Unit of competency Outline
Date retreived
22/07/2026 1:08 AM AWST
22/07/2026 1:08 AM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
Analyse and achieve sales targets
Analyse and achieve sales targets
Unit of competency
National Code
SIRWSLS005A
SIRWSLS005A
State Code
S6108
S6108
TGA Status
Replaced
Replaced
DTWD Status
Replaced
Replaced
State Implementation and Classification
Approved Date
01/04/2008
Field of Education
080501 - Sales
Original Release Date
01/04/2008
Nominal Hours
35
Description
This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.
Notes
Elements and Performance Criteria
1 Analyse sales targets.
- 1.1 Confirm team sales targets according to business policy and procedures.
- 1.2 Analyse personal sales targets against agreed parameters.
2 Determine factors affecting attainment of sales targets.
- 2.1 Regularly monitor progress towards sales targets.
- 2.2 Evaluate factors affecting sales performance against the agreed sales targets.
- 2.3 Anticipate and address factors likely to impinge upon attainment of sales targets.
- 2.4 Approve amended or new sales targets according to business policy and procedures.
3 Attain sales targets.
- 3.1 Attain or exceed sales targets under normal circumstances.
product or service
merchandising and sales strategy
sales strategy
promotional strategies and their duration, cycle, territory coverage and product or service focus.
small work teams
business team
full-time, part-time, casual or contract staff
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.
sale of products and services
sales planning and evaluation
approval processes
interaction with customers
interaction with colleagues.
volume
price
territory
customer accounts
trading terms
market share
customer satisfaction.
customer requirements
market share
competitor activities
quality of products or services
presentation or merchandising of the product
associated sales
associated promotions
promotional tie-ins or co-location
merchandise availability
logistics.
merchandising and sales strategy
sales strategy
promotional strategies and their duration, cycle, territory coverage and product or service focus.
small work teams
business team
full-time, part-time, casual or contract staff
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.
sale of products and services
sales planning and evaluation
approval processes
interaction with customers
interaction with colleagues.
volume
price
territory
customer accounts
trading terms
market share
customer satisfaction.
customer requirements
market share
competitor activities
quality of products or services
presentation or merchandising of the product
associated sales
associated promotions
promotional tie-ins or co-location
merchandise availability
logistics.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
collects and organises information to review and analyse personal sales outcomes against agreed sales targets according to business policy and procedures
identifies factors affecting sales performance and develops strategies to attain sales targets
Context of and specific resources for assessment
Assessment must ensure access to:
a wholesale work environment
relevant documentation, such as:
business policy and procedures
business plans and objectives
access to 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
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Assessing employability skills
Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.
Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.
Evidence of the following is essential:
collects and organises information to review and analyse personal sales outcomes against agreed sales targets according to business policy and procedures
identifies factors affecting sales performance and develops strategies to attain sales targets
Context of and specific resources for assessment
Assessment must ensure access to:
a wholesale work environment
relevant documentation, such as:
business policy and procedures
business plans and objectives
access to 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
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Assessing employability skills
Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.
Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.
Replaces
| State Code | National Code | Title | Type |
|---|---|---|---|
| N0787 | WRWSL305A | Analyse and achieve sales targets | Unit of competency |
Replaced By
| State Code | National Code | Title | Type |
|---|---|---|---|
| WD944 | SIRWSLS303 | Analyse and achieve sales targets | Unit of competency |
| State Code | National Code | Title | Type |
|---|---|---|---|
| S576 | SIR30307 | Certificate III in Wholesale | Qualification |