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Evidence Guide: BSBSLS407 - Identify and plan sales prospects

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

BSBSLS407 - Identify and plan sales prospects

What evidence can you provide to prove your understanding of each of the following citeria?

Employ prospecting methods and qualify prospects

  1. Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods
  2. Select prospecting methods to match market to which the product or service is targeted
  3. Target present, previous and new clients through chosen prospecting methods
  4. Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller
  5. Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged
Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Select prospecting methods to match market to which the product or service is targeted

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Target present, previous and new clients through chosen prospecting methods

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage prospect information

  1. Develop and implement system for recording prospect information
  2. Monitor and evaluate effectiveness of system for recording prospect information
  3. Refine system for recording prospect information based on evaluation
Develop and implement system for recording prospect information

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor and evaluate effectiveness of system for recording prospect information

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Refine system for recording prospect information based on evaluation

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish individualised sales plan

  1. Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives
  2. Establish consultation and communication structures with clients and supervisors
  3. Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes
  4. Monitor and adjust sales plan to established goals and quotas
  5. Evaluate sales plan and adjust where necessary
Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish consultation and communication structures with clients and supervisors

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor and adjust sales plan to established goals and quotas

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Evaluate sales plan and adjust where necessary

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Complete sales paperwork and reports

  1. Establish system to collect, record and organise data associated with sales process
  2. Complete routine reports at regular intervals according to organisational requirements
  3. Use available technology to facilitate record-keeping and production of sales reports
Establish system to collect, record and organise data associated with sales process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Complete routine reports at regular intervals according to organisational requirements

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use available technology to facilitate record-keeping and production of sales reports

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Organise workload effectively

  1. Establish routines to provide structure for work and to manage workload
  2. Allocate time for specific work tasks and unanticipated events and activities
  3. Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required
  4. Apply time-management strategies to minimise non-productive sales activities
  5. Delegate tasks to individuals or sales team members to share workload as appropriate
  6. Identify and monitor symptoms of stress and seek expert assistance
Establish routines to provide structure for work and to manage workload

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Allocate time for specific work tasks and unanticipated events and activities

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply time-management strategies to minimise non-productive sales activities

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Delegate tasks to individuals or sales team members to share workload as appropriate

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and monitor symptoms of stress and seek expert assistance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Employ prospecting methods and qualify prospects

1.1 Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods

1.2 Select prospecting methods to match market to which the product or service is targeted

1.3 Target present, previous and new clients through chosen prospecting methods

1.4 Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller

1.5 Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged

2. Manage prospect information

2.1 Develop and implement system for recording prospect information

2.2 Monitor and evaluate effectiveness of system for recording prospect information

2.3 Refine system for recording prospect information based on evaluation

3. Establish individualised sales plan

3.1 Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives

3.2 Establish consultation and communication structures with clients and supervisors

3.3 Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes

3.4 Monitor and adjust sales plan to established goals and quotas

3.5 Evaluate sales plan and adjust where necessary

4. Complete sales paperwork and reports

4.1 Establish system to collect, record and organise data associated with sales process

4.2 Complete routine reports at regular intervals according to organisational requirements

4.3 Use available technology to facilitate record-keeping and production of sales reports

5. Organise workload effectively

5.1 Establish routines to provide structure for work and to manage workload

5.2 Allocate time for specific work tasks and unanticipated events and activities

5.3 Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required

5.4 Apply time-management strategies to minimise non-productive sales activities

5.5 Delegate tasks to individuals or sales team members to share workload as appropriate

5.6 Identify and monitor symptoms of stress and seek expert assistance

Required Skills and Knowledge

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Employ prospecting methods and qualify prospects

1.1 Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods

1.2 Select prospecting methods to match market to which the product or service is targeted

1.3 Target present, previous and new clients through chosen prospecting methods

1.4 Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller

1.5 Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged

2. Manage prospect information

2.1 Develop and implement system for recording prospect information

2.2 Monitor and evaluate effectiveness of system for recording prospect information

2.3 Refine system for recording prospect information based on evaluation

3. Establish individualised sales plan

3.1 Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives

3.2 Establish consultation and communication structures with clients and supervisors

3.3 Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes

3.4 Monitor and adjust sales plan to established goals and quotas

3.5 Evaluate sales plan and adjust where necessary

4. Complete sales paperwork and reports

4.1 Establish system to collect, record and organise data associated with sales process

4.2 Complete routine reports at regular intervals according to organisational requirements

4.3 Use available technology to facilitate record-keeping and production of sales reports

5. Organise workload effectively

5.1 Establish routines to provide structure for work and to manage workload

5.2 Allocate time for specific work tasks and unanticipated events and activities

5.3 Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required

5.4 Apply time-management strategies to minimise non-productive sales activities

5.5 Delegate tasks to individuals or sales team members to share workload as appropriate

5.6 Identify and monitor symptoms of stress and seek expert assistance