FACILITATOR GUIDE

Implement sales and marketing strategies

(115845)
NQF Level: 4
5 Credits

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Facilitator Guide
Dear Facilitator
This Facilitator Guide (together with the relevant Learner Guide) is aimed at facilitators
who will be assisting learners wishing to complete the following unit standard:
Title: Implement sales and marketing strategies
US No: 115845 NQF Level: 4

Credits: 5

This guide contains all necessary facilitation instructions to ensure that learners will
attain the expected competencies required by the above-mentioned unit standard.
This guide is designed to be used during the presentation of a learning session based
on this unit standard. The full unit standard is attached, Please discuss the unit standard
with the learners to ensure that they understand what is expected from them to achieve
the outcomes of the unit standard.
It is imperative that you, the Facilitator and Assessor interpret and present activities,
case studies and projects related to the material in such a way that learners can easily
identify and apply their knowledge within their own context.
There are three guides, namely the Learner Guide (with activities), Assessor Guide and
the Facilitator Guide. These guides have been developed to address specific aspects of
the learning experience. You therefore need to use these guides complementally to one
another.
The full unit standard is attached.

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How to use this Guide..

Throughout this guide, information is given specifically aimed at you, the facilitator, to
assist in the actual presentation of the learning material and/or facilitation of the learning
process.
Although this guide contains all the information required for attaining competency in this
unit standard, references to additional resources, both printed and electronic, are
provided for additional reference by the facilitator and further study by the learner.
Please note that the purpose of this information is merely to guide you, the facilitator,
and is provided as a suggestion of possibilities. It remains the responsibility of every
facilitator to re-assess the learner/s in each learning situation throughout the learning
process in order to stay in touch with their specific learning needs. This should be the
determining factor in the choice of the learning approach to follow.
Use the different boxes listed below for identification purposes:
Learning Outcomes

Facilitators Notes

Formative Assessment

Facilitators Tips

Unit Standard

Memorandum

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Table of Content
The Learning Experience................................................................................................3
Learning Programme Time Frames...............................................................................4
FACILITATION PLAN........................................................................................................6
Module 1...........................................................................................................................7
Module 2...........................................................................................................................9
Module 3..........................................................................................................................11
Facilitators FA Feedback..............................................................................................16
Unit Standard Evaluation..............................................................................................17
Facilitators Report.........................................................................................................18

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The Learning Experience

The Purpose: This unit standard is intended for persons who are required to interpret
and implement a sales and marketing strategy, monitor the progress and implement
corrective measures during the sales and marketing activities.
People credited with this unit standard are able to:
1. Interpret a sales or marketing strategy.
2. Implement a sales or marketing strategy.
3. Monitor the sales or marketing strategy.

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Learning Programme Time Frames

Total time
allocated
(hours)

Theoretical
learning time
allocated

Practical
Learning
time allocated

Activities

50 hrs.

8hrs

42hrs

3 Activities

Learner Orientation and

Baseline Assessment

1hr

30min

Diagnostic Assessment

Purpose, Introduction
and Unpacking Unit
Standard

1hr

30min

Learners to unpack the unit

standard

Module 1
Formative Assessment

16.5hrs

2.5hrs

14hrs

Activity 1

Module 2
Formative Assessment

17hrs

2hrs

15hrs

Activity 2

Module 3
Formative Assessment

16.5hrs

2.5hrs

14hrs

Activity 3

2hrs

8hrs

42hrs

Assessor Guide

Complete Program
(including Summative
assessment)

Summative Assessment
Knowledge Base &
Skill / Practical
Assessment

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Checklist & Training Aids

Learner Support Strategies:
Learners are supplied with all resources and aids as required by the programme including:
Learner Guides and Learner Workbook
Visual aids, etc

Use this checklist below during your preparation to ensure that you have all the equipment, documents
and training aids for a successful session.
Preparation:

Yes

Qualification Knowledge I have familiarised myself with the content of the applicable
qualification.
Unit Standard Knowledge I have familiarised myself with the content of all aspects of the
applicable unit standard.
Content Knowledge I have sufficient knowledge of the content to enable me to facilitate
with ease.
Application knowledge I understand the programme matrix & have prepared for
programme delivery accordingly.
Contextualisation I have included information which is specific to the Arts and Culture
Enterprise
Ability to respond to learners background & experience I have studied the learner
demographics, age group, experience & circumstances & prepared for programme delivery
accordingly.
Enthusiasm & Commitment I am passionate about my subject & have prepared my
programme delivery to create a motivating environment with real commitment to success.
Enterprise knowledge I know & understand the values, ethics, vision & mission of the
workplace & have prepared my programme delivery, reporting & administrative tasks
accordingly.
Equipment check:
Learner guides x 1 per learner
Assessment guides x 1 per learner
Writing materials & stationary (facilitator & learner)
White board & pens
Flip chart paper
Proxima projector & screen
Laptop & programme disk
Sample Hand-outs and examples of laws and other relevant
Sample Hand-outs and examples of laws and other relevant documents

