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FACILITATOR GUIDEImplement sales and marketing strategies
(115845)
NQF Level: 4
5 Credits
Facilitator Guide: 115845 Page 0
Facilitator Guide…
Dear Facilitator
This Facilitator Guide (together with the relevant Learner Guide) is aimed at facilitators
who will be assisting learners wishing to complete the following unit standard:
Title: Implement sales and marketing strategies
US No: 115845 NQF Level: 4 Credits: 5
This guide contains all necessary facilitation instructions to ensure that learners will
attain the expected competencies required by the above-mentioned unit standard.
This guide is designed to be used during the presentation of a learning session based
on this unit standard. The full unit standard is attached, Please discuss the unit standard
with the learners to ensure that they understand what is expected from them to achieve
the outcomes of the unit standard.
It is imperative that you, the Facilitator and Assessor interpret and present activities,
case studies and projects related to the material in such a way that learners can easily
identify and apply their knowledge within their own context.
There are three guides, namely the Learner Guide (with activities), Assessor Guide and
the Facilitator Guide. These guides have been developed to address specific aspects of
the learning experience. You therefore need to use these guides complementally to one
another.
The full unit standard is attached.
Facilitator Guide: 115845 Page 1
How to use this Guide….. Throughout this guide, information is given specifically aimed at you, the facilitator, to
assist in the actual presentation of the learning material and/or facilitation of the learning
process.
Although this guide contains all the information required for attaining competency in this
unit standard, references to additional resources, both printed and electronic, are
provided for additional reference by the facilitator and further study by the learner.
Please note that the purpose of this information is merely to guide you, the facilitator,
and is provided as a suggestion of possibilities. It remains the responsibility of every
facilitator to re-assess the learner/s in each learning situation throughout the learning
process in order to stay in touch with their specific learning needs. This should be the
determining factor in the choice of the learning approach to follow.
Use the different boxes listed below for identification purposes:
Learning Outcomes
Facilitators Notes
Formative Assessment Facilitators Tips
Unit Standard Memorandum
Facilitator Guide: 115845 Page 2
Table of Content……
The Learning Experience..............................................................................................3
Learning Programme Time Frames..............................................................................4
FACILITATION PLAN.....................................................................................................6
Module 1..........................................................................................................................7
Module 2..........................................................................................................................9
Module 3........................................................................................................................11
Facilitators FA Feedback.............................................................................................16
Unit Standard Evaluation............................................................................................17
Facilitators Report..........................................................................................................18
Facilitator Guide: 115845 Page 3
The Learning ExperienceThe Purpose: This unit standard is intended for persons who are required to interpret
and implement a sales and marketing strategy, monitor the progress and implement
corrective measures during the sales and marketing activities.
People credited with this unit standard are able to:
1. Interpret a sales or marketing strategy.
2. Implement a sales or marketing strategy.
3. Monitor the sales or marketing strategy.
Facilitator Guide: 115845 Page 4
Learning Programme Time FramesTotal time allocated(hours)
Theoretical learning time
allocated
Practical Learning
time allocated
Activities
Complete Program (including Summative assessment)
50 hrs. 8hrs 42hrs 3 Activities
Learner Orientation and “Baseline Assessment”
1hr 30min Diagnostic Assessment
Purpose, Introduction and Unpacking Unit Standard
1hr 30min Learners to unpack the unit standard
Module 1Formative Assessment
16.5hrs 2.5hrs 14hrs Activity 1
Module 2Formative Assessment
17hrs 2hrs 15hrs Activity 2
Module 3Formative Assessment
16.5hrs 2.5hrs 14hrs Activity 3
Summative AssessmentKnowledge Base &Skill / Practical Assessment
2hrs 8hrs 42hrs Assessor Guide
Facilitator Guide: 115845 Page 5
Checklist & Training Aids
Learner Support Strategies:Learners are supplied with all resources and aids as required by the programme – including:
Learner Guides and Learner Workbook Visual aids, etc
Use this checklist below during your preparation to ensure that you have all the equipment, documents and training aids for a successful session.
Preparation: Yes No
Qualification Knowledge – I have familiarised myself with the content of the applicable qualification.
Unit Standard Knowledge – I have familiarised myself with the content of all aspects of the applicable unit standard.
Content Knowledge – I have sufficient knowledge of the content to enable me to facilitate with ease.
Application knowledge – I understand the programme matrix & have prepared for programme delivery accordingly.
Contextualisation – I have included information which is specific to the Arts and Culture Enterprise
Ability to respond to learner’s background & experience – I have studied the learner demographics, age group, experience & circumstances & prepared for programme delivery accordingly. Enthusiasm & Commitment – I am passionate about my subject & have prepared my programme delivery to create a motivating environment with real commitment to success.
