Course Title: Implement a sales plan

Part B: Course Detail

Teaching Period: Term1 2012

Course Code: MKTG6078C

Course Title: Implement a sales plan

School: 650T TAFE Business

Campus: City Campus

Program: C4297 - Certificate IV in Banking Services

Course Contact : Arie Herrnstadt

Course Contact Phone: +61 3 9925 5897

Course Contact Email:arie.herrnstadt@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

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

There are no pre-requisites to this course but it is co-delivered with:

FNSSAM401A - Sell financial products and services
FNSBNK406A - Manage customer visits
BSBCUS403A - Implement customer service standards
BSBCUS401A - Coordinate implementation of customer service strategies

Course Description

Upon the conclusion of this course you will be able to implement promotional strategies, prepare distribution channels for products and be able to monitor and review your sales plan.

If you are undertaking this course in Melbourne from semester 2, 2012 onwards your teacher will advise you if you require access to a computer for the course. It is recommended that you have access to a mobile computing device to allow greater flexibility in terms of where you can work on campus outside class times.


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSSAM402A Implement a sales plan

Element:

1. Prepare distribution channels

Performance Criteria:

1.1. Sales plan is analysed to clarify strategy and sales targets
1.2. Promotional package is created to meet the requirements of the sales plan and enhance the business corporate image and satisfy all relevant legislation, regulations and codes of practice
1.3. Promotional strategy is implemented within budget and in the timeframes specified

Element:

2. Implement promotional strategy

Performance Criteria:

2.1. Distribution channels are identified and agreements for selling products and/or services are reached
2.2. Training of personnel is undertaken to develop product and service knowledge and to ensure quality customer service is maximised
2.3. Promotional materials are distributed to sales people through established distribution channels within appropriate timeframes

Element:

3. Monitor and review sales plan implementation

Performance Criteria:

3.1. Criteria to measure the effectiveness of the promotional strategy and performance criteria for sales staff and distribution channels are established so attainment of forecast sales target can be monitored
3.2. Adjustments to the promotional strategy or product and service distribution are made, as necessary, to ensure the required result is being obtained
3.3. Feedback on the implementation of the sales plan and promotional strategy is contributed to the sales planning process


Learning Outcomes


Upon the conclusion of this course you will be able to implement promotional strategies for your business, prepare distribution channels for products and be able to monitor your sales plan for review.


Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.
The 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.
We expect you to constructively participate and contribute in all scheduled learning activities.


Teaching Schedule

Students are expected to check their student email and myRMIT online at least weekly for messages. If absent from class you are also responsible for keeping up with any changes and for downloading and reading notes that you have missed.

The nominal hours and topic sequence below is 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.

Legend:

Schedule Column No. Course Code and Name
E FNSSAM401A Sell financial products and services
F FNSSAM402A Implement a sales plan
G BSBCUS401A Coordinate implementation of customer service strategies
H BSBCUS403A Implement customer service standards

WeekCommenceTopicsAssess-mentEFGH
16th FebEmployers expectations, sales methods and barriers 1-41-31-31-3
213th Feb Sales plans  1-3  
320th FebDetermining and setting customer service needs, standards and systemsAssess 11.1-4.1 1.1-3.11-3
427th FebImplementing and evaluating customer service standards   1.1-3.41-3
55th MarchConsultative versus traditional selling and understanding customersAssess 21.1-4.11.3,2.1,.31.21.1-2.4
612th MarchSkills required to:
1. Determine client needs
2. Present information
 1.1-3.2 1.31.1-2.4
719th MarchService and selling simulation practice 1.1-3.2 1.1-1.41.1-2.4
826th MarchService and selling simulation practice 1.1-3.2 1.1-1.41.1-2.4
92nd AprilIdentify nature of the enquiry 1.1-3 1.1 
99th AprilIdentify nature of the enquiry 1.1-3 1.1 
1016th AprilDetermine client’s product suitability 2.1-3 1.2 
1123rd AprilPresent product and manage objections 3.1-2 1.3 
1230th AprilConfirm and close sale 4.1-3   
137th MayDealing with customer complaints Monitor and review sales plan implementation and customer service   3.1-32.3
3.1-3.4
2.2-3.2
1414th MaySelling Simulation and feedbackAssess 31-41.2-31.1-41.1,2.2-3
1521st MaySelling Simulation and feedbackAssess 31-41.2-31.1-41.1,2.2-3
1628th MayRe-submissions if required     


Learning Resources

Prescribed Texts


References


Other Resources

Learning support materials are made available on myRMIT/Online Learning Hub www.rmit.edu.au/online. Access to an Internet connected computer outside of class times – Internet connected computers are available in the Business Portfolio labs on Level 3 of Building 108, 239 Bourke Street Melbourne.


