Course Title: Develop a sales plan

Part B: Course Detail

Teaching Period: Term2 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:

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
 

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


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
17 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
 
214 Jul Introduction/overview to selling 
321 Jul

 Products & services

Prospecting & qualifying - finding customers

 
428 Jul

Models of selling and communication

Objections & closing

 
54 Aug

Student consultation session - Assessment Task 1

 

 
611 AugCustomer relationships

 Introduction to sales management

Assessment Task 1
Due in 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.
718 Aug

 Budgeting & quotas

Territories

 
825 Aug Recruiting, selection & training
 
 1-7 Sep Mid-Semester Break 
98 Sep Student consultation session - Assessment Task 2 - Part 1Assessment Task 2 - Part 1
Due in 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 
1015 Sep Compensation - Motivation
 
1122 SepBuilding trust and sales ethics
 
1229 SepStudent consultation session - Assessment Task 2 - part 2

                          

 
136 Oct1. Student consultation session (WIL project)
2. Major assignment due - Part 2
NB: Due date in week 13
3. Students to prepare for week 15 Assessment Task 3
 

Assessment Task 2 - Part 2

Due in 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


 

1413 Oct Oral trial presentation and consultation (WIL project)

 

1520 Oct Oral presentation (WIL project client) Assessment Task 3
1627 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 Task 1 - Assessed set activities/exercises
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 5
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 - WIL Project presentation
Date handed out: Week 12
Date and time due: Week 15
Group or individual: Individual

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

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.  


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

Submission requirements:
You are required to meet the following criteria for all assessments. Failure to do so may result in you being deemed not-yet-competent:

• Submit all assessment tasks online through blackboard, and include the RMIT e-submission declaration (see below).
• Ensure that you submit assessments on or before the due date.
• Retain a copy of your assessment tasks.


Electronic Submission
When submitting work online, you need to include the cover sheet supplied by your teacher. This includes the following declaration:

RMIT Electronic Submission of work for assessment
I declare that in submitting all work for this assessment I have read, understood and agree to the content and expectations of the assessment declaration.
(URL: http://www.rmit.edu.au/students/assessment/declaration)


Resubmissions:
If you are found to be Not Yet Competent (NYC) in an Assessment Task you will be allowed one resubmission to demonstrate competence. 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”.

Late Submissions
Students are required to submit assessment items and/or ensure performance based assessment is completed by the due dates. If a student is to be prevented from submitting an assessment item on time, by circumstances outside their control, they may apply in advance to the teacher for an extension to the due date of up to seven calendar days. To be eligible for an extension, you must lodge the extension form availabile at the following link with your teacher: http://www.rmit.edu.au/students/assessment/extension

Where an extension of greater than seven days is needed, the student must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination. More information on special consideration and how to apply can be found here: http://www.rmit.edu.au/students/specialconsideration

Final Date for All Assessments
No assessment tasks or resubmissions will be accepted after 5pm Friday, week 16.

Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. Information on circumstances under which the assessment arrangements might be granted can be found at the following website: http://www.rmit.edu.au/students/assessment/adjustment
 

Course Overview: Access Course Overview