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.
The development of strategic goals and performance indicators may include:
consultation with key stakeholders
budget considerations
procurement processes
approval processes
contractual arrangements.
Forecasts may vary with:
product or service
merchandising and sales strategy
promotional strategies and their duration, cycle, territory coverage and product or service focus.
Indicators may be accessed via:
Australian Bureau of Statistics
competitor information
annual reports
trade publications
field reports
stock market analyses.
Sources of information may include:
verbal communication, including face to face, telephone, internet and radio
written communication such as data exchange, letters, e-mails
feedback.
Internal staff and supplier personnel may include:
people with varying degrees of language and literacy
people from a range of cultural, social and ethnic backgrounds
people with a range of responsibilities and job descriptions.
Plans may include:
strategic business plans
marketing
promotional
sales strategies
purchasing and procurement
disposal
human resources
public relations
contingency
risk management
environmental.
Mechanisms to analyse performance of products and services may include:
contact history
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 supplier performance
financial statements.
Internal and external personnel may include:
specialist contacts
employees
supervisors
store manager
area manager.

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:
researches and assesses opportunities for new products or services against performance of current products or services
monitors, evaluates and reports on product or service performance over a period of time
liaises with suppliers and other business partners to prepare up-to-date and accurate data on product or service performance for consideration within planning processes
produces concise reports to convey information regarding product or service performance to relevant personnel according to business policy.
Context of and specific resources for assessment
Assessment must ensure access to:
a sales-oriented work environment
information on:
markets
competitors
products and services
suppliers
relevant documentation, such as:
policy and procedures manuals
sales reports
a range of customers with different requirements.
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 performance in the workplace
third-party reports from a supervisor
customer feedback
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.