Course Title: Implement a sales plan
Part B: Course Detail
Teaching Period: Term1 2012
Course Code: MKTG6078C
Course Title: Implement a sales plan
School: 650T TAFE Business
Campus: City Campus
Program: C4297 - Certificate IV in Banking Services
Course Contact : Arie Herrnstadt
Course Contact Phone: +61 3 9925 5897
Course Contact Email:arie.herrnstadt@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
Nominal Hours: 50
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
There are no pre-requisites to this course but it is co-delivered with:
FNSSAM401A - Sell financial products and services
FNSBNK406A - Manage customer visits
BSBCUS403A - Implement customer service standards
BSBCUS401A - Coordinate implementation of customer service strategies
Course Description
Upon the conclusion of this course you will be able to implement promotional strategies, prepare distribution channels for products and be able to monitor and review your sales plan.
If you are undertaking this course in Melbourne from semester 2, 2012 onwards your teacher will advise you if you require access to a computer for the course. It is recommended that you have access to a mobile computing device to allow greater flexibility in terms of where you can work on campus outside class times.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
FNSSAM402A Implement a sales plan |
Element: |
1. Prepare distribution channels |
Performance Criteria: |
1.1. Sales plan is analysed to clarify strategy and sales targets |
Element: |
2. Implement promotional strategy |
Performance Criteria: |
2.1. Distribution channels are identified and agreements for selling products and/or services are reached |
Element: |
3. Monitor and review sales plan implementation |
Performance Criteria: |
3.1. Criteria to measure the effectiveness of the promotional strategy and performance criteria for sales staff and distribution channels are established so attainment of forecast sales target can be monitored |
Learning Outcomes
Upon the conclusion of this course you will be able to implement promotional strategies for your business, prepare distribution channels for products and be able to monitor your sales plan for review.
Details of Learning Activities
A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.
The activities will be delivered thought various technology platforms and include your contribution to wikis and discussion threads, reflective journals, quizzes 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 constructively participate and contribute in all scheduled learning activities.
Teaching Schedule
Students are expected to check their student email and myRMIT online at least weekly for messages. If absent from class you are also responsible for keeping up with any changes and for downloading and reading notes that you have missed.
The nominal hours and topic sequence below is are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.
Legend:
Schedule Column No. Course Code and Name
E FNSSAM401A Sell financial products and services
F FNSSAM402A Implement a sales plan
G BSBCUS401A Coordinate implementation of customer service strategies
H BSBCUS403A Implement customer service standards
| Week | Commence | Topics | Assess-ment | E | F | G | H |
| 1 | 6th Feb | Employers expectations, sales methods and barriers | 1-4 | 1-3 | 1-3 | 1-3 | |
| 2 | 13th Feb | Sales plans | 1-3 | ||||
| 3 | 20th Feb | Determining and setting customer service needs, standards and systems | Assess 1 | 1.1-4.1 | 1.1-3.1 | 1-3 | |
| 4 | 27th Feb | Implementing and evaluating customer service standards | 1.1-3.4 | 1-3 | |||
| 5 | 5th March | Consultative versus traditional selling and understanding customers | Assess 2 | 1.1-4.1 | 1.3,2.1,.3 | 1.2 | 1.1-2.4 |
| 6 | 12th March | Skills required to: 1. Determine client needs 2. Present information |
1.1-3.2 | 1.3 | 1.1-2.4 | ||
| 7 | 19th March | Service and selling simulation practice | 1.1-3.2 | 1.1-1.4 | 1.1-2.4 | ||
| 8 | 26th March | Service and selling simulation practice | 1.1-3.2 | 1.1-1.4 | 1.1-2.4 | ||
| 9 | 2nd April | Identify nature of the enquiry | 1.1-3 | 1.1 | |||
| 9 | 9th April | Identify nature of the enquiry | 1.1-3 | 1.1 | |||
| 10 | 16th April | Determine client’s product suitability | 2.1-3 | 1.2 | |||
| 11 | 23rd April | Present product and manage objections | 3.1-2 | 1.3 | |||
| 12 | 30th April | Confirm and close sale | 4.1-3 | ||||
| 13 | 7th May | Dealing with customer complaints Monitor and review sales plan implementation and customer service | 3.1-3 | 2.3 3.1-3.4 |
2.2-3.2 | ||
| 14 | 14th May | Selling Simulation and feedback | Assess 3 | 1-4 | 1.2-3 | 1.1-4 | 1.1,2.2-3 |
| 15 | 21st May | Selling Simulation and feedback | Assess 3 | 1-4 | 1.2-3 | 1.1-4 | 1.1,2.2-3 |
| 16 | 28th May | Re-submissions if required |
Learning Resources
Prescribed Texts
References
Other Resources
Learning support materials are made available on myRMIT/Online Learning Hub www.rmit.edu.au/online. Access to an Internet connected computer outside of class times – Internet connected computers are available in the Business Portfolio labs on Level 3 of Building 108, 239 Bourke Street Melbourne.
