SAQA 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.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Develop and monitor an annual sales plan 
SAQA US ID UNIT STANDARD TITLE
10114  Develop and monitor an annual sales 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
2024-06-30   2027-06-30  

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 their own business and recognises that marketing forms an integral component of any business .

The qualifying learner will be capable of:
  • Writing sales plan
  • Setting sales budget
  • Approving divisional plan
  • Monitoring and evaluating sales plan 
    		•

    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 
    Write sales plan. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. The document is set out in a clear and logical way and covers all elements of the recommended strategic plan. 

    ASSESSMENT CRITERION 2 
    2. The terminology and tone of the document is appropriate for the target audience. 

    ASSESSMENT CRITERION 3 
    3. Sales Plan includes competitor analysis and new business opportunities. 

    ASSESSMENT CRITERION 4 
    4. Set group targets for volume, margin, profit, growth and display. 

    ASSESSMENT CRITERION 5 
    5. Specifies the priorities for the divisions. 

    ASSESSMENT CRITERION 6 
    6. Provides framework and overview for channel plans and strategic customers. 

    ASSESSMENT CRITERION 7 
    7. Plan is updated every 6 months. 

    ASSESSMENT CRITERION 8 
    8. Plan is presented and approved by board. 

    ASSESSMENT CRITERION 9 
    9. Plan is in line with Sales policies and strategy. 

    ASSESSMENT CRITERION 10 
    10. Plan is supported by Divisional plans. 

    ASSESSMENT CRITERION 11 
    11. Plan is aligned to Group Sales Strategy and targets. 

    SPECIFIC OUTCOME 2 
    Set sales budget. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Annual budget is negotiated and agreed with Board. 

    ASSESSMENT CRITERION 2 
    2. Prioritise and allocate sales budget to the strategic guidelines. 

    ASSESSMENT CRITERION 3 
    3. Effectiveness of budget spend evaluated and action taken to improve subsequent spending. 

    ASSESSMENT CRITERION 4 
    4. Profitability targets are developed by Customer and Channel. 

    ASSESSMENT CRITERION 5 
    5. Monitor actual spends against allocations. 

    ASSESSMENT CRITERION 6 
    6. Cost effectiveness of activities is evaluated. 

    ASSESSMENT CRITERION 7 
    7. Variances are identified and managed. 

    ASSESSMENT CRITERION 8 
    8. Budget is sufficient to support planned activities. 

    SPECIFIC OUTCOME 3 
    Approve divisional plans. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Sum collective of divisional plans meets the overall Sales objectives. 

    ASSESSMENT CRITERION 2 
    2. Divisional Plans are in line with overall Sales Vision and Strategy. 

    ASSESSMENT CRITERION 3 
    3. Customer and Channel specific needs are addressed. 

    SPECIFIC OUTCOME 4 
    Monitor and evaluate sales plan. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Performance against actual is monitored. 

    ASSESSMENT CRITERION 2 
    2. Trading terms are monitored against objectives. 

    ASSESSMENT CRITERION 3 
    3. Variance to plan are identified and managed. 

    ASSESSMENT CRITERION 4 
    4. Corrective action is taken where necessary. 

    ASSESSMENT CRITERION 5 
    5. Plans are formally reviewed and reported on every 6 months. 


    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 broad understanding of methods and technique to write and develop annual sales plans.
  • A comprehensive understanding of the methods and techniques for setting ,monitoring and evaluating sales budgets and plans.
  • 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 pertaining to the development and monitoring of the annual sales plan. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others in the process of developing reviewing and monitoring of sales plans. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and one's activities responsibly and effectively, so the sales plan is expediently developed. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information; that will enable the accurate development of sales plans. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicate effectively with all stakeholders regarding issues pertaining to the annual sale budget. 

    UNIT STANDARD CCFO SCIENCE 
    Use science and technology effectively and critically, during the whole process of developing and monitoring sales plans. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Understand the world as a set of related systems by recognising that an accurate and well thought out sales plan contribute to the overall 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.
     
    NONE 


    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.