Course Title: TCF Sales Merchandising

Part B: Course Detail

Teaching Period: Term1 2008

Course Code: BUSM5588L

Course Title: TCF Sales Merchandising

School: 350T Fashion & Textiles

Campus: Brunswick Campus

Program: C5165 - Diploma of Textiles Clothing and Footwear

Course Contact : Hector Gauci

Course Contact Phone: +61 3 9925 9139

Course Contact Email:hector.gauci@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

Kelly Pascoe
+61 3 9925 9177
kelly.pascoe@rmit.edu.au  

Location:
Building: 511
Level: 1
Room: 7

Nominal Hours: 72

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

To provide learners with skills and knowledge to:

• Describe and outline the significant factors contributing to the success in selling
• Outline and apply the necessary knowledge, skills and techniques for successful selling
• Describe and outline the documentation to complete the selling process
• Describe the basic principles underlying the organisation, planning and structure of a sales organization
• Determine the number of organization of sales territories required by a sales organization based upon its sales strategies and market
• Apply basic forecasting and budget compatible with the overall organizational objectives
• Identify the sales role as an aspect of the marketing plan.


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

LMTPDHL04A Contr to the Dev of Products or Processes 03/4

Element:

LMTPDHL04A/01 Interpret provisional specifications

Performance Criteria:

• Provisional specifications are identified.
• Specifications are interpreted, in consultation with others, where required.

Element:

LMTPDHL04A/01 Interpret provisional specifications

Performance Criteria:

• Provisional specifications are identified.
• Specifications are interpreted, in consultation with others, where required.

Element:

LMTPDHL04A/02 Participate in feasibility studies

Performance Criteria:

• Requirements for feasibility study are identified, in conjunction with others, as required.
• Assistance is provided in studies to assess feasibility of design/development through sampling, trial run production, consideration of machine/equipment capabilities, availability of resources, required quality and cost.

Element:

LMTPDHL04A/02 Participate in feasibility studies

Performance Criteria:

• Requirements for feasibility study are identified, in conjunction with others, as required.
• Assistance is provided in studies to assess feasibility of design/development through sampling, trial run production, consideration of machine/equipment capabilities, availability of resources, required quality and cost.

Element:

LMTPDHL04A/03 Assist in developing/engineering product

Performance Criteria:

• Product or process specifications are interpreted and/or preliminary specifications are developed from feasibility study.
• Specifications are used to develop or engineer the product.
• Raw materials are checked or selected to meet requirements.
• Machine/equipment or skill availability are determined against requirements.

Element:

LMTPDHL04A/03 Assist in developing/engineering product

Performance Criteria:

• Product or process specifications are interpreted and/or preliminary specifications are developed from feasibility study.
• Specifications are used to develop or engineer the product.
• Raw materials are checked or selected to meet requirements.
• Machine/equipment or skill availability are determined against requirements.

Element:

LMTPDHL04A/04 Conduct trials

Performance Criteria:

• Requirements for trial are confirmed and clarified, where necessary, to establish procedures/parameters.
• Organisation and liaison with production area occurs, where required.
• Trials are assessed in accordance with the established procedures.

Element:

LMTPDHL04A/04 Conduct trials

Performance Criteria:

• Requirements for trial are confirmed and clarified, where necessary, to establish procedures/parameters.
• Organisation and liaison with production area occurs, where required.
• Trials are assessed in accordance with the established procedures.

Element:

LMTPDHL04A/05 Analyse and interpret results

Performance Criteria:

• Results of the trials are analysed to determine performance and acceptability for production.
• Analysis is interpreted to determine performance and acceptability for production.

Element:

LMTPDHL04A/05 Analyse and interpret results

Performance Criteria:

• Results of the trials are analysed to determine performance and acceptability for production.
• Analysis is interpreted to determine performance and acceptability for production.

Element:

LMTPDHL04A/06 Report results and maintain records

Performance Criteria:

• Reports are prepared in accordance with enterprise procedures and requirements.
• Records are maintained, where required, in accordance with enterprise procedures.

Element:

LMTPDHL04A/06 Report results and maintain records

Performance Criteria:

• Reports are prepared in accordance with enterprise procedures and requirements.
• Records are maintained, where required, in accordance with enterprise procedures.

Element:

This unit covers the range of skills required to contribute to developing products and/or processes within the enterprise. It includes conducting trials to establish conformance to requirements.

