Course Title: Develop a sales plan

Part B: Course Detail

Teaching Period: Term2 2012

Course Code: MKTG5836C

Course Title: Develop a sales plan

School: 650T TAFE Business

Campus: City Campus

Program: C5229 - Diploma of Marketing

Course Contact : Tim Wallis

Course Contact Phone: +61 3 9925 5423

Course Contact

Name and Contact Details of All Other Relevant Staff

Jack Shearer

9925 5433

Nominal Hours: 70

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 required

Course Description

This unit applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

BSBSLS501A Develop a sales plan


3. Develop a sales plan for a product

Performance Criteria:

3.1. Describe approaches to be used to meet sales objectives
3.2. Identify additional expertise requirements and allocate budgetary resources accordingly
3.3. Identify risks and develop risk controls
3.4. Develop advertising and promotional strategy for product
3.5. Identify appropriate distribution channels for product
3.6. Prepare a budget for the sales plan
3.7. Present documented sales plan to appropriate personnel for approval


4. Identify support requirements

Performance Criteria:

4.1. Identify and acquire staff resources to implement sales plan
4.2. Develop an appropriate selling approach
4.3. Train staff in the selling approach selected
4.4. Develop and assess staff knowledge of product to be sold


5. Monitor and review sales plan

Performance Criteria:

5.1. Monitor implementation of the sales plan
5.2. Record data measuring performance versus sales targets
5.3. Make adjustments to sales plan as required to ensure required results are obtained


1. Identify organisational strategic direction

Performance Criteria:

1.1. Obtain and analyse assessment of market needs and strategic planning documents
1.2. Review previous sales performance and successful approaches to identify factors affecting performance
1.3. Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making


2. Establish performance targets

Performance Criteria:

2.1. Determine practical and achievable sales targets
2.2. Establish realistic time lines for achieving targets
2.3. Determine measures to allow for monitoring of performance
2.4. Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image

Learning Outcomes

This unit describes the performance outcomes, skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.

Details of Learning Activities

You will be asked to appoint or be assigned with a client with whom you will work as a virtual sales consultant, providing recommendations for sales activities and following through the impact of the implementation of the plan. This will provide you with a practical learning experience that is supplemented by sales planning theory and underpinning knowledge provided in class and tutorial.

Teaching Schedule

0 25 June General briefing on Sales Plans Overview
1 02 July Introduction to course and requirements BSBSLS501A 1-5
BSBMKG514A 1-3
2 09 July Identify client options and discuss BSBSLS501A 1-5
BSBMKG514A 1-3
3 16 July Client vision, sales history and objectives BSBSLS501A 1,2
4 23 July Client market environment analysis BSBSLS501A 1,2
5 30 July Client sales target and market sectors BSBSLS501A 1,2
6 06 August Client product and distribution range and sales priorities
BSBSLS501A 1,2
7 13 August Client resources and sales structure and capability BSBSLS501A 1,2
8 20 August Client competitive position and sales competition BSBSLS501A 1,2
9 27 August Mid semester Break
10 03 September Client strategic marketing options and sale approach options BSBSLS501A 1,2,3
BSBMKG514A 1,2
11 10 September Client tactical marketing support and sales activities – 7 steps BSBSLS501A 1,2,3,4
BSBMKG514A 1,2
12 17 September Marketing controls and measures and client sales reporting procedures BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
BSBMKG514A 1,2,3
14 1 October Oral Presentations BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
15 08 October Presentation BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
16 15 October Presentation Resit. BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
17 22 October Review and feedback BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
18 29 October Review and feedback BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3

Learning Resources

Prescribed Texts


Other Resources

A Sales Plan Template has been provided on blackboard to assist and guide you in HOW to develop a Sales Plan for Work Out water. Your task is to follow the guidelines adding your interpretation of the information. This will demonstrate your understanding and competancy. Use of the internet is welcomed and advised.

Overview of Assessment

Students must demonstrate an understanding of all elements of a particular competency to be deemed competent. Assessment methods have been designed to measure achievement of each competency in a flexible manner over a range of assessment tasks.

Assessment will incorporate a variety of methods including assignments, journals, presentation and written or test. Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met.

Assessment Tasks

There are 2 assessments.

1. Develop a Sales Plan using the temmplate provided. work in teams of 3-4 and link ALL segments to Work Out Water.

2. Deliver a 5 minute PPT presentation with Work Out Water as the product. This plan is to follow the template provided.

Assessment Matrix

Course Overview: Access Course Overview