8000-279 Understanding Sales in the Workplace

8000-279 Understanding Sales in the Workplace is a unit within the ILM Level 2 module that focuses on improving the understanding of the process of sales and the critical elements of improving the ability of the organisation to achieve its sales goals and objectives. Leaders should ensure that they master the processes that they are supposed to lead in their areas of responsibility. Sales is one of the most critical practices within an organisation since it is the process that is directly associated with providing the products/ services of the company to the market hence meeting the needs of the customers.

As such, this is a critical area or practice within the organisation that needs effective handling to ensure the organisation is productive and is able to achieve the expected levels of performance. this unit, therefore, is important since it helps to improve the understanding of different sales strategies as well as techniques that are aimed at ensuring that the sale targets are aimed at achieving the set expectations and standards through relating it to the organisational goals.

The main purpose and aim of this unit is to create an understanding of sales and various concepts that influence the performance of the organisation in terms of sales hence helping the team leaders and other leaders within the organisation to achieve the desired goal and objectives. This unit is taught in 7 hours of guided learning and accounts for 2 credit values in the completion of the ILM Level 2 module.

Suitability of the Unit

The unit is applicable to the employees and leaders within the organisation. The leaders are responsible for creating the relevant practices and strategies within the organisation that influence the process of making the products within the organisation available to the market for the customers. The unit is designed to effectively meet the learning needs of the team leaders and supervisors within the organisation.

These are groups of leaders responsible for handling the different project teams and ensure that they are able to provide and deliver to the market. However, the unit is not limited to team leaders. Organisational leaders responsible for developing strategic and operational tactics can also use the content learned within the unit to improve their ability to influence sales and performance of the organisation.

Additionally, employees can significantly benefit from the content that is learned in this unit, making it suitable for them as well. Employees build an understanding of the contributions that they can make in improving the performance of the team in terms of sales hence improving their contribution to the teams and organisation. The process further helps to improve the preparation of the employees for any form of leadership roles that they may be assigned within the organisation.

Learning Outcomes

Upon completion of the unit, the learner should be able to:

• Show understanding of the different key stages of the sale process within the organisations

• Describe the impacts of sale links to marketing within the workplace hence create effective marketing strategies to improve on sales

• Show understanding of the difference between push and pull sale strategies

• Understand different approaches that are sued to set and achieve the sales objectives for teams and individuals within the workplace

• Relate the sales targets that are given to the teams to eh overall organisational goals and objectives

• Exhibit knowledge of the significance of achieving the sales targets that are assigned to teams or individuals in contributing to the overall accomplishment of organisational goals.

Key Learning Areas

Sales is one of the most critical practices within the organisation. 8000-279 Understanding Sales in the Workplace, therefore, is a unit that aims at addressing critical learning areas that are aimed at improving the awareness of the leaders and all learners pursuing the units on the concepts of sales and the process of improving achieving sales targets within the organisation. Some of the main learning areas within 8000-279 Understanding Sales in the Workplace include:

Sales Process

This area of learning lays the foundation for understanding the sales process. Sales involves different practices that revolve from marketing to logistics. In this area, therefore, the learners are introduced to these different concepts that are involved within the sales practice. They are made to connect the marketing practices that have been developed within the organisation to the overall performance in terms of sales within the market hence improving their understanding of theoretical frameworks that they can use to influence sales through effective marketing.

This area further helps to understand the push and pull strategies as well as the channels of distribution which make the products of the organisation available to the market. The learners are guided to understanding the marketing mix, such as the 7Ps of marketing which help them to strategically place their products/ services to the market and ensure that the sales are optimised.

Relationship of Sale Targets to Organizational Goals

This is another critical learning area that helps the learners to associate the sales targets, expectations and achievements to the organisational goals. All activities within the organisation are designed to meet organisational goals and objectives. As such, learners are guided to understanding the role that sales play in accomplishing this overall goal and guiding targets for the organisation.

This involves being able to set strategies that can effectively achieve the sales objectives and accumulating sales targets to create organisational goals. In this area, the learners are also taught o how to use different tools to analyse the external environment of the organisation and ensure that they design interventions and approaches that are aimed at maximising the performance of the organisation within this environment.

Assessment 

8000-279 Understanding Sales in the Workplace is a unit that provides both theory and practice to improve the ability of team leaders to brief the sales team and facilitate the achieving of sales targets hence the overall accomplishment of organisational goals and objectives. Upon completion of the unit, evaluation is conducted using a written assessment to test mastery of the theoretical concepts as well as a supervised practice or simulation exercise to evaluate the ability of the learners to practically use the learned concepts.