Unit of competency Outline

Date retreived
23/07/2026 6:52 AM AWST

Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.

Develop a sales plan

Develop a sales plan

Unit of competency
National Code
BSBSLS501
State Code
AUL34
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
25/03/2015
View on TGA
State Implementation and Classification
Approved Date
15/09/2015
Field of Education
080501 - Sales
Original Release Date
15/09/2015
Nominal Hours
70
Description
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
Notes
Elements and Performance Criteria
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
No information
No information
Replaces
State Code National Code Title Type
D1002 BSBSLS501A Develop a sales plan Unit of competency
Replaced By
State Code National Code Title Type
OCE37 BSBOPS505 Manage organisational customer service Unit of competency