Course Title: Implement a sales plan

Part A: Course Overview

Program: C4369 Certificate IV in Banking Services

Course Title: Implement a sales plan

Portfolio: BUS Portfolio Office

Nominal Hours: 50

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.


Course Code




Learning Mode

Teaching Period(s)


City Campus


650T Vocational Business Education

Face-to-Face or Internet

Term1 2016,
Term2 2016,
Term1 2017,
Term2 2017

Course Contact: Callie Harvey

Course Contact Phone: +61 3 9925 5772

Course Contact Email:

Course Description

This unit describes the skills and knowledge required to develop, implement and review a sales and promotional strategy for a financial services organisation. Individuals work under a level of supervision but have responsibility for collating, coordinating and reviewing strategic activities.

Work functions in the occupational areas where this unit may be used are subject to regulatory requirements. Refer to the FNS Implementation Guide Companion Volume or the relevant regulator for specific guidance on requirements.

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

FNSSAM402 Implement a sales plan


1. Implement promotional strategy

2. Prepare distribution channels

3. Monitor and review sales plan implementation

Learning Outcomes

Overview of Assessment

In order to achieve competency in this unit, you must provide:

Performance Evidence

 Evidence of the ability to:

  • analyse a sales plan to develop suitable promotional and budgetary programs
  • implement a sales strategy, including putting appropriate sales training in place and preparing promotional materials
  • evaluate and make necessary adjustments to ensure the success of a sales plan

Knowledge Evidence

To complete the unit requirements safely and effectively, you must:

  • analyse marketing techniques and market trends
  • describe the range of products and services provided by the organisation
  • explain the key requirements of legislation, regulation and codes of practice relating to selling financial products and services
  • compare and contrast sales and promotion techniques
  • outline types of promotional packages and distribution channels used to promote financial products and services
  • describe the key features of training strategies used in sales and marketing
  • describe the performance criteria used to measure the success of sales plan implementation

 Assessment Conditions

Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the sales and marketing field of work and include access to:

  • financial services product information
  • relevant software system and data
  • organisational policy and procedures
  • common office equipment, technology, software and consumables.

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.


Feedback will be provided throughout the semester in class and/or online discussions.  You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.

You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course.