Unit of competency Outline

Date retreived
22/07/2026 8:21 AM AWST

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Plan and implement sales activities

Plan and implement sales activities

Unit of competency
National Code
SITXMPR403
State Code
WF807
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
2.00
Current Release Date
30/07/2013
View on TGA
State Implementation and Classification
Approved Date
19/06/2014
Field of Education
080501 - Sales
Original Release Date
19/06/2014
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.
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 organisation 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.
  • 1.7 Consider legal, ethical and sustainability issues.
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 and 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.
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.
Information to be incorporated into the sales planning process may include:
competitive activity
financial statistics
market trends
sales and marketing reports.
Practical sales call patterns may be affected by:
call intensity required
current organisational priorities
geographic considerations and restraints
need for administration and reporting time
specific sales and revenue targets
technology capabilities.
Legal, ethical and sustainability issuesmay relate to:
consumer law and trade practices
work health and safety obligations
resource conservation
targeting of particular groups
ways of presenting information.
Sales call strategies and tactics may include or be based on:
current sales figures for nominated periods
focus on specific products or offers
individual customer history
response to competitive activity.
Information and support materials may include:
brochures
display material
electronic updates
giveaways
incentive material
Internet and web pages
other handouts
tariff sheets.
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 ability to:
plan and implement a range of sales activities for an operation, product or service including the preparation of sales reports
use effective communication skills during sales calls
demonstrate knowledge of the industry, including structure and interrelationships, industry networks, information sources and distribution and marketing networks.
Context of and specific resources for assessment
Assessment must ensure use of:
real or simulated products or services for which the individual can conduct sales activities
current information and communications technology used by industry to manage sales activities
marketing plans and operational sales documents, such as sales reports and sales support materials
other people with whom the individual can interact.
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:
evaluation of sales activities undertaken by the individual including sales planning and associated implementation
sales reporting, incorporating analysis of performance
use of case studies to assess knowledge of how sales activities can be used in specific industry contexts
written or oral questioning to assess knowledge, such as, structure of the industry, industry interrelationships, distribution networks and legal compliance issues
review of portfolios of evidence and thirdparty workplace reports of onthejob performance by the individual.
Guidance information for assessment
In the workplace, people always combine the skills described in different units to do their jobs. For effective assessment of this unit, the assessor should use integrated activities that also provide evidence of skills in other units, for example:
SITXMGT501 Establish and conduct business relationships
SITXMPR404 Coordinate marketing activities.
Replaces
State Code National Code Title Type
S6727 SITXMPR003A Plan and implement sales activities Unit of competency
Replaced By
State Code National Code Title Type
AWQ25 SITXMPR003 Plan and implement sales activities Unit of competency