Enterprise knowledge – I know & understand the values, ethics, vision & mission of the workplace & have prepared my programme delivery, reporting & administrative tasks accordingly. Equipment check:
Learner guides x 1 per learner Assessment guides x 1 per learner Writing materials & stationary (facilitator & learner) White board & pens Flip chart paper Proxima projector & screen Laptop & programme disk Sample Hand-outs and examples of laws and other relevant Sample Hand-outs and examples of laws and other relevant documents
Facilitator Guide: 115845 Page 6
FACILITATION PLANDay 1
Item Method / Activity
Introduction Icebreaker
Administration Attendance Register / Distribute Material
Unpacking Unit Standard Level , Credits, SOs , ACs,
Module 1 AC 1 – AC 3
Module 2 AC 1 – AC 5
Module 3 AC 1 – AC 3
Session Evaluation Completion of Evaluation Forms
Formative Assessment Completing Workbooks
Unit Standard Evaluation Evaluation Form to be completed
Facilitator Guide: 115845 Page 7
Module 1
1. Interpret a sales or marketing strategy. Learner GuidePage
5
SO 1: Interpret a sales or marketing strategy.
Assessment Criteria Time frame
Activities
1. Sales or marketing strategy is obtained and read to
familiarise themselves with the content and its
objectives.
2. Sales or marketing strategy is analysed and
questions are asked to clarify areas on non-
understanding.
3. Implementation plan is developed in line with
objectives and tasks as listed in the sales or
marketing strategy.
2.5 hrs.’ Activity 1
Please allow learners to complete Activity 1 in their Learner Guides Type of activity Resources
1. Group Activity Learner Guide, Learner Workbook,
Stationery.
Instructions to give to the learnersAs per instructions in Learner Guide
Facilitator Guide: 115845 Page 8
Facilitation Methods
SO1:
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Facilitator Guide: 115845 Page 9
Module 22. Manage interpersonal team processes to achieve required outputs.
Learner GuidePage
15
SO 2: Manage interpersonal team processes to achieve required outputs.
Assessment Criteria Time frame Activities
1. Merchandise required for the sales or marketing
strategy is determined and obtained from
approved suppliers or stores.
2. Promotional material requirements are identified
from the strategy and obtained within the required
time frame.
3. Promotion is implemented according to strategy
and own developed implementation plans.
4. Personnel are updated and trained on
implementation of the promotion according to the
initial strategy.
5. Promotional material is obtained and set up in line
with initial strategy.
2 hrs Activity 2
Please allow learners to complete Activity 2 in their Learner Guides
Type of activity Resources2. Group Activity Learner Guide, Learner Workbook,
Stationery.
Instructions to give to the learnersAs per instructions in Learner Guide
Facilitation Methods
Facilitator Guide: 115845 Page 10
SO2:
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Module 33. Monitor the sales or marketing strategy.
Learner
Facilitator Guide: 115845 Page 11
GuidePage
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SO 3: Monitor the sales or marketing strategy.
Assessment Criteria Time frame Activities
1. Merchandise quantity is constantly checked to
meet promotion duration and expected sales.
2. Promotional problems are identified and corrective
action implemented in line with company
guidelines.
3. Promotional sales are monitored against target
and corrective action implemented in line with
objectives.
2.5 hrs Activity 3
Please allow learners to complete Activity 3 in their Learner Guides Type of activity Resources
3. Group Activity Learner Guide, Learner Workbook,
Stationery.
Instructions to give to the learnersAs per instructions in Learner Guide
Facilitation Methods
SO3:
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Facilitator Guide: 115845 Page 12
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FORMATIVE ASSESSMENT – SO 1
Why is it important for an organisation to have a sales or marketing strategy?_____________________________________________________________________________
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Facilitator Guide: 115845 Page 13
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FORMATIVE ASSESSMENT – SO 2
Describe how you would implement a sales or marketing strategy in your organisation.______________________________________________________________________________
Facilitator Guide: 115845 Page 14
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FORMATIVE ASSESSMENT – SO 3
Explain the importance of monitoring the sales or marketing strategy._________________________________________________________________________________
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Facilitator Guide: 115845 Page 15
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Facilitators FA Feedback
Learners Name
Facilitator Guide: 115845 Page 16
Overall Marks
Facilitators Feedback ……………………………………………………………………………
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Signature: …………………………………………………….Date:…………………….
Learners Response ……………………………………………………………………………
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Signature: ………………………………………Date:……………………………..
Unit Standard Evaluation
Facilitator Guide: 115845 Page 17
As facilitator, you have hands on experience in the application of the unit standard. And
you might experience difficulties with the unit standard that the developers did not
anticipate.
Also, the unit standard will be revised at the end of the registration period. Your
comments below can be an important contribution in the revision process.
Please take some time to reflect on your experience and list a few of the difficulties you
had to address.
Difficulties I had with the Unit Standard
Recommended Changes to Address the Difficulty
1.
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Facilitators ReportTake some time to reflect on your own activities as facilitator of this Unit Standard.
Facilitator Guide: 115845 Page 18
Then write down five of the most important lessons you have learnt and include a motivation:
What will I do differently next time?
Motivate how or why (Give examples, reasons, etc.)
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General Remarks
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Facilitator:…………………………………………………Signature:………………………………
Unit Standard:…………………………………………….Date:…………………………………….
