Course Title: Analyse and achieve sales targets

Part B: Course Detail

Teaching Period: Term2 2016

Course Code: MKTG7967C

Course Title: Analyse and achieve sales targets

School: 155T Vocational Health and Sciences

Campus: City Campus

Program: C4375 - Certificate IV in Optical Dispensing

Course Contact: Jade Cusworth, Timothy Haigh

Course Contact Phone: 03 9925 8382 / 03 9925 4846

Course Contact Email: jade.cusworth@rmit.edu.au / timothy.haigh@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

 

Timothy Haigh

 

timothy.haigh@rmit.edu.au

 

+61 3 9925 4846

 

Leigh Robinson

 

leigh.robinson@rmit.edu.au

 

+61 3 9925 4398

 

Ralph Richter

 

ralph.richter@rmit.edu.au

 

+61 3 9925 4783

 

Ludmila Keightley

 

Ludmila.keightley@rmit.edu.au

 

+61 3 9925 4722

 

Nominal Hours: 25

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

This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.

The unit covers identifying factors affecting sales performance, reviewing and analysing personal sales outcomes against agreed sales targets, and implementing strategies to attain sales targets, according to business policy and procedures.


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

SIRWSLS303 Analyse and achieve sales targets

Element:

1. Analyse sales targets.

Performance Criteria:

 

1.1.Confirm team sales targets according to business policy and procedures.

1.2.Analyse personal sales targets against agreed parameters.

1.3.Regularly monitor progress towards sales targets.

1.4.Analyse performance of different customers and areas to determine common factors supporting or deterring sales.    

Element:

2. Determine factors affecting attainment of sales targets.

Performance Criteria:

 

2.1.Evaluate factors affecting sales performance against the agreed sales targets.

2.2.Anticipate and address factors likely to impinge upon attainment of sales targets.

2.3.Approve amended or new sales targets according to business policy and procedures.    

Element:

3. Attain sales targets.

Performance Criteria:

 

3.1.Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures.

3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

3.3.Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

3.4.Report sales progress to senior management using standard organisational policies and procedures.    


Learning Outcomes


At the end of this unit students should be able to:

  • Analyse sales targets
  • Determine factors affecting attainment of sales targets
  • Attain sales targets

 


Details of Learning Activities


• Refer to Evidence Portfolio and familiarise yourself with the content
A combination of activities will support students learning in this course, such as:
• Face to face and or online lectures to cover theoretical and practical concepts for each topic in the course
• Students will learn to apply their skills and knowledge to work integrated learning (WIL), during simulations and classroom based learning
• Observations of performance in the workplace and industry placement or simulated environment will be a valuable part of your learning experience
• Tutorial activities (individually and in teams) to discuss, debate, critique and consolidate your ideas and extend your understanding around key concepts within specific topics
• Online discussion and activities support you to collaborate with other students in your course and debate and debate and discuss ideas
• Self directed study time to enhance and strengthen your knowledge and understanding of theoretical concepts
• To further facilitate learning, students are strongly encouraged to use a range of communication tools between themselves and their course instructor as well as between themselves and fellow students by using the online learning platform
 


Teaching Schedule

• OP47 Students who come for blocks of learning at RMIT City campus will be required to attend Cluster 2 on 3.10.2016 
 

Students who form part of the SpecSavers group are required to attend the appropriate Cluster as advised on Blackboard.
  


Learning Resources

Prescribed Texts


References


Other Resources

• Evidence Portfolio  
• PowerPoint Summary
• Additional learning materials available through Learning Hub
• RMIT Library (www.rmit.edu.au/library)
Students should also make note of the Student Services and Study and Learning Centre that are available to all enrolled students (www.rmit.edu.au/studyandlearningcentre)
 


Overview of Assessment

You must demonstrate Performance and Knowledge Evidence of the unit in order 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.
You may be assessed by:
• Oral or written questioning
• Oral presentations
• Assignments and projects
• Direct observation of actual work practice
• Presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and/or audio files
• Work-based activities
• Third-party feedback from a work supervisor/employer
Primary assessment involves on-going practical and applied assessment in a clinical workplace or simulated environment such as a supervised student clinic or at a Work Integrated Learning (WIL) placement activity.