Overview of Assessment

Assessment will incorporate a variety of methods including a group assignment and sales simulation.

The group assignment requires students to select the sales target, prepare appropriate material and review the implementation of the sales plan.  The final assessment will be experential and skills based.

Students will be provided with periodic feedback to check their progress.


Assessment Tasks

You are required to complete 3 tasks, and must successfully complete all 3 tasks to be deemed competent in this unit.

TASK 1 due end of Week 3
Resources search and summary.

TASK 2 due end of Week 5
Using industry examples students, in groups, will develop a sales plan and manual specifying the support and skills staff need to be competent in servicing the needs of financial services customers.

TASK 3 due Weeks 14 and 15
Sales simulation involving selling a financial services product. This will be carried out in two stages:
1. Focussing on skills in getting information from and giving information to a client
2. Steps in the sales process.


Assessment Matrix

Other Information

Assessment Tasks

You are required to complete 3 tasks, and must successfully complete all 3 tasks to be deemed competent in this unit.

TASK 1 due end of Week 3
Resources search and summary.

TASK 2 due end of Week 5
Using industry examples students, in groups, will develop a sales plan and manual specifying the support and skills staff need to be competent in servicing the needs of financial services customers.

TASK 3 due Weeks 14 and 15
Sales simulation involving selling a financial services product. This will be carried out in two stages:
1. Focussing on skills in getting information from and giving information to a client
2. Steps in the sales process.


Submission Requirements

Assessment tasks need to be submitted via Blackboard. You should:

• Ensure that you submit assessments on or before the due date. If your performance in the assessment is affected by unexpected circumstances, you should consider applying for Special Consideration. Information on the process and application forms is available at http://rmit.edu.au/browse;ID=ls0ydfokry9rz website.
• 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 work for assessment 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, Julie Macpherson, s324567, Task 2, MKTG6077C Sell financial products, Page 1 of 10.

Marking Guide (competency):

Vocational Education and Training (VET) is based on current industry needs and the focus on preparing you for the workplace. Because VET courses are informed by practical application of knowledge and skills, they are based on a system known as ‘competency based training’ (CBT). So when you are assessed in VET it is about whether you are competent to do the job, as well as having a firm grasp of the knowledge and skills required to do that job, as opposed to traditional curriculum based education settings that are often based on knowledge retention.

You need to demonstrate you are competent in each element of the unit of competency you are studying.

You will receive feedback on each assessment task that will state whether you are competent or not and how well you are performing. Once competent in all elements of the unit you receive a competency grading.

Please refer to the Final Grades table below.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit; this gives you the opportunity to have the level of your performance formally recognised against industry standards and employability skills.

The grading is according to the following criteria:

1. LEVEL OF INDEPENDENCE, INITIATIVE, ENTERPRISE AND PERFORMANCE OF WORK TASK
Demonstrates a high level of ability to complete all tasks independently as per the specifications, a high level of initiative in implementing a sales plan.

2. DEMONSTRATED BREADTH OF UNDERPINNING KNOWLEDGE AND A WILLINGNESS TO CONTINUE LEARNING
Demonstrates depth of understanding of the key concepts and knowledge required in implementing a sales plan.

3. TECHNIQUES & PROCESSES, TECHNOLOGY SKILLS AND PROBLEM SOLVING
Shows understanding of the kinds of problems that can arise in implementing a sales plan and how these may be addressed.

4. WORK ORGANISATION, PLANNING AND SELF MANAGEMENT
Demonstrates effective planning, manage and organise time through appropriately using a diary, submitting their assessments within deadlines.

5. COMMUNICATION, PEOPLE NETWORKING, LANGUAGE AND INTERPERSONAL SKILLS AND TEAMWORK
Contribute constructively and clearly to relevant group and class discussions. Also demonstrating good techniques in collecting and providing information in order to appropriately implement a sales plan.

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

Course Overview: Access Course Overview