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Source and qualify leads, and take follow-up action for a conventions
and incentives industry project
Level
5
Credits
8
Purpose
People credited with this unit standard are able to: source leads for a
conventions and incentives industry project in accordance with marketing
objectives; research and record information to qualify leads for a conventions
and incentives industry project; and take follow-up action on qualified leads
for a conventions and incentives industry project.
Subfield
Tourism
Domain
Tourism Conventions and Incentives
Status
Registered
Status date
19 March 2010
Date version published
19 March 2010
Planned review date
31 December 2015
Entry information
Open.
Accreditation
Evaluation of documentation and visit by NZQA and
industry.
Standard setting body (SSB)
ServiceIQ
Accreditation and Moderation Action Plan (AMAP) reference
0078
This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Special notes
1
Assessment against this unit standard must take place in a conventions and
incentives industry workplace. Evidence of competency in this unit standard cannot
be demonstrated under simulated conditions in a training provider environment.
2
Definitions
Conference and/or convention refers to a formal meeting or assembly of attendees
for consultation, discussion, or for some special or occasional purpose which
includes a minimum of 50 attendees, two days duration, and the use of a venue.
 New Zealand Qualifications Authority 2016
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Conventions and incentives industry refers to organisations involved in the
management, marketing, or implementation of conventions, conferences, or
incentives.
Incentive is a global management tool that uses a reward to motivate and/or
recognise participants for increased levels of performance in support of
organisational goals.
Industry practice refers to the expected standards of performance required of a
professional working in the conventions and incentives industry. An indication of
criteria for standards may include but is not limited to – documented workplace
policies and procedures, industry codes of practice, and drafted constitutions and/or
codes of ethics of industry associations, such as those produced by the following:
Meetings and Events Australia (MEA), Sydney, http://www.meetingsevents.com.au.
International Congress and Convention Association (ICCA), Amsterdam,
http://www.iccaworld.com.
International Association of Professional Congress Organisers (IAPCO), London,
http://www.iapco.org.
Society of Incentive and Travel Executives (SITE), Chicago, http://www.site-intl.org.
Conventions and Incentives New Zealand (CINZ), Auckland,
http://www.conventionsnz.com.
Qualified leads refers to a defined contact and/or accurate project information about
a sales prospect, and may or may not include a formal introduction to the prospect by
the contact of the lead on your behalf.
Project refers to a conference, convention, or incentive.
Venue refers to any place where a conference, convention, or incentive is held.
Elements and performance criteria
Element 1
Source leads for a conventions and incentives industry project in accordance with
marketing objectives.
Range
leads – reactive, proactive; national and/or international.
Performance criteria
1.1
Leads are sourced through the utilisation of a variety of prospecting techniques.
Range
1.2
reactive techniques may include but are not limited to –
Professional Conference Organiser leads, referrals, bureaux
leads, repeat business;
proactive techniques may include but are not limited to –
telemarketing, database search, Internet, cold calling;
evidence is required for a minimum of three different techniques
for each.
Sourced leads are recorded in accordance with industry practice.
 New Zealand Qualifications Authority 2016
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Element 2
Research and record information to qualify leads for a conventions and incentives industry
project.
Performance criteria
2.1
Leads sourced are further researched in accordance with industry practice.
2.2
Information gathered as a result of research is recorded in accordance with
industry practice.
Range
time-lines, qualified leads.
Element 3
Take follow-up action on qualified leads for a conventions and incentives industry project.
Performance criteria
3.1
Procedures to follow up leads are analysed in accordance with the type of lead
sourced and industry practice.
3.2
Follow-up action is carried out in accordance with marketing objectives and
industry practice.
Range
examples of follow-up action include but are not limited to – faceto-face sales call, note on database for future, time-lines, sent
sales documentation, provide quotation, pass on lead;
evidence is required for a minimum of five leads including three
different types of action, one of which must be a face-to-face sales
call.
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.
 New Zealand Qualifications Authority 2016
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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