Course Title: Develop a sales plan

Part B: Course Detail

Teaching Period: Term1 2013

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

Chris Lee

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


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


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


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


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


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

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

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.
The self-paced activities will be delivered through various technology platforms and include your contribution to tutorial activities 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 participate and contribute in all scheduled learning activities.

Teaching Schedule

Week CommencingTopicsAssessment
111 Feb (1) Course Induction
• Course delivery and assessment details
• Course support documents
• Online learning environment
• Grading
• Plagiarism
• Appeals
• Extensions
• Feedback
• Privacy
• Submission requirements
• Resubmission policy
• Where to get support
• Student responsibilities
(2) Pre-Training Review
• Includes skills analysis and Recognition of Prior Learning and Credit Transfers
(3) Introduction to the course and selling
218 Feb Consumer and organizational decision making 
325 FebProducts & services 
44 MarProspecting/qualifying – sales presentations 
511 Mar Models of selling and communication                                                         
618 Mar Objections and closing


 Assessment Task 1a
Due last class of week 6
(Assessed tutorial exercises)
You will receive the feedback in week 8. If required, resubmission for this assessment is due by the end of week 9.
725 Mar Product benefits/features 
 28 Mar - 3 Apr Mid-Semester Break 
71 AprProduct benefits/features 
88 Apr Introduction to sales management 
915 Apr Forecasting – quotas & budgets 
1022 Apr Territories 
1129 AprRecruiting & selection
Education & Training
126 May Compensation – Motivation
Sales, cost and profit analysis


 Assessment Task 1b Due last class of week12
(Assessed tutorial exercises)
You will receive the feedback in week 12. If required, resubmission for this assessment is due by the end of week 14
1313 May Legal and ethical considerations 
1420 May 1. Student consultation session
2. Major assignment due
NB: Due date – last class of week 14
3. Students to prepare for assessed oral presentations
 Assessment Task 2 Due last class of week 14
(Major assignment)
1527 May Assessed oral presentations Assessment Task 3
163 Jun Assessment Feedback & Resubmissions 

Learning Resources

Prescribed Texts



•Selling – Managing Customer Relationships (3rd ed.) Rix, P. (McGraw-Hill)

Other Resources

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

Students are required to complete 3 tasks. You must successfully complete all 3 tasks to be deemed competent in this unit.

1. Clear instructions about what the students need to do

Assessment 1
TASK 1a & 1b (Due Dates: Last class of week 6 & 12 respectively)
These assessment tasks will require students to complete set tutorial activities/exercises to reflect on their learning on learned concepts/principles taught.

Assessment 2
TASK 2 (Due Date: Last class of week 14)
The second assessment tasks will require students to work in designated groups on a major assignment. Students will present their findings in a professionally prescribed written document. Much of this work will be undertaken both outside of class time and in the “Practical Sessions”. Students are encouraged to use all the resources at their disposal to provide professionally reasoned solutions to the problems given

Assessment 3
TASK 3 (Due Date: Week 15)
The third assessment tasks will require students to present an assessed oral presentation.

More detailed assessment sheets for each assessment task will be disseminated throughout course delivery.
Submission Requirements: All assessment tasks need to be submitted via Blackboard.
You should:
• Ensure that you submit assessments on or before the due date. If your performance in the assessment is affected by unexpected circumstances, you should consider applying for Special Consideration. Information on the process and application forms is available at;ID=ls0ydfokry9rz website.
• Always retain a copy of your assessment tasks. (hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of work for assessment is available from the Student forms website.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.


Assessment Matrix

Full details on how this course is assessed against the Unit elements and performance criteria plus critical aspects of evidence can be found in the Learning and Assessment Tool available from your course teacher.

Course Overview: Access Course Overview