MARKETING AND SALES

MANAGEMENT
LEVEL – III

TVET CURRICULUM
Based on December, 2021 (V- I)
Occupational standard (OS)

MARCH, 2022
Addis Abeba, ETHIOPIA
 Preface
The reformed TVET-System is an outcome-based system. It utilizes the needs of the labor
market and occupational requirements from the world of work as the benchmark and standard
for TVET delivery. The requirements from the world of work are analyzed and documented –
taking into account international benchmarking – as occupational standards (OS). In the
reformed TVET-System, curricula and curriculum development play an important role with
regard to quality driven comparable TVET-Delivery. The Curricula help to facilitate the
training process in a way, that trainees acquire the set of occupational competences (skills,
knowledge and attitude) required at the working place and defined in the occupational
standards (OS). This curriculum has been developed by a group of professional experts from
different Regional TVET Bureaus, colleges, Industries, Institutes and universities based on
the occupational standard for marketing and sales management Level III. The curriculum
development process has been actively facilitated by Ministry of Labor and Skills.
Accordingly, Eagle College would like to acknowledge all experts involved on facilitation
and making the curriculum ready for technical and avocation training.

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 TVET-Program Design
1.1. TVET-Program Title: Marketing and sales management Level III
1.2. TVET-Program Description
The Program is designed to develop the necessary knowledge, skills and attitude of the
trainees to the standard required by the occupation. The contents of this program are in line
with the occupational standard. The Trainees who successfully completed the Program will
be qualified to work as a market officer with competencies elaborated in the respective OS.
Graduates of the program will have the required qualification to work in the labor and social
affairs sector in the field of Marketing and sales management. The prime objective of this
training program is to equip the Trainees with the identified competences specified in the OS.
Graduates are therefore expected to Deliver and Monitor Customers Service ,Plan and
Implement Sales, Coordinate Sales Performance ,Handle mail and Use Business
Technologies ,Apply Point of Sales Procedures ,Maintain Business Relationship ,Produce
Market and Sales Documents, Profile Market, Analyze and Achieve Sales ,Conduct Pre-
Campaign Testing,, Prevent and Eliminate MUDA using problem Solving Tools in
accordance with the performance criteria and evidence guide described in the OS.
1.1. TVET-Program Training Outcomes
The expected outputs of this program are the acquisition and implementation of the following
units of competences:
LSA MSM3 01 1221 Deliver and Monitor Customers Service
LSA MSM3 02 1221 Plan and Implement Sales
LSA MSM3 03 1221 Coordinate Sales Performance
LSA MSM3 04 1221 Handle mail and Use Business Technologies
LSA MSM3 05 1221 Apply Point of Sales Procedures
LSA MSM3 06 1221 Maintain Business Relationship
LSA MSM3 07 1221 Produce Market and Sales Documents
LSA MSM3 08 1221 Profile Market
LSA MSM3 09 1221 Analyze and Achieve Sales Targets
LSA MSM3 10 1221 Conduct Pre-Campaign Testing
LSA MSM3 11 1221 Optimize Customer and Territory Coverage
LSA MSM3 12 1221 Prevent and Eliminate MUDA using problem Solving Tools

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 1.2. Duration of the TVET-Program
The Program will have duration of 703 hours including the on school/ Institution training
and on-the-job practice or cooperative training time. Such cooperative training based on
realities of the industry, nature of the occupation, location of the TVET institution, and other
factors will be considered in the training delivery to ensure that trainees acquire practical and
workplace experience.
No Unit competency TVET Institution Cooperat Total Remarks
training ive hours
Theory Practical training
LSA MSM3 01 1221 Deliver and Monitor 23 16 36 75
1
Customers Service
LSA MSM3 02 1221 Plan and Implement
2 Sales 20 15 37 73
LSA MSM3 03 1221 Coordinate Sales 20 8 32 60
3
Performance
LSA MSM3 04 1221 Handle mail and Use 20 8 22 50
4
Business Technologies
LSA MSM3 05 1221 Apply Point of Sales 14 12 20 46
5
Procedures
LSA MSM3 06 1221 Maintain Business 16 8 30 54
6
Relationship
LSA MSM3 07 1221 Produce Market and 21 16 35 70
7 Sales Documents
LSA MSM3 08 1221 Profile Market 15 10 20 45
8
LSA MSM3 09 1221 Analyze and Achieve 15 10 20 45
9
Sales Targets
LSA MSM3 10 1221 Conduct Pre-Campaign 17 8 30 55
10
Testing
LSA MSM3 11 1221 Optimize Customer and 27 18 41 90
11 Territory Coverage

LSA MSM3 12 1221 Prevent and Eliminate 12 8 20 40

12 MUDA using problem Solving Tools

Total 230 140 333 703

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 1.3. Qualification Level and Certification
Based on the descriptors elaborated on the Ethiopian National TVET Qualification
Framework (NTQF) the qualification of this specific TVET Program is Level III.
The trainee can exit after successfully completing the modules in one level and will be
awarded the equivalent institutional certificate on the level completed. However, only
institutional certificate of training accomplishment will be awarded.
1.4. Target Groups
Any citizen with or without disability who meets the entry requirements under items and
capable of participating in the training activities is entitled to take part in the Program.
1.7 Entry Requirements
The prospective participants of this program are required to possess the requirements or
directive of the Ministry of Labor and Skills.
1.8 Mode of Delivery
This TVET-Program is characterized as a formal Program on middle level technical skills.
The mode of delivery is co-operative training. The time spent by the trainees in the real work
place/ industry will give them enough exposure to the actual world of work and enable them
to get hands-on experience.
The co-operative approach will be supported with school-based lecture-discussion, simulation
and actual practice. These modalities will be utilized before the trainees are exposed to the
industry environment.
Hence based on the nature of the occupation, location of the TVET institutions, and interest
of the industry alternative mode of cooperative training such as apprenticeships, internship
and traineeship will be employed. In addition, in the areas where industry is not sufficiently
available the established production and service centers/learning factories in TVET
institutions will be used as cooperative training places. The Training-Institution and identified
companies have forged an agreement to co-operate with regard to the implementation of this
program.

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 1.9. TVET-Program Structure
Duration (In
Unit of Competence Module Code & Title Training Outcomes
Hours)
LSA MSM3 M01 Deliver and LSA MSM3M 01 Delivering and Monitoring  Identify customer needs 75
1221 Monitor 0322 Customers Service  Deliver a service to customers
Customers Service  Monitor and report on service
delivery
LSA MSM3 M02 Plan and Implement LSA MSM3 M02 Planning and Implement  Plan sales activities. 73
1221 Sales 0322 Sales  Develop and apply product
knowledge.
 Approach customer.
 Gather and respond to
information
 Sell benefits.
 Overcome objections.
 Close sale.
 Maximize sales opportunities
LSA MSM3 M03 Coordinate Sales LSA MSM3 M03 Coordinating Sales  Implement sales policies and 60
1221 Performance 03 22 Performance procedures.
 Provide feedback and coaching
to improve implementation of
sales policies and procedures.
 Monitor achievement of sales
targets.
LSA MSM3 M04 Handle mail and LSA MSM3 M04 Handling mail and Use  Clarify procedures for 50
1221 Use Business 0322 Business Technologies customer contact using
Technologies technologies.
 Operate technologies

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  Receive and distribute
incoming mail
 Collect and dispatch outgoing
mail
 Organize urgent and same day
deliveries
LSA MSM3 M05 Apply Point of LSA MSM3 M05 Applying Point of Sales  Operate point-of-sale 46
1221 Sales Procedures 03 22 Procedures equipment.
 Ensure accuracy of
transactions
 Perform point-of-sale
transactions.
 Complete sales.
 Wrap and pack goods
LSA MSM3 M06 Maintain Business LSA MSM3 M06 Maintaining Business  Maintain close contact with 54
1221 Relationship 03 22 Relationship business customers.
 Identify business customer
needs.
 Improve business customer
outcomes and business
relationships
LSA MSM3 M07 Produce Market LSA MSM3 M07 Producing Market and Sales  Select and prepare documents 70
1221 and Sales 03 22 Documents  Design document
Documents  Produce document
 Finalize document
LSA MSM3 M08 Profile Market LSA MSM3 M08 Profiling Market  Segment the market 45
1221 03 22  Identify the target market
 Profile the target audience
 Develop a positioning strategy

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LSA MSM3 M09 Analyze and LSA MSM3 M09 Analyzing and Achieve Sales  Analyze sales targets. 45
1221 Achieve Sales 03 22 Targets  Determine factors affecting
Targets attainment of sales targets.
 Attain sales targets
LSA MSM3 M10 Conduct Pre- LSA MSM3 M10 Conducing Pre- Campaign  Plan for pre campaign testing 55
1221 Campaign Testing 03 22 Testing  Pilot the advertisement
 Utilize pre campaign test
results

LSA MSM3 M11 Optimize Customer LSA MSM3 M11 Optimizing Customer and  Establish coverage plan for a 90
1221 and Territory 03 22 Territory Coverage territory
Coverage  Report on business visits.
 Improve customer or territory
coverage.
LSA MSM3 12 Prevent and LSA MSM3 M12 Preventing and Eliminating  Prepare for work. 40
1221 Eliminate MUDA 03 22 MUDA using problem  Identify MUDA. /Identify and
using problem Solving Tools select problem
Solving Tools  Analyze causes of a problem.
 Eliminate MUDA and Assess
effectiveness of the solution
 Prevent occurrence of
wastes/MUDA.
 Standardize and sustain operation.
*The time duration (Hours) indicated for the module should include all activities in and out of the TVET institution .

