Course Title: TCF Sales Merchandising
Part B: Course Detail
Teaching Period: Term1 2007
Course Code: BUSM5588L
Course ID: 030053
Course Title: TCF Sales Merchandising
School: 350T Fashion & Textiles
Program Code: C5165 - Diploma of Textiles Clothing and Footwear
Course Contact : Hector Gauci
Course Contact Phone: +61 3 9925 9139
Course Contact Email: hector.gauci@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
Ms Kelly Pascoe
+(61 3) 9925 9177
kelly.pascoe@rmit.edu.au
Location
Building: 511
Level: 1
Room: 8
Nominal Hours: 72
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
None
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.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
LMTPDHL04A Contr to the Dev of Products or Processes 03/4 |
Element: |
LMTPDHL04A/01 Interpret provisional specifications |
Performance Criteria: |
· Provisional specifications are identified |
Element: |
LMTPDHL04A/01 Interpret provisional specifications |
Element: |
LMTPDHL04A/01 Interpret provisional specifications |
Element: |
LMTPDHL04A/02 Participate in feasibility studies |
Performance Criteria: |
· Requirements for feasibility study are identified, in conjunction with others, as required |
Element: |
LMTPDHL04A/02 Participate in feasibility studies |
Element: |
LMTPDHL04A/02 Participate in feasibility studies |
Element: |
LMTPDHL04A/03 Assist in developing/engineering product |
Performance Criteria: |
· Product or process specifications are interpreted and/or preliminary specifications are developed from feasibility study |
Element: |
LMTPDHL04A/03 Assist in developing/engineering product |
Element: |
LMTPDHL04A/03 Assist in developing/engineering product |
Element: |
LMTPDHL04A/04 Conduct trials |
Performance Criteria: |
· Requirements for trial are confirmed and clarified, where necessary, to establish procedures/parameters |
Element: |
LMTPDHL04A/04 Conduct trials |
Element: |
LMTPDHL04A/04 Conduct trials |
Element: |
LMTPDHL04A/05 Analyse and interpret results |
Performance Criteria: |
· Results of the trials are analysed to determine performance and acceptability for production |
Element: |
LMTPDHL04A/05 Analyse and interpret results |
Element: |
LMTPDHL04A/05 Analyse and interpret results |
Element: |
LMTPDHL04A/06 Report results and maintain records |
Performance Criteria: |
· Reports are prepared in accordance with enterprise procedures and requirements |
Element: |
LMTPDHL04A/06 Report results and maintain records |
Element: |
LMTPDHL04A/06 Report results and maintain records |
Element: |
This unit covers the range of skills required to contribute to developing products and/or processes within the enterprise. It includes conducting trials to establish conformance to requirements. |
National Element Code & Title: |
LMTSMGN01A Devlp & Implement a Sales or Mktg Plan 06/7 |
Element: |
LMTSMGN01A/01 Analyse business goals and market trends |
Element: |
LMTSMGN01A/01 Analyse business goals and market trends |
Performance Criteria: |
· Business goals and objectives are defined and analysed to assist the formulation of a marketing plan |
Element: |
LMTSMGN01A/01 Analyse business goals and market trends |
Element: |
LMTSMGN01A/02 Establish strategic directions |
Performance Criteria: |
· Directions for marketing are assessed in line with the aims of the business plan, customer requirements, market position, objectives, opportunities and resources of the business |
Element: |
LMTSMGN01A/02 Establish strategic directions |
Element: |
LMTSMGN01A/02 Establish strategic directions |
Element: |
LMTSMGN01A/03 Develop a sales or marketing plan |
Element: |
LMTSMGN01A/03 Develop a sales or marketing plan |
Performance Criteria: |
· Business resources and appropriate personnel are identified and utilised to optimise effectiveness of the marketing plan |
Element: |
LMTSMGN01A/03 Develop a sales or marketing plan |
Element: |
LMTSMGN01A/04 Implement and monitor sales or marketing plan |
Performance Criteria: |
· Monitoring procedures are established |
Element: |
LMTSMGN01A/04 Implement and monitor sales or marketing plan |
Element: |
LMTSMGN01A/04 Implement and monitor sales or marketing plan |
Element: |
LMTSMGN01A/05 Conduct plan review |
Performance Criteria: |
· Review of the sales or marketing plan is conducted and the results assessed |
Element: |
LMTSMGN01A/05 Conduct plan review |
Element: |
LMTSMGN01A/05 Conduct plan review |
Element: |
