Course Title: Implement a sales plan

Part B: Course Detail

Teaching Period: Term2 2016

Course Code: MKTG7951C

Course Title: Implement a sales plan

School: 650T Vocational Business Education

Campus: City Campus

Program: C4369 - Certificate IV in Banking Services

Course Contact: Callie Harvey

Course Contact Phone: +61 3 9925 5772

Course Contact Email:

Name and Contact Details of All Other Relevant Staff

Please note that the Course Co-ordinator and Teacher for this course in semester 2, 2016 will be Mr Claude Marasco.  Claude can be contacted as follows:

 Phone: 9925 1651


Office hours: Monday - Thursday, by appointment only.

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.

Pre-requisites and Co-requisites


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.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSSAM402 Implement a sales plan


1. Implement promotional strategy

Performance Criteria:


1.1 Analyse sales plan to clarify strategy and sales targets

1.2 Create promotional package to meet requirements of sales plan, enhance business corporate image and satisfy all relevant legislation, regulations and codes of practice

 1.3 Implement promotional strategy within budget and in timeframes specified


2. Prepare distribution channels

Performance Criteria:


2.1 Identify distribution channels and reach agreements for selling products and/or services

2.2 Train personnel to develop product and service knowledge and ensure quality client service is maximised

2.3 Distribute promotional materials to salespeople through established distribution channels within appropriate timeframes


3. Monitor and review sales plan implementation

Performance Criteria:

3.1 Establish criteria to measure effectiveness of promotional strategy and performance criteria for sales staff and distribution channels, and monitor attainment of forecast sales target

3.2 Make adjustments to promotional strategy or product and service distribution, as necessary, to ensure required result is being obtained

3.3 Contribute feedback on implementation of sales plan and promotional strategy to sales planning process

Learning Outcomes

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities, class discussions, debate and reviews. In-class activities will account for 32 of the total nominal hours of 50 allocated to this course. The 18 hours of self-directed learning by students will be taken-up by work on their assessments outside scheduled class time. It is expected that all students participate and contribute in all scheduled learning activities.

The self-paced activities will be delivered thought various technology platforms and include your contribution to wikis and discussion threads, reflective journals, quizzes and interactive sessions. The collaborative classroom based activities will include group discussion, group problem-solving activities and opportunities to practice your skills in a simulated/real workplace environment. Please note that the format for classes will be a two-hour class per session.


Teaching Schedule

Induction Session

Prior to training commencement a program level induction session will be conducted that comprises the following:

  • Program overview and requirements
  • MyRMIT/Blackboard
  • Overview of assessment requirements
  • Pre-Training Review including:
    • Recognition of Prior Learning and Credit Transfers
    • Assessment of current skills and knowledge
  • Competency/Grading Criteria
  • Plagiarism
  • Appeals
  • Extensions
  • Feedback
  • Privacy
  • Submission requirements
  • Resubmission policy
  • Where to get support
  • Student responsibilities.

The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.  Please refer to Learning Activities (above) with reference to instructions regarding work to be completed outside teaching hours.

The Teaching Schedule for this course is as follows but please note that it is subject to change as per the Course Co-ordinator’s/Teacher’s discretion.

     Week Week CommencingTopics                                                             Assessment   
 1 4/7/2016

Induction Session (please refer above)

Course Overview

Introduction - Sales Plans

 2 11/7/2016Sales plans development, budgets, targets and contingency plans 
 3 18/7/2016Sales plans continued 
 4 25/7/2016Sales plans continued 
 5 1/8/2016Marketing strategy and tactics 
 6 8/8/2016

Product and target market

Marketing research and time management

 7 15/8/2016

Placement and Distribution channels

Promotion and advertising

 8 22/8/2016Class presentations Assessment 1
  Mid-Semester break: 29/8/2016 - 2/9/2016 
 9 5/9/2016SWOT analysis and sales plans 
 10 12/9/2016 SWOT analysis and sales plans continued 
 11 17/9/2016 Compliance with laws, codes of practice and organisational values 
 12 26/9/2016 


