Critical cross-field assessment criteria:
1. Successfully set up and manage a sales team towards the attainment of sales targets and objectives
Explain how to adapt different managerial styles to specific situations
Successfully staff a competent sales force
Discuss how to motivate and train a sales team to be successful
2. Compile and deliver an effective sales presentation in order to gain business
Specific assessment criteria:
1. Set organisational and sales objectives
Communicate effectively
Understand the role of sales planning in the overall corporate context
2. Understand the nature, role and combination of the four elements of the promotional mix
Understand the role of advertising in the marketing process and know how to work with an advertising agency
Discuss the various media available in South Africa, the appropriateness of each for various advertising messages and evaluate the effectiveness of these messages
Understand the importance of personnel selling in marketing
3. Explain why it is important to collect, research and manage marketing information
Explain how to segment a market and position a product accordingly
Discuss the consumer and business buying processes
Plan and develop product, distribution, pricing and promotional strategies
Plan, implement and evaluate a marketing programme and a marketing strategy
Integrated assessment:
A balanced approach is used where trainers collect evidence not only by means of formal testing, but also by means of observation throughout the duration of the learning period. Assessment is not only done by assessors, but also by peers and the learners themselves
Formative assessment:
Continuous or Formative assessment that is used include:
Individual assignments
Group exercises
Tests
Presentations
Simulation and role play
Demonstration
Summative assessment:
Summative assessments that are used to confirm that the learners have met the set standards include:
Examinations
Projects
Business plans
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