Course Title: Analyse and achieve sales targets

Part B: Course Detail

Teaching Period: Term1 2020

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:

1.1.Confirm team sales targets according to business policy and procedures. 1.2.Analyse personal sales targets against agreed parameters. 1.3.Regularly monitor progress towards sales targets. 1.4.Analyse performance of different customers and areas to determine common factors supporting or deterring sales.

Element:

2. Determine factors affecting attainment of sales targets.

Performance Criteria:

2.1.Evaluate factors affecting sales performance against the agreed sales targets. 2.2.Anticipate and address factors likely to impinge upon attainment of sales targets. 2.3.Approve amended or new sales targets according to business policy and procedures.

Element:

3. Attain sales targets.

Performance Criteria:

3.1.Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures. 3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty. 3.3.Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge. 3.4.Report sales progress to senior management using standard organisational policies and procedures.

Learning Outcomes


See elements above

 


Details of Learning Activities

Taught and assessed as a clustered unit titled Sales, with units BSBCUS301 Deliver and monitor a service to customers and SIRXLS201 Sell products and services, 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.

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

 

 

Optical Dispensing FT20

BSBCUS301 Deliver and monitor a service to customers SIRXSLS201 Sell products and services

SIRWSLS303 Analyse and achieve sales targets

Date

Semester 1

Class topics and assessments

Week 1

Orientation: Subject guide discussion, Introduction to School, Responsibilities (RMIT’s & Student)

Pre-Training Review, Assessments, Emergency procedures, Student Services.

Week 2

Identify customer needs

 

Week 3

Deliver a service to customers

 

Week 4

Monitor and report on service delivery

Week 5

 

Develop and apply product knowledge

 

Week 6

 

Approach the Customer

 

Week 7

Gather and respond to information

Week 8

 

Sell benefits

 

Week 9

MID-SEMESTER BREAK

Week 9

 

Selling techniques

 

Week 10

Close the sale

Week 11

Store policies and procedures

Week 12

Analyse sales targets

Week 13

Factors affecting attainment of sales targets

Week 14

Industry placement

Week 15

Industry placement

Week 16

Attain sales targets

Week 17

 

Week 18

 

 

SEMESTER BREAK

 

Semester 2

Attain sales targets

Week 1

Revision

Week 2

 

Week 3

 

Week 4

 

Week 5

 

Week 6

 

 


Learning Resources

Prescribed Texts


References


Other Resources


Overview of Assessment

Assessment Task 1: Assignment

Assessment Task 2: Workplace Evidence Log 

 

 


Assessment Tasks

FT20  Full Time Group:

  1. Sales Major Assignment (Due 14/06/20)
  2. Evidence Log: 1st submission Due: 05.06.20 & 2nd submission Due: 23.10.20



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

Other Information

Important information regarding Assessment Tasks:

 

You are permitted to resubmit each individual assessment  only once. 

Resubmissions are not automatic and will only be approved at the discretion of the Program Coordinator, after consultation with the teacher.

All students will be contacted with 7 days by their course coordinator in regards to  resubmission completion dates.

   

 

EXTENSION OR SPECIAL CONSIDERATION

If due to illness or other unforeseen circumstance, you are unable to attend on the due date of an assessment (e.g. test, examination, oral, etc.) OR you do attend, but your performance has been affected, you may submit an APPLICATION FOR SPECIAL CONSIDERATION within 5 working days of the due date. If Special Consideration is granted, you will be given the opportunity to complete/repeat the assessment task at a later date. For advice on this application please visit www.rmit.edu.au/students/specialconsideration or speak to your Program Coordinator.
If due to illness or other unforeseen circumstance, you are unable to submit by the due date (e.g. assignment, report, project etc.):
you may submit an APPLICATION FOR EXTENSION OF TIME FOR SUBMISSION OF ASSESSABLE WORK for an extension of time of up to seven (7) calendar days or less. This must be lodged with the Program Coordinator 1 working day before the original due date. If granted, you will have the opportunity to submit up to 7 days later than the original due date. For advice on this application please visit www.rmit.edu.au/students/assessment/extension or speak to your Program Coordinator.

Where an extension of greater than seven days is needed, you must apply for SPECIAL CONSIDERATION. 

If you require further information please contact your teacher or Program Coordinator.

 

Academic Integrity and Plagiarism

RMIT has a strict policy on plagiarism and academic integrity. Please refer to 

https://www.rmit.edu.au/students/student-essentials/rights-and-responsibilities/academic-integrity

 

Course Overview: Access Course Overview