Overview of Assessment
Assessment will incorporate a variety of methods including a group assignment and sales simulation.
The group assignment requires students to select the sales target, prepare appropriate material and review the implementation of the sales plan. The final assessment will be experential and skills based.
Students will be provided with periodic feedback to check their progress.
Assessment Tasks
You are required to complete 3 tasks, and must successfully complete all 3 tasks to be deemed competent in this unit.
TASK 1 due end of Week 3
Resources search and summary.
TASK 2 due end of Week 5
Using industry examples students, in groups, will develop a sales plan and manual specifying the support and skills staff need to be competent in servicing the needs of financial services customers.
TASK 3 due Weeks 14 and 15
Sales simulation involving selling a financial services product. This will be carried out in two stages:
1. Focussing on skills in getting information from and giving information to a client
2. Steps in the sales process.
Assessment Matrix
Other Information
Assessment Tasks
You are required to complete 3 tasks, and must successfully complete all 3 tasks to be deemed competent in this unit.
TASK 1 due end of Week 3
Resources search and summary.
TASK 2 due end of Week 5
Using industry examples students, in groups, will develop a sales plan and manual specifying the support and skills staff need to be competent in servicing the needs of financial services customers.
TASK 3 due Weeks 14 and 15
Sales simulation involving selling a financial services product. This will be carried out in two stages:
1. Focussing on skills in getting information from and giving information to a client
2. Steps in the sales process.
Submission Requirements
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 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, s324567, Task 2, MKTG6077C Sell financial products, Page 1 of 10.
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 of 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 state 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 recognised against industry standards and employability skills.
The grading is according to the following criteria:
1. LEVEL OF INDEPENDENCE, INITIATIVE, ENTERPRISE AND PERFORMANCE OF WORK TASK
Demonstrates a high level of ability to complete all tasks independently as per the specifications, a high level of initiative in implementing a sales plan.
2. DEMONSTRATED BREADTH OF UNDERPINNING KNOWLEDGE AND A WILLINGNESS TO CONTINUE LEARNING
Demonstrates depth of understanding of the key concepts and knowledge required in implementing a sales plan.
3. TECHNIQUES & PROCESSES, TECHNOLOGY SKILLS AND PROBLEM SOLVING
Shows understanding of the kinds of problems that can arise in implementing a sales plan and how these may be addressed.
4. WORK ORGANISATION, PLANNING AND SELF MANAGEMENT
Demonstrates effective planning, manage and organise time through appropriately using a diary, submitting their assessments within deadlines.
5. COMMUNICATION, PEOPLE NETWORKING, LANGUAGE AND INTERPERSONAL SKILLS AND TEAMWORK
Contribute constructively and clearly to relevant group and class discussions. Also demonstrating good techniques in collecting and providing information in order to appropriately implement a sales plan.
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
Course Overview: Access Course Overview