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No

FACILITATION PLAN
Day 1
Item

Method / Activity

Introduction

Icebreaker

Administration

Attendance Register / Distribute Material

Unpacking Unit Standard

Level , Credits, SOs , ACs,

Module 1

AC 1 AC 3

Module 2

AC 1 AC 5

Module 3

AC 1 AC 3

Session Evaluation

Completion of Evaluation Forms

Formative Assessment

Completing Workbooks

Unit Standard Evaluation

Evaluation Form to be completed

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Module 1

1. Interpret a sales or marketing

strategy.
Learner
Guide
Page
5

SO 1: Interpret a sales or marketing strategy.

Assessment Criteria

Time
frame

Activities

2.5 hrs.

Activity 1

1. Sales or marketing strategy is obtained and read to

familiarise themselves with the content and its
objectives.
2. Sales or marketing strategy is analysed and
questions are asked to clarify areas on nonunderstanding.
3. Implementation plan is developed in line with
objectives and tasks as listed in the sales or
marketing strategy.

Please allow learners to complete Activity 1 in their Learner Guides

Type of activity
Resources
1. Group Activity

Learner Guide, Learner Workbook,

Stationery.
Instructions to give to the learners
As per instructions in Learner Guide

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Facilitation Methods
SO1:

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Module 2

2. Manage interpersonal team

processes to achieve required
outputs.
Learner
Guide
Page
15

SO 2: Manage interpersonal team processes to achieve required

outputs.
Assessment Criteria

Time frame

Activities

2 hrs

Activity 2

1. Merchandise required for the sales or marketing

strategy is determined and obtained from
approved suppliers or stores.
2. Promotional material requirements are identified
from the strategy and obtained within the required
time frame.
3. Promotion is implemented according to strategy
and own developed implementation plans.
4. Personnel are updated and trained on
implementation of the promotion according to the
initial strategy.
5. Promotional material is obtained and set up in line
with initial strategy.

Please allow learners to complete Activity 2 in their Learner Guides

Type of activity
Resources
2. Group Activity
Learner Guide, Learner Workbook,
Stationery.
Instructions to give to the learners
As per instructions in Learner Guide

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Facilitation Methods
SO2:

Module 3
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3. Monitor the sales or marketing

strategy.
Learner
Guide
Page
27

SO 3: Monitor the sales or marketing strategy.

Assessment Criteria
1. Merchandise quantity is constantly checked to

Time frame

Activities

2.5 hrs

Activity 3

meet promotion duration and expected sales.

2. Promotional problems are identified and corrective
action implemented in line with company
guidelines.
3. Promotional sales are monitored against target
and corrective action implemented in line with
objectives.

Please allow learners to complete Activity 3 in their Learner Guides

Type of activity
Resources
3. Group Activity

Learner Guide, Learner Workbook,

Stationery.
Instructions to give to the learners
As per instructions in Learner Guide

Facilitation Methods
SO3:

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FORMATIVE ASSESSMENT SO 1

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Why is it important for an organisation to have a sales or marketing strategy?

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FORMATIVE ASSESSMENT SO 2

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Describe how you would implement a sales or marketing strategy in your

organisation.
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FORMATIVE ASSESSMENT SO 3

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Explain the importance of monitoring the sales or marketing strategy.

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Facilitators FA Feedback
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Learners Name
Overall Marks
Facilitators
Feedback

Signature:
.Date:
.

Learners
Response

Signature:
Date:
..

Unit Standard Evaluation

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As facilitator, you have hands on experience in the application of the unit standard. And
you might experience difficulties with the unit standard that the developers did not
anticipate.
Also, the unit standard will be revised at the end of the registration period. Your
comments below can be an important contribution in the revision process.
Please take some time to reflect on your experience and list a few of the difficulties you
had to address.

Difficulties I had with the Unit

Standard

Recommended Changes to Address the

Difficulty

1.

2.

3.

4.

5.

Facilitators Report
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Take some time to reflect on your own activities as facilitator of this Unit Standard.
Then write down five of the most important lessons you have learnt and include a
motivation:
What will I do differently next
time?

Motivate how or why (Give examples,

reasons, etc.)

1.

2.

3.

4.

5.

General Remarks

Facilitator:Signature:
Unit Standard:.Date:.

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UNIT STANDARD
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.

