Elements and Performance Criteria

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 in the performance criteria is detailed below.
Promotional programs may vary to accommodate territory variations in:
demographics
economics
competition
social and cultural factors
political influences
legal factors
natural factors
technology.
Business outcomes must include:
sales revenue
price
trade expenditure
distribution
promotion frequency
category or market share
account profit
brand recognition.
Promotional conflicts and problems may relate to:
timing of promotion
promotion type (event, seasonal, new lines, new store)
supplying volume requirements
business customer planning times and cycles.
Relevant personnel may include:
managers
staff
members of own or other work teams.
Details of required outcomes must include:
sales and service standards
volume
revenue and profit
promotional budget (promotional costs and expenditure)
customer satisfaction
distribution arrangements
marketing mix
market share.
Sources of information may include:
contacts with others inside or outside the business
customers
staff
financial and inventory reports
statistics
observation
market research.
Customers may include:
new or repeat contacts
external and internal contacts
business customers or individuals
customers with routine or special requests
people from a range of social, cultural and ethnic backgrounds and with varying physical and mental abilities.
Systems to record and report promotional program data may include:
contact history
purchase requests and orders
tender submissions and proposals
invoices and payment requests
statements and petty cash vouchers
offer and contract documents
evaluation process documentation
records of supplier performance
financial statements.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
consistently manages promotional plans to agreed targets over time across a specified geographic, market, product or service
sets promotional planning and review benchmarks
establishes procedures and mechanisms to collect, analyse and report promotional program data
coordinates promotional activities to achieve agreed targets.
Context of and specific resources for assessment
Assessment must ensure access to:
a real or simulated work environment
relevant documentation, such as:
business policy and procedures manuals
sales and service delivery targets and plans
records of sales
legislation and statutory requirements
industry codes of practice
a market.
Methods of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of the candidate in the workplace
third-party reports from a supervisor
customer feedback
a detailed case study
written or verbal questioning to assess knowledge and understanding
review of portfolios of evidence and third-party workplace reports of on-the-job performance.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.