Unit of competency Outline
Date retreived
22/07/2026 9:05 PM AWST
22/07/2026 9:05 PM 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.
Maximise product sales and market share
Maximise product sales and market share
Unit of competency
National Code
SIRXPRO504
SIRXPRO504
State Code
WD980
WD980
TGA Status
Deleted
Deleted
DTWD Status
Deleted
Deleted
State Implementation and Classification
Approved Date
10/08/2012
Field of Education
080501 - Sales
Original Release Date
10/08/2012
Nominal Hours
50
Description
This unit describes the performance outcomes, skills and knowledge required to analyse and improve market share and sales performance for retail or wholesale products and services. It involves identifying, evaluating and using position, promotion and pricing strategies to achieve agreed business outcomes; and recognising and communicating ways to improve market performance for a retail or wholesale product or service.
Notes
Elements and Performance Criteria
1. Analyse retail or wholesale product and service performance.
- 1.1.Review and analyse factors affecting category performance and identify potential for improvement.
- 1.2.Analyse factors affecting range performance and identify potential for improvement.
- 1.3.Analyse factors affecting product performance and identify potential for improvement.
2. Assess retail or wholesale market position strategies.
- 2.1.Determine placement of product or service in the marketplace.
- 2.2.Review appropriateness of sales and marketing strategies given placement of product or service in marketplace, and identify potential for improvement.
3. Assess product and service promotion strategies.
- 3.1.Review promotional strategies for products or services and identify potential for improvement.
- 3.2.Report recommendations to improve promotional programs to relevant personnel.
4. Develop competitive pricing structures.
- 4.1.Translate strategic guidelines for product or service price and performance into management benchmarks.
- 4.2.Ensure that strategic targets for products or services support enterprise marketing guidelines.
5. Implement retail or wholesale product and service plans.
- 5.1.Analyse and identify market and individual customer needs.
- 5.2.Promote, distribute and sell retail or wholesale products or services to achieve market and business targets.
- 5.3.Achieve price, position and placement strategies for a retail or wholesale product or service.
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.
Factors affecting category performance may include:
brand performance
competitors’ activities
growth
market share
partnerships
price
promotional activities
trends.
Sales and marketing strategies may vary according to:
merchandising and sales strategy
product or service
promotional strategies and their duration, cycle, territory coverage, and product or service focus
sales outcomes.
Promotional strategies may include consideration of:
planning times and cycles
promotion type, including:
events
seasonal promotions
new lines
new outlets
supply volume requirements
timing of promotion.
Reports may be delivered:
in groups
in writing
individually
verbally.
Relevant personnel may include:
business or area manager
colleague
external personnel with marketing expertise
supervisor
marketing personnel.
Market and individual customer needs may vary according to:
competition
demographics
economics
legal factors
natural factors
political influences
social and cultural factors
technology.
Market and business targets may be measured against:
brand value
key performance indicators
market and sales indicators
milestones
performance benchmarks
quality standards and criteria
strategic objectives, such as increased sustainability.
Factors affecting category performance may include:
brand performance
competitors’ activities
growth
market share
partnerships
price
promotional activities
trends.
Sales and marketing strategies may vary according to:
merchandising and sales strategy
product or service
promotional strategies and their duration, cycle, territory coverage, and product or service focus
sales outcomes.
Promotional strategies may include consideration of:
planning times and cycles
promotion type, including:
events
seasonal promotions
new lines
new outlets
supply volume requirements
timing of promotion.
Reports may be delivered:
in groups
in writing
individually
verbally.
Relevant personnel may include:
business or area manager
colleague
external personnel with marketing expertise
supervisor
marketing personnel.
Market and individual customer needs may vary according to:
competition
demographics
economics
legal factors
natural factors
political influences
social and cultural factors
technology.
Market and business targets may be measured against:
brand value
key performance indicators
market and sales indicators
milestones
performance benchmarks
quality standards and criteria
strategic objectives, such as increased sustainability.
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:
determines market position of a product or service, and describes factors affecting market position
accesses and interprets enterprise strategic guidelines to develop competitive pricing strategies
describes factors affecting sales and market performance for a product or service to build market share over time
evaluates product or service performance across a range of category factors over time and reports recommendations to improve performance in agreed format.
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
marketing guidelines
a range of products and services
a market.
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
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.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
determines market position of a product or service, and describes factors affecting market position
accesses and interprets enterprise strategic guidelines to develop competitive pricing strategies
describes factors affecting sales and market performance for a product or service to build market share over time
evaluates product or service performance across a range of category factors over time and reports recommendations to improve performance in agreed format.
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
marketing guidelines
a range of products and services
a market.
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
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.
No information
| State Code | National Code | Title | Type |
|---|---|---|---|
| J151 | SIR50112 | Diploma of Retail Management | Qualification |