1.1 Describe the information about customers’ behaviour that is relevant to sales

Learning Outcomes

Assessment Criteria

The learner will:

The learner can:

1. Understand sources and types of information that support sales

1.1  Describe the information about customers’ behaviour that is relevant to sales

1.2  Explain the nature of competitors’ sales activities

1.3  Explain the relevance of information from the external business environment to sales

1.4  Describe sources of business information relevant to sales

1. Understand internal information that supports sales

2.1  Describe the customer base of the organisation

2.2  Explain organisational information storage procedures

2.3  Explain organisational procedures for communicating sales-based information to the sales team

1. Be able to carry out a business audit of the internal and external sales environment

3.1  Obtain information about customers and competitors from a variety of sources to enable a business audit to be conducted

3.2  Organise sales information to support effective sales planning

3.3  Prioritise the internal strengths and weaknesses, and external opportunities and threats the organisation faces in relation to sales objectives

1. Be able to use sales information to support the sales planning function

4.1  Monitor trends and developments that impact on business and sales activities against agreed criteria

4.2  Identify market developments and their implications for organisational sales plans

4.3   Ensure that sales information is communicated to those who need it in accordance with organisational procedures