure effectiveness of promotional strategy
   • Establish performance criteria for distribution channels so attainment of forecast sales targets can be monitored
   • Conduct variance analysis on results of planned implementation
   • Make adjustments to promotional strategy or service distribution as necessary to ensure required results are obtained

Performance Evidence

Evidence of the ability to:

develop a promotional strategy to support the brokerage sales plan

develop an effective sales plan to increase the market share of the brokerage

manage implementation of the strategy through effective selection and preparation of distribution channels

evaluate performance of the sales plan and adjust promotional strategies as required.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

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Knowledge Evidence

To complete the evidence requirements safely and effectively, the individual must:

outline the analysis undertaken of current industry market trends and distribution channels in planning promotional strategies

describe the influence of organisation and/or industry policy wordings on the design of the promotional strategy

explain the key sales and marketing principles used in the design of the sales plan and promotional strategy

explain the process whereby management accountability is taken for compliance with organisational policy and procedures, underwriters’ guidelines and authorities and legislative requirements in the design and execution of the promotional strategy to support the sales plan.

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