SITXMPR011 - Plan and implement sales activities

Unit code: SITXMPR011 | Study level: TAFE
Nominal hours:
20
Location
Footscray Nicholson
Prerequisites
N/A
Overview
Enquire

Overview

This unit describes the performance outcomes, skills and knowledge required to plan and implement sales activities. It requires the ability to identify and analyse market and customer needs, proactively target current and new customers, plan the operation of sales calls, make calls and prepare sales reports.The unit applies to all industry sectors, and to those responsible for coordinating sales activities within the parameters of an established sales strategy. Individuals working independently with limited supervision undertake this role. This could include sales and marketing personnel or managers and owner-operators of small businesses.

Assessment

For Melbourne campuses

Assessment tasks will be designed to reinforce & extend knowledge and skill competence within set & controlled parameters in accordance with each units learning outcomes & performance criteria requirements, including the setting of work based practical application tasks designed to provide evidence of competence outcomes, within periodic and scheduled timelines.

Students will be expected to demonstrate the following required skills:

  • plan and implement sales activities according to organisational requirements for at least two different operations, products or services, including conducting at least one sales call as part of the activities for each operation, product or service
  • use effective communication techniques during sales calls that are part of above sales activities
  • prepare a report on each of the above sales activities.

Students will also be expected to demonstrate the following knowledge:

  • principles of selling, sales communication and relationship building
  • industry structures and interrelationships, industry networks and information sources
  • industry and market knowledge appropriate to the sector and organisation:
  • distribution and marketing networks, including those that support the product or service being promoted
  • commission structures
  • current customer and market trends
  • links between sales and other areas of organisational operations
  • structure and content of marketing plans and the role of sales in the overall marketing mix
  • information inputs into sales planning process:
  • competitive activity
  • current sales figures for nominated periods
  • financial statistics
  • market trends
  • sales and marketing reports
  • sales call strategies and tactics:
  • focus on specific products or offers
  • response to competitive activity
  • use of individual customer history
  • legal issues that impact on sales activities and sales personnel:
  • Australian consumer law
  • work health and safety obligations
  • ethical considerations for sales personnel:
  • honesty in sales
  • targeting particular groups in the community
  • evaluation methods to review sales activities
  • sustainability considerations for sales activities:
  • reducing waste of printed materials
  • sustainability as a sales tool.

Required reading

The qualified trainer and assessor will provide teaching and learning materials as required in the form of workbooks produced by Victoria University and/or via the Victoria University e-learning system.

As part of a course

This unit is studied as part of the following course(s):

Advanced Diploma of Hospitality Management
SIT60322 | Advanced diploma | Duration:
Diploma of Event Management
SIT50322 | Diploma | Duration:

Refer to the course page for information on how to apply for the course. VU takes care to ensure the accuracy of this unit information, but reserves the right to change or withdraw courses offered at any time. Please check that unit information is current with the Student Contact Centre.

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