SAQA

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SOUTH AFRICAN QUALIFICATIONS AUTHORITY

REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE:

Set sales procedures and policies to meet business strategic plan

SAQA US ID	UNIT STANDARD TITLE
10113	Set sales procedures and policies to meet business strategic plan
ORIGINATOR
SGB Marketing
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-
FIELD			SUBFIELD
Field 03 - Business, Commerce and Management Studies			Marketing
ABET BAND	UNIT STANDARD TYPE	PRE-2009 NQF LEVEL	NQF LEVEL	CREDITS
Undefined	Regular	Level 7	Level TBA: Pre-2009 was L7	40
REGISTRATION STATUS		REGISTRATION START DATE	REGISTRATION END DATE	SAQA DECISION NUMBER
Passed the End Date - Status was "Reregistered"		2018-07-01	2023-06-30	SAQA 06120/18
LAST DATE FOR ENROLMENT		LAST DATE FOR ACHIEVEMENT
2026-06-30		2029-06-30

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.

This unit standard does not replace any other unit standard and is not replaced by any other unit standard.

PURPOSE OF THE UNIT STANDARD

This unit standard is an elective standard and forms part of the qualification, National Second Degree and is registered at Level 7 on the National Qualifications Framework (NQF). Learners working towards this standard will be learning towards the full qualification, or will be working within a Marketing environment, specialising in Marketing Management, where the acquisition of competence against this standard will add value to one's job.
This standard will also add value to learners who are starting there own business and recognises that marketing forms an integral component of any business.

The qualifying learner is capable of:

Designing and developing sales procedures and policies

Implementing sales policies and procedures

Monitoring and reviewing sales policies and procedures

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING

Learners accessing this qualification will have demonstrated competence against the standards in the National First Degree in Marketing or equivalent at NQF Level 6. Basic accountancy and financial principles at NQF level 6.

UNIT STANDARD RANGE

Divisions includes Customer, Channel, Shopper, Distribution, Invoicing/Debtors Days, Customer Service and POP/Coverage

Sales policies includes trading terms, customer support, ECR involvement, Channel, POP, Third Party Distributors and/or Agents, Debtors, Ordering, Distribution and Coverage Plans

processes include Strategic Account Planning, Channel Development, POP influencers, Customer Service and distribution)

Analyses including customer profiles, product / consumer profiles, comparative analysis, competitive analysis, SWOT analysis, value chain analysis, life-cycle analysis

External factors including competitive, technological, economic, political, environmental, legal, social, cultural, logistical problems

Internal factors including sales policy, marketing policy, production, purchasing, human resources, financial, equipment, building,

Marketing including all forms of marketing communications, direct marketing and relationship marketing, sponsorship, event marketing, sales promotions, public relations and alternative strategies.

Media will include all electronic, print, outdoor, digital media, e-media and direct media.

Primary purpose of integrated marketing communications including, promoting image, providing information, creating, increasing, and stabilising demand, differentiating product features and benefits, providing competitive differentiation, lead generation, customer retention, motivating staff.

Specific Outcomes and Assessment Criteria:

SPECIFIC OUTCOME 1

Design and develop sales procedures and policies.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. Sales policies are expressed in measurable terms and meet identified customer requirements

ASSESSMENT CRITERION 2

2. Sales policies are developed with agreed time frames and in consultation with all stakeholders

ASSESSMENT CRITERION 3

3. Sales policies comply with all legal and ethical requirements

ASSESSMENT CRITERION 4

4. Sales policies define resource requirements and optimise their use.

ASSESSMENT CRITERION 5

5. Sales policies are documented and communicated according to the organisations procedures.

ASSESSMENT CRITERION 6

6. Processes deliver the marketing plans within budget, time scale and brand equity guidelines.

ASSESSMENT CRITERION 7

7. Sales policies and processes support the achievement of the sales plan.

SPECIFIC OUTCOME 2

Implement sales policies and procedures.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. Sales policies are implemented within given time and resource constraints.

ASSESSMENT CRITERION 2

2. Procedures followed for implementation conform to the organisations policies and plans.

ASSESSMENT CRITERION 3

3. Specified outputs and performance standards are identified and presented to those responsible for meeting them.

ASSESSMENT CRITERION 4

4. Existing and additional resources are optimised to achieve sales requirements.

SPECIFIC OUTCOME 3

Monitor and review sales policies and procedures.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. Sales policy performance is monitored and identifies deviations from policy.

ASSESSMENT CRITERION 2

2. Sales policies are monitored to enable remedial actions to be implemented.

ASSESSMENT CRITERION 3

3. Sales policies take account of changes in environmental circumstances and are adjusted accordingly.

ASSESSMENT CRITERION 4

4. Opportunities to improve sales policies and procedures are identified and communicated to all stakeholders.

ASSESSMENT CRITERION 5

5. Sales policy and procedure changes are initiated with individuals or groups who have authority for action.

UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS

Providers offering learning towards this unit standard will be accredited by the Educational Training Quality Assurance Body (ETQA) of the Services SETA and /or by The Council of Higher Education (CHE).

UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE

A demonstrated understanding of:

A general and broad understanding of the techniques, methods, principles and regulations for customer management.

An all rounded understanding of the corporate and organisational business and marketing strategies.

A broad and comprehensive understanding of the different types of customers and businesses available.

An all rounded and generic understanding of the industry, the product and the industry role players.

Range: This knowledge will apply to the particular economic sector in which the learner is learning. Moderation of this aspect will therefore need to be carried out jointly by the relevant Educating and Training Quality Assurance body (ETQA) and the services ETQA.

Critical Cross-field Outcomes (CCFO):

UNIT STANDARD CCFO IDENTIFYING

Identify and solve problems in which responses display that responsible decisions using critical and creative thinking have been made in the process of setting sales policies and procedures.

UNIT STANDARD CCFO WORKING

Work effectively with others as a member of a team, group, organisation, community during the implementation and reviewing of policies and procedure.

UNIT STANDARD CCFO COLLECTING

Collect, analyse, organise and critically evaluate information to enhance the quality of work output.

UNIT STANDARD CCFO COMMUNICATING

Communicate effectively using visual, mathematical and/or language skills in the modes of oral and/or written persuasion to communicate policies and procedures to all stakeholders.

UNIT STANDARD CCFO SCIENCE

Use science and technology effectively and critically, to develop and store acceptable policies and procedures.

UNIT STANDARD CCFO DEMONSTRATING

Understand the world as a set of related systems by recognising that good policies and procedures impact favourably on the success of the organisation.

REREGISTRATION HISTORY

As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015.

QUALIFICATIONS UTILISING THIS UNIT STANDARD:

	ID	QUALIFICATION TITLE	PRE-2009 NQF LEVEL	NQF LEVEL	STATUS	END DATE	PRIMARY OR DELEGATED QA FUNCTIONARY
Elective	22875	National Diploma: Customer Management	Level 7	Level N/A: Pre-2009 was L7	Passed the End Date - Status was "Reregistered"	2023-06-30	SERVICES

PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD:

This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.

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