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Sales Techniques and TargetSetting for Personal TrainersLearner Achievement Portfolio (LAP)

www.premierglobal.co.uk

PTI00155 2015

1 | Copyright © 2015 Active IQ Ltd. Not for resale

Contents

Assessment Plan…………………………………………………………………………..3Declaration………………………………………………………………………………….4Assignment................................................................................................................5Assignment mark scheme.........................................................................................11Worksheet ................................................................................................................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/502/8205Active IQ Understanding sales targets Unit accreditation number: L/502/8208

Assessment plan and record of achievement

Centre name:

Assessment Plan Record of AchievementMandatory 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 DateLearner’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 DateAssessor 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)


Assessor 3’s agreement:(if applicable)


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 processesUnit accreditation number: A/502/8205Unit Understanding sales targets Unit accreditation number: L/502/8208Assignment

There are 52 marks available for this assignment. You must score a minimum of 42 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.

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

Who the potential customers will be. How the needs of the customers will be met. 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 the

customer. How you would overcome any barriers or objections to closing the sale. The ordering and payment process including any requirements for customer

credit checks. How any product you offer would be dispatched and how the customer is kept

informed of their order progress. Explain the process for forecasting and setting your sales target, taking into account

the 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 formula you have used to calculate the sales targets

Pro forma documentation to complete this assignment is in this L.A.P.


Unit Understanding sales techniques and processesUnit accreditation number: A/502/8205Unit 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 buying behaviour of your customers.


Describe who the potential customers will be.

Describe how the needs of the customers will be met by the business.

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 five factors 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 processesUnit accreditation number: A/502/8205Unit Understanding sales targets Unit accreditation number: L/502/8208Assignment mark scheme

Did the learner: Possible marks Actual marksThe Sales Cycle

Describe the sales cycle for their chosen business and its different stages.

10(minimum 8 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)

Describe who the potential customers will be? 2(minimum 1 mark)

Describe how the needs of the customers will be met by the business?

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(minimum 1mark)

Describe how sales related data can be collected? 2(minimum 1mark)


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)

Result total / 52 (42 marks in total, with the minimum set marks achieved for each question required to pass)

Pass / Refer

Assessor’s feedback:


Unit Understanding sales techniques and processesUnit 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.

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

2 marks (minimum 1 mark)

2. Why is it important to maintain accurate records of sales?

1 mark (minimum 1 mark)

3. Describe your business’s product ordering process.


4. Why is it important to promote discounts and special offers?



5. 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)


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

2 marks (minimum 1 mark)7. Identify the stages of selling face-to-face.

5 marks (minimum 4 marks)

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


9. Give an example of proactive selling behaviour.



10. Give an example of reactive selling behaviour.


Result /33 (27 marks in total, with the minimum set marks achieved for each question required to pass)

Pass / Refer

Assessor’s feedback:


Become a fitness professional with

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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 overallpolicy, financial or other constraints. Reproduction of this publication is prohibited unless authorised byPremier Training International Ltd. No part of this document should be published elsewhere or reproducedin any form without prior written permission.

Registered Office: Registered in Wales - Number 2720312.A subsidary of Premier Global Limited.PTI00155 2015


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