UNIT STANDARD
Facilitator Guide: 115845 Page 19
All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
REGISTERED UNIT STANDARD: SOUTH AFRICAN QUALIFICATIONS AUTHORITY
REGISTERED UNIT STANDARD:
Implement sales and marketing strategies
SAQA US ID
UNIT STANDARD TITLE
115845 Implement sales and marketing strategies
ORIGINATOR
SGB Hiring Services
QUALITY ASSURING BODY
-
FIELD SUBFIELD
Field 11 - Services Cleaning, Domestic, Hiring, Property and Rescue Services
ABET BAND
UNIT STANDARD TYPE
PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined Regular Level 4 NQF Level 04 5
REGISTRATION STATUS REGISTRATION START DATE
REGISTRATION END DATE
SAQA DECISION NUMBER
Reregistered 2012-07-01 2015-06-30 SAQA 0695/12
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2016-06-30 2019-06-30
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 The person credited with this unit standard is able to interpret and implement a sales and marketing strategy, monitor the progress and implement corrective measures during the sales and marketing activities
The qualifying learner is capable of:
Interpreting a sales or marketing strategy Implementing the sales or marketing strategy Monitoring the sales or marketing strategy
LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING Learners accessing this qualification will have demonstrated competence in numeracy and literacy at
Facilitator Guide: 115845 Page 20
NQF level 3 or equivalent.
UNIT STANDARD RANGE Promotional material include but is not limited to: banners, flyers, posters, etc. Promotional problems include but are not limited to: no customers, prices and lack of product.
Specific Outcomes and Assessment Criteria:
SPECIFIC OUTCOME 1 Interpret a sales or marketing strategy.
ASSESSMENT CRITERIA
ASSESSMENT CRITERION 1 Sales or marketing strategy is obtained and read to familiarise themselves with the content and its objectives.
ASSESSMENT CRITERION 2 Sales or marketing strategy is analysed and questions are asked to clarify areas on non understanding.
ASSESSMENT CRITERION 3 Implementation plan is developed in line with objectives and tasks as listed in the sales or marketing strategy.
SPECIFIC OUTCOME 2 Implement a sales or marketing strategy.
ASSESSMENT CRITERIA
ASSESSMENT CRITERION 1 Merchandise required for the sales or marketing strategy is determined and obtained from approved suppliers or stores.
ASSESSMENT CRITERION 2 Promotional material requirements are identified from the strategy and obtained within the required time frame.
ASSESSMENT CRITERION 3 Promotion is implemented according to strategy and own developed implementation plans.
ASSESSMENT CRITERION 4 Personnel are updated and trained on implementation of the promotion according to the initial strategy.
ASSESSMENT CRITERION 5 Promotional material is obtained and set up in line with initial strategy.
SPECIFIC OUTCOME 3 Monitor the sales or marketing strategy.
ASSESSMENT CRITERIA
ASSESSMENT CRITERION 1 Merchandise quantity is constantly checked to meet promotion duration and expected sales.
ASSESSMENT CRITERION 2
Facilitator Guide: 115845 Page 21
Promotional problems are identified and corrective action implemented in line with company guidelines.
ASSESSMENT CRITERION 3 Promotional sales are monitored against target and corrective action implemented in line with objectives.
UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS An individual wishing to be assessed (including through RPL) against this unit standard may apply to an assessment agency, assessor or provider institution accredited by the relevant ETQA.
Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA.
Any institution offering learning that will enable achievement of this unit standard or assessing this unit standard must be accredited as a provider with the relevant ETQA.
Moderation of assessment will be conducted by the relevant ETQA at its discretion.
UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE An understanding of sales and marketing strategies An understanding of promotional techniques
UNIT STANDARD DEVELOPMENTAL OUTCOME N/A
UNIT STANDARD LINKAGES N/A
Critical Cross-field Outcomes (CCFO):
UNIT STANDARD CCFO IDENTIFYING Identify and solve promotional problems when merchandise runs out.
UNIT STANDARD CCFO WORKING Work effectively with others when running a promotion.
UNIT STANDARD CCFO ORGANISING Organise and manage oneself and one's activities when implementing and monitoring a promotion.
UNIT STANDARD CCFO COLLECTING Collect, evaluate, organise and critically evaluate information when interpreting a sales or marketing strategy.
UNIT STANDARD CCFO COMMUNICATING Communicate effectively when planning and implementing a sales or marketing strategy.
UNIT STANDARD CCFO SCIENCE Use science and technology to develop promotional material.
UNIT STANDARD CCFO CONTRIBUTING In order to contribute to the full personal development of each learner and the social and economic development of society at large, it must be the intention underlying any programme of learning to make an individual aware of the importance of reflecting on and exploring a variety of strategies to learn more effectively.
Facilitator Guide: 115845 Page 22
UNIT STANDARD ASSESSOR CRITERIA N/A
UNIT STANDARD NOTES As per the SAQA decision, after consultation with the Quality Councils, to re-register all qualifications and part qualifications on the National Qualifications Framework that meet the criteria for re-registration, this unit standard has been re-registered from 1 July 2012. N/A
Facilitator Guide: 115845 Page 23