Course Title: Develop a sales plan

Part B: Course Detail

Teaching Period: Term2 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 Email:timothy.wallis@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

Chris Lee

chris.lee@rmit.edu.au

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

Element:

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

Element:

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

Element:

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

Element:

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

Element:

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

WeekWeek CommencingTopicsAssessment
18 Jul(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) Course overview
 
215 Jul Introduction/overview to selling 
322 Jul Products & services 
429 Jul Prospecting & qualifying – finding customers 
55 AugModels of selling and communication 
612 AugObjections & 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.
719 Aug Customer relationships 
826 Aug Introduction to sales management
 
 2 - 6 Sep Mid-semester break 
99 Sep Budgeting & quotas 
1016 Sep Territories 
1123 SepRecruiting, selection & training
 
1230 SepCompensation – Motivation

                          

 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
137 OctBuilding trust and sales ethics
 
1414 Oct 1. Student consultation session
 2. Major assignment due
 NB: Due date – last class of week 14
 3. Students to prepare for week 15 assessment
Assessment Task 2 Due last class of week 14
(Major assignment)

 

1521 Oct Oral test/interview or written test (TBA) Assessment Task 3
1628 Oct Resubmissions 


Learning Resources

Prescribed Texts

TBA


References

•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.

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 undertake an oral test/interview or written test. Students are to articulate their overall understanding of the course taught during the semester to be deemed competent. Students are encouraged to use all the resources at their disposal to provide professionally reasoned solutions to the problems given

Submission Requirements

Assessment tasks must 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 http://rmit.edu.au/browse;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 on blackboard.
• 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

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 on 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 inform you 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 recognized against industry standards and employability skills.


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.

Course Overview: Access Course Overview