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 relatins, 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
Types of standards, performance benchmarks or specifications may include
Australian Standards
International Standards
Professional standard
Industry standards
Performance indicators
Quality measures and criteria
Planning milestones and timeframes
Design brief
Manufacturers and suppliers standards

Product knowledge may include
Warranties
Corresponding benefits of various products
Use-by dates
Storage requirements
Stock availability

Market assessment and competitor analysis 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

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

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

Territory reports may include information on
Competitor activities
Recalls
Product problems
Display disputes
Business customer requests
End consumer complaints

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

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:
Visit frequency including quality of visit outcomes
Accuracy and insightfulness of reports on business visits
Ability to map and respond in a timely manner to competitor activities
Satisfactory and timely task performance
Maintenance and responsiveness to customer demands
Customer satisfaction levels
Identification of opportunities to improve territory coverage or service efficiency
Overall contribution to attainment of sales and associated merchandising targets

Interdependent assessment of units
This unit may be assessed independently or in conjunction with unit
WRWSL305 Analyse and achieve sales targets
and
WRWSL306A Build sales of branded products.

Underpinning knowledge and skills
Display knowledge in terms of job role or function:
Territory characteristics and features
Types of business customers
Range of products and services for each customer within a territory
Customer needs
Business policy and procedures for servicing customers
Competitor activity
Customer satisfaction levels
Personal task and priority planning
Relevant contact personnel in businesses
Merchandise and sales strategies within territory
Occupational, health and safety aspects to job
Relevant commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Establish territory coverage plan
Establish procedures for collecting and reporting information and feedback
Complete paperwork in a timely manner
Determine customer needs accurately
Research information on which to base improvement of territory coverage
Seek out opportunities for improving merchandise and customer relations
Interpersonal and communication skills
Applied writing skills
Plan personal training program in collaboration with team and supervisor

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