Elements and Performance Criteria

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.
Characteristics may include:
features and benefits
price range
supplier or manufacturer information
target group.
Territory may be defined by:
account customers
demographic parameters
size, type and location of businesses
territory size, location and geographic spread.
Major competitor activity may include changes to:
customer retention figures
market share
positioning with local businesses
presentation or merchandising of products or services
price
quality
sales demographics
volume of sales.
Brandmay encompass:
company brands
intellectual property
product brands
register trademarks
registered brands
supplier brands.
Sales planfor a specific territory may take into account:
business merchandise range
characteristics of the specific products or services
customer confidence and expectations
customer demographics
relevant business policy and procedures
relevant legislation and statutory requirements
size, type and location of business
types of products and services provided.
Special events may include:
promotional campaigns
recreational events, such as sporting events and public gatherings
seasonal events, such as holidays.
Promotional programs may include:
advertising materials
events
gift merchandise and promotional materials
loyalty programs
manufacturer product or service campaigns
sales discounts
seasonal campaigns
special displays
staff uniforms, badges and hats.
Merchandising plans may include:
new products
new range
promotional activities
signage.
Displays may include:
displays for promotional photography
exhibition displays
new products
new range
promotion
sale
window displays.
Cooperative strategies with business customers may include:
co-branding
collaborative planning
improved trading terms
joint promotions
pricing
special events support.
Reports on branded product for a territory may include information on:
business customer requests
competitor activities
display disputes
end consumer complaints
product problems
recalls.
Sales strategies may vary with:
brand type
marketing campaigns
product or service
promotional strategies and their duration, cycle, territory coverage and product or service focus
territory.
Recommendations may be given:
in groups
in writing
individually
verbally.

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:
collects and organises relevant information to identify factors affecting sales of branded products
determines market share for branded products and develops sales objectives and strategies to maximise sales
ensures productive product positioning in business outlets
implements and provides support for joint merchandising plans with business customers
proactively identifies and responds to special events and opportunities to build sales of branded products within a territory or with a business customer.
Context of and specific resources for assessment
Assessment must ensure access to:
a business-to-business sales work environment
relevant documentation, such as:
business policy and procedures
sales plans and objectives
a range of business customers with different requirements.
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
third-party reports from a supervisor
customer feedback
written or verbal questioning to assess knowledge and understanding.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.