1. Plan sales activities. 1.1.Plan sales activities for existing and potential customers according to marketing plan or other organisational systems.

ELEMENTS 

PERFORMANCE CRITERIA 

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Plan sales activities.

1.1.Plan sales activities for existing and potential customers according to marketing plan or other organisational systems.

1.2.Identify, analyse and incorporate organisation, customer and market information into sales planning process.

1.3.Source prospects and create profiles.

1.4.Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.

1.5.Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.

1.6.Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets and are consistent with legal, ethical and sustainability requirements.

2. Prepare for sales calls.

2.1.Make sales call appointments in advance where appropriate.

2.2.Develop sales call strategies and tactics based on market knowledge, current sales focus and consultation with colleagues.

2.3.Gather information and support materials to support sales calls.

3. Make sales calls.

3.1.Make sales calls according to agreed call patterns.

3.2.Build relationships with customers through use of effective interpersonal communication styles.

3.3.Develop customer trust and confidence through demonstration of personal and professional integrity.

3.4.Proactively identify and resolve customer issues and problems.

3.5.Use selling techniques to maximise opportunities to meet or exceed sales targets.

3.6.Provide current, accurate and relevant information on product features and benefits according to current marketing focus.

3.7.Encourage feedback from customers and proactively seek market intelligence.

4. Review and report on sales activities.

4.1.Review activities according to agreed evaluation methods and incorporate results into future sales planning.

4.2.Prepare sales reports according to organisational policy and required timeframes.

4.3.Present current and clear market intelligence to those responsible for sales and marketing planning.