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 1.10Institutional Assessment
Two types of evaluation will be used in determining the extent to which training outcomes are
achieved. The specific training outcomes are stated in the modules. In assessing them, verifiable
and observable indicators and standards shall be used.

The formative assessment is incorporated in the training modules and form part of the training
process. Formative evaluation provides the trainee with feedback regarding success or failure in
attaining training outcomes. It identifies the specific training errors that need to be corrected,
and provides reinforcement for successful performance as well. For the teacher, formative
evaluation provides information for making instruction and remedial work more effective.

Summative Evaluation the other form of evaluation is given when all the modules in the
program have been accomplished. It determines the extent to which competence have been
achieved. And, the result of this assessment decision shall be expressed in the term of
institutional Assessment implementation guidelines..

Techniques or tools for obtaining information about trainees’ achievement include oral or written
test, demonstration and on-site observation.

1.10TVET Teachers Profile

The teachers conducting this particular TVET Program are A Level and above who have
satisfactory practical experiences or equivalent qualifications.

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 LEARNING MODULE 1
Occupational Standard: Marketing and Sales Management Level III
MODULE TITLE: Delivering and Monitoring Customers Service
MODULE CODE: LSA MSM3 M01 0322
NOMINAL DURATION: 70 Hrs.

MODULE DESCRIPTION:
This module deals the performance outcomes, skills and knowledge required to identify customer
needs and monitor service provided to customers according to the company procedure trade
policy.
LEARNING OUTCOMES:
At the end of the module the trainee should be able to:
LO1. Identify customer needs
LO2. Deliver a service to customers
LO3. Monitor and report on service delivery
MODULE CONTENTS:
LO 1. Identifying customer needs

1.1 Identifying customer needs and expectations.

1.2 determining Customer needs

1.3 Assisting effective communication customers needs

1.4 Addressing customers needs

1.4.1 Assessing limitation individuals customer needs

LO 2. Delivering a service to customers

2.1 providing customer service

2.2 Establishing rapport customer quality service

2.3 Handling customer compliant

2.4 Providing to respond specific needs.

2.5 Using to promote services and Products
LO 3. Monitoring and report on service delivery

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 3.1 Verifying Customer satisfaction

3.2 Enhance quality services and products.

3.3 Monitoring service delivery .

3.4 Improving Customer feedback

3.5 Ensuring customer satisfaction decision.

3.6 Recommending and Reporting critical aspects

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LEARNING METHODS:

For None Reasonable Adjustment for Trainees with Disability (TWD)

Impaired
Low Vision and Blind Deaf Hard of hearing Physical impairment
Trainees

Lecture-discussion  Provide large print text  Assign sign language interpreter  Organize the class  Organize the class
 Prepare the lecture in Audio/video &  Arrange the class room seating to be room seating room seating
in Brail format conducive for eye to eye contact arrangement to be arrangement to be
 Organize the class room seating  Make sure the luminosity of the light accessible to trainees accessible for
arrangement to be accessible to trainees of class room is kept  Speak loudly wheelchairs users.
 Write short notes on the black/white  Introduce new and relevant  Ensure the attention  Facilitate and
board using large text vocabularies of the trainees support the trainees
 Make sure the luminosity of the light  Use short and clear sentences  Present the lecture in who have severe
of class room is kept  Give emphasis on visual lecture and video format impairments on their
 Use normal tone of voice ensure the attention of the trainees  Ensure the attention upper limbs to take
 Encourage trainees to record the lecture  Avoid movement during lecture time of the trainees note
in audio format  Present the lecture in video format  Provide Orientation
 Provide Orientation on the physical  Summarize main points on the physical
feature of the work shop  feature of the work
 Summarize main points shop
Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and
 Use verbal description  Use video recorded material short method support the trainees
 Provide special attention in the process  Ensure attention of the trainees  Use Video recorded having severe upper
of guidance  Provide structured training material limbs impairment to
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention of operate equipment’s/
 Prepare & use simulation  Use gesture the trainees machines
  provide tutorial support  provide tutorial  Assign peer trainees
support (if necessary) to assist
 Conduct close
follow up
 provide tutorial

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 support(if necessary
 ASSESSMENT METHODS:
Interview  Use sign language interpreter  Speak loudly  Use written
 Ensure or conform whether the proper response as an
communication was conducted with the  Using sign language option for the
trainee through the service of the sign interpreter if necessary trainees having
language interpreter speech challenges
 Use short and clear questioning
 Time extension 
Written  Prepare the exam in large texts/Brail  Prepare the exam using short sentences,  Prepare the exam using  Use oral response
test  Use interview as an option if necessary multiple choices, True or False, matching short sentences, as an option to
 Prepare the exam in audio format and short answers multiple choices, True give answer for
 Assign human reader  Avoid essay writing or False, matching and trainees having
 (if necessary)  Time extension short answers if severe upper limb
 Time extension necessary. impairment
 Time extension
for trainees
having severe
upper limb
impairment
Demonstration/  Brief the instruction or provide them in  Use sign language interpreter  Provide activity based  Provide activity
Observation large text/Brail  Brief on the instruction of the exam assessment based assessment
 Time extension  Provide activity-based/ practical  Brief on the instruction  Conduct close
assessment method of the exam follow up
 Time extension  Use loud voice  Time extension
 Time extension 

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 ASSESSMENT CRITERIA:

LO 1 Identify customer needs

 Appropriate interpersonal skills are used to accurately identified and clarified customer
needs and expectations.

 Customer needs are assessed for urgency to determine priorities for service delivery in
accordance with organizational requirements.

 Effective communication is used to inform customers about available choices for meeting
their needs and selection of preferred options are assisted.

 Limitations are identified in addressing customers’ needs and appropriate assistance from
designated individuals is sought
LO 2 Deliver a service to customers

 Prompt service is provided to customers to meet identified needs in accordance with

organizational requirements.

 Appropriate rapport is established and maintained with customers to ensure completion of

quality service delivery.

 Customer complaints are sensitively and courteously handled in accordance with

organizational requirements.

 Assistance or respond are provided to customers with specific needs in accordance with
organizational requirements.

 Available opportunities are identified and used to promote and services and products are
enhanced to customers
LO 3 Monitor and report on service delivery

 Customer satisfaction with service delivery is regularly reviewed using verifiable evidence
in accordance with organizational requirements.

 Opportunities are identified to enhance the quality of services and products, and pursued
within organizational requirements.

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  Procedural aspects of service delivery are monitored for effectiveness and suitability to
customer requirements.

 Customer feedback is regularly sought and used to improve the provision of products and
services.

 Evidence of customer satisfaction in decisions is incorporated to modified products or

services, ensuring they are within organizational requirements.

 Ensure reports are cleared, detailed and contained recommendations focused on critical
aspects of service delivery

Annex: Resource Requirements

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 Item Description/ Recommended Ratio
Category/Item Quantity
No. Specifications (Item: Trainee)
A. Learning Materials
TTLM Containing: LAP TEST, 5 1:5
1 Information Sheet,
Operation sheet
2 Text Books If Available
3 OHS materials and tools If Available 1 1:25
References
Marketing in practice Gill Kelley and Mike
1 5 1:5
Hyde 2000
Marketing: The one-semester Geoff Lancaster and
2 5 1:5
Introduction Paul Reynolds 2000
Principles of Marketing Philip Kotler 14 th
3 5 1:5
edition

B. Learning Facilities & Infrastructure

1. Class Room 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Black and/or White Board 1.10m*1.90m 1 1:25
C. Consumable Materials
1. White Board Marker Packed 1 1:25
2. Chalk 25 pieces 25 25:25
3. Flip chart Standard 1 1:25
4. Stationary
D. Tools and Equipment
1 Multimedia projector - LCD 1 1:25
Office equipment and
2 Computer 1 1:25
resources

LEARNING MODULE 02
Occupational Standard: Marketing and Sales Management Level III
MODULE TITLE: Planning and Implement sales

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MODULE CODE: LSA MSM3M 03 0322
NOMINAL DURATION: 73 Hrs.

