Unit of competency Outline

Date retreived
22/07/2026 4:29 PM AWST

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Develop a sales plan

Develop a sales plan

Unit of competency
National Code
BSBSLS501A
State Code
D1002
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
2.00
Current Release Date
18/12/2012
View on TGA
State Implementation and Classification
Approved Date
07/10/2014
Field of Education
080501 - Sales
Original Release Date
07/10/2014
Nominal Hours
70
Description
This unit describes the performance outcomes, skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.
Notes
Elements and Performance Criteria
1. Identify organisational strategic direction
  • 1.1 Obtain and analyse assessment of market needs and strategic planning documents
  • 1.2 Review previous sales performance and successful approaches to identify factors affecting performance
  • 1.3 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making
2. Establish performance targets
  • 2.1 Determine practical and achievable sales targets
  • 2.2 Establish realistic time lines for achieving targets
  • 2.3 Determine measures to allow for monitoring of performance
  • 2.4 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image
3. Develop a sales plan for a product
  • 3.1 Describe approaches to be used to meet sales objectives
  • 3.2 Identify additional expertise requirements and allocate budgetary resources accordingly
  • 3.3 Identify risks and develop risk controls
  • 3.4 Develop advertising and promotional strategy for product
  • 3.5 Identify appropriate distribution channels for product
  • 3.6 Prepare a budget for the sales plan
  • 3.7 Present documented sales plan to appropriate personnel for approval
4. Identify support requirements
  • 4.1 Identify and acquire staff resources to implement sales plan
  • 4.2 Develop an appropriate selling approach
  • 4.3 Train staff in the selling approach selected
  • 4.4 Develop and assess staff knowledge of product to be sold
5. Monitor and review sales plan
  • 5.1 Monitor implementation of the sales plan
  • 5.2 Record data measuring performance versus sales targets
  • 5.3 Make adjustments to sales plan as required to ensure required results are obtained
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 candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Strategic planning documents may include:
company mission statement
financial records
industry trends
marketing trends
operations plan
product trends
strategic plan.
Reviewing previous sales performance may include:
analysis of sales history
consideration of related product strategies
evaluation of competitors’ or other companies’ approaches
innovative suggestions
marketing research.
Measures to allow for monitoring may include:
volume of sales
whether sales targets are met or not
progress towards targets
surveys of potential/existing/previous clients.
Additional expertise may include:
designers of materials and displays
media producers
advertising executives.
Products may include:
goods
ideas
services.
Distribution channels may include:
agents
brokers
industry associations.
Selling approach may include:
answers to frequently asked questions
introductory techniques
planned approaches
sales scripts
strategies for handling negative comments.
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.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:

development of a sales plan for a product sold by an organisation
knowledge of organisational strategic direction and objectives.
Context of and specific resources for assessment
Assessment must ensure:

access to an actual workplace or simulated environment
access to office equipment and resources
access to strategic planning and sales documents, data and information.
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:

analysis of responses to case studies
assessment of documented sales plans
demonstration of sales plan development techniques
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Replaced By
State Code National Code Title Type
AUL34 BSBSLS501 Develop a sales plan Unit of competency