Unit of competency Outline

Date retreived
22/07/2026 10:31 AM AWST

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Plan and implement sales activities

Plan and implement sales activities

Unit of competency
National Code
SITXMPR003
State Code
AWQ25
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
03/03/2016
View on TGA
State Implementation and Classification
Approved Date
12/07/2016
Field of Education
080501 - Sales
Original Release Date
12/07/2016
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. The unit applies to all industry sectors, and to those responsible for coordinating sales activities within the parameters of an established sales strategy. Individuals working independently with limited supervision undertake this role. This could include sales and marketing personnel or managers and owner-operators of small businesses.No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.
Notes
Elements and Performance Criteria
1. Plan sales activities.
  • 1.1.Plan sales activities for existing and potential customers according to marketing plan or other organisational systems.
  • 1.2.Identify, analyse and incorporate organisation, customer and market information into sales planning process.
  • 1.3.Source prospects and create profiles.
  • 1.4.Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.
  • 1.5.Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.
  • 1.6.Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets and are consistent with legal, ethical and sustainability requirements.
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 colleagues.
  • 2.3.Gather information and support materials to support sales calls.
3. Make sales calls.
  • 3.1.Make sales calls according to agreed call patterns.
  • 3.2.Build relationships with customers through use of effective interpersonal communication styles.
  • 3.3.Develop customer trust and confidence through 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 or exceed sales targets.
  • 3.6.Provide current, accurate and relevant information on product features and benefits according to current marketing focus.
  • 3.7.Encourage feedback from customers and proactively seek market intelligence.
4. Review and report on sales activities.
  • 4.1.Review activities according to agreed evaluation methods and incorporate results into future sales planning.
  • 4.2.Prepare sales reports according to organisational policy and required timeframes.
  • 4.3.Present current and clear market intelligence to those responsible for sales and marketing planning.
No information
No information
Replaces
State Code National Code Title Type
WF807 SITXMPR403 Plan and implement sales activities Unit of competency
Replaced By
State Code National Code Title Type
OEC44 SITXMPR011 Plan and implement sales activities Unit of competency