Course Title: Implement a sales plan

Part B: Course Detail

Teaching Period: Term2 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

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


1. Prepare distribution channels

Performance Criteria:

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


2. Implement promotional strategy

Performance Criteria:

1. Sales plan is analysed to clarify strategy and sales targets
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
3. Promotional strategy is implemented within budget and in the timeframes specified.


3. Monitor and review sales plan implementation

Performance Criteria:

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
2. Adjustments to the promotional strategy or product and service distribution are made, as necessary, to ensure the required result is being obtained
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

<thead> <th scope="col">Week</th> <th scope="col">Commence</th> <th scope="col">Topics</th> <th scope="col">Assessment</th> </thead>
025 JuneEmployers expectations, sales methods and barriers 
12 JulySales plansTask 1 due
29 JulyDetermining customer service needs, setting, standards and systems 
316 JulyImplementing and evaluating customer service standards 
423 JulyConsultative and value versus product sales, understanding customers 
530 JulyStudy Week 
66 AugSkills required to:
1. Determine client needs
2. Present information
Task 2 due
713 AugService and selling simulation practice 
820 AugService and selling simulation practice 
 27 AugMid semester break 
93 SeptIdentify nature of the enquiry 
1010 SeptDetermine client’s suitability 
1117 SeptPresent product and manage objections 
1224 SeptConfirm and close sale 
131 OctDealing with complaints
Monitor and review sales plan implementation and customer service
148 OctSelling Simulation and feedbackTask 3
1515 OctSelling Simulation and feedbackTask 3
1622 OctRe-submissions if required 

Learning Resources

Prescribed Texts


Other Resources

Learning support materials are available on myRMIT/Online Learning Hub

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 2
Resources search and summary.

TASK 2 due end of Week 6
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

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 on 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 inform you 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 recognized against industry standards and employability skills.
The grading is according to the following criteria:

You are required to demonstrate a high level of ability to complete all tasks independently as per the specifications as well as demonstrating a high level of initiative in your access of information required for the assessments tasks, accuracy and quality of information presented to the client and appropriate recommendation using the information you have access, analysed and presented.

You need to show a depth of understanding of the key concepts and knowledge of the financial products covered in the assessment tasks, including personal loans and overdrafts and general insurance products. Accuracy of all related interest rates, repayment calculations, fees and charges is essential.

Demonstration of appropriate use of technology to assist in presenting all tasks clearly and suitable for the intended audience. This requires use of bank and financial institution web sites to access financial data and demonstrate a capacity to use financial calculators to calculate repayments and credit limits.

You must complete all work requirements as per course requirements and timely submission of all required assessment tasks. You need to collate data and organize it in a presentable format that meets the requirements of the assessment tasks.

Communication skills and teamwork is required to collaboratively manage this course.

Final Grade 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