MODULE DESCRIPTION:
This module deals describes the performance outcomes, skills and knowledge required to sell products
and services in a marketing environment. It involves the use of sales techniques and encompasses key
selling skills, basic level of product knowledge and the recognition and demonstration of verbal and
non-verbal communication skills to determine customer requirements, sell the benefits of products and
services, overcome objections and close sales.

LEARNING OUTCOMES:
At the end of the module the trainee should be able to:
LO1Plan sales activities
LO2 Develop and apply product knowledge
LO3 Approach customer.
LO4 Gather and respond to information
LO5 Sell benefits.
LO6 Overcome objections.
LO7 Close sale
LO8 Maximize sales opportunities
MODULE CONTENTS:
LO1 Planning sales activities
1.1 Planning and scheduling marketing plan
1.2 Analysing marketing information.
1.3 Creating profiles of prospects
1.4 Estimating potential revenue
1.5 Maximizing opportunities sales targets.
1.6 Establishing practical sales
LO2 Developing and applying product knowledge
2.1 Developing Product knowledge
2.2 Applying legislative e requirement .
2.3 Identifying Gaps of product knowledge.
LO3 Approaching customer.
3.1 Identifying Customers.

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 3.2 Developing customer buying behavior
3.3 Determining customer approach
3.4 Initiating Customer contact
3.5 Encouraging customer interest.
L04 Gathering and responding to information
4.1 Applying Questioning and listening techniques
4.2 Clarifying nonverbal communication.
4.3 Directing customer
Lo5 Selling benefits.
5.1 Matching Customer needs
5.2 Communicating product features and benefits
5.3 Describing Product use and safety
5.4 Referring product specialists
5.5 Answering Routine customer questions
Lo6 Overcoming objections.
6.1 Identifying customer objection.
6.2 Offering customer objections.
6.3 Applying Problem solving techniques
Lo7 Closing sale
7.1 Identifying Customer buying signals
7.2 Encouraging customer purchase decisions.
7.3 Selecting close sale methods
Lo8 Maximizing sales opportunities
8.1 Applying sales opportunities
8.2 Advising complementary products and services
8.3 Reviewing personal sales outcomes

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LEARNING METHODS:

For None Reasonable Adjustment for Trainees with Disability (TWD)

Impaired
Low Vision and Blind Deaf Hard of hearing Physical impairment
Trainees

Lecture-discussion  Provide large print text  Assign sign language interpreter  Organize the class  Organize the class
 Prepare the lecture in Audio/video &  Arrange the class room seating to be room seating room seating
in Brail format conducive for eye to eye contact arrangement to be arrangement to be
 Organize the class room seating  Make sure the luminosity of the light accessible to trainees accessible for
arrangement to be accessible to trainees of class room is kept  Speak loudly wheelchairs users.
 Write short notes on the black/white  Introduce new and relevant  Ensure the attention  Facilitate and
board using large text vocabularies of the trainees support the trainees
 Make sure the luminosity of the light  Use short and clear sentences  Present the lecture in who have severe
of class room is kept  Give emphasis on visual lecture and video format impairments on their
 Use normal tone of voice ensure the attention of the trainees  Ensure the attention upper limbs to take
 Encourage trainees to record the lecture  Avoid movement during lecture time of the trainees note
in audio format  Present the lecture in video format  Provide Orientation
 Provide Orientation on the physical  Summarize main points on the physical
feature of the work shop  feature of the work
 Summarize main points shop
Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and
 Use verbal description  Use video recorded material short method support the trainees
 Provide special attention in the process  Ensure attention of the trainees  Use Video recorded having severe upper
of guidance  Provide structured training material limbs impairment to
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention of operate equipment’s/
 Prepare & use simulation  Use gesture the trainees machines
  provide tutorial support  provide tutorial  Assign peer trainees
support (if necessary) to assist
 Conduct close
follow up
 provide tutorial

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 support(if necessary)
ASSESSMENT METHODS:
Interview   Use sign language interpreter  Speak loudly  Use written
response as an
 Ensure or conform whether the proper  Using sign language option for the
communication was conducted with the interpreter if necessary trainees having
trainee through the service of the sign speech challenges
language interpreter

 Use short and clear questioning 
 Time extension


Written  Prepare the exam in large texts/Brail  Prepare the exam using short sentences,  Prepare the exam using  Use oral response
test  Use interview as an option if necessary multiple choices, True or False, matching short sentences, as an option to
 Prepare the exam in audio format and short answers multiple choices, True give answer for
 Assign human reader  Avoid essay writing or False, matching and trainees having
 (if necessary)  Time extension short answers if severe upper limb
 Time extension necessary. impairment
 Time extension
for trainees
having severe
upper limb
impairment
Demonstration/  Brief the instruction or provide them in  Use sign language interpreter  Provide activity based  Provide activity
Observation large text/Brail  Brief on the instruction of the exam assessment based assessment
 Time extension  Provide activity-based/ practical  Brief on the instruction  Conduct close
assessment method of the exam follow up
 Time extension  Use loud voice  Time extension
 Time extension 

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ASSESSMENT CRITERIA:
LO1 Plan sales activities.

 Plan and schedule sales activities for existing and potential customers according to
marketing plan or other organisation systems.

 Identify, analyse and incorporate appropriate organisation, customer and market

information into the sales
planning process. Proactively source prospects and create profiles
accordingly.

 Estimate potential revenue, based on sound analysis of information and in consultation

with appropriate
colleagues.lan activities to maximise opportunities to meet individual and team targets.
 Establish practical sales call patterns based on analysis of all relevant customer and
market information
LO2 Develop and apply product knowledge

 Product knowledge is developed by accessing relevant sources of information and

confirmed with relevant staff.

 Knowledge of the use and application of relevant products and services is applied in
interactions with customers according to store policy and legislative requirements.
 Gaps are identified in product knowledge and resolved by accessing relevant sources of
information..
LO3 Approach customer

 Customers are identified by name where possible.

 Knowledge of customer buying behavior is developed by accessing relevant sources of

information.

 Appropriate timing of customer approach is determined and applied according to store

policy and customer behavior.

 Customer contact is initiated according to store policy.

 A positive impression is conveyed to encourage customer interest according to store

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 policy.
LO4 Gather and respond to information

 Questioning techniques and listening skills are applied to determine customer buying
motives and requirements.

 Nonverbal communication cues are interpreted and clarified.

 Customer is directed to specific merchandise according to customer requirements and
store policy.
 Take Follow up action to monitor the effectiveness of solutions in the workplace.
LO 5 Sell benefits

 Customer needs are matched to appropriate products and services.

 Knowledge of product features and benefits is communicated clearly to customers.

 Product use and safety requirements are described to customers.

 Customers are referred to appropriate product specialist as required.

 Routine customer questions are answered about merchandise accurately and honestly or
refer to senior sales staff
LO6 Overcome objections

 Customer objections are identified and acknowledged according to store policy and
categorized into price, time and merchandise characteristics and consider solutions.

 Solutions are offered to customer objections according to store policy.

 Problem solving is applied within personal scope of responsibilities to overcome

customer objections or refer to senior staff.
LO7 Close sale

 Customer buying signals are monitored, identified and responded appropriately.

 Customer is encouraged to make purchase decisions.

 Appropriate method of closing sale is selected and applied
LO8 Maximize sales opportunities.

 Opportunities are recognized and applied for making additional sales according to store

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 policy.

 Customer is advised of complementary products or services according to customers

identified need.
 Personal sales outcomes are reviewed and strategies are considered to maximize future
sales in consultation with relevant staff.

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Annex: Resource Requirements
Item Description/ Recommended Ratio
Category/Item Quantity
No. Specifications (Item: Trainee)
A. Learning Materials
TTLM Containing: LAP TEST, 5 1:5
1. Information Sheet,
Operation sheet
2 Text Books If Available
3 OHS Policies and Procedures 1 1:25
B. Learning Facilities & Infrastructure
1. Class Room 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Black and/or White Board 1.10*1.90m 1 1:25
C. Consumable Materials
1. White Board Marker Packed 3 3:25
2. Chalk 25 25 25:25
3. Flip chart Standard 1 1:25
4. Stationary
D. Tools and Equipment
1 Multimedia projector - LCD 1 1:25
Office equipment and
2 Computer 5 1:5
resources

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Marketing and sales management
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 LEARNING MODULE 3

Occupational Standard: Marketing and Sales Management Level III

MODULE TITLE: Coordinating Sales Performance
MODULE CODE: LSA MSM3 M03 03 22
NOMINAL DURATION: 60 Hrs.