Performance Criteria:

As above

National Element Code & Title:

LMTSMGN01A Devlp & Implement a Sales or Mktg Plan 06/7

Element:

LMTSMGN01A/01 Analyse business goals and market trends

Performance Criteria:

• Business goals and objectives are defined and analysed to assist the formulation of a marketing plan.
• Market trends are researched and issues related to the enterprise are analysed.

Element:

LMTSMGN01A/01 Analyse business goals and market trends

Performance Criteria:

• Business goals and objectives are defined and analysed to assist the formulation of a marketing plan.
• Market trends are researched and issues related to the enterprise are analysed.

Element:

LMTSMGN01A/02 Establish strategic directions

Performance Criteria:

• Directions for marketing are assessed in line with the aims of the business plan, customer requirements, market position, objectives, opportunities and resources of the business.
• Sales and marketing strategies are identified and prioritised in order to optimise sales and profit.

Element:

LMTSMGN01A/02 Establish strategic directions

Performance Criteria:

• Directions for marketing are assessed in line with the aims of the business plan, customer requirements, market position, objectives, opportunities and resources of the business.
• Sales and marketing strategies are identified and prioritised in order to optimise sales and profit.

Element:

LMTSMGN01A/03 Develop a sales or marketing plan

Performance Criteria:

• Business resources and appropriate personnel are identified and utilised to optimise effectiveness of the marketing plan.
• Liaison occurs with all relevant personnel, including external specialist advice where applicable.
• Marketing strategy is developed which reflects overall directions/parameters relating to the company business plan, identified long and short term objectives and budget for marketing.

Element:

LMTSMGN01A/03 Develop a sales or marketing plan

Performance Criteria:

• Business resources and appropriate personnel are identified and utilised to optimise effectiveness of the marketing plan.
• Liaison occurs with all relevant personnel, including external specialist advice where applicable.
• Marketing strategy is developed which reflects overall directions/parameters relating to the company business plan, identified long and short term objectives and budget for marketing.

Element:

LMTSMGN01A/04 Implement and monitor sales or marketing plan

Performance Criteria:

• Monitoring procedures are established.
• Financial data is measured and monitored against objectives to ensure progress toward target is achieved.
• Implementation of the plan is monitored to establish overall performance.

Element:

LMTSMGN01A/04 Implement and monitor sales or marketing plan

Performance Criteria:

• Monitoring procedures are established.
• Financial data is measured and monitored against objectives to ensure progress toward target is achieved.
• Implementation of the plan is monitored to establish overall performance.

Element:

LMTSMGN01A/05 Conduct plan review

Performance Criteria:

• Review of the sales or marketing plan is conduced and the results assessed.
• Marketing plan is modified, as necessary to reflect the dynamics of the market place.
• Reporting of review outcomes is assessed in accordance with enterprise procedures.

Element:

LMTSMGN01A/05 Conduct plan review

Performance Criteria:

• Review of the sales or marketing plan is conduced and the results assessed.
• Marketing plan is modified, as necessary to reflect the dynamics of the market place.
• Reporting of review outcomes is assessed in accordance with enterprise procedures.

Element:

LMTSMGN01A/06 Maintain records

Performance Criteria:

• Records of sales and marketing planning activities are maintained and reports prepared, where necessary, in accordance with enterprise procedures.
• Presentations on sales and marketing plan are made at management meetings in accordance with workplace procedures.

Element:

LMTSMGN01A/06 Maintain records

Performance Criteria:

• Records of sales and marketing planning activities are maintained and reports prepared, where necessary, in accordance with enterprise procedures.
• Presentations on sales and marketing plan are made at management meetings in accordance with workplace procedures.

Element:

This unit covers the skills and knowledge required to develop and implement a sales and marketing strategy in a TCF enterprise.

Performance Criteria:

As above

National Element Code & Title:

RUAAG5203BMA Develop a Business Plan 06/6

Element:

RUAAG5203BMA/01 Specify business objectives and targets

Performance Criteria:

• Explicit short and medium-term objectives and targets which reflect the owner’s preferences for feasible enterprise performance and development.
• These objectives to be consistent with the overall purposes of the business (as identified in the strategic plan) are prepared in a form that enables progress towards them to be observed and measured.

Element:

RUAAG5203BMA/01 Specify business objectives and targets

Performance Criteria:

• Explicit short and medium-term objectives and targets which reflect the owner’s preferences for feasible enterprise performance and development.
• These objectives to be consistent with the overall purposes of the business (as identified in the strategic plan) are prepared in a form that enables progress towards them to be observed and measured.

