Course Title: Analyse and achieve sales targets

Part B: Course Detail

Teaching Period: VE 2018

Class Number: All

Class Section: All

For flexible terms and optional semesters, a Part B course guide may have been published for the entire teaching period, or for the specific class number in which you are enrolled. If there is no Part B course guide published for your specific class number, please refer to the guide for the teaching period in which you are enrolled. Enrolment Online is the definitive source for details regarding your class enrolment.

Course Code: MKTG7979C

Course Title: Analyse and achieve sales targets

School: 174T School of VE Engineering, Health & Science

Campus: City Campus

Program: C4375 - Certificate IV in Optical Dispensing

Course Contact: Jade Cusworth

Course Contact Phone: 03 9925 8382

Course Contact Email:

Name and Contact Details of All Other Relevant Staff


Timothy Haigh


+61 3 9925 4846


Leigh Robinson


+61 3 9925 4398


Ralph Richter


+61 3 9925 4783


Ludmila Keightley


+61 3 9925 4722


Nominal Hours: 35

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 performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.

The unit covers identifying factors affecting sales performance, reviewing and analysing personal sales outcomes against agreed sales targets, and implementing strategies to attain sales targets, according to business policy and procedures.


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

SIRWSLS303 Analyse and achieve sales targets


1. Analyse sales targets

Performance Criteria:

1.1.Confirm team sales targets according to business policy and procedures.

1.2.Analyse personal sales targets against agreed parameters.

1.3.Regularly monitor progress towards sales targets.

1.4.Analyse performance of different customers and areas to determine common factors supporting or deterring sales.


2. Determine factors affecting attainment of sales targets.

Performance Criteria:

2.1.Evaluate factors affecting sales performance against the agreed sales targets.

2.2.Anticipate and address factors likely to impinge upon attainment of sales targets.

2.3.Approve amended or new sales targets according to business policy and procedures.


3. Attain sales targets.

Performance Criteria:

3.1.Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures.

3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

3.3.Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

3.4.Report sales progress to senior management using standard organisational policies and procedures.

Learning Outcomes

See elements above


Details of Learning Activities

• Refer to Evidence Log and familiarise yourself with the content
A combination of activities will support students learning in this course, such as:
• Face to face and or online lectures to cover theoretical and practical concepts for each topic in the course
• Students will learn to apply their skills and knowledge to work integrated learning (WIL), during simulations and classroom based learning
• Observations of performance in the workplace and industry placement or simulated environment will be a valuable part of your learning experience
• Tutorial activities (individually and in teams) to discuss, debate, critique and consolidate your ideas and extend your understanding around key concepts within specific topics
• Online discussion and activities support you to collaborate with other students in your course and debate and debate and discuss ideas
• Self directed study time to enhance and strengthen your knowledge and understanding of theoretical concepts
• To further facilitate learning, students are strongly encouraged to use a range of communication tools between themselves and their course instructor as well as between themselves and fellow students by using the online learning platform

Teaching Schedule


• OP50 Students who come for blocks of learning at RMIT City campus will be required to attend Cluster 2 on 13.8.2018 - 17.8.2018

  • OP51 Students who come for blocks of learning at RMIT City campus will be required to attend Cluster 2 on 19.11.2018 - 23.11.2018

Students who form part of the SpecSavers group will be applying for RPL for this unit

Topic 1: Apply product knowledge
Topic 2: Approach the customer
Topic 3: Gather information
Topic 4: Sell benefits
Topic 5: Overcome buying objections

Topic 6: Closing the sale

Topic 7: Maximise sales opportunities

Learning Resources

Prescribed Texts


Other Resources

• Evidence Portfolio  
• Learner Guide SIRXSLS001A Sell products and services
• PowerPoint Summary
• Additional learning materials available through Learning Hub
• RMIT Library (
Students should also make note of the Student Services and Study and Learning Centre that are available to all enrolled students (

Overview of Assessment


You must demonstrate Performance and Knowledge Evidence of the unit in order to be deemed competent. 
Assessment methods have been designed to measure achievement of each competency in a flexible manner over a range of assessment tasks.
You may be assessed by: 
• Oral or written questioning 
• Oral presentations
• Assignments and projects 
• Direct observation of actual work practice 
• Presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and/or audio files 
• Work-based activities 
• Third-party feedback from a work supervisor/employer
Primary assessment involves on-going practical and applied assessment in a clinical workplace or simulated environment such as a supervised student clinic or at a Work Integrated Learning (WIL) placement activity.

Please click the following link for further information 



Assessment Tasks

OP50 & OP51 Due Dates will be publish on CANVAS

Students who form part of the SpecSavers group will be applying for RPL for this unit

Please note that you will need to demonstrate competency in all these assessments tasks in order to achieve competency for this unit.

Assessment Matrix


Course Overview: Access Course Overview