Unit of competency Outline

Date retreived
22/07/2026 8:08 PM AWST

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Identify and plan sales prospects

Identify and plan sales prospects

Unit of competency
National Code
BSBSLS407
State Code
AUJ31
TGA Status
Replaced
DTWD Status
Transition (Replaced)
Current Release Number
1.00
Current Release Date
25/03/2015
View on TGA
State Implementation and Classification
Approved Date
15/09/2015
Field of Education
080505 - Marketing
Original Release Date
15/09/2015
Nominal Hours
40
Description
This unit describes the skills and knowledge required to identify potential sales prospects by applying prospecting methods, and manage own sales performance by establishing a sales plan, while managing stress, time and sales-related paperwork.It applies to individuals working in a sales-related position in a small, medium or large enterprise in a wide variety of industries, who identify, collate and follow up sales prospect information to generate leads. Individuals undertaking this unit may be at entry level, or have experience in sales sufficient to provide advice and support about aspects of sales solutions as part of a sales team.No licensing, legislative or certification requirements apply to this unit at the time of publication.
Notes
Elements and Performance Criteria
1. Employ prospecting methods and qualify prospects
  • 1.1 Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods
  • 1.2 Select prospecting methods to match market to which the product or service is targeted
  • 1.3 Target present, previous and new clients through chosen prospecting methods
  • 1.4 Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller
  • 1.5 Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged
2. Manage prospect information
  • 2.1 Develop and implement system for recording prospect information
  • 2.2 Monitor and evaluate effectiveness of system for recording prospect information
  • 2.3 Refine system for recording prospect information based on evaluation
3. Establish individualised sales plan
  • 3.1 Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives
  • 3.2 Establish consultation and communication structures with clients and supervisors
  • 3.3 Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes
  • 3.4 Monitor and adjust sales plan to established goals and quotas
  • 3.5 Evaluate sales plan and adjust where necessary
4. Complete sales paperwork and reports
  • 4.1 Establish system to collect, record and organise data associated with sales process
  • 4.2 Complete routine reports at regular intervals according to organisational requirements
  • 4.3 Use available technology to facilitate record-keeping and production of sales reports
5. Organise workload effectively
  • 5.1 Establish routines to provide structure for work and to manage workload
  • 5.2 Allocate time for specific work tasks and unanticipated events and activities
  • 5.3 Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required
  • 5.4 Apply time-management strategies to minimise non-productive sales activities
  • 5.5 Delegate tasks to individuals or sales team members to share workload as appropriate
  • 5.6 Identify and monitor symptoms of stress and seek expert assistance
No information
No information
Replaces
State Code National Code Title Type
D4879 BSBSLS407A Identify and plan sales prospects Unit of competency
Replaced By
State Code National Code Title Type
OCF16 BSBOPS304 Deliver and monitor a service to customers Unit of competency