Course Title: Develop a sales plan

Part B: Course Detail

Teaching Period: Term2 2015

Course Code: MKTG5836C

Course Title: Develop a sales plan

School: 650T Vocational Business Education

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

Claire Gourlay

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


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


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

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

16 JulCourse 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
Pre-Training Review
• Includes skills analysis and Recognition of Prior Learning and Credit Transfers
Course overview
213 JulThe role of selling - Integration of sales and marketing
320 JulOrganisations - strategic direction and influence on sales planning
427 JulTheories of buying and selling
53 AugTheories of buying and selling - SPIN
610 AugBuilding trust and sales ethics
The sales plan and planning process
717 AugIn class Test – case study and short answer questions
824 AugThe sales team – recruitment, training motivation, rewards - structure
  Mid Semester Break
97 SepSales force organisation- territories, territory mapping
1014 SepSales – customer relationships types of customers segmentation
1121 SepPit stop Assessment 2
1228 SepThe sales team – The pitch The Sale opening, closing objections Role plays
135 OctEstablish performance targets – analyse and review results - Monitor and review Sales performance
1412 OctAssessment workshop
1519 OctPresentations
1626 OctResubmissions

Learning Resources

Prescribed Texts



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

There are 2 assessments to complete for this course. Students must successfully complete all assessments to pass this subject.

Assessment 1 - In class Test
Date and time due: Week 7 (in class)
Group or Individual: This is an individual assessment.
Submission: In class open book activity

Purpose: The purpose of this activity is to demonstrate an understanding of how a company’s strategic objectives will influence a sales plan. Including different selling approaches and resources required.

Requirements: This assessment requires students complete short answer questions based on case study provided. Students will have 1.5 hours to complete this assessment and are allowed to bring written or printed notes. No computers or other electronic devise allowed


Assessment Task 2 – Develop a sales plan and presentation
Date handed out: Week 8
Date and time due: Week 11 – In class pit stop WC 21st Sept individuals will lose up to 10% of group mark for non-participation. Part 1 and 2 (draft format for discussion)
Week 14 – Tuesday 13th October Midnight Final Plan due
Week 15 – In class sales presentation

Group or Individual: This is a group assessment - groups of 3 or 4 as discussed with your teacher

Purpose: To demonstrate the understanding of the sales plan process. To demonstrate the skills to develop a sales plan. Demonstrate knowledge of forecasting and selling your product in a given territory.

Scope : This assignment will require students to work in designated groups on an actual product. Students are required to choose an actual product to sell to small businesses or retail shops.

Full details of this assessment requirements will be discussed in class and available on the Blackboard shell. : Details about specific tasks and assessment criteria will be included in the Cover Sheets for each task

Students must be deemed competent in all assessments to be competent in this course

Submission Requirements

You should:

· Ensure that you submit assessments on or before the due date.
· 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 each assessment task 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):
You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying. You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.

Marking Guide (Grading)
After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:

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 Submission Procedures

You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates. If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.

More Information:

Form to use:

Where an extension of greater than seven days is needed, you 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:;ID=g43abm17hc9w

Form to use:

Resubmissions (VET Programs):

If you are found to be unsuccessful 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.

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:;ID=7usdbki1fjf31

Course Overview: Access Course Overview