Course Title: Implement a sales plan

Part B: Course Detail

Teaching Period: Term2 2013

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. Implement promotional strategy

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.


2. Prepare distribution channels

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.


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 though Blackbboard and include your contribution to class discussion, worksheets 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.


Schedule Column No.                                                                                Course Code and Name                                                                                                                                                  
            EFNSSAM402A Implement a sales plan
            FBSBCUS401A Coordinate implementation of customer service strategies
            GBSBCUS403A Implement customer service standards
            HFNSSAM401A Sell financial products and services

Weekly Schedule

18 JulyIndustry expectations, sales targets, ingredients, methods and barriers                          1-3          1-3         1-3         1-3         
215 JulySales plans and targetsTask 1 distributed1-3 1-2 1-3 
322 JulyDetermining customer service needs, setting standards and systemsTask 1 due 1-2 1-3 1-3 1-4 
429 JulyImplementing and evaluating customer service standardsTask 2 distributed 1-3 1-3 1-4 
55 AugUnderstanding customers, consultative and value selling versus product sales 1-3 1-2 
612 AugSkills required to:
1. Determine client needs
2. Present information
 1-2 1-3 1-2 
719 AugService and sales practiceTask 2 due 1-2 1-2 1-3 1-3 
826 AugService and sales practice 1-2 1-2 1-3 1-3 
99 SeptIdentify nature of the enquiryTask 3 distributed1-3 1-3 
1016 SeptDetermine client’s suitability 2,3 2-3 
1123 SeptPresent product and manage objections 1-2 1-22,3 
1230 SeptConfirm and close sale, offer cross sell and complete documentation 2-3 2,3 
137 OctComplaint management, review sales and service implementation 2-3 2-4 
1414 OctSales simulation and feedbackTask 3 due1-3 1-3 1-3 1-4 
1521 OctSales simulation and feedbackTask 3 due1-3 1-3 1-3 1-4 
1628 OctSimulation resits if necessary 1-3 1-3 1-3 1-4 

Learning Resources

Prescribed Texts


Other Resources

Access via computer to Blackboard for student notes and activities

Relevant websites

Relevant financial services documents such as promotional pamphlets

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

TASK 1 Individual Assignment due Week 3
This will be on customer service expectations and sources.

TASK 2 Group Assignment due Week 7
Using industry examples students, in groups of up to three per group, 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.

If students in either of the above tasks have not shown the necessary competencies, they will be given the opportunity to rewrite and resubmit their assignment within two weeks of being sent feedback on their original submission.

TASK 3 Individual Sales Simulation
Students in pairs will be allocated to a specific session in either Week 14 or 15
Students will take turns in selecting an appropriate financial product and selling this to their partner, based on their partner’s different scenario profile and needs. 

Assignment Submission Requirements

Assessment tasks must be submitted via the course Blackboard and though Turnitin, a plagiarism checking tool. Turnitin will assess your work in approximately one minute, and return a colour coded response for the originality of the text. For information on Turnitin see:

Student FAQ,
Student procedures and account setup (pdf),
Turnitin student information page,

  • Always retain a copy of your assessment tasks (hard and soft copy)
  • Ensure that you submit assessments on or before the due date. If your performance is affected by unexpected circumstances, you should consider applying for Special Consideration. Information on the process and application forms is available at;ID=ls0ydfokry9rz .
  • When submitting any individual or group work for assessment at RMIT University you must complete, sign and submit a cover sheet in which sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet is available on blackboard.
  • Each page of your assessment should include a 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.
  • Please note that to confirm your competency you may be questioned on any aspect of an assignment you submitted, either as an individual or as part of a group. In the case of a group assignment you may be questioned about any aspect of the assignment, even parts of it you may not have directly prepared.
  • 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:

Demonstrates a high level of ability to complete all tasks independently as per the specifications, a high level of initiative in interacting with a customer and selling a financial product.

Demonstrates depth of understanding of the key concepts and knowledge required in interacting with a customer and selling a financial product.

Shows understanding of the kinds of problems that can arise in interacting with a customer and selling a financial product. and how these may be addressed.

Demonstrates effective planning, manage and organise time through appropriately using a diary, submitting their assessments within deadlines.

Contribute constructively and clearly to relevant group and class discussions, also demonstrate good techniques in collecting and providing information to appropriately sell products within the employer’s guidelines.

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.

Assessment Matrix

Course Overview: Access Course Overview