MODULE DESCRIPTION:
This module deals the performance outcomes, skills and knowledge required to implement and monitor adherence to sales
policies and procedures, and monitor the achievement of sales targets and performance.

LEARNING OUTCOMES:
At the end of the module the trainee should be able to:
LO1. Implement sales policies and procedures
LO2. Provide feedback and coaching to improve implementation of sales policies and procedures
LO3. Monitor achievement of sales targets

MODULE CONTENTS:
LO 1. Implementing sales policies and procedures
1.1 Adhering and monitoring store policy
1.2 Implementing sales transaction
1.3 Entering team point-of-sale information
1.4 Ensuring safe handling of goods
1.5 Matching customer needs
LO 2 providing feedback and coaching to improve implementation of sales policies and procedures
2.1 Coaching Individual and team selling
2.2 Implementing coach sales team
2.3 Supporting team to promote sales
LO 3. Monitoring achievement of sales targets
3.1 Recording selling target
3.2 Monitoring sales result
3.3 providing Feedback

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Marketing and sales management
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LEARNING METHODS:

For None Impaired Reasonable Adjustment for Trainees with Disability (TWD)
Trainees
Low Vision and Blind Deaf Hard of hearing Physical impairment

Lecture-discussion  Provide large print text  Assign sign language interpreter  Organize the class room  Organize the class
 Prepare the lecture in Audio/video & in  Arrange the class room seating to be seating arrangement to room seating
Brail format conducive for eye to eye contact be accessible to trainees arrangement to be
 Organize the class room seating  Make sure the luminosity of the light of  Speak loudly accessible for
arrangement to be accessible to trainees class room is kept  Ensure the attention of wheelchairs users.
 Write short notes on the black/white board  Introduce new and relevant vocabularies the trainees  Facilitate and support
using large text  Use short and clear sentences  Present the lecture in the trainees who have
 Make sure the luminosity of the light of  Give emphasis on visual lecture and ensure video format severe impairments on
class room is kept the attention of the trainees  Ensure the attention of their upper limbs to
 Use normal tone of voice  Avoid movement during lecture time the trainees take note
 Encourage trainees to record the lecture in  Present the lecture in video format  Provide Orientation on
audio format  Summarize main points the physical feature of
 Provide Orientation on the physical feature  the work shop
of the work shop
 Summarize main points
Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and support
 Use verbal description  Use video recorded material short method the trainees having
 Provide special attention in the process of  Ensure attention of the trainees  Use Video recorded severe upper limbs
guidance  Provide structured training material impairment to operate
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention of equipment’s/ machines
 Prepare & use simulation  Use gesture the trainees  Assign peer trainees to
  provide tutorial support  provide tutorial support assist
 (if necessary) (if necessary)  Conduct close follow
up
 provide tutorial
support(if necessary)
ASSESSMENT METHODS:

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 Interview   Use sign language interpreter  Speak loudly  Use written
response as an
 Ensure or conform whether the proper  Using sign language option for the
communication was conducted with the interpreter if necessary trainees having
trainee through the service of the sign speech challenges
language interpreter

 Use short and clear questioning

 Time extension

Written test  Prepare the exam in large texts/Brail  Prepare the exam using short sentences,  Prepare the exam using  Use oral response
 Use interview as an option if necessary multiple choices, True or False, matching and short sentences, multiple as an option to give
 Prepare the exam in audio format short answers choices, True or False, answer for trainees
 Assign human reader  Avoid essay writing matching and short having severe
 (if necessary)  Time extension answers if necessary. upper limb
 Time extension impairment
 Time extension for
trainees having
severe upper limb
impairment

Demonstration/  Brief the instruction or provide them in large  Use sign language interpreter  Provide activity based  Provide activity
Observation text/Brail  Brief on the instruction of the exam assessment based assessment
 Time extension  Provide activity-based/ practical assessment  Brief on the instruction of  Conduct close
method the exam follow up
 Time extension  Use loud voice  Time extension
 Time extension 

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Marketing and sales management
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ASSESSMENT CRITERIA:
LO 1. Implement sales policies and procedures
 Adherence is implemented and monitored to store policy and procedures and relevant legislation in regard to
selling.
 Store policy and procedures are implemented and monitored in regard to sales transactions.
 Team is monitored to ensure information is entered into point-of-sale equipment accurately.
 Team is monitored to ensure the efficient and safe handling of goods through point-of-sale areas.
 Team is monitored to ensure that products and services are matched to customer needs
LO 2. Provide feedback and coaching to improve implementation of sales policies and procedures.
 Individual information and coach sales team members are provided in store policy and procedures and relevant
legislation in regard to selling.
 Individual information and coach sales team members are provided on the implementation of store policy and
procedures in regard to sales transactions.
 Support is provided to team members to promote sales and service techniques
LO 3. Monitor achievement of sales targets
 Individual and department sales targets are monitored and recorded according to store policy.
 Store sales results are monitored and recorded in line with sales targets and according to store policy.
 Feedback is provided to management and staff on sales performance in relation to sales targets and planning.

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Marketing and sales management
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 Annex: Resource Requirements

Item Recommended Ratio

Category/Item Description/ Specifications Quantity
No. (Item: Trainee)
A. Learning Materials
TTLM Containing: LAP TEST, 5 1:5
1. Information Sheet, Operation
sheet
2 Text Books If Available
3 OHS Policies and Procedures 1 1:25
B. Learning Facilities & Infrastructure
1. Class Room 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Black and/or White Board 1.10m*1.90m 1 1:25
C. Consumable Materials
1. White Board Marker Packed 3 3:25
2. Chalk Pieces 25 25:25
3. Flip chart Standard 1 1:25
4. Stationary
D. Tools and Equipment
1 Multimedia projector - LCD 1 1:25
2 Office equipment and resources Computer 5 1:5

LEARNING MODULE 04

TVET-PROGRAMME TITLE: Marketing and Sales Management Level III

MODULE TITLE: Handling Mail and Using Business Technologies

MODULE CODE: LSA MSM3 MO4 0322

NOMINAL DURATION:50 Hours

MODULE DESCRIPTION: This module describes the performance outcomes, skills and knowledge required to
receive and distribute incoming mail, to collect, dispatch outgoing mail, organize and apply workplace information in
the context of an organization’s work processes and knowledge management systems through using business
technologies.
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1: Clarify procedures for customer contact using technologies.
LO2: Operate technologies.
LO3: Receive and distribute incoming mail

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 LO4: Collect and dispatch outgoing mail
LO5: Organise urgent and same day deliveries
MODULE CONTENTS:
LO1: Clarifying procedures for customer contact using technologies
1.1 Identifying technologies
1.2 Identifying personal responsibility and limitations
1.3 facilitating protocols for customer data and frequency
LO2: Operating technologies
2.1 Identifying technology application
2.2 Testing applications
2.3 Obtaining and applying feedback
LO3: Receiving and distributing incoming mail
3.1 checking and registering incoming mail
3.2 Identifying titles and locations
3.3 distributing urgent and confidential mail
3.4 Sorting and despatching mail
3.5 Recording and reporting damaged mail
LO4: Collecting and dispatching outgoing mail
4.1 Collecting outgoing mail
4.2 Recording and processing outgoing mail
4.3 Despatching mail
LO5: Organising urgent and same day deliveries
5.1 Evaluating and selecting best delivery options
5.2 Preparing items for urgent delivery
5.3 Pick up emergency lodgement delivery

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Marketing and sales management
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Learning Methods:
For none Reasonable Adjustment for Trainees with Disability (TWD)
impaired
trainees
Low Vision Deaf Hard of hearing Physical impairment

Lecture-  Provide large print text  Assign sign language  Organize the  Organize the class room
discussion  Prepare the lecture in Audio/video interpreter class room seating arrangement to be
 Organize the class room seating  Arrange the class room seating accessible for wheelchairs
arrangement to be accessible to trainees seating to be conducive for arrangement to users.
 Write short notes on the black/white board eye to eye contact be accessible to  Facilitate and support the
using large text  Make sure the luminosity of trainees trainees who have severe
 Make sure the luminosity of the light of the light of class room is  Speak loudly impairments on their
class room is kept kept  Ensure the upper limbs to take note
 Use normal tone of voice  Introduce new and relevant attention of the  Provide Orientation on the
 Encourage trainees to record the lecture in vocabularies trainees physical feature of the
audio format  Use short and clear sentences  Present the work shop
 Provide Orientation on the physical  Give emphasis on visual lecture in
feature of the work shop lecture and ensure the video format
 Summarize main points attention of the trainees  Ensure the
 Avoid movement during attention of the
lecture time trainees
 Present the lecture in video
format
 Summarize main points

Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and support the trainees
 Use verbal description  Use video recorded material short method having severe upper limbs
 Provide special attention in the process of  Ensure attention of the trainees  Use Video recorded impairment to operate equipments/
guidance  Provide structured training material machines
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention  Assign peer trainees to assist
 Prepare & use simulation  Use gesture of the trainees  Conduct close follow up
 Provide tutorial support  Provide tutorial support  Provide tutorial support
(if necessary) (if necessary) (if necessary

Group  Facilitate the integration of trainees with  Use sign language interpreters  Facilitate the  Introduce the trainees with
discussion group members  Facilitate the integration of integration of their peers

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Marketing and sales management
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  Conduct close follow up trainees with group members trainees with group
 Introduce the trainees with other group  Conduct close follow up members
member  Introduce the trainees with other  Conduct close
 Brief the thematic issues of the work group member follow up
 Introduce the
trainees with other
group member
 Inform the group
members to speak
loudly
Exercise  Conduct close follow up and guidance  Conduct close follow up and  Conduct close  Assign peer trainees
 Provide tutorial support if necessary guidance follow up and  Use additional nominal hours
 provide special attention in the process  Provide tutorial support if guidance if necessary
necessary  Provide tutorial
 provide special attention in the support if
process/practical training necessary
 Introduce new and relevant  provide special
vocabularies attention in the
process/ practical
training
 prepare the assignment questions in large text  Use sign language interpreter  Provide briefing
Individual  Encourage the trainees to prepare and submit  Provide briefing /orientation on /orientation on the
assignment the assignment in large texts the assignment assignment
 Make available recorded assignment questions  Provide visual recorded material  Provide visual
 Facilitate the trainees to prepare and submit the recorded material
assignment in soft or hard copy

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Marketing and sales management
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ASSESSMENT METHODS:
Interview  Use sign language interpreter  Speak loudly  Use written
 Ensure or conform whether  Using sign language interpreter if response as an
the proper communication necessary option for the
was conducted with the trainees having
trainee through the service speech challenges
of the sign language
interpreter
 Use short and clear
questioning
 Time extension
Written test  Prepare the exam in large  Prepare the exam using  Prepare the exam using short  Use oral response
texts short sentences, multiple sentences, multiple choices, true or as an option to
 Use interview as an option choices, True or False, false, matching and short answers give answer for
if necessary matching and short if necessary. trainees having
 Prepare the exam in audio answers severe upper limb
format  Avoid essay writing impairment
 Assign human reader  Time extension  Time extension
 (if necessary) for trainees having
 Time extension severe upper limb
impairment
Demonstration/  Brief the instruction or  Use sign language  Provide activity based assessment  Provide activity
Observation provide them in large text interpreter  Brief on the instruction of the based assessment
 Time extension  Brief on the instruction of exam  Conduct close
the exam  Use loud voice follow up
 Provide activity-based/  Time extension  Time extension
practical assessment
method
 Time extension

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Marketing and sales management
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 ASSESSMENT CRITERIA:
LO1: Clarify procedures for customer contact using technologies
 Organizational information relating to the use of technologies is identified and reviewed for
communicating with customers.
 Personal responsibility and limitations are identified in relation to communication with customers using
technologies.
 Protocols are identified for collecting customer data to communication is facilitated using technologies.
 Protocols are identified for nature and frequency of customer contact using different types of
technologies.

LO2: Operate technologies

 Procedures are identified for operation of technologies and associated applications.
 Operation of technologies and associated applications is tested and protocols are applied in line with
nature of customer contact.
 Feedback is obtained and applied from relevant staff on operation of technologies.

LO3: Receive and distribute incoming mail

 Ensure that incoming mail is checked and registered in accordance with organisational policies and
procedures
 Titles and locations of company personnel and departments are identified
 Urgent and confidential mail is identified and distributed in accordance with organisational requirements
 Mail is sorted and despatched to nominated person/location in accordance with organisational requirements
 Damaged, suspicious or missing items are recorded and/or reported and appropriate action is taken in
accordance with organisational policies and procedures

LO4: Collect and dispatch outgoing mail

 Outgoing mail is collected, checked and sorted to ensure all items are correctly prepared for despatch in
accordance with organisational policies and procedures
 Outgoing mail for despatch is recorded and processed in accordance with organisational requirements
 Mail is despatched to meet designated time lines

LO5: Organise urgent and same day deliveries

 Delivery options are evaluated and best option is selected
 Items are prepared for urgent delivery in accordance with organisational requirements and carrier
specifications
 Lodgement or pick up of emergency deliveries and follow-up are organised if necessary

Annex: Resource Requirements

Module code and title Handling Mail and Using Business Technologies III LSA MSM2 03 M04 0222

Item Category/Item Description/ Quantity Recommended Ratio

No. Specifications (Item: Trainee)
A. Learning Materials
prepared by the
1. TTLM 25 1:1
trainer
2. Reference Books If available

4. Journals/Publication/Magazines

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Marketing and sales management
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 B. Learning Facilities & Infrastructure
1. Classroom 7m*8m 1 1:25
3. Library 12m*15m 1 1:25
4 Whiteboard and blackboard 1.10m*1.90m 1 1:25
C. Consumable Materials
A-4 size 25 1:1
1 Paper
A-3 size 5 1:5
2 Pen Blue and Red 2 1:10
3 Chalk Packet 1 1:25
4 White board Marker Packet 4 1:7
5 Flip chart Piece 1 1:25
6 Duster Piece 1 1:25
D. Tools and Equipments
1. Desk top computer Piece 1 1:25
2 Projector Piece 1 1:25
3 Printer /photocopier Piece 1
4 Computer Desk top 25 1:1

LEARNING MODULE 05

TVET-PROGRAMME TITLE: Marketing and Sales Management Level -III

MODULE TITLE:- Applying Point of Sales Procedures

MODULE CODE: LSA MSM3 M05 0322

NOMINAL DURATION: 46 Hours

MODULE DESCRIPTION: This module describes the performance outcomes, skills and knowledge required to
operate point-of-sale equipment, apply store policy and procedures to a range of transactions, interact with customers
and package or wrap an item for transportation.
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1. Operate point-of-sale equipment
LO2. Ensure accuracy of transactions
LO3. Perform point-of-sale transactions
LO4. Complete sales
LO5. Wrap and pack goods
MODULE CONTENTS:
LO1. Operating point-of-sale equipment
1.1 Opening and closing point-of-sale.
1.2 Clearing Point-of-sale terminal.

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 1.3 Handling cash.
1.4 Maintaining supply of change in point-of-sale
1.5 Attending active point-of-sale
1.6 Completing records transaction error.
1.7 Maintaining adequate dockets and vouchers.
1.8 informing customer point-of-sales
LO2. Ensuring accuracy of transactions
2.1 Identifying Numerical calculations
2.2 Collecting and calculating numerical information
2.1

LO3. Performing point-of-sale transactions

3.1 Completing point-of-sale transactions.
3.2 Identifying cash and non cash transaction
3.3 Applying exchanges and returns.
3.4 Moving goods efficiently
3.5 Entering Information is into point-of-sale equipment.
3.6 Receiving and stating price verbally to customer.
3.7 Tendering correct change.
LO4. Completing sales
4.1 Completing and processing customer order.
4.2 Processing customer delivery requirements.
4.3 Directing g sales transactions.
4.4 Acknowledging and thanking customer.
LO5. Wrapping and packing goods
5.1 Maintaining and requesting adequate supplies.
5.2 Selecting wrapping and packaging material.
5.3 Wrapping and requiring merchandise
5.4 Packing items safely.
5.5 Arranging and transfer delivery merchandise.
.

