Unit of competency Outline

Date retreived
22/07/2026 9:51 PM AWST

Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.

Optimise customer and territory coverage

Optimise customer and territory coverage

Unit of competency
National Code
SIRWSLS004
State Code
AWX33
TGA Status
Current
DTWD Status
Approved
Current Release Number
1.00
Current Release Date
31/03/2016
View on TGA
State Implementation and Classification
Approved Date
13/09/2016
Field of Education
080501 - Sales
Original Release Date
13/09/2016
Nominal Hours
30
Description
This unit describes the performance outcomes, skills and knowledge required to efficiently plan for and service business customers within a defined territory, and seek opportunities to improve territory coverage and service efficiency.It applies to individuals working in frontline sales roles who work according to defined sales and service standards and objectives.No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.
Notes
Elements and Performance Criteria
1. Establish coverage plan.
  • 1.1.Identify and source information required for development of coverage plan
  • 1.2.Create and document coverage plan that meets business performance objectives and service standards.
  • 1.3.Integrate strategies that ensure individual customer coverage in a timely and effective manner.
  • 1.4.Implement procedures for field team to collect and report customer information and feedback.
2. Report on customer interactions.
  • 2.1.Organise and make customer contact according to territory coverage plan.
  • 2.2.Analyse and action customer feedback from a territory, or provide to relevant personnel for action.
  • 2.3.Prepare required documentation following each customer interaction.
  • 2.4.Collate documentation from interactions and store in a secure location.
  • 2.5.Prepare and submit documentation according to agreed timeframe, format and level of detail.
3. Improve coverage.
  • 3.1.Determine needs and expectations of business customers from feedback, sales data and ongoing customer contact.
  • 3.2.Assess current satisfaction levels with service and product.
  • 3.3.Initiate actions to improve business customer satisfaction levels.
  • 3.4.Identify and take opportunities to optimise coverage and promotional activity based on information gathered.
No information
No information
Replaces
State Code National Code Title Type
WD946 SIRWSLS305 Optimise customer and territory coverage Unit of competency
State Code National Code Title Type
BAA9 SIR30316 Certificate III in Business to Business Sales Qualification