Unit of competency Outline
Date retreived
22/07/2026 4:13 PM AWST
22/07/2026 4:13 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.
Plan and implement sales activities
Plan and implement sales activities
Unit of competency
National Code
SITXMPR003A
SITXMPR003A
State Code
S6727
S6727
TGA Status
Replaced
Replaced
DTWD Status
Replaced
Replaced
State Implementation and Classification
Approved Date
20/12/2011
Field of Education
080501 - Sales
Original Release Date
20/12/2011
Nominal Hours
20
Description
This unit describes the performance outcomes, skills and knowledge required to plan and implement sales activities. It requires the ability to identify and analyse market and customer needs, proactively target current and new customers, plan the operation of sales calls, make calls and prepare sales reports. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.Operational sales skills are covered in SITTTSL005A Sell tourism products and services.
Notes
Elements and Performance Criteria
1 Plan sales activities.
- 1.1 Plan and schedule sales activities for existing and potential customers according to marketing plan or other organisation systems.
- 1.2 Identify, analyse and incorporate appropriate organisation, customer and market information into the sales planning process.
- 1.3 Proactively source prospects and create profiles accordingly.
- 1.4 Estimate potential revenue, based on sound analysis of information and in consultation with appropriate colleagues.
- 1.5 Plan activities to maximise opportunities to meet individual and team targets.
- 1.6 Establish practical sales call patterns based on analysis of all relevant customer and market information.
2 Prepare for sales calls.
- 2.1 Make sales call appointments in advance where appropriate.
- 2.2 Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with appropriate operational colleagues.
- 2.3 Gather specific information and support materials to support individual sales calls.
3 Make sales calls.
- 3.1 Make sales calls according to agreed call patterns.
- 3.2 Build relationships with customers through the use of effective interpersonal communication styles.
- 3.3 Develop customer trust and confidence through the demonstration of personal and professional integrity.
- 3.4 Proactively identify and resolve customer issues and problems.
- 3.5 Use selling techniques to maximise opportunities to meet and exceed sales targets.
- 3.6 Provide current, accurate and relevant information on product features and benefits according to current organisation marketing focus.
- 3.7 Encourage feedback from customers and proactively seek market intelligence.
4 Review and report on sales activities.
- 4.1 Review all activities according to agreed evaluation methods and incorporate results into future sales planning.
- 4.2 Prepare sales reports according to required timelines and organisation procedures.
- 4.3 Present market intelligence in a manner that provides clear and concise information to those responsible for sales and marketing planning.
- 4.4 Share market intelligence with relevant colleagues in a timely fashion.
RANGE STATEMENT
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 in the performance criteria is detailed below.
Information to be incorporated into the sales planning process may include:
sales and marketing reports
financial statistics
market trends
competitive activity.
Establishing practical sales call patterns may be affected by:
specific sales and revenue targets
call intensity required
geographic considerations and restraints
current organisation priorities
need for administration and reporting time.
Sales call strategies and tactics may include or be based on:
focus on specific products or offers
individual customer history
current sales figures for nominated periods
response to competitive activity.
Information and support materials may include:
brochures
tariff sheets
other handouts
internet and web pages
electronic updates
display material
giveaways
incentive material.
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 in the performance criteria is detailed below.
Information to be incorporated into the sales planning process may include:
sales and marketing reports
financial statistics
market trends
competitive activity.
Establishing practical sales call patterns may be affected by:
specific sales and revenue targets
call intensity required
geographic considerations and restraints
current organisation priorities
need for administration and reporting time.
Sales call strategies and tactics may include or be based on:
focus on specific products or offers
individual customer history
current sales figures for nominated periods
response to competitive activity.
Information and support materials may include:
brochures
tariff sheets
other handouts
internet and web pages
electronic updates
display material
giveaways
incentive material.
EVIDENCE GUIDE
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
project or work activities that show the candidate's ability to plan and implement sales activities for a specific business operation and to prepare sales reports
use of effective communication skills during sales calls
detailed knowledge of the industry, including structure and interrelationships, industry networks, information sources and distribution and marketing networks
project or work activities conducted over a commercially realistic period of time so that the planning, analysis and reporting aspects of this unit can be assessed.
Context of and specific resources for assessment
Assessment must ensure:
that the candidate has accessed a fully equipped office environment using appropriate computers, printers, communication technology, information programs and software to facilitate the processes involved in planning and implementing sales activities
access to an operation for which products would be promoted or access to comprehensive and sufficient information about that operation to allow the candidate to plan for fully and implement sales activities
use of marketing plans and operational sales documents, such as sales reports and sales support materials
interaction with individuals or businesses with a genuine or potential interest in purchasing the product or service.
Methods of assessment
A range of assessment methods should be used to assess the practical skills and knowledge required to plan and implement sales activities. The following examples are appropriate for this unit:
evaluation of sales plans and sales results developed and achieved by the candidate
evaluation of sales reports prepared by the candidate to detail the way in which a sales campaign was planned and implemented and lessons to be learned for future sales activities
evaluation of sales activities undertaken by the candidate in conjunction with and on behalf of industry operators
case studies to assess knowledge of how sales activities can be used for specific industry contexts
written and oral questioning or interview to test knowledge such as structure of the industry, industry interrelationships, distribution networks and legal compliance issues
review of portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate.
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
SITXMGT002A Develop and implement operational plans
SITXMGT006A Establish and conduct business relationships
SITXMPR004A Coordinate marketing activities.
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 with other relevant units that make up the skill set or qualification and in the context of the job role.
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
project or work activities that show the candidate's ability to plan and implement sales activities for a specific business operation and to prepare sales reports
use of effective communication skills during sales calls
detailed knowledge of the industry, including structure and interrelationships, industry networks, information sources and distribution and marketing networks
project or work activities conducted over a commercially realistic period of time so that the planning, analysis and reporting aspects of this unit can be assessed.
Context of and specific resources for assessment
Assessment must ensure:
that the candidate has accessed a fully equipped office environment using appropriate computers, printers, communication technology, information programs and software to facilitate the processes involved in planning and implementing sales activities
access to an operation for which products would be promoted or access to comprehensive and sufficient information about that operation to allow the candidate to plan for fully and implement sales activities
use of marketing plans and operational sales documents, such as sales reports and sales support materials
interaction with individuals or businesses with a genuine or potential interest in purchasing the product or service.
Methods of assessment
A range of assessment methods should be used to assess the practical skills and knowledge required to plan and implement sales activities. The following examples are appropriate for this unit:
evaluation of sales plans and sales results developed and achieved by the candidate
evaluation of sales reports prepared by the candidate to detail the way in which a sales campaign was planned and implemented and lessons to be learned for future sales activities
evaluation of sales activities undertaken by the candidate in conjunction with and on behalf of industry operators
case studies to assess knowledge of how sales activities can be used for specific industry contexts
written and oral questioning or interview to test knowledge such as structure of the industry, industry interrelationships, distribution networks and legal compliance issues
review of portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate.
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
SITXMGT002A Develop and implement operational plans
SITXMGT006A Establish and conduct business relationships
SITXMPR004A Coordinate marketing activities.
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 with other relevant units that make up the skill set or qualification and in the context of the job role.
Replaces
| State Code | National Code | Title | Type |
|---|---|---|---|
| E1980 | THHGCS06B | Plan and implement sales activities | Unit of competency |
Replaced By
| State Code | National Code | Title | Type |
|---|---|---|---|
| WF807 | SITXMPR403 | Plan and implement sales activities | Unit of competency |
