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
Sales objectives/ targets may vary with
Product and/ or service
Merchandising/ sales strategy
Sales strategy
Promotional strategies and their duration, cycle, territory coverage and product or service focus.

Analysis of territory reports may include
Competitor activities
Recalls
Product problems
Display disputes
Business customer requests
End consumer complaints

Territory may be defined by
Size, type and location of stores
Demographic parameters
Territory size, location and geographic spread
Business/ account customers

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

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:
Attain sales targets within given timeframe for specified activity areas
Relevant pricing, legislative and procedural information understood and applied
Review and analysis of current personal sales targets
Strategies for attainment of personal sales targets
Identification of factors inhibiting attainment of sales targets
Mapping of strategies to address barriers to attainment of sales targets

Interdependent assessment of units
This unit may be assessed independently or in conjunction with unit
WRWSL306A Build sales of branded products
and
WRWSL304 Optimise customer and territory coverage.

Underpinning knowledge and skills
Display knowledge in terms of job role or function:
Collecting, analysing and organising information
Parameters determining successful attainment of personal sales targets
Factors impacting sales
Business plans and targets impacting personal sales targets
Business policies and procedures
Territory coverage and customers
Customer satisfaction
Occupational, health and safety aspects to job
Relevant consumer law, commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Confirm and implement sales targets
Establish personal sales targets against agreed parameters
Monitor progress toward sales targets
Determine and minimise factors which could impinge on capacity to reach sales targets
Recognise attainment of sales targets
Adjust plans to achieve sales targets in timely manner

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 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.