Occupational Standard - SSC/N1103 | SSC

Occupational Standard - SSC/N1103

Occupational Standard - SSC/N1103
Code SSC/N1103
Version 0.1
Industry Sub-Sector IT-ITeS/IT Services
Title Contribute to developing sales plans
Description This unit is about developing sales plans for individual suspects, prospects and clients which in turn contribute to overall sales strategies and targets.
Scope

Scope

This unit/task covers the following:

Sales plans for:

·     suspects

·     prospects

·     clients

Appropriate people:

·     line manager

·     subject matter experts

Performance Criteria

Performance Criteria (PC) w.r.t. the Scope

 

To be competent, you  must be able to:

PC1.        agree the activities you will undertake to contribute to the development of sales plans

PC2.        obtain sufficient, up-to-date information from your organization’s knowledge base and appropriate people to build a clear picture of actual sales, sales trends and targets for your organization/work group

PC3.        obtain sufficient, up-to-date information from your organization’s knowledge base and secondary sources to build a clear picture of competitors’ actual sales and sales trends

PC4.        obtain sufficient information from your organization’s customer relationship management (CRM) system to understand past relationships and projects executed for particular clients

PC5.        obtain sufficient information from your organization’s customer relationship management (CRM) system to identify existing research, analysis and inferences as a basis for sales plans

PC6.        identify suitable suspects, prospects and clients and the effective contact management approaches (mode and frequency of communication) for each one

PC7.        create effective draft sales plans using standards templates and tools in line with organizational procedures

PC8.        review draft sales plans with appropriate people and incorporate inputs to meet their requirements

PC9.        update the customer relationship management (CRM) database with the sales plans

Knowledge

A.      Organizational

Context (Knowledge of the company/  organization and  its processes)

You need to know and understand:

KA1.    Your organization’s policies, procedures and priorities  for developing sales plans  and your role in applying these

KA2.    Your organization’s business and marketing strategy and plans

KA3.    Your organization’s knowledge base and how to access this

KA4.     The purpose of the CRM database and how to use this to record and extract information

KA5.     Different markets in which your organization operates

KA6.     Information about:

a.         actual sales, sales trends and targets for your organization/work group

b.        competitors actual sales and sales trends

c.         past relationships and projects executed for particular clients

d.        market developments and competitive practices within the sector

e.        competitors plans within the market place, and the impact of this upon the organization

f.          existing research, analysis and inferences that can inform sales plans

KA7.     Your organization’s procedures and criteria for identifying suspects, prospects and clients

KA8.     The range of standard templates and tools available and how to use these

B. Technical  

     Knowledge

You need to know and understand:

KB1.    How to create and review sales plans and the importance of doing this correctly

KB2.   Ways in which information on past relationships and projects can help with future sales plans and the importance of using this information

Skills

A.      Core Skills/ Generic Skills

 Writing Skills

You need to know and understand how to:

SA1.    Communicate with colleagues regarding queries in writing

SA2.    Complete accurate, well written work with attention to detail

Reading Skills

You need to know and understand how to:

SA3.     Read instructions, guidelines, procedures, rules and service level agreements

Oral Communication (Listening and Speaking skills)

You need to know and understand how to:

SA4.     Listen effectively and orally communicate information accurately

B.      Professional Skills

 

 

Decision Making 

SB1.    Make decisions on suitable courses of action

Plan and Organize

You need to know and understand how to:

SB2.     Plan and organize your work to achieve targets and deadlines

CustomerCentricity

You need to know and understand how to:

SB3.     Check your own work meets customer requirements

SB4.     Work effectively in a customer facing environment

Problem Solving

You need to know and understand how to:

SB5.      Apply problem solving approaches in different situations

Analytical Thinking

You need to know and understand how to:

SB6.     Configure data and disseminate information to others

SB7.    Analyze data and activity

Critical Thinking

You need to know and understand how to:

SB8.     Apply balanced judgments to different situations

Attention to Detail

You need to know and understand how to:

SB9.     Check your work is complete and free from errors

SB10.    Get your work checked by peers

Team Working

You need to know and understand how to:

SB11.    Work effectively in a team environment

C.         Technical Skills

You need to know and understand how to:

SC1.    Use information technology effectively to input and/or extract data accurately

SC2.    Identify and refer anomalies in data

SC3.    Keep up to date with changes, procedures and practices in your role

Attachment os_attachments/SSC_N1103_V0.1.pdf
Last Review On June 23, 2015, 3:13 p.m.
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