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

Promotional problems may include
Timing of promotion
Promotion type (event, seasonal, new lines, new store)
Supplying volume requirements
Types of promotions
Business customer planning times and cycles

Mutual benefits may include
Joint promotions
Special events support
Price
Gross profit margins
Collaborative planning
Co-branding
Improved trading terms

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

Market assessment may include
Structure of and 'players' in the market
Market capability
Market maturity
Market strength
Factors/ conditions which may affect supply
Potential impact of intended contracting activity

Support materials required for promotional programs may include
Merchandising/ promotional materials Uniforms
Pay
Consumables
Transportation
Gift and other forms of vouchers

Evaluation of options may include
Stakeholder consultation
Confirmation that a procurement process is necessary
Development of a business case
Modelling results
Cost benefit analysis
Data analysis
Comparison of internal versus outsourced provision
Whether to buy or lease

Business outcomes may include
Key performance indicators
Strategic objectives
Price
Market and sales indicators
Brand value
Quality standards and criteria
Performance benchmarks
Milestones

Joint business objectives will vary based on
Product, range, line, or category performance requirements
Objectives such as those for price, profit, brand share, market share

Historical data may include
Regional specific buying behaviour
Demographics
Market characteristics
Social factors
Behavioural factors
Psychographic factors (eg. lifestyle profiles)

Promotional, advertising and marketing campaigns include those for
Business customers
End consumers/ direct customers

Promotional, advertising and marketing campaigns may vary to accommodate regional variations in
Demographics
Economics
Competition
Social/ cultural forces
Political/ legal forces
Natural forces
Technology

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:
Implement successful campaigns, promotions and advertising
Analysis of previous promotional activities completed for products and services within a defined market and time period
Organisation of advertising and promotional programs
Coordination of joint advertising and promotional programs
Evidence of satisfactory and timely coordination of advertising and promotional program to agreed targets
Coordination of seasonal or special even promotional programs to agreed targets
Accurate determination of promotional program impact on inventory
Coordinated actions and understanding of businesses involved in joint programs

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:
Advertising and promotional plans
Historical data on programs
Previous coordination requirements for campaigns, promotions and advertising activities
Targets measurement and evaluation techniques
Factors determining success of joint advertising and promotional programs
Business policy and procedures
Identification and correct use of technology and maintenance
Occupational health and safety aspects of job
Relevant commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Use data to analyse previous advertising and marketing activities
Awareness of advertising events and relevant customers to be contacted
Initiative in planning of own work in integrating confirmations and responses with competency
Manage and implement promotional activities
Set targets
Establish systems for recording and reporting information for use by others to assess progress of advertising campaigns
Coordinate multiple players in joint promotional campaigns
Develop and use strategies to evaluate success of promotional activities

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.