Identify skills required and skills audit

Staff selection

Induction and training

 13  3/10/2016 


Results monitoring

Evaluating sales plan implementation

Making adjustments to sales plans

 14 10/10/2016

Review and preparation for final assessment

 15 17/10/2016Presentations Assessment 2
 16 24/10/2016 


Re-Assessments/Re-Submissions (if necessary)


Please note:

 1. The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes bit also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

2. The teaching schedule is subject to change at the teacher’s discretion. Notification of changes can be made directly in class by the teacher, emailed to each student or via an announcement placed on the Blackboard.

Learning Resources

Prescribed Texts


Other Resources

Materials will be placed on the Blackboard/Learning Hub and will be used when directed so by your teacher.

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.

Assessment Tasks

 Overview of Assessment

 Critical Aspects of Assessment

The critical aspects of assessments are described above in the Performance Evidence requirements for this course.

The assessments for this course have been designed to allow participants to apply their learning to particular simulated work scenarios and demonstrate their competence in a variety of ways.

 You are required to complete 2 tasks. You must successfully complete both tasks to be deemed competent in this course.

 Task 1 Group/Individual Presentation due Week 8 (40% of final mark)

 This task will be in the form of a ten minute PowerPoint presentation using effective communication skills. You will be asked to select an organisation (preferably a bank) and one of its financial products or services, decide the audience and their specific needs and address the following:

• The organisation, its main products and market position
• Benefits for the target group
• Market differentiators
• Preparation for selling their product
• Your evaluation of the success of the organisation in choosing its target and maintaining its values.


Task 2 Group Presentation due Week 15 (60% of final mark)

 Individually or in pairs you will give a PowerPoint presentation of up to 15 minutes duration. This will be based on your research on a financial services organisation (preferably a bank) and one of its products or services. The presentation will cover:

• The organisational context
• Background to/preparation for the Sales Plan
• Sales Objectives and Targets
• Sales Plan Implementation, including appropriate sales training
• Support Plan
• Sales Plan Monitoring and Review.


Assessment Matrix

To be deemed competent students must demonstrate an understanding of all elements of a competency. Assessment methods have been designed to measure achievement of each competency in a flexible manner over multiple tasks. Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met.

 All competency based assessments for this course must be completed to achieve competency, a CA. The grade applied will only be awarded if a CA has been achieved in all compulsory assessment tasks.  Grades for each assessment after competency has been achieved are from lowest to highest, CA-ENT (Enterprise), CA-HGH (High) and CA-EXC (Excellent).

 If a student has been marked NYC (Not Yet Competent) in any of the assessment tasks, then competency, a CA has not been obtained. If a CA is achieved on re-assessment then only a competent – enterprise (CA-ENT) will be granted for that assessment.

 Reassessments will only be granted to students who were either unsuccessful in the first attempt or have an approved special consideration application.

To be deemed competent in this unit the participant will be required to demonstrate all indicators which are shown in the Assessment Record and Cover Sheet for each assessment and the Graded Assessment Grading Sheet. The indicators described above are detailed further in this document together with the two assessments.

Other Information

Submission Requirements

You should:

• Ensure that you submit assessments on or before the due date.
• Always retain a copy of your assessment tasks. (hard copy and soft copy).
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Callie Harvey, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.

Late Submission Procedures

You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.

If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.

More Information:

Form to use:

Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.

More Information:;ID=g43abm17hc9w.

Form to use:

Resubmissions (VET Programs):

If you are found to be unsuccessful in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.

If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.

Adjustments to Assessment

In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
More Information:;ID=7usdbki1fjf31

Marking Guide (Competency):

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:

Final Grades table:

CHD - Competent with High Distinction
CDI - Competent with Distinction
CC - Competent with Credit
CAG - Competency Achieved – Graded
NYC - Not Yet Competent
DNS - Did Not Submit for assessment

Further information regarding the application of the grading criteria will be provided by your teacher.

Course Overview: Access Course Overview