Competency based training requires you to be in attendance in order for assessment to be undertaken.

Feedback will be provided throughout the semester in class and/or online discussions, through individual and group feedback on practical exercises and by individual consultation.

All Assessment tasks should be performed or submitted by their due dates.
If due to illness or other unforeseen circumstance, you are unable to attend on the due date of an assessment (e.g. test, examination, oral, etc.) OR you do attend, but your performance has been affected, you may submit an APPLICATION FOR SPECIAL CONSIDERATION within 2 working days of the due date. If Special Consideration is granted, you will be given the opportunity to complete/repeat the assessment task at a later date. For advice on this application please visit www.rmit.edu.au/students/specialconsideration or speak to your Program Coordinator.
If due to illness or other unforeseen circumstance, you are unable to submit by the due date (e.g. assignment, report, project etc.):
• you may submit an APPLICATION FOR EXTENSION OF TIME FOR SUBMISSION OF ASSESSABLE WORK for an extension of time of up to seven (7) calendar days or less. This must be lodged with the Program Coordinator 1 working day before the original due date. If granted, you will have the opportunity to submit up to 7 days later than the original due date. For advice on this application please visit www.rmit.edu.au/students/assessment/extension or speak to your Program Coordinator.
Or:
• you may submit an APPLICATION FOR SPECIAL CONSIDERATION within 2 working days of the due date. If Special Consideration is granted, you will be given the opportunity to submit the assessment task more than 7 days after the original due date. For advice on this application please visit www.rmit.edu.au/students/specialconsideration or speak to your Program Coordinator.

You are expected to prepare all assignments and other written work in a professional manner. More information on general academic study and writing skills can be found on the “Learning Lab” http://emedia.rmit.edu.au/learninglab/ . All work submitted for assessment must be submitted electronically unless otherwise advised.

Students must keep a copy of all submitted assessments including electronic copies.
Harvard style is used for all referencing and for bibliography.
RMIT University has a strict policy on academic integrity and plagiarism and. Please refer to the website for more information on this policy. www.rmit.edu.au/students/academic-integrity
If you have a long term medical condition and/or disability it may be possible to negotiate to vary aspects of the learning or assessment methods. You can contact the program coordinator or the Disability Liaison Unit if you would like to find out more.
Your rights and responsibilities as a student can be found at http://www1.rmit.edu.au/students/rights-and-responsibilities  
This course assessment conforms to RMIT assessment principles, regulations, policies and procedures which are described and referenced at www.rmit.edu.au/students/assessment  
  

Credit transfer and RPL
Credit transfer is available to students who have already completed the same or similar courses. Recognition of prior learning is available to students who have relevant prior skills or experience. Please refer to http://www.rmit.edu.au/browse;ID=8u7jborsx9dy

 


Assessment Tasks

 

1. Complete online test titled  Formal Quiz by 22.2.2017. This test consists of completing a series of 10 online questions. These questions may consist of true or false, multiple choice or short answer questions. In order to pass you need to correctly answer seven or more questions (7 out of 10) You must complete the quiz by the date publish on Blackboard.
2. Refer to your Evidence Portfolio and carefully read and complete Evidence Items and Observation checklists. An RMIT University assessor will assess you on these items during a work-based assessment. In addition your work assessor will include a range of verbal questions to ask during these assessments. An RMIT University assessor will talk to your employer to discuss your progress and development of workplace skills. You must complete these Evidence Portfolio Items by 22.2.2017.
3. You will be required to complete a Customer Service Tracking Assignment by 22.2.2017

Please note that you will need to demonstrate competency in all these assessments tasks in order to achieve competency for this unit.


