Cambodian Skills Delivery Model

SEAL National Course Catalogue · MLVT / National Training Board

Sector Frameworks

1,164

Qualifications

15,161

Competency Units

10,938

Elements

41,782

Learning Outcomes

2,822

Assessment Packages

Plan and implement sales activities

KHU-TOU-0218

Australian Equivalent

SITXMPR011

Elements

Learning Outcomes

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. The skills in this unit must be applied in accordance with Commonwealth and State/Territory legislation, Australian/New Zealand standards and industry codes of practice. No occupational licensing, certification or specific legislative requirements app

Elements & Learning Outcomes

E1Plan sales activities.

0218.E1.O1Plan sales activities for existing and potential customers according to marketing plan or other organisational systems.

0218.E1.O2Identify, analyse and incorporate organisation, customer and market information into sales planning process.

0218.E1.O3Source prospects and create profiles.

0218.E1.O4Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.

0218.E1.O5Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.

0218.E1.O6Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets and are consistent with legal, ethical and sustainability requirements.

E2Prepare for sales calls.

0218.E2.O1Make sales call appointments in advance where appropriate.

0218.E2.O2Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues.

0218.E2.O3Gather information and support materials to support sales calls.

E3Make sales calls.

0218.E3.O1Make sales calls according to agreed call patterns.

0218.E3.O2Build relationships with customers through use of effective interpersonal communication styles.

0218.E3.O3Develop customer trust and confidence through demonstration of personal and professional integrity.

0218.E3.O4Proactively identify and resolve customer issues and problems.

0218.E3.O5Use selling techniques to maximise opportunities to meet or exceed sales targets.

0218.E3.O6Provide current, accurate and relevant information on product features and benefits according to current marketing focus.

0218.E3.O7Encourage feedback from customers and proactively seek market intelligence.

E4Review and report on sales activities.

0218.E4.O1Review activities according to agreed evaluation methods and incorporate results into future sales planning.

0218.E4.O2Prepare sales reports according to organisational policy and required timeframes.

0218.E4.O3Present current and clear market intelligence to those responsible for sales and marketing planning.