Unit Descriptor

This unit describes the performance outcomes, skills and knowledge required to lead a sales team to achieve the business objectives governing sales and service for a defined customer group or territory.

It covers leadership through the management of the team and its resources, while encouraging the modelling of sales and service values and behaviour.

Application of the Unit

This unit applies to senior sales personnel.

Contains the following documents

• New Assessment Criteria and Definitions (in MS Word Format)
• New Evidence Document  (in MS Word Format)
• Instructor Workbook/Guide (in MS Word Format)
• Learner Workbook (in MS Word Format)
• Learner Guide  (in MS Word Format)
• New Improved Session Plan (in MS Word Format)
• PowerPoint presentation
• Assessment Matrix (Mapping Document)

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