REGISTERED UNIT STANDARD:

SOUTH AFRICAN QUALIFICATIONS AUTHORITY
REGISTERED UNIT STANDARD:
Implement sales and marketing strategies
SAQA US ID UNIT STANDARD TITLE
115845

Implement sales and marketing strategies

ORIGINATOR
SGB Hiring Services
QUALITY ASSURING BODY
FIELD

SUBFIELD

Field 11 - Services

Cleaning, Domestic, Hiring, Property and

Rescue Services

ABET
BAND

UNIT STANDARD
TYPE

PRE-2009 NQF LEVEL

NQF LEVEL

CREDITS

Undefined

Regular

Level 4

NQF Level 04

REGISTRATION STATUS

REGISTRATION START REGISTRATION END

DATE
DATE

SAQA DECISION
NUMBER

Reregistered

2012-07-01

SAQA 0695/12

2015-06-30

LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT

2016-06-30

2019-06-30

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 does not replace any other unit standard and is not replaced by any other unit
standard.
PURPOSE OF THE UNIT STANDARD
The person credited with this unit standard is able to interpret and implement a sales and marketing
strategy, monitor the progress and implement corrective measures during the sales and marketing
activities
The qualifying learner is capable of:
Interpreting a sales or marketing strategy
Implementing the sales or marketing strategy
Monitoring the sales or marketing strategy

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LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING

Learners accessing this qualification will have demonstrated competence in numeracy and literacy at NQF
level 3 or equivalent.
UNIT STANDARD RANGE
Promotional material include but is not limited to: banners, flyers, posters, etc.
Promotional problems include but are not limited to: no customers, prices and lack of product.

Specific Outcomes and Assessment Criteria:

SPECIFIC OUTCOME 1
Interpret a sales or marketing strategy.
ASSESSMENT CRITERIA
ASSESSMENT CRITERION 1
Sales or marketing strategy is obtained and read to familiarise themselves with the content and its
objectives.
ASSESSMENT CRITERION 2
Sales or marketing strategy is analysed and questions are asked to clarify areas on non understanding.
ASSESSMENT CRITERION 3
Implementation plan is developed in line with objectives and tasks as listed in the sales or marketing
strategy.
SPECIFIC OUTCOME 2
Implement a sales or marketing strategy.
ASSESSMENT CRITERIA
ASSESSMENT CRITERION 1
Merchandise required for the sales or marketing strategy is determined and obtained from approved
suppliers or stores.
ASSESSMENT CRITERION 2
Promotional material requirements are identified from the strategy and obtained within the required time
frame.
ASSESSMENT CRITERION 3
Promotion is implemented according to strategy and own developed implementation plans.
ASSESSMENT CRITERION 4
Personnel are updated and trained on implementation of the promotion according to the initial strategy.
ASSESSMENT CRITERION 5
Promotional material is obtained and set up in line with initial strategy.
SPECIFIC OUTCOME 3
Monitor the sales or marketing strategy.
ASSESSMENT CRITERIA
ASSESSMENT CRITERION 1
Merchandise quantity is constantly checked to meet promotion duration and expected sales.

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ASSESSMENT CRITERION 2
Promotional problems are identified and corrective action implemented in line with company guidelines.
ASSESSMENT CRITERION 3
Promotional sales are monitored against target and corrective action implemented in line with objectives.

UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS

An individual wishing to be assessed (including through RPL) against this unit standard may apply to
an assessment agency, assessor or provider institution accredited by the relevant ETQA.
Anyone assessing a learner against this unit standard must be registered as an assessor with the
relevant ETQA.
Any institution offering learning that will enable achievement of this unit standard or assessing this unit
standard must be accredited as a provider with the relevant ETQA.
Moderation of assessment will be conducted by the relevant ETQA at its discretion.
UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE
An understanding of sales and marketing strategies
An understanding of promotional techniques
UNIT STANDARD DEVELOPMENTAL OUTCOME
N/A
UNIT STANDARD LINKAGES
N/A

Critical Cross-field Outcomes (CCFO):

UNIT STANDARD CCFO IDENTIFYING
Identify and solve promotional problems when merchandise runs out.
UNIT STANDARD CCFO WORKING
Work effectively with others when running a promotion.
UNIT STANDARD CCFO ORGANISING
Organise and manage oneself and one's activities when implementing and monitoring a promotion.
UNIT STANDARD CCFO COLLECTING
Collect, evaluate, organise and critically evaluate information when interpreting a sales or marketing
strategy.
UNIT STANDARD CCFO COMMUNICATING
Communicate effectively when planning and implementing a sales or marketing strategy.
UNIT STANDARD CCFO SCIENCE
Use science and technology to develop promotional material.
UNIT STANDARD CCFO CONTRIBUTING
In order to contribute to the full personal development of each learner and the social and economic
development of society at large, it must be the intention underlying any programme of learning to make an
individual aware of the importance of reflecting on and exploring a variety of strategies to learn more

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effectively.
UNIT STANDARD ASSESSOR CRITERIA
N/A
UNIT STANDARD NOTES
As per the SAQA decision, after consultation with the Quality Councils, to re-register all qualifications and
part qualifications on the National Qualifications Framework that meet the criteria for re-registration, this
unit standard has been re-registered from 1 July 2012.
N/A

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