Course Title: Identify and plan sales prospects

Part A: Course Overview

Program: C4246

Course Title: Identify and plan sales prospects

Portfolio: BUS

Nominal Hours: 60.0

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 TAFE Business

Face-to-Face or Internet or Workplace

Course Contact: Sylvia Baroutis

Course Contact Phone: +61 3 9925 5469

Course Contact Email:

Course Description

This unit describes the performance outcomes, skills and knowledge required to identify potential sales prospects by applying prospecting methods, and to manage own sales performance by establishing a sales plan and managing stress, time and sales-related paperwork.

This unit applies to individuals working in a sales-related position in a small, medium or large enterprise in a wide variety of industries who identify, collate and follow up sales prospect information that can be used to generate leads.  Individuals undertaking this unit may be at entry level or have experience in sales sufficient to provide advice and support about aspects of sales solutions as part of a sales team.

Pre-requisite Courses and Assumed Knowledge and Capabilities

Plan Code C4246GTA

For Plan Code C4246GTA, the unit BSBSLS407A Identify and plan sales prospects will be co-taught with BSBHRM402A Recruit, select and induct staff and BSBMKG413A Promote products and services.  Participants in this program are expected to be currently employed as a Field Officer in a Victorian Group Training Organisation.  The learning and assessment materials for this program are contextualised to the Group Training Organisation environment.

National Competency Codes and Titles

National Element Code & Title:

BSBSLS407A Identify and plan sales prospects


1. Employ prospecting methods and qualify prospects

2. Manage prospect information

3. Establish an individualised sales plan

4. Complete sales paperwork and reports

5. Organise workload effectively

Learning Outcomes

Overview of Assessment

Assessment will demonstrate evidence for the following:

  • demonstration of the use and management of different prospecting methods targeting a present, previous and a new client
  • research and establishment of criteria used in qualifying leads identified through prospecting methods
  • recording, storage and retrieval of prospect information
  • development and documentation of a sales plan for a specified time period, including:
    • sales goals
    • quotas
    • monitoring and evaluation strategies
  • organisation of own workload

Assessment will ensure access to:

  • a workplace or simulated work environment
  • organisational sales prospect information, databases and records
  • office equipment and resources