Unit of competency Outline

Date retreived
22/07/2026 9:18 AM AWST

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Implement a sales plan

Implement a sales plan

Unit of competency
National Code
FNSSAM402A
State Code
D4317
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
24/11/2010
View on TGA
State Implementation and Classification
Approved Date
24/04/2014
Field of Education
080501 - Sales
Original Release Date
24/04/2014
Nominal Hours
60
Description
This unit describes the performance outcomes, skills and knowledge required to develop, implement and review a sales and promotional strategy for a financial services organisation.This unit has application to a variety of financial services sectors and is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements so the varying Commonwealth, State or Territory requirements should be confirmed with the relevant body.
Notes
Elements and Performance Criteria
1. Implement promotional strategy
  • 1.1. Sales plan is analysed to clarify strategy and sales targets
  • 1.2. Promotional package is created to meet the requirements of the sales plan and enhance the business corporate image and satisfy all relevant legislation, regulations and codes of practice
  • 1.3. Promotional strategy is implemented within budget and in the timeframes specified
2. Prepare distribution channels
  • 2.1. Distribution channels are identified and agreements for selling products and/or services are reached
  • 2.2. Training of personnel is undertaken to develop product and service knowledge and to ensure quality customer service is maximised
  • 2.3. Promotional materials are distributed to sales people through established distribution channels within appropriate timeframes
3. Monitor and review sales plan implementation
  • 3.1. Criteria to measure the effectiveness of the promotional strategy and performance criteria for sales staff and distribution channels are established so attainment of forecast sales target can be monitored
  • 3.2. Adjustments to the promotional strategy or product and service distribution are made, as necessary, to ensure the required result is being obtained
  • 3.3. Feedback on the implementation of the sales plan and promotional strategy is contributed to the sales planning process
RANGE STATEMENT
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.
Promotional packages may include:
client newsletters/bulletins
media advertising such as:
radio
television
newspapers
trade journals
direct marketing
websites
product and services brochures
promotional products or give-aways, third party services.
Distribution channels may include:
brokers
common interest groups
agents
existing clients
associations
telemarketing.
Legislation, regulations and codes of practice may include
anti-discrimination legislation
Australian Accounting Standards
Australian Prudential Regulation Authority (APRA)
business names legislation
Consumer Credit Code
Corporations Act (including Accounting Standards)
Electronic Funds Transfer (EFT) Code of Conduct
Finance Code
Financial Services Reform Act (FSRA)
Financial Transaction Reports Act
industry codes of practice
Privacy Act
taxation law.
Performance criteria may include:
meeting targets
new clients
surveys of awareness of products and/or services
volume of sales.
EVIDENCE GUIDE
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:
successfully develop a sales plan based on analysis of the market
implement a sales strategy including putting appropriate sales training in place
evaluate and make necessary adjustments to ensure the success of a sales plan.

Context of and specific resources for assessment
Assessment must ensure:
competency is demonstrated in the context of the financial services work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment
access to and the use of a range of common office equipment, technology, software and consumables
access to financial services product information.

Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples, in combination, are appropriate for this unit:
evaluating an integrated activity which combines the elements of competency for the unit or a cluster of related units of competency
observing processes and procedures in workplaces or role plays
verbal or written questioning on underpinning knowledge and skills
setting and reviewing business simulations or scenarios
accessing and validating third party reports.

Guidance information for assessment
Replaces
State Code National Code Title Type
C9803 FNSICSAM402B Implement a sales plan Unit of competency
Replaced By
State Code National Code Title Type
AUS99 FNSSAM402 Implement a sales plan Unit of competency