Course Title: Develop a sales plan
Part B: Course Detail
Teaching Period: Term2 2012
Course Code: MKTG5836C
Course Title: Develop a sales plan
School: 650T TAFE Business
Campus: City Campus
Program: C5229 - Diploma of Marketing
Course Contact : Tim Wallis
Course Contact Phone: +61 3 9925 5423
Course Contact Email:timothy.wallis@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
Jack Shearer
9925 5433
Nominal Hours: 70
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 required
Course Description
This unit applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
BSBSLS501A Develop a sales plan |
Element: |
3. Develop a sales plan for a product |
Performance Criteria: |
3.1. Describe approaches to be used to meet sales objectives |
Element: |
4. Identify support requirements |
Performance Criteria: |
4.1. Identify and acquire staff resources to implement sales plan |
Element: |
5. Monitor and review sales plan |
Performance Criteria: |
5.1. Monitor implementation of the sales plan |
Element: |
1. Identify organisational strategic direction |
Performance Criteria: |
1.1. Obtain and analyse assessment of market needs and strategic planning documents |
Element: |
2. Establish performance targets |
Performance Criteria: |
2.1. Determine practical and achievable sales targets |
Learning Outcomes
This unit describes the performance outcomes, skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.
Details of Learning Activities
You will be asked to appoint or be assigned with a client with whom you will work as a virtual sales consultant, providing recommendations for sales activities and following through the impact of the implementation of the plan. This will provide you with a practical learning experience that is supplemented by sales planning theory and underpinning knowledge provided in class and tutorial.
Teaching Schedule
0 25 June General briefing on Sales Plans Overview
1 02 July Introduction to course and requirements BSBSLS501A 1-5
BSBMKG514A 1-3
2 09 July Identify client options and discuss BSBSLS501A 1-5
BSBMKG514A 1-3
3 16 July Client vision, sales history and objectives BSBSLS501A 1,2
BSBMKG514A 1
4 23 July Client market environment analysis BSBSLS501A 1,2
BSBMKG514A 1
5 30 July Client sales target and market sectors BSBSLS501A 1,2
BSBMKG514A 1
6 06 August Client product and distribution range and sales priorities
BSBSLS501A 1,2
BSBMKG514A 1
7 13 August Client resources and sales structure and capability BSBSLS501A 1,2
BSBMKG514A 1
8 20 August Client competitive position and sales competition BSBSLS501A 1,2
BSBMKG514A 1
9 27 August Mid semester Break
10 03 September Client strategic marketing options and sale approach options BSBSLS501A 1,2,3
BSBMKG514A 1,2
11 10 September Client tactical marketing support and sales activities – 7 steps BSBSLS501A 1,2,3,4
BSBMKG514A 1,2
12 17 September Marketing controls and measures and client sales reporting procedures BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
13 24 September MARKETING AND SALES PLAN REPORT DUE BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
14 1 October Oral Presentations BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
15 08 October Presentation BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
16 15 October Presentation Resit. BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
17 22 October Review and feedback BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
18 29 October Review and feedback BSBSLS501A 1,2,3,4,5
BSBMKG514A 1,2,3
Learning Resources
Prescribed Texts
References
Other Resources
A Sales Plan Template has been provided on blackboard to assist and guide you in HOW to develop a Sales Plan for Work Out water. Your task is to follow the guidelines adding your interpretation of the information. This will demonstrate your understanding and competancy. Use of the internet is welcomed and advised.
Overview of Assessment
Students must demonstrate an understanding of all elements of a particular competency to be deemed competent. Assessment methods have been designed to measure achievement of each competency in a flexible manner over a range of assessment tasks.
Assessment will incorporate a variety of methods including assignments, journals, presentation and written or test. Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met.
Assessment Tasks
There are 2 assessments.
1. Develop a Sales Plan using the temmplate provided. work in teams of 3-4 and link ALL segments to Work Out Water.
2. Deliver a 5 minute PPT presentation with Work Out Water as the product. This plan is to follow the template provided.
Assessment Matrix
Course Overview: Access Course Overview