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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the individual, accessibility of the item, and local industry and regional contexts) may also be included.
Business outcomes may include:
brand value
key performance indicators
market and sales indicators
milestones
performance benchmarks
price
quality standards and criteria
strategic objectives.
Brand may include:
company brands
intellectual property
product brands
registered trademarks
supplier brands.
Customer representatives may include:
customers with routine or special requests
internal and external contacts
new or repeat contacts
people from a range of social, cultural and ethnic backgrounds
people with varying physical and mental abilities.
Customer or market needs may vary according to:
competition
demographics
economics
legal factors
natural factors
political factors
social and cultural factors
technology.
Sales objectives may vary according to:
merchandising or sales strategy
product or service
promotional strategies and their duration, cycle, territory coverage and product or service focus
sales.
Staff may include:
fulltime, part-time casual or contract staff
people from a range of cultural, social and ethnic backgrounds
people with a range of responsibilities and job descriptions
people with varying degrees of language and literacy.
Commercial promotion strategies may include:
approvals process
consultation with key stakeholders
contractual arrangements
expenditure budget
performance indicators
procurement process.
Reports may include:
annual
electronic
internal or external
public notification
statistical
verbal.
Business policy and procedures may relate to:
approval processes
interaction with customers
negotiating contracts and trading terms
promotional and marketing programs
sale and supply of products and services.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
develops sales objectives to achieve set business outcomes, according to business policy
develops and monitors sales strategies for branded products in line with business policy and procedures
communicates sales objectives and strategies to colleagues
monitors and evaluates team sales performance and market requirements to maximise future sales
compiles and reports summary information on sales performance to relevant personnel when appropriate.
Context of and specific resources for assessment
Assessment must ensure access to:
a retail work environment
relevant sources of product information
relevant documentation, such as:
policy and procedures manuals
sales reports
a range of customers with different requirements
a sales team.
Method 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
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.