Elements and Performance Criteria

The Range of Variables statement provides details of the scope of the Elements and Performance Criteria to allow for differences within enterprises and workplaces, including practices, knowledge and requirements. The Range of Variables also provides a focus for assessment and relates to the unit as a whole. The variables listed should be considered indicative rather than exhaustive and should be used as applicable to the job role or function.

General Contexts may include but are not limited to
Type of products and services provided
Business policy and procedures with regard to the acquisition and sale of products and services
Size, type and location of business
Business merchandise range
Strategic measurement and evaluation systems and processes
Characteristics of the specific product(s) or service(s)
Management structure and communication relationships
Business service range
Customers including other businesses or end consumers serviced through business customers or directly
Varying levels of staff training
Worksite specific context, variations and environments

Workplace Contexts may include but are not limited to
Workplace-specific guidelines, policies and practices
Conditions of service, legislation and industrial agreements
Consultative processes may involve
Staff members
Teams
Management
Union representatives
Industrial relations, Occupational Health & Safety specialists
Other professional or technical staff
Relevant personnel may vary with context, level of employment, ascribed duties, nature of enquiry or response required.

Applicable State/ Territory/ Commonwealth regulations and legislation may include but are not limited to
Occupational Health and Safety
Workplace relations
Workers compensation
Industry codes of practice
License, patent or copyright arrangements
Environmental protection legislation
Equal Employment Opportunity and anti-discrimination law
Emergency procedures
Transport, storage and handling of goods
Goods and Services Tax
Australian Competition and Consumer Commission provisions
Trade Practices Act

Sources of information may include but are not limited to
Legislation and regulations
Work procedures and internal manuals
Company operating procedures and instructions
Manufacturer's specifications
Supplier and/ or customer instructions
Codes of practice
Quality assurance systems, procedures and policies
Awards, workplace agreements, and other industrial arrangements
Oral/ verbal communication including face to face, telephone, Internet, radio, and such like
Written instructions and communication such as data exchange, letters, e-mails
Non-verbal communication
Feedback
Safety instructions and workplace signage
Direct or indirect
Electronic or hard copy
Policy and protocols

Work site environment factors may include but are not limited to
Key elements of a commercial strategy may include
Consultation with key stakeholder
Expenditure budget meets organisational requirements for probity
Procurement process agreed by users, documented, and meets legal and probity requirements
Approvals obtained
Contractual arrangements that capture and address identified risks, protection of all parties, and include performance indicators which provide the basis for due performance

Data may include
Public notification
Electronic
Verbal
Annual reports
Internal and/or external
Statistical reports

Forecast and competitor activity information collection may be by
Data base or Internet searches
Modelling
Telephone
Facsimile
Mail
Verbal meetings

Comparative basis for service/ products may include
Price
Sales
Market share
Time, etc.

Market research information may be obtained by use of
Electronic (eg. data base, Intranet, Virtual Private Network, Ultranet, Internet search)
Written (eg. newspapers, annual reports, Australian Bureau of Statistics reports)
Visual media (eg. videos, television news)

Records may include
Purchase requests and orders
Tender submissions and proposals
Invoices and payment requests
Statements and petty cash vouchers
Offer and contract documents
Evaluation process documentation
Records of authorised officers' decisions
Corporate credit card transaction statements
Records of supplier performance
Financial statements
Asset registers
Records of conversation

The following components of the Evidence Guide relate directly to the Performance Criteria and the Range of Variables for the unit of competency and will inform and provide guidance for assessment of the unit in the workplace and/or training program. This Evidence Guide must be read in conjunction with the Assessment Guidelines for the National Wholesale Training Package.

Critical aspects of evidence
Assessment requires evidence of the following be collected:
Completed product and service checks across a range of scenarios over time
Accurate data processing
Conformance with data and systems security requirements
Use of accurate and up to date information/ data
Consistent completion of routine trade history checks for a range of customers, across a range of services and products

Interdependent assessment of units
This unit may be assessed in conjunction with other units that form part of a job role or function.

Underpinning knowledge and skills
Display knowledge in terms of job role or function:
Factors that influence sales
Types of data
Data processing requirements
Storage and security of data and hardware/ records systems
Electronic and manual system used by the industry
Completing routine comparative checks
Checking and reporting performance
Product and service types

Display skills in terms of job role or function, including the ability to:
Provide trade and supply reports
Access data on past, current and forecasted figures
Review distribution accounts and prices
Interrogate existing systems for performance comparisons or sales trends
Justify pricing alterations
Match stock availability and demand

Resource Implications
Access to required assessment evidence; time spent with assessee in assessment, competency outcomes and appropriate assessment facilities

Consistency in performance
The assessment method should be conducted over time to cover all elements and performance criteria, across a range of variables.
Work practices should be completed in accordance with safe operating procedures to minimise the risk of injury to self or others or damage to goods, equipment or products

Context for assessment
Assessment may occur on the job or off-the-job.