Application
This unit describes the skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.
It applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service.
No licensing, legislative or certification requirements apply to this unit at the time of publication
Elements and Performance Criteria
ELEMENT | PERFORMANCE CRITERIA |
Elements describe the essential outcomes. | Performance criteria describe the performance needed to demonstrate achievement of the element. |
1. Identify organisational strategic direction | 1.1 Obtain and analyse assessment of market needs and strategic planning documents 1.2 Review previous sales performance and successful approaches to identify factors affecting performance 1.3 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making |
2. Establish performance targets | 2.1 Determine practical and achievable sales targets 2.2 Establish realistic time lines for achieving targets 2.3 Determine measures to allow for monitoring of performance 2.4 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image |
3. Develop a sales plan for a product | 3.1 Determine approaches to be used to meet sales objectives 3.2 Identify additional expertise requirements and allocate budgetary resources accordingly 3.3 Identify risks and develop risk controls 3.4 Develop advertising and promotional strategy for product 3.5 Identify appropriate distribution channels for product 3.6 Prepare a budget for the sales plan 3.7 Present documented sales plan to appropriate personnel for approval |
4. Identify support requirements | 4.1 Identify and acquire staff resources to implement sales plan 4.2 Develop an appropriate selling approach 4.3 Train staff in the selling approach selected 4.4 Develop and assess staff knowledge of product to be sold |
5. Monitor and review sales plan | 5.1 Monitor implementation of the sales plan 5.2 Record data measuring performance versus sales targets 5.3 Make adjustments to sales plan as required to ensure required results are obtained |
Foundation Skills
This section describes language, literacy, numeracy and employment skills incorporated in the performance criteria that are required for competent performance.
Skill | Performance Criteria | Description |
Reading | 1.1-1.3, 2.4, 3.5, 4.1, 5.1-5.3 | Analyses and interprets workplace documentation Recognises information in job specifications and work processes related to sales requirements |
Writing | 1.2, 2.1-2.3, 3.1-3.6, 4.2, 4.3, 5.1- 5.3 | Accurately records information according to organisational requirements Composes and edits texts, selecting appropriate vocabulary and structure for audience and purpose |
Oral Communication | 3.7, 4.1, 4.3, 4.4 | Presents information to a range of audiences using appropriate structure and language Uses questioning and active listening to request feedback or to clarify or confirm understanding |
Numeracy | 1.1-1.3, 2.1-2.3, 3.2, 3.6, 5.2-5.3 | Uses a wide range of mathematical calculations to enter or analyse information related to sales plans, targets and performance |
Navigate the world of work | 1.1, 2.4 | Considers organisational goals when determining and developing sales plans and strategies |
Interact with others | 3.7, 4.1, 4.3, 4.4 | Identifies and uses appropriate conventions and protocols when communicating with a range of personnel Demonstrates sophisticated control over oral, visual and/or written formats, drawing on a range of communication practices to achieve training goals |
Get the work done | 1.1, 1.3, 2.1-2.3, 3.2-3.7, 4.1, 4.2, 4.4, 5.1, 5.3 | Sequences and schedules complex activities, monitors implementation and manages relevant communication Uses systematic, analytical processes in complex, non-routine situations, setting goals, designing strategies, gathering relevant information and evaluating options Uses formal and informal processes to monitor implementation of solutions and reflect on outcomes Develops new and innovative ideas through exploration, analysis and critical thinking |
Sectors
Business Development – Sales