Unit of competency Outline

Date retreived
22/07/2026 1:58 PM AWST

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Coordinate sales performance

Coordinate sales performance

Unit of competency
National Code
SIRXSLS304
State Code
WD985
TGA Status
Deleted
DTWD Status
Deleted
Current Release Number
1.00
Current Release Date
13/06/2012
View on TGA
State Implementation and Classification
Approved Date
14/02/2014
Field of Education
080501 - Sales
Original Release Date
14/02/2014
Nominal Hours
35
Description
This unit describes the performance outcomes, skills and knowledge required to implement and monitor store policies and procedures and relevant legislation in relation to sales transactions, and to provide feedback to management and staff on sales performance in relation to sales targets and planning.
Notes
Elements and Performance Criteria
1. Implement sales policies and procedures.
  • 1.1.Implement and monitor adherence to store policy and procedures and relevant legislation in regard to selling.
  • 1.2.Implement and monitor store policy and procedures in regard to sales transactions.
  • 1.3.Monitor team to ensure information is entered into point-of-sale equipment accurately.
  • 1.4.Monitor team to ensure the efficient and safe handling of goods through point-of-sale areas.
  • 1.5.Monitor team to ensure that products and services are matched to customer needs.
2. Provide feedback and coaching to improve implementation of sales policies and procedures.
  • 2.1.Provide individual information and coach sales team members in store policy and procedures and relevant legislation in regard to selling.
  • 2.2.Provide individual information and coach sales team members on the implementation of store policy and procedures in regard to sales transactions.
  • 2.3.Provide support to team members to promote sales and service techniques.
3. Monitor achievement of sales targets.
  • 3.1.Monitor and record individual and department sales targets according to store policy.
  • 3.2.Monitor and record store sales results in line with sales targets and according to store policy.
  • 3.3.Provide feedback to management and staff on sales performance in relation to sales targets and planning.
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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the individual, accessibility of the item, and local industry and regional contexts) may also be included.
Store policy and procedures in regard to:
allocated duties and responsibilities
efficient use of resources
internal and external customer contact
reporting
sales transactions
selling products and services.
Relevant legislation may include:
environmental and sustainability legislation
industry codes of practice
liquor laws
lottery legislation
WHS
pricing procedures, including GST requirements
sale of second-hand goods
sale of X and R-rated products
tobacco laws
Australian consumer law and fair trading Acts
trading hours
transport, storage and handling of goods.
Sellingmay include:
face-to-face
internet
telephone.
Sales transactions may include:
cash
cheque
credit card
EFTPOS
gift voucher
lay-by
store card.
Teammay include:
fulltime, part-time, casual or contract staff
people from a range of cultural, social and ethnic
people with varying degrees of language and literacy.
Handling techniques may vary according to:
industry codes of practice
WHS
stock characteristics.
Customers may include:
customers with routine or special requests
internal or external contacts
new or repeat contacts
people from a range of social, cultural and ethnic backgrounds
people with varying physical and mental abilities.
Feedback to management and staff may include:
business documents
email
financial reports
informal meetings
presentations
records of store sales
reports.
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
applies store policies and procedures and industry codes of practice in regard to customer service and selling products and services
implements and monitors store policies and procedures in relation to sales transactions, including noncash sales and variations to standard sales transactions
provides information and coaching to sales team members to improve sales policy implementation
monitors and provides feedback to management and staff on sales performance in relation to sales targets and planning.
Context of and specific resources for assessment
Assessment must ensure access to:
a retail work environment
relevant documentation, such as:
policy and procedures manuals
individual and department sales targets and results
reporting proforma
legislation and statutory requirements
a sales team
point-of-sale equipment and materials.
Method 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
answers to questions about specific skills and knowledge
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.
Replaces
State Code National Code Title Type
S6193 SIRXSLS003A Coordinate sales performance Unit of competency