Element:

RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period

Performance Criteria:

• Information on past receipts and payments are obtained from previous records, compared with current price and cost trends and compiled in a form that enables projections of future receipts and expenditure to be made.
• An appropriate planning period is selected which takes account of physical production cycles and financial reporting requirements.
• Planners are prepared to determine receipts and payments for the period using most likely production levels, prices and costs.
• Taxation commitments are determined and analysed to minimise the tax paid and to maximise business stability and profit after tax.
• Most likely cash flow budget is prepared and analysed to determine the impacts of varying the timing of receipts and expenditure on net cash flow performance.
• Peak debt is determined and compared with available working capital and adjustments made as required to ensure continuing liquidity throughout the planning period.
• Periods of cash surplus are identified and uses of these surpluses examined.
• Cash flow budget is tested under various yield, cost and price assumptions.


Element:

RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period

Performance Criteria:

• Information on past receipts and payments are obtained from previous records, compared with current price and cost trends and compiled in a form that enables projections of future receipts and expenditure to be made.
• An appropriate planning period is selected which takes account of physical production cycles and financial reporting requirements.
• Planners are prepared to determine receipts and payments for the period using most likely production levels, prices and costs.
• Taxation commitments are determined and analysed to minimise the tax paid and to maximise business stability and profit after tax.
• Most likely cash flow budget is prepared and analysed to determine the impacts of varying the timing of receipts and expenditure on net cash flow performance.
• Peak debt is determined and compared with available working capital and adjustments made as required to ensure continuing liquidity throughout the planning period.
• Periods of cash surplus are identified and uses of these surpluses examined.
• Cash flow budget is tested under various yield, cost and price assumptions.


Element:

RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on Business performance

Performance Criteria:

• Partial budgets are prepared for various feasible alternatives to test their impacts on business performance.
• Non-financial factors affecting decisions on alternatives are identified and assessed in combination with partial budget results.

Element:

RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on business performance

Performance Criteria:

• Partial budgets are prepared for various feasible alternatives to test their impacts on business performance.
• Non-financial factors affecting decisions on alternatives are identified and assessed in combination with partial budget results.

Element:

RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets

Performance Criteria:

• Trial profit and loss balance sheets are prepared for the budget period following accepted accounting conventions, to test profitability and growth potential.

Element:

RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets

Performance Criteria:

• Trial profit and loss balance sheets are prepared for the budget period following accepted accounting conventions, to test profitability and growth potential.

Element:

RUAAG5203BMA/05 Identify and plan appropriate risk management strategies

Performance Criteria:

• Sources and types of risks are identified and the probability of their occurrence and consequences assessed.
• Alternative management strategies for production, market and financial risks are identified, assessed and applied as required.
• Compulsory formal insurance is arranged as required for third party insurance on motor vehicles, workers compensation and occupational superannuation.
• The need for personal accident and sickness insurance, personal superannuation and public risk insurance is assessed and effected as required.
• The need for formal insurance cover on assets is assessed and insurance is taken out if risk of loss cannot be reduced to an acceptable level by effecting protection through management practices.

Element:

RUAAG5203BMA/05 Identify and plan appropriate risk management strategies

Performance Criteria:

• Sources and types of risks are identified and the probability of their occurrence and consequences assessed.
• Alternative management strategies for production, market and financial risks are identified, assessed and applied as required.
• Compulsory formal insurance is arranged as required for third party insurance on motor vehicles, workers compensation and occupational superannuation.
• The need for personal accident and sickness insurance, personal superannuation and public risk insurance is assessed and effected as required.
• The need for formal insurance cover on assets is assessed and insurance is taken out if risk of loss cannot be reduced to an acceptable level by effecting protection through management practices.

Element:

RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period

Performance Criteria:

• Services relevant to the development of [plans for the conservation of natural resource are identified and used.
• Possible new improvements and developments are identified and analysed to determine the additional improvements required.
• Plans for future improvements are prepared, costed project by project, and an implementation schedule is prepared.

Element:

RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period

Performance Criteria:

• Services relevant to the development of [plans for the conservation of natural resource are identified and used.
• Possible new improvements and developments are identified and analysed to determine the additional improvements required.
• Plans for future improvements are prepared, costed project by project, and an implementation schedule is prepared.

Element:

RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation

Performance Criteria:

• Information is obtained from appropriate sources on the general legal principles underlying contracts and on specific legal aspects of particular contracts as required.

Element:

RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation

Performance Criteria:

• Information is obtained from appropriate sources on the general legal principles underlying contracts and on specific legal aspects of particular contracts as required.


