Elements and Performance Criteria

The Range of Variables statement provides details of the scope of the Elements and Performance Criteria to allow for differences within enterprises and workplaces, including practices, knowledge and requirements. The Range of Variables also provides a focus for assessment and relates to the unit as a whole. The variables listed should be considered indicative rather than exhaustive and should be used as applicable to the job role or function.

General Contexts may include but are not limited to
Type of products and services provided
Business policy and procedures with regard to the acquisition and sale of products and services
Size, type and location of business
Business merchandise range
Strategic measurement and evaluation systems and processes
Characteristics of the specific product(s) or service(s)
Management structure and communication relationships
Business service range
Customers including other businesses or end consumers serviced through business customers or directly
Varying levels of staff training
Worksite specific context, variations and environments

Workplace Contexts may include but are not limited to
Workplace-specific guidelines, policies and practices
Conditions of service, legislation and industrial agreements
Consultative processes may involve
Staff members
Teams
Management
Union representatives
Industrial relations, Occupational Health & Safety specialists
Other professional or technical staff
Relevant personnel may vary with context, level of employment, ascribed duties, nature of enquiry or response required.

Applicable State/ Territory/ Commonwealth regulations and legislation may include but are not limited to
Occupational Health and Safety
Workplace relations
Workers compensation
Industry codes of practice
License, patent or copyright arrangements
Environmental protection legislation
Equal Employment Opportunity and anti-discrimination law
Emergency procedures
Transport, storage and handling of goods
Goods and Services Tax
Australian Competition and Consumer Commission provisions
Trade Practices Act

Sources of information may include but are not limited to
Legislation and regulations
Work procedures and internal manuals
Company operating procedures and instructions
Manufacturer's specifications
Supplier and/ or customer instructions
Manifests
Codes of practice
Quality assurance systems, procedures and policies
Awards, workplace agreements, and other industrial arrangements
Oral/ verbal communication including face to face, telephone, Internet, radio, and such like
Written instructions and communication such as data exchange, letters, e-mails
Non-verbal communication
Feedback
Safety instructions and workplace signage
Direct or indirect
Electronic or hard copy
Policy and protocols

Work site environment factors may include but are not limited to
Market research information may be obtained by use of
Electronic (eg. data base, Intranet, Virtual Private Network, Ultranet, Internet search)
Written (eg. newspapers, annual reports, Australian Bureau of Statistics reports)
Visual media (eg. videos, television news)

Logistics may include
Phases or stages of the supply and distribution chain
Timeframes
Milestones
Payment schedule
Targets
Outputs
Infrastructural resources
Levels of service

Types of plans may include but not be limited to
Sales
Marketing
Strategic
Business
Purchasing/ procurement
Disposal
Human resource
Public relations
Contingency
Risk management
Environmental

Marketing mix includes
Promotions
Product
Price
Place

Monitoring markets may include
Market control
Market information
Market planning
Market structure
Market share

Evaluation of marketing strategies may include
Location
Product/ service mix
Packaging or presentation
Quality factors (time, cost, variations)
Access
Continuity

Benefits sold to a business partner may include
Market share
Price
Quality
Volume of sales
Presentation or merchandising of the product
Associated sales
Associated promotions
Promotional 'tie ins' or co-location

Marketing objectives/ targets may vary with
Product and/ or service
Business relationships
Strategic imperative
Sales strategy
Promotional strategies and their duration, cycle, territory coverage and product or service focus

Marketing outcomes may be mapped or measured against
Key performance indicators
Strategic objectives
Market share
Price
Market and sales indicators
Brand value
Quality standards and criteria
Performance benchmarks
Milestones

Evaluation of options may include
Stakeholder consultation
Confirmation that a procurement process is necessary
Development of a business case
Modelling results
Cost benefit analysis
Data analysis
Comparison of internal versus outsourced provision
Whether to buy or lease

Marketing may vary to accommodate regional variations in
Demographics
Economics
Competition
Social/ cultural forces
Political/ legal forces
Natural forces
Technology

The following components of the Evidence Guide relate directly to the Performance Criteria and the Range of Variables for the unit of competency and will inform and provide guidance for assessment of the unit in the workplace and/or training program. This Evidence Guide must be read in conjunction with the Assessment Guidelines for the National Wholesale Training Package.

Critical aspects of evidence
Assessment requires evidence of the following be collected:
Ability to map how marketing strategies impact purchasing, inventory management, logistics, distribution and sale of product
Impact of marketing strategies on sale of products or services
Accuracy of customer profiles and expectations by product/ service
Development of effective marketing strategies based on existing data
Determine market mix
Implement marketing strategies to achieve targets
Coordination and understanding of internal and external personnel implementing marketing strategy
Maintenance of customer satisfaction
Review success and determine areas for improving market share and profitability of specific products/ services

Interdependent assessment of units
This unit may be assessed independently or in conjunction with unit
WRWPL403A Maximise Sales of Branded Products.

Underpinning knowledge and skills
Display knowledge in terms of job role or function:
Research methods
Marketing mix
Market information, systems and research
Product development cycle
Price adjustment strategies
Segmentation, targeting and positioning
Describe company policy and procedures important, especially those relating to marketing, sales, promotion and advertising
Appropriate marketing strategies for a range of products and specific markets
Planning integration of development and maintenance functions
Principles and practices of marketing
Logistics
Determining customer needs, expectations and satisfaction levels
Occupational health and safety aspects of job
Marketing rules and regulations within geographic and legislative zones
Relevant commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Research skills
Analyse current marketing strategies and their impact on price, position, and merchandising strategies
Investigate previous marketing campaigns and historical data
Plan marketing strategy consistent with principles and practices of marketing
Develop effective segmentation, targeting and positioning strategies for a specific product based on available information
Develop and implement marketing strategies and campaigns in an analytic and efficient manner
Confirming customer satisfaction

Resource Implications
Access to required assessment evidence, time spent with assessee in assessment, competency outcomes and appropriate assessment facilities.

Consistency in performance
The assessment method should be conducted over time to cover all elements and performance criteria, across a range of variables.
Work practices should be completed in accordance with safe operating procedures to minimise the risk of injury to self or others or damage to goods, equipment or products.

Context for assessment
Assessment may occur on the job, or off-the-job.