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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Evaluate personal sales performance in the retail industry 
SAQA US ID UNIT STANDARD TITLE
259918  Evaluate personal sales performance in the retail industry 
ORIGINATOR
SGB Retail and Wholesale 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 11 - Services Wholesale and Retail 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 4  NQF Level 04 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Reregistered  2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

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 replaces: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
9846  Forecast, monitor and evaluate personal sales performance in the automotive industry  Level 4  NQF Level 04  Complete 

PURPOSE OF THE UNIT STANDARD 
This Unit Standard is intended for learners in automotive sales who are required to forecast, monitor and evaluate their own performance from statistical information and market trends.

On achievement of this unit standard, the learner will be able to:
  • Evaluate information for forecasting sales against company expectation.
  • Make and record sales forecasts based on market factors.
  • Monitor and evaluate previous own sales performance against own forecasts. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    It is assumed that a learner will be competent in:
  • Communication at NQF Level 3.
  • Mathematical Literacy at NQF Level 3. 

  • UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Evaluate information for forecasting sales against company expectation. 
    OUTCOME RANGE 
    The term evaluate is deemed to entertain the concepts of analysing and interpretation of the information. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Information that can be used to forecast sales is accessed according to company policies, procedures and methodologies. 

    ASSESSMENT CRITERION 2 
    The information obtained is evaluated with reference to the previous month's company sales reports. 
    ASSESSMENT CRITERION RANGE 
    Previous months may exceed but is limited to not less than three months.
     

    ASSESSMENT CRITERION 3 
    Past industry sales performance is analysed in relation to personal sales. 

    ASSESSMENT CRITERION 4 
    Own performance is evaluated against past industry sales performance and reasons for deviations are provided. 

    SPECIFIC OUTCOME 2 
    Make and record sales forecasts based on market factors. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    New factors that could impact upon sales targets are identified in terms of company and market constraints. 
    ASSESSMENT CRITERION RANGE 
    New factors may include but are not limited to trends, market conditions, production constraints, delivery constraints and potential selling opportunities.
     

    ASSESSMENT CRITERION 2 
    Adjustments to sales targets are calculated based on assessed factors affecting sales. 
    ASSESSMENT CRITERION RANGE 
    At least one factor should be identified.
     

    ASSESSMENT CRITERION 3 
    Sales figures and forecasts for the next three months are obtained according to organisational guidelines. 

    ASSESSMENT CRITERION 4 
    Personal sales forecast are developed according to standard procedures. 

    ASSESSMENT CRITERION 5 
    Own forecast is evaluated against managerial targets with reasons for deviations. 

    SPECIFIC OUTCOME 3 
    Monitor and evaluate previous own sales performance against own forecasts. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Previous sales performance is evaluated against a personal sales plan forecast. 
    ASSESSMENT CRITERION RANGE 
    Previous sale may exceed but is limited to a minimum of three months.
     

    ASSESSMENT CRITERION 2 
    A deviation report of objectives not met during previous sales months is submitted according to company procedures. 

    ASSESSMENT CRITERION 3 
    Shortcomings in personal performance are listed and corrective steps proposed in terms of creating a personal development plan. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • An individual wishing to be assessed against the unit standard (including through RPL) may apply to an assessment agency, assessor or provider institution accredited by the relevant Education and Training Quality Assurance body (ETQA), or one with an appropriate memorandum of understanding (MOU) with the relevant ETQA.
  • Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA, or one with an appropriate MOU 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, or one with an appropriate MOU with the relevant ETQA.
  • Moderation of assessment will be conducted by the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Moderation should include both internal and external moderation where applicable. 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • Analysis of sales performance.
  • Basic statistical techniques.
  • Sales trends and market conditions.
  • Sales forecasts.
  • Sales objectives.
  • Personal sales plan. 

  • UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems in a critical and creative way in the forecasting, monitoring and evaluation of sales performance in the automotive industry. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a team in the forecasting, monitoring and evaluation of sales performance in the automotive industry. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and personal activities responsibly and effectively. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information relevant to the forecasting, monitoring and evaluation of sales performance in the automotive industry. 

    UNIT STANDARD CCFO DEMONSTRATING 
  • Understand and apply a range of office management-related techniques, procedures and experimental approaches required in the different specific programmes leading up to this qualification.
  • Understand the world as a set of related systems by recognising that forecasting, monitoring and evaluation of sales performance in the automotive industry do not exist in isolation. 

  • UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    UNIT STANDARD NOTES 
    This unit standard replaces unit standard 9846, "Forecast, monitor and evaluate personal sales performance in the automotive industry", Level 4, 6 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  64289   Further Education and Training Certificate: Automotive Sales and Support Services  Level 4  NQF Level 04  Reregistered  2023-06-30  MERSETA 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    1. BMW SA (Pty) Ltd (ROSSLYN) (TP) 
    2. BPC HR Solutions (PRETORIA) (TP) 
    3. College of Production Technology 
    4. JESUA CONSULTANTS (Hartenbos) (WA) 
    5. Jesua Consultants (Pty) Ltd (MOSSEL BAY) (TP) 
    6. KwaZulu Automotive Training Services cc (KZN) (DURBAN) (TP) 
    7. Ronald Sewell & Associates SA (Pty) Ltd T/A Sewells (BRYANSTON) (TP) 
    8. Toyota Academy Toyota SA Motors (Pty) Ltd (SANDTON) (TP) 
    9. Ziphi Nkomo Training Services 



    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.