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

Forecast, monitor and evaluate personal sales performance in the automotive industry 
SAQA US ID UNIT STANDARD TITLE
9846  Forecast, monitor and evaluate personal sales performance in the automotive industry 
ORIGINATOR
SGB Retail and Wholesale 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 11 - Services Wholesale and Retail 
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
Passed the End Date -
Status was "Reregistered" 		 2006-11-07  2008-11-26  SAQA 0160/05 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2009-11-26   2012-11-26  

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 is replaced by: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
259918  Evaluate personal sales performance in the retail industry  Level 4  NQF Level 04  5   

PURPOSE OF THE UNIT STANDARD 
Qualifying learners are capable of forecasting, monitoring and evaluation of sales performance in the automotive industry by obtaining, analysing and assessing the necessary information and in using the information to identify sales trends, market conditions and selling opportunities. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Knowledge: Computer literacy
Skills: Basic financial and business skills 

UNIT STANDARD RANGE 
Level
A learning programme leading to the award of this unit standard should develop learners who demonstrate:
(a) A foundational knowledge base as indicated in the embedded knowledge component
(b) An understanding of the discipline/field`s fundamental terms, rules, concepts and principles
(c) Familiarity with some of the essential procedures, operations and techniques of this field
(d) An ability to use a range of procedures to solve routine problems
(e) Basic information gathering, analysis and presentation skills
(f) An ability to communicate and present information clearly and reliability following prescribed formats and conventions 

Specific Outcomes and Assessment Criteria: 

SPECIFIC OUTCOME 1 
Obtain and evaluate information for forecasting sales against company expectation. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Information appropriate for forecasting sales is obtained and evaluated. 

SPECIFIC OUTCOME 2 
Analyse and assess past sales performance against personal performance. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Past sales performance is analysed and assessed. 

SPECIFIC OUTCOME 3 
Identify and assess new factors. 
OUTCOME NOTES 
Identify and assess new factors affecting sales trends, market conditions and potential selling opportunities. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Sales trends and market conditions are analysed to indicate the future pattern of sales. 

ASSESSMENT CRITERION 2 
2. New factors affecting sales trends, market conditions and potential selling opportunities are identified and assessed. 

SPECIFIC OUTCOME 4 
Make and record sales forecasts. 
OUTCOME NOTES 
Make and record sales forecasts using appropriate information and methods and follow organisational lines. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Obtain previous sales forecasts are made and recorded using appropriate information and methods and following organisational guidelines. 

SPECIFIC OUTCOME 5 
Monitor and evaluate and assess previous sales. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Objectives not met during sales calls are identified against personal sales plan. 

ASSESSMENT CRITERION 2 
2. Errors and shortcomings in personal performance are recognised and corrective steps taken. 


UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
The standard describes competent performance in forecasting, monitoring and evaluating sales performance in the automotive industry, and lay down the criteria by which competence should be judged, as well as the range of circumstances in which competence should be demonstrated.

Integrated assessment methods and tools will allow the candidate to demonstrate that she/he has acquired knowledge of and can safely and effectively apply competence identified in this unit standard.

These tools include the following:
  • In-situ (on-the-job) observations
  • Role-play simulations
  • Structured group discussions
  • Written reports (e.g. tests, exams, case studies, projects, registers, logbooks, workbooks)
  • Verbal report backs (presentations)
  • Portfolios of evidence
  • Projects (physical visits to Government Departments)
  • Experiential learning
  • Working in teams
  • Scenario sketching

    These methods must be carefully selected based on the purpose of the assessment (for example, the written method of assessing knowledge or on-job demonstration of practical competence). The assessment must integrate a number of different methods in order to give the assessor reliable and valid proof of competence and evidence of required attitudes.

    Candidates are assessed against these assessment criteria. Currently employed candidates are observed carrying out their normal work duties by an assessor. They may also be asked to carry out simulated tasks and to answer written and/or oral questions. Candidates studying towards a Unit Standard, and who are not currently employed, will also be assessed using variety of assessment tools.

    Training providers offering the qualifications, or part thereof, shall be accredited in terms of the criteria laid down by the relevant SETA/ETQA.

    Qualified Assessors will be appointed by the training institutions offering the qualifications and must be registered and accredited with the relevant SETA/ETQA.

    Requirements of a portfolio

    Valid, reliable and authentic evidence (presented as a portfolio of evidence) from past achievements and experience which serves to supplement the assessment of applied competence.

    The portfolio may include inter alia:
  • Written statements from persons (e.g. current and/or previous employer, colleague, peer, manager, external customers) confirming competence of the learner
  • Relevant certificates or awards
  • Previous assessment records
  • Journals/logbook 
    		•

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
    Analysis of sales performance
    Basic statistical techniques
    Sales trends and market conditions
    Sales forecasts
    Sales objectives
    Personal sales plan 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems in a critical and creative way in the forecasting, monitoring and evaluation of sales performance in the automotive industry. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a team in the forecasting, monitoring and evaluation of sales performance in the automotive industry. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and one`s personal activities responsibly and effectively. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information relevant to the forecasting, monitoring and evaluation of sales performance in the automotive industry. 

    UNIT STANDARD CCFO DEMONSTRATING 
  • Understand and apply a range of office management-related techniques, procedures and experimental approaches required in the different specific programmes leading up to this qualification.
  • Understand the world as a set of related systems by recognising that forecasting, monitoring and evaluation of sales performance in the automotive industry do not exist in isolation. 
    		•

    UNIT STANDARD NOTES 
    This unit standard has been replaced by unit standard 259918, which is "Evaluate personal sales performance in the retail industry", Level 4, 5 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  21003   National Certificate: Motor Sales and Support Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2008-11-26  Was MERSETA until Last Date for Achievement 


    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.