LMTSMGN01A/06 Maintain records |
Performance Criteria: |
· Records of sales and marketing planning activities are maintained and reports prepared, where necessary, in accordance with enterprise procedures |
Element: |
LMTSMGN01A/06 Maintain records |
Element: |
LMTSMGN01A/06 Maintain records |
Element: |
This unit covers the skills and knowledge required to develop and implement a sales and marketing strategy in a TCF enterprise. |
National Element Code & Title: |
RUAAG5203BMA Develop a Business Plan 06/6 |
Element: |
RUAAG5203BMA/01 Specify business objectives and targets |
Performance Criteria: |
· Explicit short and medium-term objectives and targets which reflect the owners preferences for feasible enterprise performance and development. |
Element: |
RUAAG5203BMA/01 Specify business objectives and targets |
Element: |
RUAAG5203BMA/01 Specify business objectives and targets |
Element: |
RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period |
Performance Criteria: |
· Information on past receipts and payments are obtained from previous records, compared with current price and cost trends and compiled in a form that enables projections of future receipts and expenditure to be made. |
Element: |
RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period |
Element: |
RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period |
Element: |
RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on Business performance |
Element: |
RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on business performance |
Performance Criteria: |
· Partial budgets are prepared for various feasible alternatives to test their impacts on business performance. |
Element: |
RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on business performance |
Element: |
RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets |
Element: |
RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets |
Performance Criteria: |
· Trial profit and loss and balance sheets are prepared for the budget period following accepted accounting conventions, to test profitability and growth potential. |
Element: |
RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets |
Element: |
RUAAG5203BMA/05 Identify and plan appropriate risk management strategies |
Element: |
RUAAG5203BMA/05 Identify and plan appropriate risk management strategies |
Performance Criteria: |
· Sources and types of risks are identified and the probability of their occurrence and consequences assessed. |
Element: |
RUAAG5203BMA/05 Identify and plan appropriate risk management strategies |
Element: |
RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period |
Element: |
RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period |
Performance Criteria: |
· Services relevant to the development of plans for the conservation of natural resource are identified and used. |
Element: |
RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period |
Element: |
RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation |
Element: |
RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation |
Performance Criteria: |
· Information is obtained from appropriate sources on the general legal principles underlying contracts and on specific legal aspects of particular contracts as required |
Element: |
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 Learning Activities
Details of Learning Activities
PLANNED LEARNING EXPERIENCES-
Underpinning skills and knowledge delivered in tutorials and workshops:
• Group Discussions that examine the underlying principles of selling and sales management
• Role-Plays to simulate actual selling principles and managerial practices.
• Demonstrations designed to connect the learner with underpinning standards.
• Case Studies exercises based on current practice to deliver “meaning” of the topic and refine the learner’s research skills.
• Group Exercises to promote group collaborative learning and workplace simulations.
• Sales presentations on a range of new products and related services.
Teaching Schedule
Week: ‘O’ 06/02/06 Project Week
1 13/02/06 No Formal Classes – Field work
2 20/02/06 Course Orientation. • Introduction to Sales Merchandising. • Assessment Overview. • The Structure of a sales organisation • Class Discussion. • Case Study
3 27/02/06 Melbourne Fashion Festival
4 06/03/06 Selling Principles. • Needs and Wants. • Justifying a buying decision. • The Buying / Selling process.