Assessment Matrix

 

ASSESSMENT METHODS/TYPES OF EVIDENCE:

Interview/ Verbal Questioning

Self-Reflections

Assignment/ Project

Case Study or Role Play

Third Party Verification

Workplace Performance

Research or Report

Portfolio of Evidence

Written Tasks

 

 

NATIONAL UNIT CODE : SIRWSLS303

NATIONAL UNIT NAME :Analyse and achieve sales targets

RMIT CODE:

Co-Delivered with

Elements

Performance Criteria

Related Assessment Tasks

Assessment Method/

Types of Evidence  

1 Analyse sales targets

1.1 Confirmteam sales targetsaccording to business policy and procedures

Evidence Log

 

Workplace Performance

1.2 Analyse personal sales targets against agreed parameters.

 

Evidence Log

 

Workplace Performance

1.3 Regularly monitor progress towards sales targets

Evidence Log

 

Workplace Performance

1.4 Analyse performance of different customers and areas to determine common factors supporting or deterring sales

Evidence Log

 

Workplace Performance

2 Determine factors affecting attainment of sales targets

2.1Evaluatefactors affecting sales performanceagainst the agreed sales targets

Evidence Log

 

Workplace Performance

2.2Anticipate and address factors likely to impinge upon attainment of sales targets

Evidence Log

 

Workplace Performance

2.3Approve amended or new sales targets according to business policy and procedures

Evidence Log

 

Workplace Performance

3Attain sales targets

3.1Initiate actionsto address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures

Evidence Log

 

Workplace Performance

3.2Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty

Evidence Log

 

Workplace Performance

3.3 Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge

Evidence Log

 

Workplace Performance

3.4 Report sales progress to senior management using standard organisational policies and procedures

Evidence Log

 

Workplace Performance

Assessment Conditions

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

 

  1. observation of performance in the workplace

 

Evidence Log

 

Workplace Performance

  1. customer feedback

 

Evidence Log

 

Workplace Performance

  1. written or verbal questioning to assess knowledge and understanding

 

Evidence Log

 

Workplace Performance

  1. review of portfolios of evidence and third-party workplace reports of on-the-job performance

Evidence Log

 

Workplace Performance

Guidance information for assessment:

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended

Evidence Log

 

Workplace Performance

Performance Evidence  

Evidence of the following is essential:

-       collects and organises information to review and analyse personal sales outcomes against agreed sales targets, according to business policy and procedures

-       identifies factors affecting sales performance and develops strategies to attain sales targets

 

Evidence Log

 

Workplace Performance

Assessment must ensure access to:

-       a business-to-business sales work environment relevant documentation, such as:

-       business policy and procedures

-       business plans and objectives

-       a range of customers with different requirements

Evidence Log

 

Workplace Performance

KnowledgeEvidence

business plans and targets affecting personal sales targets

 

Written Tasks

Online Assessment

business policy and procedures

 

Written Tasks

Online Assessment

customer needs

 

Written Tasks

Online Assessment

factors affecting sales

 

Written Tasks

Online Assessment

parameters determining successful attainment of personal sales targets

Written Tasks

Online Assessment

range of products and services

 

Written Tasks

Online Assessment

relevant business policy and procedures

 

Written Tasks

Online Assessment

relevant legislation and statutory requirements relating to the retail industry, including

work health and safety (WHS)

consumer law

commercial law and legislation

 

Written Tasks

Online Assessment

territory characteristics and features

 

Written Tasks

Online Assessment

types of business customers

Written Tasks

Online Assessment

Foundation Skills

 

 

Core Skills from the Australian Core Skills Framework (ACSF)

  • Reading

Written Tasks

Assignment/Project

  • Writing

Written Tasks

Assignment/Project

  • Oral Communication

Interview/ Verbal Questioning

Workplace Performance

  • Numeracy

Written Tasks

Assignment/Project

  • Learning

Written Tasks

Assignment/Project & Workplace Performance

Employability Skills from the Core Skills for Work Framework (CFW)

 

 

  1. Navigate the world of work

1a. Manage career and work life

Evidence Log

Workplace Performance

1b. Work with roles, rights and protocols

Evidence Log

Workplace Performance

  1. Interact with others

2a. Communicate for work

Evidence Log

Workplace Performance

2b. Connect and work with  others

Evidence Log

Workplace Performance

2c. Recognise and utilize diverse perspectives

Evidence Log

Workplace Performance

  1. Get the work done

3a. Plan and organise

Evidence Log

Workplace Performance

3b. Make decisions

Evidence Log

Workplace Performance

3c. Identify and solve problems

Evidence Log

Workplace Performance

3d. Create and innovate

Evidence Log

Workplace Performance

3e. Work in a digital world

Evidence Log

Workplace Performance

Course Overview: Access Course Overview