Course Title: TCF Sales Merchandising
Part B: Course Detail
Teaching Period: Term1 2008
Course Code: BUSM5588L
Course Title: TCF Sales Merchandising
School: 350T Fashion & Textiles
Campus: Brunswick Campus
Program: C5165 - Diploma of Textiles Clothing and Footwear
Course Contact : Hector Gauci
Course Contact Phone: +61 3 9925 9139
Course Contact Email:hector.gauci@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
Kelly Pascoe
+61 3 9925 9177
kelly.pascoe@rmit.edu.au
Location:
Building: 511
Level: 1
Room: 7
Nominal Hours: 72
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
To provide learners with skills and knowledge to:
• Describe and outline the significant factors contributing to the success in selling
• Outline and apply the necessary knowledge, skills and techniques for successful selling
• Describe and outline the documentation to complete the selling process
• Describe the basic principles underlying the organisation, planning and structure of a sales organization
• Determine the number of organization of sales territories required by a sales organization based upon its sales strategies and market
• Apply basic forecasting and budget compatible with the overall organizational objectives
• Identify the sales role as an aspect of the marketing plan.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
LMTPDHL04A Contr to the Dev of Products or Processes 03/4 |
Element: |
LMTPDHL04A/01 Interpret provisional specifications |
Performance Criteria: |
• Provisional specifications are identified. |
Element: |
LMTPDHL04A/01 Interpret provisional specifications |
Performance Criteria: |
• Provisional specifications are identified. |
Element: |
LMTPDHL04A/02 Participate in feasibility studies |
Performance Criteria: |
• Requirements for feasibility study are identified, in conjunction with others, as required. |
Element: |
LMTPDHL04A/02 Participate in feasibility studies |
Performance Criteria: |
• Requirements for feasibility study are identified, in conjunction with others, as required. |
Element: |
LMTPDHL04A/03 Assist in developing/engineering product |
Performance Criteria: |
• Product or process specifications are interpreted and/or preliminary specifications are developed from feasibility study. |
Element: |
LMTPDHL04A/03 Assist in developing/engineering product |
Performance Criteria: |
• Product or process specifications are interpreted and/or preliminary specifications are developed from feasibility study. |
Element: |
LMTPDHL04A/04 Conduct trials |
Performance Criteria: |
• Requirements for trial are confirmed and clarified, where necessary, to establish procedures/parameters. |
Element: |
LMTPDHL04A/04 Conduct trials |
Performance Criteria: |
• Requirements for trial are confirmed and clarified, where necessary, to establish procedures/parameters. |
Element: |
LMTPDHL04A/05 Analyse and interpret results |
Performance Criteria: |
• Results of the trials are analysed to determine performance and acceptability for production. |
Element: |
LMTPDHL04A/05 Analyse and interpret results |
Performance Criteria: |
• Results of the trials are analysed to determine performance and acceptability for production. |
Element: |
LMTPDHL04A/06 Report results and maintain records |
Performance Criteria: |
• Reports are prepared in accordance with enterprise procedures and requirements. |
Element: |
LMTPDHL04A/06 Report results and maintain records |
Performance Criteria: |
• Reports are prepared in accordance with enterprise procedures and requirements. |
Element: |
This unit covers the range of skills required to contribute to developing products and/or processes within the enterprise. It includes conducting trials to establish conformance to requirements. |
Performance Criteria: |
As above |
National Element Code & Title: |
LMTSMGN01A Devlp & Implement a Sales or Mktg Plan 06/7 |
Element: |
LMTSMGN01A/01 Analyse business goals and market trends |
Performance Criteria: |
• Business goals and objectives are defined and analysed to assist the formulation of a marketing plan. |
Element: |
LMTSMGN01A/01 Analyse business goals and market trends |
Performance Criteria: |
• Business goals and objectives are defined and analysed to assist the formulation of a marketing plan. |
Element: |
LMTSMGN01A/02 Establish strategic directions |
Performance Criteria: |
• Directions for marketing are assessed in line with the aims of the business plan, customer requirements, market position, objectives, opportunities and resources of the business. |
Element: |
LMTSMGN01A/02 Establish strategic directions |
Performance Criteria: |
• Directions for marketing are assessed in line with the aims of the business plan, customer requirements, market position, objectives, opportunities and resources of the business. |
Element: |
LMTSMGN01A/03 Develop a sales or marketing plan |
Performance Criteria: |
• Business resources and appropriate personnel are identified and utilised to optimise effectiveness of the marketing plan. |
Element: |
LMTSMGN01A/03 Develop a sales or marketing plan |
Performance Criteria: |
• Business resources and appropriate personnel are identified and utilised to optimise effectiveness of the marketing plan. |
Element: |
LMTSMGN01A/04 Implement and monitor sales or marketing plan |
