Course Title: Develop and implement a sales or marketing plan

Part B: Course Detail

Teaching Period: Term2 2011

Course Code: MKTG5771C

Course Title: Develop and implement a sales or marketing plan

School: 350T Fashion & Textiles

Campus: Brunswick Campus

Program: C6086 - Advanced Diploma of Fashion and Textiles Merchandising

Course Contact : beverley chambers

Course Contact Phone: +61 3 99259139

Course Contact

Name and Contact Details of All Other Relevant Staff

Nominal Hours: 60

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

nil Nil

Course Description

This unit covers the skills and knowledge to develop and implement a sales and marketing plan.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

LMTGN6001B Develop and implement a sales or marketing plan


1.  Analyse business goals and industry market trends

Performance Criteria:

1.1Business goals and objectives are defined and analysed to assist formulation of a sales and marketing plan.
1.2Market trends are researched and issues related to workplace are analysed.
1.3Productionand marketing practices and their effects on workplace are analysed.


2.  Establish strategic directions

Performance Criteria:

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


3.  Develop a sales or marketing plan

Performance Criteria:

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


4.  Implement and monitor sales and marketing plan

Performance Criteria:

4.1 Implementation of sales and marketing plan is coordinated with all relevant personnel.
4.2 Monitoring procedures are established.
4.3 Financial data is measured and monitored against objectives to ensure progress towards target is achieved.
4.4 Implementation of plan is monitored to establish overall performance.


5.  Conduct plan review

Performance Criteria:

5.1Review of sales and marketing plan is conducted and results assessed.
5.2Sales and marketing plan is modified, as necessary, to reflect dynamics of market place.
5.3Reporting of review outcomes is assessed


6.  Maintain records

Performance Criteria:

6.1 Records of sales and marketing planning activities are maintained and reports prepared.
6.2Presentations on sales and marketing plan are made at management meetings.

Learning Outcomes

Writing a business plan
The strategy to achieve the objectives of the proprietors of the business.
It plainly sets out all the important facts about the business, its history (if relevant), the current position, the objectives and the business activities to be undertaken.

Details of Learning Activities

1. PowerPoint Presentations
2. Group Exercise
3. Analyse Financial Data
4. Prepare Financial Data
5. Team work
6. Oral Presentation
7. Case Studies

Teaching Schedule

WEEK                                                                                                       TOPICS                                                                                                                                                                METHOD                                                          FURTHER INFORMATION 
1                                                                                                   Welcome to Semester 2                                                                                     

                                                                                      • Confirm Assignment 5 & connection to Yep projects.
                                                                                      • Review lecture from Semester 1 re Harvard Referencing
                                                                                      • Introduction to a Strategic Marketing Plan
                                                                                      • Vision Statement : Mission Statement : Values                                                                                                                  • PowerPoint
                                                                                                                                                                                                                                                                                              • Discussion                                                            Katrina

2                                                                                                  Strategic Marketing Plan
                                                                                       • SWOT Analysis
                                                                                       • Market Analysis (PEST)                                                                                                                                                           • PowerPoint
                                                                                                                                                                                                                                                                                               • Discussion                                                           Melissa
3                                                                                             Strategic Marketing Plan
                                                                                       • Competitor Analysis
                                                                                       • Positioning Map
                                                                                       • Marketing Strategies (Product: Price: Place)                                                                                                                        • PowerPoint
                                                                                                                                                                                                                                                                                                • Discussion                                                           Katrina
4                                                                                             Strategic Marketing Plan
                                                                                      • Promotion & Communication
                                                                                      • Time in Class to work on Assignment                                                                                                                                    • PowerPoint
                                                                                                                                                                                                                                                                                                 • Teamwork                                                           Katrina
5                                                                                              Strategic Marketing Plan
                                                                                      • Review the last few weeks in reference to Assignment
                                                                                      • Questions
                                                                                      • Work on Assignment                                                                                                                                                                  • PowerPoint
                                                                                                                                                                                                                                                                                                 • Teamwork                                                            Beverley
6                                                                                            Presentations of Assignment 5
                                                                                      • Hand in Assignment 5
                                                                                      • Briefing of Assignment “2”
                                                                                      • Set up Teams of 4 and the assign Retailer
                                                                                      • Initial research for the Assignment                                                                                                                                           • PowerPoint
                                                                                                                                                                                                                                                                                                 • Team working                                                      Beverley
7                                                                                               International Expansion Plan
                                                                                     • Business Planning & Strategy – Overview
                                                                                     • Types of Business Organisations                                                                                                                                              • PowerPoint                                                          Katrina

8                                                                                                International Expansion Plan
                                                                                    • Company Reports
                                                                                    • Back ground information & research                                                                                                                                            • PowerPoint                                                        Beverley
9                                                                                               International Expansion Plan
                                                                                    • International Expansion
                                                                                    • Case Study 1
                                                                                    • Work on assignment                                                                                                                                                                       • PowerPoint
                                                                                                                                                                                                                                                                                                   • Group Discussion
                                                                                                                                                                                                                                                                                                   • Group work                                                          Beverley
10                                                                                             International Expansion Plan
                                                                                  • Developing the strategy
                                                                                  • Case study 2
                                                                                  • Work on assignment                                                                                                                                                                          • PowerPoint
                                                                                                                                                                                                                                                                                                     • Video
                                                                                                                                                                                                                                                                                                     • Group Discussion
                                                                                                                                                                                                                                                                                                     • Group work                                                        Beverley
11                                                                                            International Expansion Plan
                                                                                 • Developing a Sales Plan
                                                                                 • Case study 3
                                                                                 • Work on assignment                                                                                                                                                                             • PowerPoint
                                                                                                                                                                                                                                                                                                      • Video
                                                                                                                                                                                                                                                                                                      • Group Discussion
                                                                                                                                                                                                                                                                                                      • Group work                                                       Beverley
12                                                                                             International Expansion Plan
                                                                                 • Presenting to Board Directors                                                                                                                                                             • PowerPoint
                                                                                                                                                                                                                                                                                                       • Group Work                                                     Katrina

13                                                                                                   SEMESTER BREAK

14                                                                                                   SEMESTER BREAK

15                                                                                             International Expansion Plan
                                                                                  • Presenting to Board Directors
                                                                                  • Working on assignment                                                                                                                                                                         • PowerPoint
                                                                                                                                                                                                                                                                                                         • Group Work                                                    Katrina

16                                                                                              International Expansion Plan
                                                                                 • Review
                                                                                 • Working on assignment                                                                                                                                                                         • PowerPoint
                                                                                                                                                                                                                                                                                                        • Group work                                                       Katrina
17                                                                                             Presentation to Class

                                                                                 • Each Team to present to Class Assignment 2                                                                                                                                  • Group Presentations

18                                                                                               Presentation to Class

                                                                                   • Each Team to present to Class Assignment 2                                                                                                                                 • Group Presentations
                                                                                  • Expansion Plan submission

19                                                                                          STUDENT ASSESSMENT WEEK

20                                                                                        TEACHER ASSESSMENT WEEK


Learning Resources

Prescribed Texts


Other Resources

Overview of Assessment

Prepare a Business Plan (60%)
Marketing Plan & Marketing Tools (25%)
Present the Business Plan (15%)

Assessment Tasks

1. Prepare a Business Plan (60%)
2. Marketing Plan & Marketing Tools (25%)
3. Present the Business Plan (15%)

Assessment Matrix

Course Overview: Access Course Overview