Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

CPPDSM5032A Mapping and Delivery Guide
Market the agency

Version 1.0
Issue Date: May 2024


Qualification -
Unit of Competency CPPDSM5032A - Market the agency
Description This unit of competency specifies the outcomes required to develop and implement a marketing strategy to position the agency in the property market. It does not cover marketing required for individual properties.The unit may form part of the licensing requirements for persons engaged in real estate activities in those States and Territories where these are regulated activities.
Employability Skills The required outcomes described in this unit of competency contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit of competency is packaged, will assist in identifying employability skills requirements.
Learning Outcomes and Application This unit of competency supports the work of those involved in developing and implementing a marketing strategy to position the agency in the property market.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
Competency Field Real estate
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities 		Slides
PPT 		Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Undertake market research.
  • Market research methods are developed that provide a sound base for the creation of a property database and comparative analysis of property markets.
  • Research is undertaken that provides a sound base for operational marketing decisions to be made in line with ethical and legislative requirements.
       
Element: Develop marketing strategy.
  • Organisation's business plan, needs of the existing client base and the nature of further business opportunities are established that are appropriate to the scope of market opportunities available to the agency.
  • Relative strengths and weaknesses of competitors are assessed to identify opportunities for competitive advantage and for inclusion in marketing strategies.
  • Marketing strategies are formulated to position the agency in the property market and to minimise adverse effects of direct competition on the agency.
  • Marketing strategy is developed based on the needs of key stakeholders and to enable its implementation within agency services.
  • Marketing strategy is presented to all stakeholders ready for their consideration.
       
Element: Implement marketing strategy.
  • Agency logo and mission statement are developed to promote positive public recognition of the services provided.
  • Clients are clearly informed of value-added services that are provided by the agency.
  • Promotional materials are produced as a ready reference for agency staff.
  • Community networks are accessed to promote the agency's services.
  • Service fees are charged that are consistent with agency business objectives and are able to be consistently understood and applied by relevant staff.
       
Element: Review and adjust marketing activities.
  • Marketing activities and plan are reviewed against agreed benchmarks and targets.
  • Feedback on outcomes of marketing activities is sought using reliable methods and verifiable data according to agency practice.
  • Need for alternative marketing activities and adjustments to marketing plan are assessed in consultation with relevant people.
  • Effectiveness of planning and marketing processes is assessed to identify possible improvements in future activities.
  • Costs and time lines are analysed to evaluate and improve future marketing initiatives.
  • Conclusions are prepared from verifiable evidence and advice is provided on future marketing initiatives.
  • Stakeholder recommendations are presented to allow for implementation in revised marketing plans, whose effectiveness is regularly monitored.
  • Agreed agency services are regularly assessed and adjusted to reflect agreed marketing policies.
       
Element: Select and promote agency services.
  • Agency services are selected to maximise competitive advantage and profitability and address stated client requirements.
  • Achievable targets are set for each service that are in line with the business marketing plan and the size and nature of the agency.
  • Cost-benefit analysis is performed on services delivered, to enable the determination of the overall financial viability of individual services.
  • Service performance is reviewed periodically, allowing for adjustments to be made in line with changes in the marketplace.
       


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.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

Overview of assessment

This unit of competency could be assessed through practical demonstration of case studies, demonstration and practical exercises focused on marketing an agency. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence. The demonstration and questioning would include collecting evidence of the candidate's 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. 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:

knowledge of the ethical and legislative requirements relating to marketing an agency

undertaking market research to support the marketing of an agency

developing a marketing strategy for an agency

implement a marketing strategy for an agency

reviewing and adjusting agency marketing activities in response to changing business objectives and market conditions

selecting and promoting agency services to clients and other stakeholders.

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 and/or 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 person's 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 (RCC/RPL), 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 project-based 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.

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, 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.

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

Required skills:

ability to communicate with and relate to a range of people from diverse social, economic and cultural backgrounds and with varying physical and mental abilities

analytical skills to interpret documents such as legislation, regulations and property documentation

application of risk management strategies associated with marketing agency

computing skills to access databases, send and receive emails and complete standard forms online

decision making and problem solving skills to analyse situations and make ethical marketing decisions consistent with legislative and ethical requirements

literacy skills to access and interpret a variety of texts, including legislation, regulations and rules of ethics; prepare general information, papers, marketing materials and prepare marketing plans; and complete standard forms

negotiation skills required in discussions with service providers on marketing activities, budgets and timeframes

numeracy skills to calculate and interpret data, such as costs of marketing activities and to ensure compliance with agreed marketing budgets

planning, organising and scheduling skills to implement marketing plans

research skills to identify and locate documents and information relating to the preparation of agency marketing plans.