Page 36 of 94 Eagle College Version - I

Marketing and sales management
Level- III March , 2023
 Learning Methods
For none Reasonable Adjustment for Trainees with Disability (TWD)
impaired
trainees
Low Vision Deaf Hard of hearing Physical impairment

Lecture-  Provide large print text  Assign sign language  Organize the  Organize the class room
discussion  Prepare the lecture in Audio/video interpreter class room seating arrangement to be
 Organize the class room seating  Arrange the class room seating accessible for wheelchairs
arrangement to be accessible to trainees seating to be conducive for arrangement to users.
 Write short notes on the black/white board eye to eye contact be accessible to  Facilitate and support the
using large text  Make sure the luminosity of trainees trainees who have severe
 Make sure the luminosity of the light of the light of class room is  Speak loudly impairments on their
class room is kept kept  Ensure the upper limbs to take note
 Use normal tone of voice  Introduce new and relevant attention of the  Provide Orientation on the
 Encourage trainees to record the lecture in vocabularies trainees physical feature of the
audio format  Use short and clear sentences  Present the work shop
 Provide Orientation on the physical  Give emphasis on visual lecture in
feature of the work shop lecture and ensure the video format
 Summarize main points attention of the trainees  Ensure the
 Avoid movement during attention of the
lecture time trainees
 Present the lecture in video
format
 Summarize main points

Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and support the trainees
 Use verbal description  Use video recorded material short method having severe upper limbs
 Provide special attention in the process of  Ensure attention of the trainees  Use Video recorded impairment to operate equipments/
guidance  Provide structured training material machines
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention  Assign peer trainees to assist
 Prepare & use simulation  Use gesture of the trainees  Conduct close follow up
 Provide tutorial support  Provide tutorial support  Provide tutorial support
(if necessary) (if necessary) (if necessary

Group  Facilitate the integration of trainees with  Use sign language interpreters  Facilitate the  Introduce the trainees with
discussion group members  Facilitate the integration of integration of their peers

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Marketing and sales management
Level- III March , 2023
  Conduct close follow up trainees with group members trainees with group
 Introduce the trainees with other group  Conduct close follow up members
member  Introduce the trainees with other  Conduct close
 Brief the thematic issues of the work group member follow up
 Introduce the
trainees with other
group member
 Inform the group
members to speak
loudly
Exercise  Conduct close follow up and guidance  Conduct close follow up and  Conduct close  Assign peer trainees
 Provide tutorial support if necessary guidance follow up and  Use additional nominal hours
 provide special attention in the process  Provide tutorial support if guidance if necessary
necessary  Provide tutorial
 provide special attention in the support if
process/practical training necessary
 Introduce new and relevant  provide special
vocabularies attention in the
process/ practical
training
 prepare the assignment questions in large text  Use sign language interpreter  Provide briefing
Individual  Encourage the trainees to prepare and submit  Provide briefing /orientation on /orientation on the
assignment the assignment in large texts the assignment assignment
 Make available recorded assignment questions  Provide visual recorded material  Provide visual
 Facilitate the trainees to prepare and submit the recorded material
assignment in soft or hard copy

Page 38 of 94 Eagle College Version - I

Marketing and sales management
Level- III March , 2023
ASSESSMENT METHODS:
Interview  Use sign language interpreter  Speak loudly  Use written
 Ensure or conform whether  Using sign language interpreter if response as an
the proper communication necessary option for the
was conducted with the trainees having
trainee through the service speech challenges
of the sign language
interpreter
 Use short and clear
questioning
 Time extension
Written test  Prepare the exam in large  Prepare the exam using  Prepare the exam using short  Use oral response
texts short sentences, multiple sentences, multiple choices, true or as an option to
 Use interview as an option choices, True or False, false, matching and short answers give answer for
if necessary matching and short if necessary. trainees having
 Prepare the exam in audio answers severe upper limb
format  Avoid essay writing impairment
 Assign human reader  Time extension  Time extension
 (if necessary) for trainees having
 Time extension severe upper limb
impairment
Demonstration/  Brief the instruction or  Use sign language  Provide activity based assessment  Provide activity
Observation provide them in large text interpreter  Brief on the instruction of the based assessment
 Time extension  Brief on the instruction of exam  Conduct close
the exam  Use loud voice follow up
 Provide activity-based/  Time extension  Time extension
practical assessment
method
 Time extension

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Marketing and sales management
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 ASSESSMENT CRITERIA:
LO. Operate point-of-sale equipment.
 Point-of-sale terminal is opened and closed according to store policy and procedures.
 Point-of-sale terminal and transfer tender are cleared according to store procedure.
 Cash is handled according to store security procedures.
 Supplies of change are maintained in point-of-sale terminal according to store policy.
 Active point-of-sale terminals are attended according to store policy.
 Records are completed for transaction errors according to store policy.
 Adequate supplies of dockets, vouchers and point-of-sale documents are maintained.
 Customers are informed of delays in the point-of-sale operation where required.
LO2. Ensure accuracy of transactions.
 Numerical calculations are identified and performed to ensure accurate pricing and collection of
money.
 Numerical information is collected from various sources and calculated accurately with or
without the use of a calculator.
LO3. Perform point-of-sale transactions
 Point-of-sale transactions are completed according to store policy.
 Store procedures are identified and applied in respect of cash and non-cash transactions.
 Store procedures are identified and applied in regard to exchanges and returns.
 Goods are moved through point-of-sale area efficiently and with attention to fragility and
packaging.
 Information is entered into point-of-sale equipment.
 Price or total and amount of cash received are stated verbally to customer.
 Correct change is tendered.
LO4. Complete sales.
 Customer order forms, invoices and receipts are completed and any loyalty card transactions
processed.
 Customer delivery requirements are identified and processed according to set timeframes.
 Sales transactions or direct customers are processed to point-of-sale terminals according to
store policy without undue delay.
 Customer is acknowledged and thanked in line with store policy and procedures.

LO5. Wrap and pack goods.

 Adequate supplies of wrapping and packaging materials are maintained and requested.
 Appropriate wrapping or packaging material is selected.
 Merchandise is wrapped neatly and effectively where required.
 Items are packed safely to avoid damage in transit, and attach labels where required.
 Transfer of merchandise is arranged for parcel pick up or other delivery methods if required.

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Marketing and sales management
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 Annex: Resource Requirements

Module code and title Applying Point of Sales Procedures III LSA MSM3 M05 0322

Item Category/Item Description/ Quantity Recommended Ratio

No. Specifications (Item: Trainee)
A. Learning Materials
prepared by the
1. TTLM 25 1:1
trainer
2 Journals/Publication/Magazines If available

B. Learning Facilities & Infrastructure

1. Classroom 7m*8m 1 1:25
3. Library 12m*15m 1 1:25
4 Whiteboard and blackboard 1.10m*1.90m 1 1:25
C. Consumable Materials
A-4 size 25 1:1
1 Paper
A-3 size 5 1:5
2 Pen Blue and Red 2 1:10
3 Chalk Packet 1 1:25
4 White board Marker Packet 4 1:7
5 Flip chart Piece 1 1:25
6 Duster Piece 1 1:25
D. Tools and Equipments
1. Desk top computer Piece 5 1: 5
2 Projector Piece 1 1:25
3 Printer /photocopier Canon 1 1:25

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Marketing and sales management
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 LEARNING MODULE 06

TVET-PROGRAMME TITLE: Marketing and Sales Management Level -III

MODULE TITLE:- Maintaining Business Relationship
MODULE CODE: LSA MSM3 M06 0322
NOMINAL DURATION: 54 Hours
MODULE DESCRIPTION: This module describes the knowledge, skills and attitudes required to create
business relationship with all business stakeholders in creating strong and smooth relationship in future
business dealings and use reports and queries, for the storage and retrieval of business information
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1. Maintain close contact with business customers
LO2. Identify business customer needs
LO3. Improve business customer outcomes and business relationships.
MODULE CONTENTS:
LO1. Maintaining close contact with business customers
1.1 Confirming relevant personnel.
1.2 Contributing team efforts.
1.3 Building and improving supply chain efficiency
1.4 Maintaining business customer contact.
LO2. Identifying business customer needs
2.1 Confirming business customer needs.
2.2 Consulting customer contacts review.
2.3 Analyzing promotional activities.
2.4 Outlining trading terms.
2.5 Confirming pricing policy and procedures.
2.6 Processing business reviews.
LO3. Improve business customer outcomes and business relationships.
3.1 . Reporting and promoting customer needs.
3.2 . Establishing quality assurance
3.3 . using Judgment standards
3.4 . Anticipating business customer needs.
3.5 . Targeting and providing customer feedbacks.

