Elements and Performance Criteria

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.
Key elements of a sales strategy may include:
promotional activities
sales techniques
territory management
rapport building
product knowledge
administration procedures and requirements
time management
negotiation skills.
Products and services may be grouped by:
brand
merchandise classification
category
range
customer.
Sales strategy may vary according to:
product or service
merchandising and sales strategy
discount periods, e.g. annual sale
promotional strategies and their duration, cycle, territory coverage and product or service focus.
Joint business sales strategies will vary based on:
product, range, line, or category performance requirements
objectives such as those for price, profit, brand share, market share.
Relevant information may include:
current performance data
sales and contracts
forecasted trends and opportunities
available resource commitments and capacity.
Planning and analysis activities for a specific market may include consideration of:
location
product and service mix
packaging or presentation
quality factors (time, cost, variations)
access
continuity.
Relevant people may include:
internal or external consultants
employees
supervisors
relevant managers.
Business goals and outcomes may include:
key performance indicators
strategic objectives
price
market and sales indicators
brand value
quality standards and criteria
performance benchmarks
milestones.

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.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
accesses, analyses and integrates information regarding current company sales strategies
develops realistic sales strategy targets that relate to strategic and business planning targets
develops a successful sales strategy for a product or service in consultation with relevant personnel
establishes procedures and mechanisms to collect and report on sales strategy during the development stage
presents concise implementation procedures and review mechanisms for a sales strategy.
Context of and specific resources for assessment
Assessment must ensure access to:
a sales-oriented work environment
relevant documentation, such as:
strategic plans
information on the internal and external operating environment
a team.
Methods of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of the candidate in the workplace
third-party reports from a supervisor
review of portfolios of evidence
written or verbal questioning to assess knowledge and understanding
review of portfolios of evidence and third-party workplace reports of on-the-job performance.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.