Sales Techniques and Target

Setting for Personal Trainers

Learner Achievement Portfolio (LAP)

PTI00155 2015

Contents

Assessment Plan…………………………………………………………………………..3

Declaration………………………………………………………………………………….4

Assignment...... 5

Assignment mark scheme...... 11

Worksheet ...... 13

Active IQ wishes to emphasise that whilst every effort is made to ensure accuracy, the material contained within this document is subject to alteration or amendment in terms of overall policy, financial or other constraints. Reproduction of this publication is prohibited unless authorised by Active IQ Ltd. No part of this document should be published elsewhere or reproduced in any form without prior written permission.

Active IQ Understanding Sales Techniques and Processes. Accreditation number: A/502/8205

Active IQ Understanding sales targets Unit accreditation number: L/502/8208

Assessment plan and record of achievement

Centre name:

Assessment Plan / Record of Achievement
Mandatory units / Stage of assessment / Evidence / Assessment method / Planned Assessment
Date / Pass/Refer/APA
(if claiming APA detail evidence seen)
Include % score for MCQ Exams / Assessor’s signature or initials and date / IV initials
(if sampled)
1 and 2 / understanding sales techniques and processes and setting sales targets / Assignment / Written
Worksheet / Written

Assessment planning and record of achievement declaration

Declaration / Name / Signature / Date
Learner’s agreement: / I agree to be assessed according to the assessment plan and am happy that any additional support I require has been discussed and a separate plan put in place for this.
I declare that all of the evidence (listed in the assessment plan) that will be produced for this portfolio will be my own unaided work.
Assessor’s agreement: / I have discussed the planned assessments with the learner and any additional support required has been planned and recorded separately.

Record of achievement declaration

Declaration / Name / Signature / Date
Assessor 1’s agreement: / I declare that all learner evidence (listed in the assessment plan) has been assessed and meets the learning outcomes, assessment criteria and evidence requirements for the qualification.
Assessor 2’s agreement:
(if applicable) / I declare that all learner evidence (listed in the assessment plan) has been assessed and meets the learning outcomes, assessment criteria and evidence requirements for the qualification.
Assessor 3’s agreement:
(if applicable) / I declare that all learner evidence (listed in the assessment plan) has been assessed and meets the learning outcomes, assessment criteria and evidence requirements for the qualification.
Internal verifier’s agreement: / I declare that all learner evidence (initialled in the assessment plan) has been internally verified and meets the learning outcomes, assessment criteria and evidence requirements for the qualification.

Unit Understanding sales techniques and processes

Unit accreditation number: A/502/8205

Unit Understanding sales targets

Unit accreditation number: L/502/8208

Assignment

There are 52marks available for this assignment. You must score a minimum of 42marks in total to achieve a pass. In addition to achieving the total pass mark, you must also score at least the minimum marks set for each section to achieve an overall pass.

You will need to produce a written assignment using the following guidance:

Thinking about your personal training business and the information you have developed for ‘Improving your business skills’ unit(F/503/1798):

Describe the sales cycle for your chosen business and its different stages.
Describe how you will generate and qualify your sales leads:.
Explain the buyer decision making process detailing
Whothepotentialcustomerswillbe.
Howtheneedsofthecustomerswillbemet.
The pressures which will influence your customers buying behavior.
Explain how you will close and process the sale, to include:
What buying signals your customers are likely to display.
How you would identify further potential opportunities to up-sell to thecustomer.
How you would overcome any barriers or objections to closing the sale.
The ordering and payment process including any requirements for customercredit checks.
How any product you offer would be dispatched and how the customer is keptinformed of their order progress.
Explain the process for forecasting and setting your sales target, taking into accountthe factors that influence this
Describe how sales targets can be used to monitor and evaluate performance.
Describe how sales related data can be collected.
Give two examples of issues which could cause variances in sales performance and the actions which should be taken if targets are not met.
Forecast and set sales targets for year 4 of your business
Detailing the volume and the value of sales required to meet your target and the formulayou have used to calculate the sales targets

ProformadocumentationtocompletethisassignmentisinthisL.A.P.

Unit Understanding sales techniques and processes

Unit accreditation number: A/502/8205

Unit Understanding sales targets

Unit accreditation number: L/502/8208

Assignment

The Sales Cycle

Briefly describe the stages of the sales cycle for your chosen business.
Describe how you will qualify your sales leads.
Explain what might influence the buyingbehaviour of your customers.
Describewhothepotentialcustomerswillbe.
Describehowtheneedsofthecustomerswillbemetbythebusiness.
Describe the buying signals your customers are likely to display.
Explain how you would identify further potential opportunities to up-sell to the customer.
Explain how you would overcome any barriers or objections to closing the sale.
Give an example of a form of payment and explain the process of customer credit checks
Outline the main stages of an ordering process.
Explain how your product/service would be dispatched and how the customer will be kept informed of their order progress.

