Course Title: Develop a sales plan
Part B: Course Detail
Teaching Period: Term1 2015
Course Code: MKTG5836C
Course Title: Develop a sales plan
School: 650T Vocational Business Education
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
Student consultation hours: Tuesdays 2.00pm to 4.00pm
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 | 9 Feb | (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 | 16 Feb | Introduction/overview to selling | |
| 3 | 23 Feb |
Products & services Prospecting & qualifying - finding customers |
|
| 4 | 2 Mar | Models of selling and communication |
|
| 5 | 9 Mar | Student consultation session - Assessment Task 1 |
|
| 6 | 16 Mar |
Objections & closing Customer relationships |
Assessment Task 1 due |
| 7 | 23 Mar | Introduction to sales management |
|
| 8a | 30 Mar | Recruiting, selection & training |
|
| 2 to 8 Apr | Mid-Semester Break | ||
| 8b | 9 & 10 Apr | Recruiting, selection and training discussion activities (Self-directed learning) | |
| 9 | 13 Apr | Student consultation session - Assessment Task 2 | |
| 10 | 20 Apr |
Budgeting & quotas Territories |
|
| 11 | 27 Apr | Student consultation session - Assessment Task 3 | Assessment Task 2 due (30 Apr.Thu.11.59pm) Resubmission for this assessment is due by the end of week 13 |
| 12 | 4 May |
Compensation - Motivation Building trust and sales ethics |
|
| 13 | 11 May |
Final Assignment consultation session Assignment Task 3 due |
Assessment Task 3 due |
| 14 | 18 May | Assessment Feedback & Course Review |
|
| 15 | 25 May | Assessment Feedback | |
| 16 | 1 Jun | 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 Task 1 - Assessed set activities/exercises
Date handed out: Week 1
Date and time due: Week 6 (19 Mar. Thursday)
Group or individual: Group (3-4 students per group)
Purpose:
This assignment will allow you to demonstrate an understanding of various components of a sales plan such as developing a sales forecast, monitor and measure sales performance, sales strategies and tactics.
Requirements:
You are required to research answers to a set of activities which analyses part of a sales plan. The report should be no more than 1,000 words for each question and all researched information must be referenced.
Assessment Task 2
Date handed out: Week 2
Date and time due: Week 11 (30 Apr. Thursday)
Group or individual: Group (3-4 students per group)
Purpose:
This assignment will allow you to demonstrate an understanding of how to identify organizational strategic direction and support requirements, establish performance targets, monitor and review sales plan
Requirements:
The second assessment tasks will require students to work in designated groups on a real live WIL (work integrated learning) project. 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 Task 3
Date handed out: Week 2
Date and time due: Week 13 (14 May Thursday)
Group or individual: Individual
Purpose:
This assignment will allow you to demonstrate the overall understanding and application of the course in developing a sales plan to a WIL project client. 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.
Requirements:
The third assessment tasks will require students to work individually on their major assignment . Students are to dress in an office or business attire and to present themselves in a professional manner for their oral client presentation.
Submission Requirements
You should:
• Ensure that you submit assessments on or before the due date.
• 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 each assessment task 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.
Late Submission Procedures
You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.
If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.
More Information: http://www.rmit.edu.au/students/assessment/extension
Form to use: http://mams.rmit.edu.au/seca86tti4g4z.pdf
Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.
More Information: http://www.rmit.edu.au/browse;ID=g43abm17hc9w
Form to use: http://mams.rmit.edu.au/8a5dgcaqvaes1.pdf
Resubmissions (VET Programs):
If you are found to be unsuccessful in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.
If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.
Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
http://rmit.edu.au/browse;ID=7usdbki1fjf31
Marking Guide (Competency):
You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.
You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.
Marking Guide (Grading)
After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:
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
Assessment Matrix
Refer details of grading matrix to your assessment document.
Further information regarding the application of the grading criteria will be provided by your teacher.
Course Overview: Access Course Overview