Course Title: Develop a sales plan
Part B: Course Detail
Teaching Period: Term2 2013
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
Chris Lee
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: |
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 |
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 |
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
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 through various technology platforms and include your contribution to tutorial activities 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
| Week | Week Commencing | Topics | Assessment |
| 1 | 8 Jul | (1) Course Induction • Course delivery and assessment details • Course support documents • Online learning environment • Grading • Plagiarism • Appeals • Extensions • Feedback • Privacy • Submission requirements • Resubmission policy • Where to get support • Student responsibilities (2) Pre-Training Review • Includes skills analysis and Recognition of Prior Learning and Credit Transfers (3) Course overview |
|
| 2 | 15 Jul | Introduction/overview to selling | |
| 3 | 22 Jul | Products & services | |
| 4 | 29 Jul | Prospecting & qualifying – finding customers | |
| 5 | 5 Aug | Models of selling and communication | |
| 6 | 12 Aug | Objections & closing
|
Assessment Task 1a Due last class of week 6 (Assessed tutorial exercises) You will receive the feedback in week 8. If required, resubmission for this assessment is due by the end of week 9. |
| 7 | 19 Aug | Customer relationships | |
| 8 | 26 Aug | Introduction to sales management |
|
| 2 - 6 Sep | Mid-semester break | ||
| 9 | 9 Sep | Budgeting & quotas | |
| 10 | 16 Sep | Territories | |
| 11 | 23 Sep | Recruiting, selection & training |
|
| 12 | 30 Sep | Compensation – Motivation
|
Assessment Task 1b Due last class of week12 (Assessed tutorial exercises) You will receive the feedback in week 12. If required, resubmission for this assessment is due by the end of week 14 |
| 13 | 7 Oct | Building trust and sales ethics |
|
| 14 | 14 Oct | 1. Student consultation session 2. Major assignment due NB: Due date – last class of week 14 3. Students to prepare for week 15 assessment |
Assessment Task 2 Due last class of week 14 (Major assignment)
|
| 15 | 21 Oct | Oral test/interview or written test (TBA) | Assessment Task 3 |
| 16 | 28 Oct | Resubmissions |
Learning Resources
Prescribed Texts
TBA |
References
•Selling – Managing Customer Relationships (3rd ed.) Rix, P. (McGraw-Hill) |
Other Resources
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
Students are required to complete 3 tasks. You must successfully complete all 3 tasks to be deemed competent in this unit.
Assessment 1
TASK 1a & 1b (Due Dates: Last class of week 6 & 12 respectively)
These assessment tasks will require students to complete set tutorial activities/exercises to reflect on their learning on learned concepts/principles taught.
Assessment 2
TASK 2 (Due Date: Last class of week 14)
The second assessment tasks will require students to work in designated groups on a major assignment. Students will present their findings in a professionally prescribed written document. Much of this work will be undertaken both outside of class time and in the “Practical Sessions”. Students are encouraged to use all the resources at their disposal to provide professionally reasoned solutions to the problems given
Assessment 3
TASK 3 (Due Date: Week 15)
The third assessment tasks will require students to undertake an oral test/interview or written test. Students are to articulate their overall understanding of the course taught during the semester to be deemed competent. Students are encouraged to use all the resources at their disposal to provide professionally reasoned solutions to the problems given
Submission Requirements
Assessment tasks must be submitted via Blackboard.
You should:
• Ensure that you submit assessments on or before the due date. If your performance in the assessment is affected by unexpected circumstances, you should consider applying for Special Consideration. Information on the process and application forms is available at http://rmit.edu.au/browse;ID=ls0ydfokry9rz website.
• Always retain a copy of your assessment tasks. (hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of work for assessment is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.
Assessment Matrix
Marking Guide (competency):
Vocational Education and Training (VET) is based on current industry needs and the focus on preparing you for the workplace. Because VET courses are informed by practical application of knowledge and skills, they are based on a system known as ‘competency based training’ (CBT). So when you are assessed in VET it is about whether you are competent to do the job, as well as having a firm grasp on the knowledge and skills required to do that job, as opposed to traditional curriculum based education settings that are often based on knowledge retention.
You need to demonstrate you are competent in each element of the unit of competency you are studying.
You will receive feedback on each assessment task that will inform you whether you are competent or not and how well you are performing. Once competent in all elements of the unit you receive a competency grading.
Please refer to the Final Grades table below.
Marking Guide (Grading)
After achieving competency we then grade your performance in the unit; this gives you the opportunity to have the level of your performance formally recognized against industry standards and employability skills.
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.
Course Overview: Access Course Overview