10471 version 4
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Identify and evaluate sales organisation factors for international
operations
Level
7
Credits
10
Purpose
People credited with this unit standard are able to: identify and evaluate internal
and external environmental factors impacting on international markets; and
identify factors affecting integration of international markets with organisational
sales operations and activities.
Subfield
Retail, Distribution, and Sales
Domain
Wholesale
Status
Registered
Status date
20 June 2008
Date version published
20 June 2008
Planned review date
31 December 2013
Entry information
Recommended: Unit 2956, Analyse the impact of buyer
behaviour for marketing programmes, Unit 2957, Analyse
the international business environment and identify key
factors for international business operations, Unit 2958,
Assess international marketing opportunities, or
demonstrate equivalent knowledge and skills.
Accreditation
Evaluation of documentation and visit by NZQA and
industry.
Standard setting body (SSB)
ServiceIQ
Accreditation and Moderation Action Plan (AMAP) reference
0225
This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Special notes
1
This unit standard identifies factors for sales operations and for the integration of
sales and marketing activities.
2
Evidence is required of competent performance in a sales management context.
 New Zealand Qualifications Authority 2016
10471 version 4
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3
Definitions
Product refers to goods and/or services in this unit standard.
Organisational procedures refer to instructions to staff on policy and procedures
which are formally documented, or generally accepted within the workplace.
Agreed indicates a course of action that is accepted between two or more people
(including the candidate) and which follows organisational procedures.
4
Performance of the elements of this unit standard must comply with the requirements
of the following legislation: Consumer Guarantees Act 1993, Fair Trading Act 1986,
Credit Contracts and Consumer Finance Act 2003, Sale of Goods Act 1908; and the
Privacy Act 1993.
Elements and performance criteria
Element 1
Identify internal environmental factors impacting on international markets.
Performance criteria
1.1
Potential internal markets are identified in accordance with organisational
procedures.
1.2
Internal environmental factors affecting potential international markets are
identified in accordance with organisational procedures.
Range
internal environmental factors may include but is not limited to –
company culture; company image; organisational structure; ability
of organisation to service markets; product type, range and life
cycle; brand awareness; sales strategies; personnel; location;
transport; market share; impact on existing business;
communication; coordination; financial resources; organisational
policies, procedures, goals.
Element 2
Evaluate internal environmental factors impacting on international markets.
Performance criteria
2.1
Internal environmental factors affecting potential international markets are
evaluated in terms of their potential impact on sales operations and activities.
Range
may include but is not limited to – products; markets; customers;
sales volume; market share; marketing mix; profitability; viability;
product or brand recognition; customer relationships; new
business; repeat business; coverage; responsiveness;
organisational policies and procedures; sales strategies;
personnel; recruitment; selection; support for sales personnel in
foreign countries; attitudes; financial resources; incentives;
motivation; achievement of sales objectives.
 New Zealand Qualifications Authority 2016
10471 version 4
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Element 3
Identify external environmental factors impacting on international markets.
Performance criteria
3.1
Potential international markets are identified in accordance with organisational
procedures.
3.2
External environmental factors affecting potential international markets are
identified in accordance with organisational procedures.
Range
external environmental factors may include but is not limited to –
economic, political, technological; commercial; legislative;
business contacts; previous sales history; competition; market
access, entry and location; transport; image; expectations; impact
on competing products and brands; openness to sales strategies;
customer loyalty; brand loyalty; price sensitivity; foreign exchange
rate; communication; fit with organisation and its products.
Element 4
Evaluate external environmental factors impacting on international markets.
Performance criteria
4.1
External environmental factors affecting potential international markets are
evaluated in terms of their potential impact on sales operations and activities.
Range
may include but is not limited to – products; markets; customers;
sales volume; market share; marketing mix; profitability; viability;
product or brand recognition; customer relationships; new
business; repeat business; coverage; responsiveness;
organisational policies and procedures; sales strategies;
personnel; attitudes; financial resources; incentives; motivation;
achievement of sales objectives.
Element 5
Identify factors affecting integration of international markets with organisational sales
operations and activities.
Performance criteria
5.1
External and internal environmental factors affecting integration of international
markets with organisational sales operations and activities are identified in
accordance with organisational procedures.
 New Zealand Qualifications Authority 2016
10471 version 4
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5.2
Strategies for integration of international markets with organisational sales
operations and activities are identified in accordance with organisational
procedures.
Range
5.3
may include but is not limited to – strategies for consultation;
negotiation; recognising market conditions; market entry;
marketing; marketing mix; selling; meeting customer needs and
preferences; contracting; communication; coordination; transport;
resourcing; customer service; product support; administration;
receipt of payments; management of foreign exchange; support of
personnel in foreign countries; being responsive to economic,
political or legislative environment; budgeting.
Structures for integration of international markets with organisational sales
operations and activities are identified in accordance with organisational
procedures.
Range
may include but is not limited to – policies, procedures;
relationships; contracts; territories; responsibilities;
accountabilities; personnel; recruitment; selection; compensation;
support; financial resources; incentives; goals; objectives; budget.
5.4
Factors affecting integration of international markets with organisational sales
operations and activities are agreed to and documented in accordance with
organisational procedures.
5.5
Factors affecting integration of international markets with organisational sales
operations and activities are communicated to stakeholders in accordance with
organisational procedures.
Please note
Providers must be accredited by NZQA, or an inter-institutional body with delegated
authority for quality assurance, before they can report credits from assessment against
unit standards or deliver courses of study leading to that assessment.
Industry Training Organisations must be accredited by NZQA before they can register
credits from assessment against unit standards.
Accredited providers and Industry Training Organisations assessing against unit standards
must engage with the moderation system that applies to those standards.
Accreditation requirements and an outline of the moderation system that applies to this
standard are outlined in the Accreditation and Moderation Action Plan (AMAP). The
AMAP also includes useful information about special requirements for organisations
wishing to develop education and training programmes, such as minimum qualifications for
tutors and assessors, and special resource requirements.
Comments on this unit standard
Please contact the ServiceIQ qualifications@serviceiq.org.nz if you wish to suggest
changes to the content of this unit standard.
 New Zealand Qualifications Authority 2016