Unit of competency Outline

Date retreived
22/07/2026 10:01 PM AWST

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Identify and plan sales prospects

Identify and plan sales prospects

Unit of competency
National Code
BSBSLS407A
State Code
D4879
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
2.00
Current Release Date
28/11/2011
View on TGA
State Implementation and Classification
Approved Date
15/09/2014
Field of Education
080505 - Marketing
Original Release Date
15/09/2014
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to identify potential sales prospects by applying prospecting methods, and to manage own sales performance by establishing a sales plan and managing stress, time and sales-related paperwork.
Notes
Elements and Performance Criteria
1. Employ prospecting methods and qualify prospects
  • 1.1. Identify, consider and evaluate the strengths and limitations of a range of primary and secondary prospecting methods
  • 1.2. Select prospecting methods to match the market to which the product or service is targeted
  • 1.3. Target present, previous and new clients through chosen prospecting methods
  • 1.4. Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for the seller
  • 1.5. Ensure the established criteria represent a standard against which the buying potential of individuals and groups is gauged
2. Manage prospect information
  • 2.1. Develop and implement a system for recording prospect information
  • 2.2. Monitor and evaluate the effectiveness of the system for recording prospect information
  • 2.3. Refine the system for recording prospect information based on evaluation
3. Establish an individualised sales plan
  • 3.1. Establish individual sales goals and quotas to focus work activities based on organisational sales and marketing objectives
  • 3.2. Establish consultation and communication structures with clients and supervisors
  • 3.3. Plan and document an individualised sales plan to achieve sales goals and quotas within a work system that is constructed against clear timeframes
  • 3.4. Monitor and adjust sales plan in relation to established goals and quotas
  • 3.5. Evaluate sales plan and adjust where necessary
4. Complete sales paperwork and reports
  • 4.1. Establish a system to collect, record and organise data associated with the sales process
  • 4.2. Complete routine reports at regular intervals according to organisational requirements
  • 4.3. Use available technology to facilitate record keeping and production of sales reports
5. Organise workload effectively
  • 5.1. Establish routines to provide structure for work and to manage workload
  • 5.2. Allocate time for specific work tasks and unanticipated events and activities
  • 5.3. Conduct an analysis of the time spent on work-related activities and adjust time spent on tasks if required
  • 5.4. Apply time-management strategies to minimise non-productive sales activities
  • 5.5. Delegate tasks to individuals or sales team members to share workload as appropriate
  • 5.6. Monitor symptoms of stress and establish a plan to reduce stress
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.
Prospecting methods may include:
brokers
cold canvassing
databases
direct mail
internet
intra-organisational leads
journals
magazines
media advertising
networking
newspapers
personal observation
public records
referrals
spotters
telemarketing.
Clients may include:
consumers
customers
members
patients
members of other business units within an organisation
other work teams within an organisation
person or organisation who receives or has the potential to receive products, services or ideas supplied by the organisation.
Buyer motives may include:
browsing
buying for unqualified prospect e.g. dependant child
gift
housekeeping
replacement item
self-reward
self-gratification.
Available technology may include:
databases
email
spreadsheets
word processing software packages
other computer applications.
Work tasks may include:
administrative tasks
face-to-face selling
sales preparation
service calls
travelling.
Symptoms of stress may include:
anxiety
changed eating habits
difficulty concentrating
fear of criticism or disapproval
feeling overworked or overloaded
feeling tense or on edge
feeling tired
feeling unclear about roles and responsibilities
feeling weak or easily exhausted
increased consumption of alcohol
nervousness
restlessness
trembling or shaking
worry.
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:
demonstration of the use and management of different prospecting methods targeting a present, previous and new client
research and establishment of criteria used in qualifying leads identified through prospecting methods
recording, storage and retrieval of prospect information
development and documentation of a sales plan for a specified time period, including:
sales goals
quotas
monitoring and evaluation strategies
organisation of own workload.
Context of and specific resources for assessment
Assessment must ensure access to:
a workplace or simulated work environment
organisational sales prospect information, databases and records
office equipment and resources.
Method of assessment
The following assessment methods are appropriate for this unit:
assessment of criteria developed to qualify sales leads
observation of demonstration of prospecting methods
assessment of individual sales plan documentation
direct questioning combined with portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate
oral or written questioning to asses knowledge of principles of buyer motives, content of sales plan developed and techniques used to organise workload and manage stress levels
review of time-management strategies applied to minimise non-productive sales activities
review of system established to collect, record and organise data associated with the sales process.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Replaces
State Code National Code Title Type
D0997 BSBSLS402A Identify sales prospects Unit of competency
D1001 BSBSLS406A Self manage sales performance Unit of competency
Replaced By
State Code National Code Title Type
AUJ31 BSBSLS407 Identify and plan sales prospects Unit of competency