Course Title: Analyse and achieve sales targets

Part B: Course Detail

Teaching Period: Term1 2019

Course Code: MKTG7979C

Course Title: Analyse and achieve sales targets

School: 174T School of VE Engineering, Health & Science

Campus: City Campus

Program: C4375 - Certificate IV in Optical Dispensing

Course Contact: Jade Cusworth

Course Contact Phone: 03 9925 8382

Course Contact Email: jade.cusworth@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

Nominal Hours: 35

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

Course Description

This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.

The unit covers identifying factors affecting sales performance, reviewing and analysing personal sales outcomes against agreed sales targets, and implementing strategies to attain sales targets, according to business policy and procedures.

 


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

SIRWSLS303 Analyse and achieve sales targets

Element:

1. Analyse sales targets

Performance Criteria:

Analyse sales targets. 1.1.Confirm team sales targets with relevant personnel. 1.2.Analyse personal sales targets in relation to agreed parameters. 1.3.Regularly monitor progress towards sales targets. 1.4.Analyse customers and performance and determine common

Element:

2. Determine factors affecting attainment of sales targets.

Performance Criteria:

Determine factors affecting attainment of sales targets. 2.1.Evaluate factors affecting sales performance against the agreed sales targets. 2.2.Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge. 2.3.Amend or create new sales targets based on evaluation according to agreed organisational processes.

Element:

3. Attain sales targets.

Performance Criteria:

Attain sales targets. 3.1.Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel. 3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty. 3.3.Report sales progress to relevant personnel.


Learning Outcomes


See elements above

 


Details of Learning Activities

 

       A combination of activities will support students learning in this course, such as:
• Face to face and or online lectures to cover theoretical and practical concepts for each topic in the course
• Students will learn to apply their skills and knowledge to work integrated learning (WIL), during simulations and classroom based learning
• Observations of performance in the workplace and industry placement or simulated environment will be a valuable part of your learning experience
• Tutorial activities (individually and in teams) to discuss, debate, critique and consolidate your ideas and extend your understanding around key concepts within specific topics
• Online discussion and activities support you to collaborate with other students in your course and debate and debate and discuss ideas
• Self directed study time to enhance and strengthen your knowledge and understanding of theoretical concepts
• To further facilitate learning, students are strongly encouraged to use a range of communication tools between themselves and their course instructor as well as between themselves and fellow students by using the online learning platform


Teaching Schedule

FT19 Full time group

Semester 1 - Sales cluster

Week 1 to Week 9

Thursdays and Fridays afternoons, 2.00pm until 5.00pm

Commencing on 14th February, 2019. 

Then:

Week 11 to 13 Thursday afternoons 2.00pm until 5.00pm

 


Learning Resources

Prescribed Texts


References


Other Resources

• Evidence Portfolio  
• Learner Guide SIRXSLS001A Sell products and services
• PowerPoint Summary 
• Additional learning materials available through Learning Hub 
• RMIT Library (www.rmit.edu.au/library
Students should also make note of the Student Services and Study and Learning Centre that are available to all enrolled students (www.rmit.edu.au/studyandlearningcentre)
 


Overview of Assessment

Assessment Task 1: Assignment

Assessment Task 2: Workplace Evidence Log 

 

 


Assessment Tasks

FT19  Full Time Group:

  1. Sales Major Assignment (Due 14/06/19)
  2. Evidence Log: 1st submission Due: 31/05/19 & 2nd submission Due: 18/10/19



Please note that you will need to demonstrate competency in all these assessments tasks in order to achieve competency for this unit.

Workplace evidence log: a collection of evidence activities to prove competence, knowledge and skill in a variety of elements and performance criteria across a range of units.


Assessment Matrix

Levels of Attainment

Developing

(Not Yet Satisfactory)

 

Answer is not yet to the required standard. Demonstrates little or no knowledge of concepts and skills needed.

 

Functional

(Not Yet Satisfactory)

 

Answer covers basic requirements with limited translation and interpretation of the concepts, skills and procedures learned.

 

Competent

(Satisfactory)

 

Answer reached the required standards. Interpretation of concepts, skills and procedures learned will enable performance at a level appropriate to the workplace

 

Proficient

(Satisfactory)

 

Answer demonstrates a thorough understanding of the concepts, skills and procedures. Can function independently in different environments.

1

2

3

4

Course Overview: Access Course Overview