Elements and Performance Criteria

The Range of Variables statement provides details of the scope of the Elements and Performance Criteria to allow for differences within enterprises and workplaces, including practices, knowledge and requirements. The Range of Variables also provides a focus for assessment and relates to the unit as a whole. The variables listed should be considered indicative rather than exhaustive and should be used as applicable to the job role or function.

General Contexts may include but are not limited to
Type of products and services provided
Business policy and procedures with regard to the acquisition and sale of products and services
Size, type and location of business
Business merchandise range
Strategic measurement and evaluation systems and processes
Characteristics of the specific product(s) or service(s)
Management structure and communication relationships
Business service range
Customers including other businesses or end consumers serviced through business customers or directly
Varying levels of staff training
Worksite specific context, variations and environments

Workplace Contexts may include but are not limited to
Workplace-specific guidelines, policies and practices
Conditions of service, legislation and industrial agreements
Consultative processes may involve
Staff members
Teams
Management
Union representatives
Industrial relations, Occupational Health & Safety specialists
Other professional or technical staff
Relevant personnel may vary with context, level of employment, ascribed duties, nature of enquiry or response required.

Applicable State/ Territory/ Commonwealth regulations and legislation may include but are not limited to
Occupational Health and Safety
Workplace relations
Workers compensation
Industry codes of practice
License, patent or copyright arrangements
Environmental protection legislation
Equal Employment Opportunity and anti-discrimination law
Emergency procedures
Transport, storage and handling of goods
Goods and Services Tax
Australian Competition and Consumer Commission provisions
Trade Practices Act

Sources of information may include but are not limited to
Legislation and regulations
Work procedures and internal manuals
Company operating procedures and instructions
Manufacturer's specifications
Supplier and/ or customer instructions
Manifests
Codes of practice
Quality assurance systems, procedures and policies
Awards, workplace agreements, and other industrial arrangements
Oral/ verbal communication including face to face, telephone, Internet, radio, and such like
Written instructions and communication such as data exchange, letters, e-mails
Non-verbal communication
Feedback
Safety instructions and workplace signage
Direct or indirect
Electronic or hard copy
Policy and protocols

Work site environment factors may include but are not limited to
Product knowledge may include
Warranties
Corresponding benefits of various products
Use-by dates
Storage requirements
Stock availability

Key elements of a commercial strategy may include
Consultation with key stakeholder
Expenditure budget meets organisational requirements for probity
Procurement process agreed by users, documented, and meets legal and probity requirements
Approvals obtained
Contractual arrangements that capture and address identified risks, protection of all parties, and include performance indicators which provide the basis for due performance

Distribution and sales mechanisms may be
Electronic including web or digital
Traditional including territory management and direct selling
Business to business or business to end consumer

Market research information may be obtained by use of
Electronic (eg. data base, Intranet, Virtual Private Network, Ultranet, Internet search)
Written (eg. Newspapers, annual reports, ABS reports)
Visual media (eg. Videos, television news)

Sales objectives/ targets may vary with
Product and/ or service
Merchandising/ sales strategy
Sales
Promotional strategies and their duration, cycle, territory coverage and product or service focus.

Reporting may include
Public notification
Electronic
Verbal
Annual reports
Internal and/or external
Statistical reports

Brand may encompass
Product brands
Company brands
Supplier brands
Register trade marks
Registered brands
Intellectual property

Business outcomes may include
Key performance indicators
Strategic objectives
Price
Market and sales indicators
Brand value
Quality standards and criteria
Performance benchmarks
Milestones

The following components of the Evidence Guide relate directly to the Performance Criteria and the Range of Variables for the unit of competency and will inform and provide guidance for assessment of the unit in the workplace and/or training program. This Evidence Guide must be read in conjunction with the Assessment Guidelines for the National Wholesale Training Package.

Critical aspects of evidence
Assessment requires evidence of the following be collected:
Sets of evidence such as sales objectives, sales reports, sales strategies and other documents, files and records, of observed, satisfactory, timely and accurate task completion sampled against each performance criteria
Evidence of consistency, quality and timeliness of task performance over time, including computer and hard record systems and files
Written work process documents that apply in the workplace for each performance criteria
Written workplace-related documents that affect First Line level employees, other than work-process items
Communicate effectively summary information from work outputs to senior and junior colleagues
Evidence of repeat performance in a workplace context across the full range of variables
Broad indicators of knowledge and understanding of task-specific procedures, including memos, notes and other documents

Interdependent assessment of units
This unit may be assessed in conjunction with other units that form part of a job role or function.

Underpinning knowledge and skills
Display knowledge in terms of job role or function:
Brand value and brand penetration in marketplace
Range of products and services
Comparative features and advantages of a brand(s)
Market share and current performance
Plan and organise activities related to ensuring sales of branded product in relation business outcomes
Enterprise technology
Factors limiting the success of sales strategies
Occupational, health and safety aspects to job
Relevant commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Plan and organise activities related to ensuring sales of branded product in relation business outcomes
Set sales objectives
Determine sales priorities
Generate sales reports
Comparative review of branded products/ services
Devise brand promotional strategies
Raise sales of a branded product(s)

Resource Implications
Access to required assessment evidence, time spent with assessee in assessment, competency outcomes and appropriate assessment facilities

Consistency in performance
The assessment method should be conducted over time to cover all elements and performance criteria, across a range of variables.
Work practices should be completed in accordance with safe operating procedures to minimise the risk of injury to self or others or damage to goods, equipment or products

Context for assessment
Assessment may occur on the job or and off-the-job.