Performance Criteria: |
• Monitoring procedures are established. |
Element: |
LMTSMGN01A/04 Implement and monitor sales or marketing plan |
Performance Criteria: |
• Monitoring procedures are established. |
Element: |
LMTSMGN01A/05 Conduct plan review |
Performance Criteria: |
• Review of the sales or marketing plan is conduced and the results assessed. |
Element: |
LMTSMGN01A/05 Conduct plan review |
Performance Criteria: |
• Review of the sales or marketing plan is conduced and the results assessed. |
Element: |
LMTSMGN01A/06 Maintain records |
Performance Criteria: |
• Records of sales and marketing planning activities are maintained and reports prepared, where necessary, in accordance with enterprise procedures. |
Element: |
LMTSMGN01A/06 Maintain records |
Performance Criteria: |
• Records of sales and marketing planning activities are maintained and reports prepared, where necessary, in accordance with enterprise procedures. |
Element: |
This unit covers the skills and knowledge required to develop and implement a sales and marketing strategy in a TCF enterprise. |
Performance Criteria: |
As above |
National Element Code & Title: |
RUAAG5203BMA Develop a Business Plan 06/6 |
Element: |
RUAAG5203BMA/01 Specify business objectives and targets |
Performance Criteria: |
• Explicit short and medium-term objectives and targets which reflect the owner’s preferences for feasible enterprise performance and development. |
Element: |
RUAAG5203BMA/01 Specify business objectives and targets |
Performance Criteria: |
• Explicit short and medium-term objectives and targets which reflect the owner’s preferences for feasible enterprise performance and development. |
Element: |
RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period |
Performance Criteria: |
• Information on past receipts and payments are obtained from previous records, compared with current price and cost trends and compiled in a form that enables projections of future receipts and expenditure to be made. |
Element: |
RUAAG5203BMA/02 Prepare and assess a cash flow budget for the planning period |
Performance Criteria: |
• Information on past receipts and payments are obtained from previous records, compared with current price and cost trends and compiled in a form that enables projections of future receipts and expenditure to be made. |
Element: |
RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on Business performance |
Performance Criteria: |
• Partial budgets are prepared for various feasible alternatives to test their impacts on business performance. |
Element: |
RUAAG5203BMA/03 Test variations in enterprise mix and operation to assess their effect on business performance |
Performance Criteria: |
• Partial budgets are prepared for various feasible alternatives to test their impacts on business performance. |
Element: |
RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets |
Performance Criteria: |
• Trial profit and loss balance sheets are prepared for the budget period following accepted accounting conventions, to test profitability and growth potential. |
Element: |
RUAAG5203BMA/04 Prepare trial profit and loss statements and balance sheets |
Performance Criteria: |
• Trial profit and loss balance sheets are prepared for the budget period following accepted accounting conventions, to test profitability and growth potential. |
Element: |
RUAAG5203BMA/05 Identify and plan appropriate risk management strategies |
Performance Criteria: |
• Sources and types of risks are identified and the probability of their occurrence and consequences assessed. |
Element: |
RUAAG5203BMA/05 Identify and plan appropriate risk management strategies |
Performance Criteria: |
• Sources and types of risks are identified and the probability of their occurrence and consequences assessed. |
Element: |
RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period |
Performance Criteria: |
• Services relevant to the development of [plans for the conservation of natural resource are identified and used. |
Element: |
RUAAG5203BMA/06 Identify the improvements and developments to be made during the planning period |
Performance Criteria: |
• Services relevant to the development of [plans for the conservation of natural resource are identified and used. |
Element: |
RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation |
Performance Criteria: |
• Information is obtained from appropriate sources on the general legal principles underlying contracts and on specific legal aspects of particular contracts as required. |
Element: |
RUAAG5203BMA/07 Identify the rights and obligations of the parties to contracts relevant to business operation |
Performance Criteria: |
• Information is obtained from appropriate sources on the general legal principles underlying contracts and on specific legal aspects of particular contracts as required. |
Learning Outcomes
Refer to other sections of guide
Details of Learning Activities
PLANNED LEARNING EXPERIENCES-
Underpinning skills and knowledge delivered in tutorials and workshops:
• Group Discussions that examine the underlying principles of selling and sales management
• Role-Plays to simulate actual selling principles and managerial practices.