Benefits Identification (Features and Benefits). • Brainstorm . • Demonstration • Role Play • Problem Solve
5 13/03/06 (Monday – Labour Day/ Public Holiday)
Issue assignment No.1: Customer Service Appraisal Assignment –Individual Work (Class Presentation (10 Marks) Due week 7 • Problem Solving
• Class exercises • Critical analysis
6 20/03/06 Selling Principles. • Handling Objections • Gathering Information • Problem Solving • Class exercises • Critical analysis
7 27/03/06 Selling Principles. • Structure and Format of the Sales Presentation • Demonstration • Role Play • Brainstorm
8 03/04/06 Assignment No.1 Research week
9 10/04/06 Due Assignment No.1: Customer Service Appraisal / Class Presentation
10 01/05/06 Issue Assignment No.2: Develop a Sales Kit & Sales Presentation (40 Marks) Due Weeks 15/16. • Demonstration • Class exercises • Critical analysis
11 08/05/06 Research week. Assignment No.2
12 15/05/06 Sales Forecasting. • Forecasting Methods based on historical data • Percentage Increased Method • Time Series Analysis • Moving Average • Problem Solving
• Class exercises • Critical analysis
13 22/05/06 Sales Budgeting. Sales Budgeting and Planning • Problem Solving • Class exercises • Critical analysis
14 29/05/06 Sales Budgeting. Cash Flow Budgeting • Problem Solving • Class exercises • Critical analysis
15 05/06/06 Exam No.1 (30 Marks)
16 12/06/06
17 19/06/06 Research Week. Assignment No.2
SEMESTER 2
1 10/07/06 Merchandising • Problem Solving • Class exercises • Critical analysis • Brainstorm
2 17/07/06 Sales Control Systems • Problem Solving • Class exercises • Critical analysis • Brainstorm
3 24/07/06 Sales Training and Training Needs -analysis As per week 2
4 31/07/06 Evaluation and labour Force Planning .. .. ..
5 07/08/06 Motivation .. .. ..
6 14/08/06 Exam preparation week .. .. ..
7 21/08/06 Exam No.2 (20 Marks) .. .. ..
8 28/08/06 Assignment No.2 Preparation week
9 04/09/06 Due Assignment No.2 –Student Group. GLOBE Head Office Presentation: Sales Kit and Sales Presentation
10 11/09/06 No Class : Finalising Assessments
Overview of Learning Resources
Learning Resources
Prescribed Texts
References
Other Resources
Essential Learning Resources:
• Manning, Reece, Selling Today (Building Quality Partnerships) (6th Ed).
Prentice Hall International Editions, 1995.
• Kennedy, D. Seven Figure Selling, Berkely Business, 1996.
• Tim Jackson and David Shaw, Mastering Fashion Buying and Merchandising Management, Macmillan Press, 2001,
• Mary Gober and Bob Tannehill, The Art of Giving Quality Service,
Gober & Associates International, 1989,
Overview of Assessment
1. Customer Service (Group)
2. Training Manual (Individual)
3. Sales Kit (Group)
4. Sales Presentation (Individual)
Assessment timeline: Progressive assessments
Assessment Tasks
Assignment No.1: Customer Service Appraisal: Individual Student Assessment Mark 10%
Assignment No.2: Develop a Sales Kit and Presentation: Group Assessment 30% & Individual Student Assessment10% Mark 40%
Exam No.1 Individual Student Assessment Mark 30%
Exam No.2 Individual Student Assessment Marks 20%
TOTAL Marks 100%
• Assessment timeline: Progressive assessments
• Learners can make a claim for Approved Prior Learning on entry to the course
• Criteria for your results: HD (high distinction – indicative score 80-100%) or DI (distinction – indicative score 70-79%) or CR (credit – indicative score 60-69%) or PA (pass – indicative score 50-59%) or NN (fail – indicative score 0-49%).
• Negotiation to vary assessment methods may be made in special circumstances. This is subject to the discretion of the trainer after consideration of the learner’s request and is done on a needs basis.
Course Overview: Access Course Overview