Course Title: TCF Sales Merchandising

Part A: Course Overview

Course ID: 030053

Program: C5112

Course Title: TCF Sales Merchandising

Portfolio: DSC

Nominal Hours: 72.0

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)


Brunswick Campus


350T Fashion & Textiles


Term1 2007

Course Contact: Hector Gauci

Course Contact Phone: +61 3 9925 9139

Course Contact Email:

Course Description

To provide learners with skills and knowledge to:

• Describe and outline the significant factors contributing to the success in selling
• Outline and apply the necessary knowledge, skills and techniques for successful selling
• Describe and outline the documentation to complete the selling process
• Describe the basic principles underlying the organisation, planning and structure of a sales organization
• Determine the number of organization of sales territories required by a sales organization based upon its sales strategies and market
• Apply basic forecasting and budget compatible with the overall organizational objectives
• Identify the sales role as an aspect of the marketing plan.

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles


Contr to the Dev of Products or Processes 03/4


LMTPDHL04A/01 Interpret provisional specifications

LMTPDHL04A/02 Participate in feasibility studies

LMTPDHL04A/03 Assist in developing/engineering product

LMTPDHL04A/04 Conduct trials

LMTPDHL04A/05 Analyse and interpret results

LMTPDHL04A/06 Report results and maintain records


Devlp & Implement a Sales or Mktg Plan 06/7


LMTSMGN01A/01 Analyse business goals and market trends

LMTSMGN01A/02 Establish strategic directions

LMTSMGN01A/03 Develop a sales or marketing plan

LMTSMGN01A/04 Implement and monitor sales or marketing plan

LMTSMGN01A/05 Conduct plan review

LMTSMGN01A/06 Maintain records


Develop a Business Plan 06/6


RUAAG5203BMA/01 Specify business objectives and targets

RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period

RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on business performance

RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets

RUAAG5203BMA/05 Identify and plan appropriate risk management strategies

RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period

RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation

Learning Outcomes

Refer to other sections of guide

Overview of Assessment

1. Customer Service (Group)
2. Training Manual (Individual)
3. Sales Kit (Group)
4. Sales Presentation (Individual)

Assessment timeline: Progressive assessments