Sales forecasting and setting sales targets

Explain the process you will use for forecasting and setting sales targets.
Identify fivefactors that may influence the setting of PT sales targets.
Describe how sales targets can be used to monitor and evaluate performance
Describe quantitative and qualitative methods of collecting sales related data
Give two examples of issues which could cause variances in sales performance and the actions which should be taken if targets are not met

Calculating sales forecasting and sales targets

Assume that your business has been trading for 3 years and you are setting your targets for your fourth year of operation. Give an overview of your sales forecasts and targets for the year ahead. Your answer should provide figures to cover the areas listed. You will need to include information on the volume and value of sales to meet the targets. You will need to show your workings in determining your forecasts and targets.

Annual costs
Break even revenue
Average training fee per hour
Hours intended to work each week
Weekly revenue forecast
Annual revenue forecast
Profit
Profit margin

Unit Understanding sales techniques and processes

Unit accreditation number: A/502/8205

Unit Understanding sales targets

Unit accreditation number: L/502/8208

Assignment mark scheme

Didthelearner: / Possiblemarks / Actual marks
The Sales Cycle
Describe the sales cycle for their chosen business and its different stages. / 10
(minimum8 marks)
Describe how they would generate and qualify sales leads? / 2
(minimum 1 mark)
Explain what might influence the buying behavior of customers? / 2
(minimum 1 mark)
Describewhothepotentialcustomerswillbe? / 2
(minimum 1 mark)
Describehowtheneedsofthecustomerswillbemetbythebusiness? / 3
(minimum 2 marks)
Describe the buying signals displayed by their customers? / 2
(minimum 1 mark)
Explain how they would identify further potential opportunities to up-sell to the customer? / 2
(minimum 1 mark)
Explain how they would overcome any barriers or objections to closing the sale? / 2
(minimum 1 mark)
Explain the payment process including any requirements for customer credit checks? / 2
(minimum 1 mark)
Outline the main stages of the ordering process. / 2
(minimum 1 mark)
Explain how the product would be dispatched and how the customer will be kept informed of their order progress? / 2
(minimum 1 mark)
Sales Forecasting and Sales Targets
Explain the process for forecasting and setting sales target? / 3
(minimum 2 marks)
Identify factors that may influence these targets? / 5
(minimum 3 mark)
Describe how sales targets can be used to monitor and evaluate performance? / 2
(minimum1mark)
Describe how sales related data can be collected? / 2
(minimum1mark)
Give two examples of issues which could cause variances in sales performance and the actions which should be taken if targets are not met? / 4
(minimum 3 marks)
Produce a forecast for year 4 of the business and set sales targets? / 2
(minimum 1 mark)
Detail the volume and the value of sales required to meet the targets? / 2
(minimum 1 mark)
Include their calculations/ workings for determining forecasts and targets? / 1
(minimum 1 mark)
Resulttotal/ 52(42 marks in total,with theminimum set marks achievedfor each questionrequiredtopass)
Pass/ Refer
Assessor’s feedback:

Unit Understanding sales techniques and processes

Unit accreditation number: A/502/8205

Worksheet

There are 33 marks available for this worksheet. You must score a minimum of 27 marks in total to achieve a pass. In addition to achieving the total pass mark, you must also score at least the minimum marks set for each section to achieve an overall pass.

What is the difference between consumer buyer decision making and business to business decision making?

2 marks (minimum 1 mark)

Why is it important to maintain accurate records of sales?

1 mark (minimum 1 mark)

Describe your business’s product ordering process.

1 mark(minimum 1 mark)

Why is it important to promote discounts and special offers?

1 mark(minimum 1 mark)

Please complete the table for the following sales methods:

Inbound telephone calls.
Outbound telephone calls.
Face-to-face.

Inbound telephone calls / Outbound telephone calls / Face-to-face
Characteristics
Advantages
Disadvantages
How to manage customer behaviour
How to interpret the customers reaction during the sale
How to involve the customer when closing the sales

18 marks (minimum 15 marks)

Give two examples of communication techniques that are most suited to telephone selling.

2 marks(minimum 1 mark)

Identify the stages of selling face-to-face.

5 marks (minimum 4 marks)

Why is it important to prepare for face-to-face contact when selling?

1 mark (minimum 1 mark)

Give an example of proactive selling behaviour.

1 mark (minimum 1 mark)

Give an example of reactive selling behaviour.

1 mark(minimum 1 mark)

Result /33 (27 marks in total,with theminimum set marks achievedfor each questionrequiredtopass)

Pass / Refer

Assessor’s feedback:

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Premier Training International wishes to emphasise that whilst every effort is made to ensure accuracy,

the material contained within this document is subject to alteration or amendment in terms of overall

policy, financial or other constraints. Reproduction of this publication is prohibited unless authorised by

Premier Training International Ltd. No part of this document should be published elsewhere or reproduced

in any form without prior written permission.

Registered Office: Registered in Wales - Number 2720312.

A subsidary of Premier Global Limited.

PTI00155 2015