Learning Outcomes


Refer to other sections of guide


Details of Learning Activities

PLANNED LEARNING EXPERIENCES-

Underpinning skills and knowledge delivered in tutorials and workshops:

• Group Discussions that examine the underlying principles of selling and sales management
• Role-Plays to simulate actual selling principles and managerial practices.
• Demonstrations designed to connect the learner with underpinning standards.
• Case Studies exercises based on current practice to deliver “meaning” of the topic and refine the learner’s research skills.
• Group Exercises to promote group collaborative learning and workplace simulations.
• Sales presentations on a range of new products and related services.


Teaching Schedule

04/02/08 Project Week
11/02/08 No Formal Classes – (YEP) Field work
18/02/08 Course Orientation
• Introduction to Sales Merchandising
• Assessment Overview
• The Structure of a sales organisation

25/02/08 Selling Principles
• Needs and Wants
• Justifying a buying decision
• The Buying / Selling process
Benefits Identification (Features and Benefits)

03/03/08 Melbourne Fashion week (work Experience)

10/03/08 (Labour Day/ Public Holiday: Monday10th March )
Issue assignment No.1: (10 Marks)
Customer Service Appraisal Assignment –Individual Work (Class Presentation) Due week 9

17/03/08 Selling Principles
• Handling Objections
• Gathering Information

Easter Break (2 weeks) 24/03/08 – 04/04/08

07//04/08 Selling Principles
• Structure and Format of the Sales Presentation

14/04/08 Assignment No.1 Research week

21/04/08 Due Assignment No.1:
Customer Service Appraisal / Class Presentation

28/04/08 Issue Assignment No.2: (40 Marks)
Develop a Sales Kit & Sales Presentation
( Work integrated Learning) Industry Presentation
Due Week 9 (Semester 2) (TBC)

05/05/08 Research week
Assignment No.2 ( Retail Environment/ Brand SWOT Analysis – Product Specific)

12/05/08 Sales Forecasting
• Forecasting Methods based on historical data
• Percentage Increased Method
• Time Series Analysis
• Moving Average

19/05/08 Sales Budgeting and Planning Part: 1
• Cash Flow Budgeting

26/05/08 Sales Budgeting and Planning Part: 2
• Territory Planning
• Exam No.1 Revision

02/06/08 Exam No.1 Preparation week

09/06/08 Monday 9th June (Queens Birthday)
Exam No.1 (30 Marks)

16/06/08 Session 1: Assignment No.2 Workshop
Edit the collection for the purpose of the development of a wholesale sales kit and wholesale presentation to industry retail account.

23/06/08 Session 2: Assignment No.2 Workshop
Continue (as per wk 17 objectives)

30/06/08 – 11/07/08 Semester Break ( 2 weeks)


Learning Resources

Prescribed Texts


References


Other Resources

Essential Learning Resources:

• Manning, Reece, Selling Today (Building Quality Partnerships) (6th Ed).
Prentice Hall International Editions, 1995.
• Kennedy, D. Seven Figure Selling, Berkely Business, 1996.
• Tim Jackson and David Shaw, Mastering Fashion Buying and Merchandising Management, Macmillan Press, 2001,
• Mary Gober and Bob Tannehill, The Art of Giving Quality Service,
Gober & Associates International, 1989,




Overview of Assessment

1. Customer Service (Group)
2. Training Manual (Individual)
3. Sales Kit (Group)
4. Sales Presentation (Individual)

Assessment timeline: Progressive assessments


Assessment Tasks

ASSESSMENT

Assignment No.1: Customer Service Appraisal:
Individual Student Assessment Marks 10%

Assignment No.2: Develop a Sales Kit and Presentation:
Group Assessment 30% & Individual Student Assessment10% Marks 40%

Exam No.1 Individual Student Assessment Marks 30%

Exam No.2 Individual Student Assessment Marks 20%

TOTAL Marks 100%

• Assessment timeline: Progressive assessments

• Learners can make a claim for Approved Prior Learning on entry to the course

• Criteria for your results: HD (high distinction – indicative score 80-100%) or DI (distinction – indicative score 70-79%) or CR (credit – indicative score 60-69%) or PA (pass – indicative score 50-59%) or NN (fail – indicative score 0-49%).

• Negotiation to vary assessment methods may be made in special circumstances. This is subject to the discretion of the trainer after consideration of the learner’s request and is done on a needs basis.


Assessment Matrix

Not applicable

Course Overview: Access Course Overview