• Demonstrations designed to connect the learner with underpinning standards.
• Case Studies exercises based on current practice to deliver “meaning” of the topic and refine the learner’s research skills.
• Group Exercises to promote group collaborative learning and workplace simulations.
• Sales presentations on a range of new products and related services.
Teaching Schedule
04/02/08 Project Week
11/02/08 No Formal Classes – (YEP) Field work
18/02/08 Course Orientation
• Introduction to Sales Merchandising
• Assessment Overview
• The Structure of a sales organisation
25/02/08 Selling Principles
• Needs and Wants
• Justifying a buying decision
• The Buying / Selling process
Benefits Identification (Features and Benefits)
03/03/08 Melbourne Fashion week (work Experience)
10/03/08 (Labour Day/ Public Holiday: Monday10th March )
Issue assignment No.1: (10 Marks)
Customer Service Appraisal Assignment –Individual Work (Class Presentation) Due week 9
17/03/08 Selling Principles
• Handling Objections
• Gathering Information
Easter Break (2 weeks) 24/03/08 – 04/04/08
07//04/08 Selling Principles
• Structure and Format of the Sales Presentation
14/04/08 Assignment No.1 Research week
21/04/08 Due Assignment No.1:
Customer Service Appraisal / Class Presentation
28/04/08 Issue Assignment No.2: (40 Marks)
Develop a Sales Kit & Sales Presentation
( Work integrated Learning) Industry Presentation
Due Week 9 (Semester 2) (TBC)
05/05/08 Research week
Assignment No.2 ( Retail Environment/ Brand SWOT Analysis – Product Specific)
12/05/08 Sales Forecasting
• Forecasting Methods based on historical data
• Percentage Increased Method
• Time Series Analysis
• Moving Average
19/05/08 Sales Budgeting and Planning Part: 1
• Cash Flow Budgeting
26/05/08 Sales Budgeting and Planning Part: 2
• Territory Planning
• Exam No.1 Revision
02/06/08 Exam No.1 Preparation week
09/06/08 Monday 9th June (Queens Birthday)
Exam No.1 (30 Marks)
16/06/08 Session 1: Assignment No.2 Workshop
Edit the collection for the purpose of the development of a wholesale sales kit and wholesale presentation to industry retail account.
23/06/08 Session 2: Assignment No.2 Workshop
Continue (as per wk 17 objectives)
30/06/08 – 11/07/08 Semester Break ( 2 weeks)
Learning Resources
Prescribed Texts
References
Other Resources
Essential Learning Resources:
• Manning, Reece, Selling Today (Building Quality Partnerships) (6th Ed).
Prentice Hall International Editions, 1995.
• Kennedy, D. Seven Figure Selling, Berkely Business, 1996.
• Tim Jackson and David Shaw, Mastering Fashion Buying and Merchandising Management, Macmillan Press, 2001,
• Mary Gober and Bob Tannehill, The Art of Giving Quality Service,
Gober & Associates International, 1989,
Overview of Assessment
1. Customer Service (Group)
2. Training Manual (Individual)
3. Sales Kit (Group)
4. Sales Presentation (Individual)
Assessment timeline: Progressive assessments
Assessment Tasks
ASSESSMENT
Assignment No.1: Customer Service Appraisal:
Individual Student Assessment Marks 10%
Assignment No.2: Develop a Sales Kit and Presentation:
Group Assessment 30% & Individual Student Assessment10% Marks 40%
Exam No.1 Individual Student Assessment Marks 30%
Exam No.2 Individual Student Assessment Marks 20%
TOTAL Marks 100%
• Assessment timeline: Progressive assessments
• Learners can make a claim for Approved Prior Learning on entry to the course
• Criteria for your results: HD (high distinction – indicative score 80-100%) or DI (distinction – indicative score 70-79%) or CR (credit – indicative score 60-69%) or PA (pass – indicative score 50-59%) or NN (fail – indicative score 0-49%).
• Negotiation to vary assessment methods may be made in special circumstances. This is subject to the discretion of the trainer after consideration of the learner’s request and is done on a needs basis.
Assessment Matrix
Not applicable
Course Overview: Access Course Overview