Elements and Performance Criteria

The Range of Variables explains the contexts within which the performance and knowledge requirements of this standard may be assessed. The scope of variables chosen in training and assessment requirements may depend on the work situations available.

What benchmark information may be relevant to this competency standard?
This could include data and information from peers, extension agencies or consultants that provide the opportunity to compare prices received for a comparable product sold through a different sales strategy.

What will be the basis for the specifications for products and services?
The specifications will be focused on the requirements of the customers in the target markets and may include quality and a range of other parameters.

What options may be considered?
Options may include cash markets and other direct customer sales, sales through marketing authorities, sales to processors, wholesalers, sales to related/integrated entities, sales through computer based marketing systems, and other outlets.

What contingency arrangements may be relevant?
Contingency arrangements could include holding product on farm to sell later in a better market, selling a greater proportion of product into a different market outlet, diverting product for other purposes, adjusting production and other strategies.

What benchmark information may be relevant to this competency standard?
This could include data and information from peers, extension agencies or consultants that provide the opportunity to compare prices received for a comparable product sold through a different sales strategy.

What will be the basis for the specifications for products and services?
The specifications will be focused on the requirements of the customers in the target markets and may include quality and a range of other parameters.

What options may be considered?
Options may include cash markets and other direct customer sales, sales through marketing authorities, sales to processors, wholesalers, sales to related/integrated entities, sales through computer based marketing systems, and other outlets.

What contingency arrangements may be relevant?
Contingency arrangements could include holding product on farm to sell later in a better market, selling a greater proportion of product into a different market outlet, diverting product for other purposes, adjusting production and other strategies.

What evidence is required to demonstrate competence for this standard as a whole?
Competence in developing a sales strategy for rural products requires evidence that a sales strategy been successfully developed and implemented in an enterprise. The skills and knowledge required to develop a sales strategy for rural products must be transferable to a range of work environments and contexts. For example, this could include different rural products, markets and enterprises.
What specific knowledge is needed to achieve the performance criteria?

Knowledge and understanding are essential to apply this standard in the workplace, to transfer the skills to other contexts, and to deal with unplanned events. The knowledge requirements for this unit are listed below:

potential market outlets
customer specifications for products and services
relevant information sources related to markets and market returns
marketing and promotional planning targets
OHS
relevant commercial law and legislation.

What specific skills are needed to achieve the performance criteria?

To achieve the performance criteria, some complementary skills are required. These skills include the ability to:

research skills
determine current market position
review existing strategies and propose improvements
check relevant business, industrial and legislative requirements
define and obtain information for use in making effective decisions
develop plans to implement sales strategies.

Are there other competency standards that could be assessed with this one?
This competency standard

Essential Assessment Information
There is essential information about

What specific knowledge is needed to achieve the performance criteria?

Knowledge and understanding are essential to apply this standard in the workplace, to transfer the skills to other contexts, and to deal with unplanned events. The knowledge requirements for this unit are listed below:

potential market outlets
customer specifications for products and services
relevant information sources related to markets and market returns
marketing and promotional planning targets
OHS
relevant commercial law and legislation.

What specific skills are needed to achieve the performance criteria?

To achieve the performance criteria, some complementary skills are required. These skills include the ability to:

research skills
determine current market position
review existing strategies and propose improvements
check relevant business, industrial and legislative requirements
define and obtain information for use in making effective decisions
develop plans to implement sales strategies.

Are there other competency standards that could be assessed with this one?
This competency standard

Essential Assessment Information
There is essential information about

There are a number of processes that are learnt throughout work and life, which are required in all jobs. They are fundamental processes and generally transferable to other work functions. Some of these are covered by the key competencies, although others may be added. The questions below highlight how these processes are applied in this competency standard. Following each question a number in brackets indicates the level to which the key competency needs to be demonstrated where 0 = not required, 1 = perform the process, 2 = perform and administer the process and 3 = perform, administer and design the process.
Communicating ideas and information
Ideas and information are communicated workplace documents such as sales plans. (3)

Communicating ideas and information
Ideas and information are communicated workplace documents such as sales plans. (3)

Collecting analysing and organising information
Information can be collected, analysed and organised by comparative analysis of sales figures and targets. (3)

Collecting analysing and organising information
Information can be collected, analysed and organised by comparative analysis of sales figures and targets. (3)

Planning and organising activities
Activities can be planned and organised through workplace meetings. (3)

Planning and organising activities
Activities can be planned and organised through workplace meetings. (3)

Working with others and in teams
Team work can be applied through workplace meetings. (3)

Working with others and in teams
Team work can be applied through workplace meetings. (3)

Using mathematical ideas and techniques
Mathematical ideas and techniques can be applied when estimating and calculating sales targets and performance. (3)

Using mathematical ideas and techniques
Mathematical ideas and techniques can be applied when estimating and calculating sales targets and performance. (3)

Solving problems
Problem-solving skills can be applied when developing sales strategies. (3)

Solving problems
Problem-solving skills can be applied when developing sales strategies. (3)

Using technology
The use of technology can be applied in the collection and storage of data. (3)

Using technology
The use of technology can be applied in the collection and storage of data. (3)