Elements and Performance Criteria

The Range Statement provide the range of applications of this unit of competency to allow for differences within enterprises and workplaces. It provides details of practices, knowledge and requirements referred to in the elements and performance criteria. The variables chosen in training and assessment will depend on the work contexts.

The following variables may include but are not limited to

Store merchandise and marketing policies which may include:
store culture
current market position
target market

Product range may include:
existing stock
new stock

Monitoring customer requirements may include:
questionnaires
surveys
observation

Researching products and services may include:
Internet
brochures/leaflets
product seminars

Market factors affecting supply may include:
fashion trends
product availability
sales performance

Negotiation process may include:
face to face
correspondence
meetings
telephone or electronic media

Stock consolidation may include:

movement of stock between departments or stores

Pricing arrangements may include:
cash on delivery (COD)
cheque/credit card
invoice
Goods and Services Tax (GST)

Reasons for deletion of stock lines may include:
changes in store policy/culture
sales performance
customer requirements
fashion trends
product availability
problems with supply

Specifications for terms of trade may include:
special buys
payment terms
promotional deals with supplier

Performance indicators may include:
price
quality
performance
supply reliability
merchandise range

Relevant personnel may include:
staff
area/store manager
supervisor
team leader

Legal requirements may include:
sale of second hand goods
Trade Practices and Fair Trading Acts
license, patent or copyright arrangements
pricing procedures including inclusion/exclusion of Goods and Services Tax (GST)

Staff training may include:
on the job
off the job
one on one coaching
any combination of the above

The following components of the evidence guide relate directly to the performance criteria and the Range Statement for the unit of competency and provide guidance for assessment of the unit in the workplace and/or training program.
Critical Aspects of Evidence

Competency in this unit requires evidence that the candidate:

Consistently applies store policies and procedures, industry codes of practice and statutory requirements/regulations in regard to buying, merchandising and marketing policies.
Applies market analysis, planning, procurement and rationalisation of stock and merchandise and service ranges, maintenance of supplier relations and quality control, according to the Range Statement.
Accurately interprets market trends and applies these to the store situation to create opportunities to improve sales and services, while maximising profits.
Analyses market and plans the introduction of a product and service range.
Identifies suppliers, negotiates supply of goods, rationalises stock and monitors quality control.
Trains/communicates information to and from staff/team members, in regard to stock and merchandise and service range.

Underpinning Skills and Knowledge

Knowledge and skills are essential to apply this unit in the workplace, to transfer to other contexts and deal with unplanned events. The requirements for this unit of competency are listed below:


Knowledge of:

Store policies and procedures, in regard to:
marketing
buying
profit margins
quality control
stock/inventory levels - current and future
stock location/allocated areas
staff product knowledge training
Industry/store, including:
market needs
range of merchandise available
market competition
existing and possible new suppliers
channels of distribution
Relevant legislation and statutory requirements
Relevant industry codes of practice
Pricing procedures including Goods and Services Tax (GST) requirements

Skills in:

Evaluating and analysing:
market trends and projections
sales figures and investment levels
space requirements
Negotiation skills
Interpersonal communication skills including:
coaching
giving feedback
questioning/listening/observation
verbal and non-verbal communication
Group presentation skills
Report writing
Using and applying technology, including electronic data interchange
Literacy and numeracy skills in relation to:
developing pricing policies
calculating/estimating product range contributions
analysing stock figures

Assessment Process
For valid and reliable assessment of this unit, evidence should be gathered through a range of methods to indicate consistent performance.
It can be gathered from assessment of the unit of competency alone, through an integrated assessment activity or through a combination of both.
Evidence should be gathered as part of the learning process.

Integrated Competency Assessment
Evidence is most relevant when provided through an integrated activity which combines the elements of competency for each unit, or a cluster of units of competency.

The candidate will be required to:

Apply knowledge and skills which underpin the process required to demonstrate competence, including appropriate key competencies.
Integrate knowledge and skills critical to demonstrating competence in this unit.
Unit WRRI4B can be assessed with other units which make up a specific job function.

Evidence gathering methods

Evidence should include products, processes and procedures from the workplace context. Evidence might include:

Observation of the person in the workplace
Third party reports from a supervisor
Customer feedback
Answers to questions about specific skills and knowledge

Resources required
A retail work environment
Access to relevant information and documentation, including:
store policy and procedures
legislation and statutory requirements
industry codes of practice
merchandise/supplier data

There are a number of processes that are learnt throughout work and life which are required in all jobs. They are fundamental processes and generally transferable to other work functions. Some of these are covered by the key competencies, although others may be added. The questions below highlight how these processes are applied in this unit of competency. Following each question a number indicates the level to which the key competency needs to be demonstrated where 0 = not required, 1 = perform the process, 2 = perform and administer the process, and 3 = perform, administer and design the process.
Communicating ideas and information
Introducing product range and informing relevant personnel requires communication of ideas and information. (3)

Collecting analysing and organising information
Information on new product range will need to be collected, analysed and organised. (3)

Planning and organising activities
Identifying new and existing suppliers requires activities to be planned and organised. (3)

Working with others and in teams
Team work will be required when informing and training staff members. (3)

Using mathematical ideas and techniques
Mathematical ideas and techniques will be required when analysing stock figures. (3)

Solving problems
Problem solving skills will be required when analysing, evaluating and amending stock range and sources of supply. (3)

Using technology
The use of technology will be applied when keeping records. (3)