Required knowledge and understanding:

ethical standards associated with marketing agency

factors considered in review of effectiveness of marketing strategy, plan, activities and materials

factors influencing choice of marketing strategy for agency

market opportunities

market research methods

marketing activities, including:

advertising, including print and electronic media

brochures

direct marketing

business-to-business marketing

networking

seminars

targeting markets by service type

internet and online advertising

marketing budget

marketing materials

marketing plan and strategies

relevant federal, and state or territory legislation and local government regulations relating to:

anti-discrimination and equal employment opportunity

consumer protection, fair trading and trade practices

financial services

OHS

privacy

property sales and management

risks and risk management strategies

strengths, weaknesses, opportunities and threats (SWOT) analysis.

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording in the performance criteria is detailed below. Add any essential operating conditions that may be present with training and assessment depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts.

Market research methods may include:

qualitative methods

quantitative methods.

Legislative requirements may include:

anti-discrimination and equal employment opportunity

consumer protection, fair trading and trade practices

financial services

OHS

privacy

property sales and management.

Marketing strategies may include:

achieving lower costs than competitors

agency service range and mix

creating a different service so that the agency becomes a class leader in the industry

presentation and display of agency services

pricing

promotion and advertising

pursuing cost leadership and product differentiation within the market.

Stakeholders may include:

accountants

board of directors

clients

customers

managers

marketing personnel

owners

staff

strategic business partners

subcontractors.

Verifiable evidence may include:

checklists

notes

qualitative and quantitative data

records

testimonies.

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
Market research methods are developed that provide a sound base for the creation of a property database and comparative analysis of property markets. 
Research is undertaken that provides a sound base for operational marketing decisions to be made in line with ethical and legislative requirements. 
Organisation's business plan, needs of the existing client base and the nature of further business opportunities are established that are appropriate to the scope of market opportunities available to the agency. 
Relative strengths and weaknesses of competitors are assessed to identify opportunities for competitive advantage and for inclusion in marketing strategies. 
Marketing strategies are formulated to position the agency in the property market and to minimise adverse effects of direct competition on the agency. 
Marketing strategy is developed based on the needs of key stakeholders and to enable its implementation within agency services. 
Marketing strategy is presented to all stakeholders ready for their consideration. 
Agency logo and mission statement are developed to promote positive public recognition of the services provided. 
Clients are clearly informed of value-added services that are provided by the agency. 
Promotional materials are produced as a ready reference for agency staff. 
Community networks are accessed to promote the agency's services. 
Service fees are charged that are consistent with agency business objectives and are able to be consistently understood and applied by relevant staff. 
Marketing activities and plan are reviewed against agreed benchmarks and targets. 
Feedback on outcomes of marketing activities is sought using reliable methods and verifiable data according to agency practice. 
Need for alternative marketing activities and adjustments to marketing plan are assessed in consultation with relevant people. 
Effectiveness of planning and marketing processes is assessed to identify possible improvements in future activities. 
Costs and time lines are analysed to evaluate and improve future marketing initiatives. 
Conclusions are prepared from verifiable evidence and advice is provided on future marketing initiatives. 
Stakeholder recommendations are presented to allow for implementation in revised marketing plans, whose effectiveness is regularly monitored. 
Agreed agency services are regularly assessed and adjusted to reflect agreed marketing policies. 
Agency services are selected to maximise competitive advantage and profitability and address stated client requirements. 
Achievable targets are set for each service that are in line with the business marketing plan and the size and nature of the agency. 
Cost-benefit analysis is performed on services delivered, to enable the determination of the overall financial viability of individual services. 
Service performance is reviewed periodically, allowing for adjustments to be made in line with changes in the marketplace. 

Forms

Assessment Cover Sheet

CPPDSM5032A - Market the agency
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

CPPDSM5032A - Market the agency

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: