Course Title: Develop a sales plan

Part B: Course Detail

Teaching Period: Term1 2014

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
110 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) Course overview
 
217 Feb Introduction/overview to selling 
324 Feb

 Products & services

Prospecting & qualifying - finding customers

 
43 Mar

Models of selling and communication

Objections & closing

 
510 Mar

Student consultation session - Assessment Task 1

 

 
617 MarCustomer relationships

 Introduction to sales management

Assessment Task 1
Due in the 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.
724 Mar

 Budgeting & quotas

Territories

 
831 Mar Recruiting, selection & training
 
97 Apr Student consultation session - Assessment Task 2 - Part 1 
1014 Apr Compensation - MotivationAssessment Task 2 - Part 1
Due in the last class of week 10
(major assignment)
You will receive the feedback in week 12. If required, resubmission for this assessment is due by the end of week 14 
 18 - 27 Apr Mid-semester break 
1128 AprBuilding trust and sales ethics
 
125 MayStudent consultation session - Assessment Task 2 - part 2

                          

 
1312 May1. Student consultation session (WIL project)
2. Major assignment due - Part 2
NB: Due date in the last class of week 13
3. Students to prepare for week 15 Assessment Task 3
 

Assessment Task 2 - Part 2

Due in the last class of week 13
(Major assignment)

You will receive the feedback in week 15. If required, resubmission for this assessment is due by the end of week 16


 

1419 May Oral trial presentation and consultation (WIL project)

 

1526 May Oral presentation (WIL project client) Assessment Task 3
162 Jun 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 Task 1 - Assessed set activities/eercises
Date handed out:
Week 1
Date and time due:
Week 6                  
Group or individual: 
Group  

Purpose: 
This assignment will allow you to demonstrate an understanding of various components of a sales plan such as developing a sales forecast, monitor and measure sales performance, sales strategies and tactics.
 

Requirements
You are required to research answers to a set of activities which analyses part of a sales plan. The report should be no more than 1,000 words for each question and all researched information must be referenced.

Assessment Task 2 - Prepare a sales plan
Date handed out: Week 1
Date and time due: Week 10 (Part 1) & Week 13 (Part 2)
Group or individual: Group

Purpose:
This assignment will allow you to demonstrate an understanding of how to identify organizational strategic direction and support requirements, establish performance targets, monitor and review sales plan

Requirements:
The second assessment tasks will require students to work in designated groups on a real live WIL (work integrated learning) project. 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 Task 3 - Develop a sales plan review and analysis
Date handed out: Week 13
Date and time due: Week 15
Group or individual: Individual

Purpose:
This assignment will allow you to demonstrate the overall understanding of the course in developing a sales plan.

Requirements:
The third assessment tasks will require students to present their WIL project to the client . Students are to dress in an office or business attire and to present themselves in a professional manner for their oral client presentation.  

Submission requirements:
Assessment tasks must be submitted online through blackboard.
You must:
• Retain a copy of your assessment tasks.
• 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.
• For group assignments - all group members must complete and sign the cover sheet.
• Each page of your assessment you should include footer with your name(s), student number(s), 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.
 

Resubmissions:
If you are found to be Not Yet Competent in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.
If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.
 

Final Date for All Assessments.
Unless the Late Submission Procedures (see above) are applied, No assessment tasks or resubmissions will be accepted after 5pm Friday, Week 16.


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.

Other Information

Late submissions
If circumstances outside your control are likely to prevent you from submitting an assessment item on time, you may apply to your teacher for an extension of up to seven calendar days.
You must apply for an extension at least one working day prior to the submission deadline.
More Information: http://www.rmit.edu.au/students/assessment/extension
Form to use: http://mams.rmit.edu.au/seca86tti4g4z.pdf

Special Consideration
Extensions of greater than seven days will only be granted to eligible students through the special consideration process. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.
More Information: http://www.rmit.edu.au/browse;ID=g43abm17hc9w
Form to use: http://mams.rmit.edu.au/8a5dgcaqvaes1.pdf

Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
More Information: http://rmit.edu.au/browse;ID=7usdbki1fjf31
 

Course Overview: Access Course Overview