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 Learning Methods
For none Reasonable Adjustment for Trainees with Disability (TWD)
impaired
trainees
Low Vision Deaf Hard of hearing Physical impairment

Lecture-  Provide large print text  Assign sign language  Organize the  Organize the class room
discussion  Prepare the lecture in Audio/video interpreter class room seating arrangement to be
 Organize the class room seating  Arrange the class room seating accessible for wheelchairs
arrangement to be accessible to trainees seating to be conducive for arrangement to users.
 Write short notes on the black/white board eye to eye contact be accessible to  Facilitate and support the
using large text  Make sure the luminosity of trainees trainees who have severe
 Make sure the luminosity of the light of the light of class room is  Speak loudly impairments on their
class room is kept kept  Ensure the upper limbs to take note
 Use normal tone of voice  Introduce new and relevant attention of the  Provide Orientation on the
 Encourage trainees to record the lecture in vocabularies trainees physical feature of the
audio format  Use short and clear sentences  Present the work shop
 Provide Orientation on the physical  Give emphasis on visual lecture in
feature of the work shop lecture and ensure the video format
 Summarize main points attention of the trainees  Ensure the
 Avoid movement during attention of the
lecture time trainees
 Present the lecture in video
format
 Summarize main points

Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and support the trainees
 Use verbal description  Use video recorded material short method having severe upper limbs
 Provide special attention in the process of  Ensure attention of the trainees  Use Video recorded impairment to operate equipments/
guidance  Provide structured training material machines
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention  Assign peer trainees to assist
 Prepare & use simulation  Use gesture of the trainees  Conduct close follow up
 Provide tutorial support  Provide tutorial support  Provide tutorial support
(if necessary) (if necessary) (if necessary

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 Group  Facilitate the integration of trainees with  Use sign language interpreters  Facilitate the  Introduce the trainees with
discussion group members  Facilitate the integration of integration of their peers
 Conduct close follow up trainees with group members trainees with group
 Introduce the trainees with other group  Conduct close follow up members
member  Introduce the trainees with other  Conduct close
 Brief the thematic issues of the work group member follow up
 Introduce the
trainees with other
group member
 Inform the group
members to speak
loudly
Exercise  Conduct close follow up and guidance  Conduct close follow up and  Conduct close  Assign peer trainees
 Provide tutorial support if necessary guidance follow up and  Use additional nominal hours
 provide special attention in the process  Provide tutorial support if guidance if necessary
necessary  Provide tutorial
 provide special attention in the support if
process/practical training necessary
 Introduce new and relevant  provide special
vocabularies attention in the
process/ practical
training
 prepare the assignment questions in large text  Use sign language interpreter  Provide briefing
Individual  Encourage the trainees to prepare and submit  Provide briefing /orientation on /orientation on the
assignment the assignment in large texts the assignment assignment
 Make available recorded assignment questions  Provide visual recorded material  Provide visual
 Facilitate the trainees to prepare and submit the recorded material
assignment in soft or hard copy

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ASSESSMENT METHODS:
Interview  Use sign language  Speak loudly  Use written
interpreter  Using sign language interpreter response as an
 Ensure or conform if necessary option for the
whether the proper trainees having
communication was speech
conducted with the challenges
trainee through the
service of the sign
language interpreter
 Use short and clear
questioning
 Time extension
Written test  Prepare the exam in large  Prepare the exam using  Prepare the exam using short  Use oral
texts short sentences, multiple sentences, multiple choices, response as an
 Use interview as an choices, True or False, true or false, matching and option to give
option if necessary matching and short short answers if necessary. answer for
 Prepare the exam in audio answers trainees having
format  Avoid essay writing severe upper
 Assign human reader  Time extension limb impairment
 (if necessary)  Time extension
 Time extension for trainees
having severe
upper limb
impairment
Demonstration/  Brief the instruction or  Use sign language  Provide activity based  Provide activity
Observation provide them in large text interpreter assessment based
 Time extension  Brief on the instruction  Brief on the instruction of the assessment
of the exam exam  Conduct close
 Provide activity-based/  Use loud voice follow up

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 practical assessment  Time extension  Time extension
method
 Time extension

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ASSESSMENT CRITERIA:
LO. Maintain close contact with business customers

 Relevant contact personnel are confirmed for each business or account customer.
 Team efforts are participated and contributed to service business customers.
 External relationships are built to improve supply chain efficiency.
 Business customer contact is maintained consistent with business policy and procedures.
LO2. Identify business customer needs

 Means are confirmed to identify business customer needs.

 Relevant customer contacts are consulted to review business needs.
 Current business and promotional activities are analyzed and future directions are determined.
 Trading terms are outlined and confirmed for specific customers.
 Pricing policy and procedures are confirmed.
 Business reviews are processed using latest forecasts of current and future trends.
LO3. Improve business customer outcomes and business relationships.

 The needs of business customers and end consumers are reported, promoted and advocated within
the organization.
 Quality assurance and compliance procedures are established and used to qualify and quantify
business customer needs.
 Judgment is used to guide the standards of quality required to meet business customer service
needs and expectations.
 Future business customer needs and factor are anticipated into management activities.
 Regular, effective and targeted feedback are provided to business customers regarding the services
and the value that is provided.

Annex: Resource Requirements

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Module code and title Maintain Business Relationship III LSA MSM3 M06 0322

Item Category/Item Description/ Quantity Recommended Ratio

No. Specifications (Item: Trainee)
A. Learning Materials
prepared by the
1. TTLM 25 1:1
trainer
Journals/Publication/ If available
4.
Magazines
Learning Facilities &
B.
Infrastructure
1. Classroom 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Whiteboard and blackboard 1.10m*1.90m 1 1:25
C. Consumable Materials
A-4 size 25 1:1
1 Paper
A-3 size 5 1:5
2 Pen Blue and Red 2 1:10
3 Chalk Packet 1 1:25
4 White board Marker Packet 4 1:7
5 Flip chart Piece 1 1:25
6 Duster Piece 1 1:25
D. Tools and Equipments
1. Desk top computer Piece 1 1:25
2 Projector Piece 1 1:25
4 Computer Desk top 5 1:5

LEARNING MODULE 7

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 TVET-PROGRAMME TITLE: Marketing and Sales Management Level III
MODULE TITLE: Producing Market and Sales Documents
MODULE CODE: LSA MSM 3 M07 0322
NOMINAL DURATION: 70
MODULE DESCRIPTION: This module describes the performance outcomes, skills and knowledge req
to design and produce various business documents and publications. It includes selecting and using a ran
functions on a variety of computer applications to produce market and sales achievements.
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1. Select and prepare documents
LO2. Design document
LO3. Produce document
LO4. Finalize document
MODUCONTENTS:
LO1. Selecting and preparing documents
1.1 Using technology and software

1.2 Selecting layout and style of publication

1.3 Ensuring document design

1.4 clarifying format and style

LO2. Designing document

2.1 Identifying, files and records

2.2 Designing documents

2.3 Using a range of functions

2.4 Operating input devices

LO3. Producing document

3.1 Completing document production

3.2 Checking produced documents

3.3 Storing and saving documents

3.4 Using manuals ,training booklet

LO4. Finalizing document

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 4.1 Proofreading document

4.2 Making modification

4.3 Naming and storing documents

4.4 Printing and presenting document

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Marketing and sales management
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Learning Methods:
For none Reasonable Adjustment for Trainees with Disability (TWD)
impaired
trainees Low Vision Deaf Hard of hearing Physical impairment

Lecture-  Provide large print text  Assign sign language  Organize the  Organize the class room
discussion  Prepare the lecture in Audio/video interpreter class room seating arrangement to
 Organize the class room seating  Arrange the class room seating be accessible for
arrangement to be accessible to seating to be conducive arrangement wheelchairs users.
trainees for eye to eye contact to be  Facilitate and support
 Write short notes on the black/white  Make sure the luminosity accessible to the trainees who have
board using large text of the light of class room trainees severe impairments on
 Make sure the luminosity of the light is kept  Speak loudly their upper limbs to
of class room is kept  Introduce new and  Ensure the take note
 Use normal tone of voice relevant vocabularies attention of  Provide Orientation on
 Encourage trainees to record the  Use short and clear the trainees the physical feature of
lecture in audio format sentences  Present the the work shop
 Provide Orientation on the physical  Give emphasis on visual lecture in
feature of the work shop lecture and ensure the video format
 Summarize main points attention of the trainees  Ensure the
 Avoid movement during attention of
lecture time the trainees
 Present the lecture in
video format
 Summarize main points

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Marketing and sales management
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Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear  Facilitate and support the
 Use verbal description  Use video recorded material & short method trainees having severe upper
 Provide special attention in the process of  Ensure attention of the  Use Video limbs impairment to operate
guidance trainees recorded material equipments/ machines
 facilitate the support of peer trainees  Provide structured training  Ensure the  Assign peer trainees to assist
 Prepare & use simulation  Show clear and short method attention of the  Conduct close follow up
 Use gesture trainees  Provide tutorial support
 Provide tutorial support  Provide tutorial (if necessary
(if necessary) support
(if necessary)

Group  Facilitate the integration of trainees with  Use sign language interpreters  Facilitate the  Introduce the trainees with
discussion group members  Facilitate the integration of integration of their peers
 Conduct close follow up trainees with group members trainees with
 Introduce the trainees with other group  Conduct close follow up group members
member  Introduce the trainees with  Conduct close
 Brief the thematic issues of the work other group member follow up
 Introduce the
trainees with other
group member
 Inform the group
members to speak
loudly
Exercise  Conduct close follow up and guidance  Conduct close follow up and  Conduct close  Assign peer trainees
 Provide tutorial support if necessary guidance follow up and  Use additional nominal
 provide special attention in the process  Provide tutorial support if guidance hours if necessary
necessary  Provide tutorial
 provide special attention in support if
the process/practical training necessary
 Introduce new and relevant  provide special
vocabularies attention in the

