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
Forecast and competitor activity information collection may be by
Data base or Internet searches
Modelling
Telephone
Facsimile
Mail
Verbal meetings

Promotional problems may include
Timing of promotion
Promotion type (event, seasonal, new lines, new store)
Supplying volume requirements
Types of promotions
Business customer planning times and cycles

Evaluation of options may include
Stakeholder consultation
Confirmation that a procurement process is necessary
Development of a business case
Modelling results
Cost benefit analysis
Data analysis
Comparison of internal versus outsourced provision

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

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

Promotional activities may vary to accommodate territory variations in
Demographics
Economics
Competition
Social/ cultural forces
Political/ legal forces
Natural forces
Technology

Marketing mix includes
Promotions
Product
Price
Place

Monitoring markets may include
Market control
Market information
Market planning
Market structure
Market share

Evaluation of marketing strategies may include
Location
Product/ service mix
Packaging or presentation
Quality factors (time, cost, variations)
Access
Continuity

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:
Consistent management of promotional plans to agreed targets over time across a specified geographic, market and/ or a product/ service
Ability to establish procedures and mechanisms to collect and report promotional program data
Analysis and synthesis of information with respect to a specific promotional program
Set promotional planning review benchmarks
Coordinate promotional activities to achieve agreed targets
Establishment of business reporting systems to record and report promotional program data to respective users in a timely and accurate manner

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:
Processes for collecting and reporting information
Planned targets in:
Strategic plan
Business plan
Sales plan
Marketing and/ or merchandise plan
Business technology and systems management
Personnel requiring promotional program Reporting and recording
Use and maintenance of electronic equipment
Manufacturer's specifications for use electronic equipment
Planning and organising techniques/ methods
Occupational health and safety aspects of job
Relevant commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Management, coordination and monitoring of promotional activities
Create pricing strategies which support promotional activities
Resolve timing conflicts
Set promotional plan review mechanisms
Seek and use input from others
Set outcomes and targets covering:
Sales/ service standards
Volume
Revenue/ profit
Promotional budget (promotional costs and expenditure)
Customer satisfaction
Distribution arrangements
Market mix
Adherence to and achievement of planned outcomes
Configure reports to provide specific information
Establishment of reporting and recording systems

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 off-the-job.