Elements and Performance Criteria

Element

Performance Criteria

1

Implement promotional strategy

1.1

Sales plan is analysed to clarify strategy and sales targets

1.2

Promotional package is created to meet the requirements of the sales plan and enhance the business corporate image and satisfy all relevant legislation, regulations and codes of practice

1.3

Promotional strategy is implemented within budget and in the timeframes specified

2

Prepare distribution channels

2.1

Distribution channels are identified and agreements for selling products and/or services are reached

2.2

Training of personnel is undertaken to develop product and service knowledge and to ensure quality customer service is maximised

2.3

Promotional materials are distributed to sales people and distribution channels within appropriate timeframes

3

Monitor and review sales plan implementation

3.1

Criteria to measure the effectiveness of the promotional strategy are established

3.2

Adjustments to the promotional strategy or product and/or service distribution are made, as necessary, to ensure the required result is being obtained

3.3

Feedback on the implementation of the sales plan and promotional strategy is contributed to the sales planning process

REQUIRED KNOWLEDGE&SKILLS

Knowledge requirements include:

sales and promotion techniques

marking techniques and market trends

products and/or services provided by the company

training strategies

Skills requirements include:

communication skills

marketing skills

project management

use computers, telecommunication devices, databases, company proformas

EVIDENCE GUIDE

Assessment of performance requirements in the unit should be undertaken in an industry context. The Evidence Guide identifies the critical aspects, knowledge and skills to be demonstrated to confirm competency for the unit. Competency is demonstrated by performance of all stated criteria including the Range Statement applicable to the workplace.

Overview of assessment requirements

To achieve competency in this unit, a person must be able to demonstrate:

the successful implementation of a sales plan based on analysis of the plan

development of an implementation strategy

communication of the strategy to relevant people

ability to put training in place

implementing the plan and making necessary adjustments and measuring the success of the plan

Critical aspects of evidence

Evidence required for demonstration of consistent performance:

Competence in this unit must be assessed over a period of time in order to ensure consistency of performance over the Range Statement and contexts applicable to the work environment.

Delivery/assessment relationship to other units:

This unit may be assessed on its own or it may be assessed with other units that cover related skills and knowledge.

Evidence is most relevant when provided through an integrated activity which combines the elements of competency for the unit, or a cluster of units of competency.

Assessment requirements

Method of assessment:

For valid and reliable assessment of this unit, evidence should be gathered through a range of methods to indicate consistent performance.

Assessment of this unit of competence will usually include observation of processes and procedures, oral and/or written questioning on underpinning knowledge and skills and other methods as required.

Context of assessment:

This unit may be assessed at work, in a simulated work environment or a combination of these two approaches.

Resources required for assessment:

Assessment of this unit of competence requires access to workplace document, policies and procedures, computers and other office equipment.

The Range Statement relates to the unit of competency as a whole. It allows for different work environments and situations that will affect performance.

The following variables 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. If bold italicised text is shown in Performance Criteria, details of the text are provided in the Range Statement.

Promotional materials may include:

product and/or services brochures

client newsletters/bulletins

promotional products or give-aways, third party services

media advertising (radio, television, newspapers, trade journals, direct marketing)

Legislation, regulations and codes of practice may include:

industry codes of practice

occupational health and safety (OH&S) legislation

Anti-discrimination legislation

Consumer Credit Code

Privacy Act

legislation covering competition, prudential regulation

Finance Code

Electronic Funds Transfer (EFT) Code of Conduct

Financial Transaction Reports Act

Corporations Act (including Accounting Standards)

Business Names legislation

Financial Services Reform Act (FSRA)

Taxation Law

Australian Accounting Standards

Australian Prudential Regulation Authority (APRA)

Distribution channels may include:

brokers

common interest groups

agents

existing clients

associations

telemarketing

Criteriamay include:

volume of sales

surveys of awareness of products and/or services

meeting targets

new clients