Course Title: Implement a sales plan

Part B: Course Detail

Teaching Period: Term2 2015

Course Code: MKTG6078C

Course Title: Implement a sales plan

School: 650T Vocational Business Education

Campus: City Campus

Program: C4342 - Certificate IV in Banking Services

Course Contact : Doug Gourlay

Course Contact Phone: +61 3 9925-5944

Course Contact

Name and Contact Details of All Other Relevant Staff

Course coordinator
Arie Herrnstadt
9925 5897

Philip Bowler:

Available Thursdays and Fridays for assistance (Building 80, Level 5)

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


Course Description

This unit describes the performance outcomes, skills and knowledge required to develop, implement and review a sales and promotional strategy for a financial services organisation.

This unit has application to a variety of financial services sectors and is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements so the varying Commonwealth, State or Territory requirements should be confirmed with the relevant body.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSSAM402A Implement a sales plan


1. Implement promotional strategy

Performance Criteria:

1.1. Sales plan is analysed to clarify strategy and sales targets
1.2. Promotional package is created to meet the requirements of the sales plan and enhance the business corporate image and satisfy all relevant legislation , regulations and codes of practice
1.3. Promotional strategy is implemented within budget and in the timeframes specified.


2. Prepare distribution channels

Performance Criteria:

2.1. Distribution channels are identified and agreements for selling products and/or services are reached
2.2. Training of personnel is undertaken to develop product and service knowledge and to ensure quality customer service is maximised
2.3. Promotional materials are distributed to sales people through established distribution channels within appropriate timeframes.


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
3.2. Adjustments to the promotional strategy or product and service distribution are made, as necessary, to ensure the required result is being obtained
3.3. Feedback on the implementation of the sales plan and promotional strategy is contributed to the sales planning process.

Learning Outcomes


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 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 participate and contribute in all scheduled learning activities.

Teaching Schedule

The nominal hours associated with this 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. This course guide reflects the delivery schedule for alternate weeks.


National Code and Course Name
FNSSAM402A Implement a sales plan

Weekly Schedule FNSSAM402A Sell financial products and services

 Week  Commence  Topics  Assessment
 1 6 July 

Introduction to the Course including:
• Course requirements
• Course support documents
• Course Blackboard access
• Accuracy of enrolment
• Assessment requirements/Cover Sheets
• Reminder re Plagiarism
• Reminder re Appeals
• Extensions/Resubmissions
• Feedback in this course
• Reminder re submission requirements
• Getting help
Introduction, Sales plans

 2 13 July Sales plans, budgets, targets and contingency plans  
 3 20 July Market research and time management  
 4 27 July

Marketing strategy and tactics

 5 3 August Product and target market  
 6 10 August Promotion and advertising  
 7 17 August Distribution channels  
 8 24 August Class presentations  Task 1 due
  31 Aug-4 Sept Mid semester Break  
9 7 September Review/SWOT analysis and sales plans  
10 14 September Compliance with laws, codes of practice and organisational values  
11 21 September Identifying skills required and skills audits  
12 28 September Staff selection, induction and training  
13 5 October Result monitoring and evaluating sales plan implementation, making adjustments  
14 12 October Review and preparation for final assessment  
15 19 October Presentations Task 2 due
16 26 October Feedback and Resubmissions if necessary  

Note: The teaching schedule is subject to change at the teacher’s discretion. Notification of changes can be made directly in class by the teacher, emailed to each student or via an announcement placed on the Blackboard.

The nominal hours associated with this 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.

Induction Session

Prior to training commencement a program level induction session will be conducted that comprises the following:

• Program overview and requirements
• MyRMIT/Blackboard
• Overview of assessment requirements
• Pre-Training Review including:
  o Recognition of Prior Learning and Credit Transfers
o Assessment of current skills and knowledge
• Competency/Grading Criteria
• Plagiarism
• Appeals
• Extensions
• Feedback
• Privacy
• Submission requirements
• Resubmission policy
• Where to get support
• Student responsibilities

Learning Resources

Prescribed Texts

No Text is prescribed, however students are encouraged to find their own resources, both printed and on-line.


Other Resources

Other materials will be placed on the Blackboard and will be used when directed so by your teacher.

Overview of Assessment

 Assessment may incorporate a variety of methods including technical requirements documentation, homework, assignments, group and/or individual projects, in class exercises, written and practical tests, problem solving exercises, presentations, direct observation of actual and simulated work practice, presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and audio files, review of products produced through work-based or course activities.

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met. You will be provided with feedback throughout the course to check your progress.

Assessment Tasks

Critical aspects of Assessments:

Evidence of the following is also essential:

  • successfully develop a sales plan based on analysis of the market
  • implement a sales strategy including putting appropriate sales training in place
  • evaluate and make necessary adjustments to ensure the success of a sales plan.

You are required to complete 2 tasks. You must successfully complete both tasks to be deemed competent in this unit.

Task 1 Group/Individual Presentation due Week 8

 This task will be in the form of a five minute PowerPoint presentation using effective communication skills. You will be asked to select an organisation and one of its financial products, decide the audience and their specific needs and address the following:
• The organisation, its main products and market position
• Benefits for the target group
• Market differentiators
• Preparation for selling their product
• Your evaluation of the success of the organisation in choosing its target and maintaining its values.

Task 2 Group Presentation due Week 15

Individually or in pairs you will give a PowerPoint presentation of up to 10 minutes duration. This will be based on your research on a financial services organisation and one of its products. The presentation will cover:
• The organisational context
• Background to/preparation for the Sales Plan
• Sales Objectives and Targets
• Sales Plan Implementation, including appropriate sales training
• Support Plan
• Sales Plan Monitoring and Review

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) 

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


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.


Assessment Matrix

Course Overview: Access Course Overview