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Marketing and sales management
Level- III March , 2023
 process/ practical
training
 prepare the assignment questions in large  Use sign language interpreter  Provide
Individual text  Provide briefing /orientation briefing
assignment  Encourage the trainees to prepare and on the assignment /orientation on the
submit the assignment in large texts  Provide visual recorded assignment
 Make available recorded assignment material  Provide visual
questions recorded material
 Facilitate the trainees to prepare and
submit the assignment in soft or hard copy

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Marketing and sales management
Level- III March , 2023
ASSESSMENT METHODS:
Interview  Use sign language  Speak loudly  Use written
interpreter  Using sign language interpreter response as an
 Ensure or conform if necessary option for the
whether the proper trainees having
communication was speech
conducted with the challenges
trainee through the
service of the sign
language interpreter
 Use short and clear
questioning
 Time extension
Written test  Prepare the exam in large  Prepare the exam using  Prepare the exam using short  Use oral
texts short sentences, multiple sentences, multiple choices, response as an
 Use interview as an choices, True or False, true or false, matching and option to give
option if necessary matching and short short answers if necessary. answer for
 Prepare the exam in audio answers trainees having
format  Avoid essay writing severe upper
 Assign human reader  Time extension limb impairment
 (if necessary)  Time extension
 Time extension for trainees
having severe
upper limb
impairment
Demonstration/  Brief the instruction or  Use sign language  Provide activity based  Provide activity
Observation provide them in large text interpreter assessment based
 Time extension  Brief on the instruction  Brief on the instruction of the assessment
of the exam exam  Conduct close
 Provide activity-based/  Use loud voice follow up

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 practical assessment  Time extension  Time extension
method
 Time extension

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 ASSESSMENT CRITERIA
LO.1 Select and prepare documents

 Appropriate technology and software applications are selected and used to produce
required business documents.
 Layout and style of publication are selected according to information and organizational
requirements.
 Document design is ensured to be consistent with company and/or client requirements
using basic design principles.
 Format and style are discussed and clarified with person requesting
document/publication
LO2. Design document

 Files and records are identified, opened and clarified according to task and
organizational requirements.
 Document is designed to ensure efficient entry of information and maximize the
presentation and appearance of information.
 A range of functions are used to ensure consistency of design and layout.
 Input devices are operated within designated requirements.
LO.3 Producing document

 Document production is completed within designated time lines according to

organizational requirements.
 Document produced is checked to meet task requirements for style and layout.
 Document is stored appropriately and document saved to avoid loss of data.
 Manuals, training booklets and/or help-desks are used to overcome basic
difficulties with document design and production.
LO4. Finalizing document

 Document is proofread for readability, accuracy and consistency in language, style and
layout prior to final output.
 Any modifications are made to meet requirements.
 Document is named and stored in accordance with organizational requirements and the
application exited without data/loss damage.
 Document is printed and presented according to requirements.

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 Annex: Resource Requirements
Item Description/ Recommended Ratio
Category/Item Quantity
No. Specifications (Item: Trainee)
A. Learning Materials
TTLM Containing: LAP TEST, 5 1:5
1. Information Sheet,
Operation sheet
2 Text Books If Available
3 OHS Policies and Procedures 1 1:25
B. Learning Facilities & Infrastructure
1. Class Room 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Black and/or White Board 1.10m*1.90m 1 1:25
C. Consumable Materials
1. White Board Marker Packed 3 3:25
2. Chalk Packed 25 25:25
3. Flip chart Standard
4. Stationary
D. Tools and Equipment
1 Multimedia projector - LCD 1 1:25
Office equipment and
2 Desk top computer 25 1:1
resources
3 Printer Canon 1 1:25

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 LEARNING MODULE 08

TVET-PROGRAMME TITLE: Marketing and Sales Management Level -III

MODULE TITLE:- Profiling Market
MODULE CODE: LSA MSM3 M08 0322
NOMINAL DURATION: 45 Hours
MODULE DESCRIPTION: This module describes the performance outcomes, skills and
knowledge required to profile a target market or market segments in accordance with a marketing
plan and to develop market positioning strategies to better meet customer requirements.
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1. Segment the market
LO2. Identify the target market
LO3. Profile the target audience
LO4. Develop a positioning strategy
MODULE CONTENTS:
LO1. Segmenting the market
1.1 Identifying segment criteria
1.2 Accessing information
1.3 Segmenting and identifying the market.
1.4 Reviewing market segments
1.5 Selecting and choosing market segments.
1.6 Appling new segmentation.
LO2. Identifying the target market

2.1 . Evaluating approaches for total market

2.2 Selecting the target market.
2.3 Using segment descriptors
2.4 Identifying target market strategies.
LO3. Profiling the target audience
3.1 describing market segments
3.2 Using consumer standard

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Marketing and sales management
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 3.3 Using demographic and psychographic descriptions market plan
3.4 Describing consumer attitudes

3.5 Ensuring Profile organizational requirement

LO4. Developing a positioning strategy

4.1 Identifying and choosing positioning strategies
4.2 Planning and Implementing positioning plan
4.3 Permitting plan to supervisor

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Marketing and sales management
Level- III March , 2023
LEARNING METHODS:

For None Reasonable Adjustment for Trainees with Disability (TWD)

Impaired
Low Vision and Blind Deaf Hard of hearing Physical impairment
Trainees

Lecture-discussion  Provide large print text  Assign sign language interpreter  Organize the class  Organize the class
 Prepare the lecture in Audio/video &  Arrange the class room seating to be room seating room seating
in Brail format conducive for eye to eye contact arrangement to be arrangement to be
 Organize the class room seating  Make sure the luminosity of the light accessible to trainees accessible for
arrangement to be accessible to trainees of class room is kept  Speak loudly wheelchairs users.
 Write short notes on the black/white  Introduce new and relevant  Ensure the attention  Facilitate and
board using large text vocabularies of the trainees support the trainees
 Make sure the luminosity of the light  Use short and clear sentences  Present the lecture in who have severe
of class room is kept  Give emphasis on visual lecture and video format impairments on their
 Use normal tone of voice ensure the attention of the trainees  Ensure the attention upper limbs to take
 Encourage trainees to record the lecture  Avoid movement during lecture time of the trainees note
in audio format  Present the lecture in video format  Provide Orientation
 Provide Orientation on the physical  Summarize main points on the physical
feature of the work shop  feature of the work
 Summarize main points shop

Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and
 Use verbal description  Use video recorded material short method support the trainees
 Provide special attention in the process  Ensure attention of the trainees  Use Video recorded having severe upper
of guidance  Provide structured training material limbs impairment to
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention of operate equipment’s/
 Prepare & use simulation  Use gesture the trainees machines
  provide tutorial support  provide tutorial  Assign peer trainees
support (if necessary) to assist
 Conduct close
follow up
 provide tutorial

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Marketing and sales management
Level- III March , 2023
 support(if necessary)
 prepare the assignment questions in  Use sign language interpreter  Provide briefing 
Individual large text/Brail  Provide briefing /orientation on the /orientation on the
assignment  Encourage the trainees to prepare and assignment assignment
submit the assignment in large  Provide visual recorded material  Provide visual
texts/Brail  recorded material
 Make available recorded assignment  
questions
 Facilitate the trainees to prepare and
submit the assignment in soft or hard
copy
ASSESSMENT METHODS:
 Interview   Use sign language interpreter  Speak loudly  Use written
  Ensure or conform whether the proper  Using sign language response as an
communication was conducted with the interpreter if necessary option for the
 Written test  Prepare the exam in large texts/Brail  Prepare the exam using short sentences,  Prepare the exam using  Use oral response
  Use interview as an option if necessary multiple choices, True or False, matching short sentences, as an option to
 Prepare the exam in audio format and short answers multiple choices, True give answer for
 Assign human reader  Avoid essay writing or False, matching and trainees having
 (if necessary)  Time extension short answers if severe upper limb
 Time extension necessary. impairment
 Time extension
for trainees
having severe
upper limb
impairment
 Demonstrati  Brief the instruction or provide them in  Use sign language interpreter  Provide activity based  Provide activity
on/ large text/Brail  Brief on the instruction of the exam assessment based assessment
Observation  Time extension  Provide activity-based/ practical  Brief on the instruction  Conduct close
assessment method of the exam follow up

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Page 62 of 94 Eagle College Version - I
Marketing and sales management
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ASSESSMENT CRITERIA:
LO 1 Segment the market
 Team sales targets are confirmed according to business policy and procedures.
 Personal sales targets are analysed against agreed parameters.
 Progress is regularly monitored towards sales targets.
 Performance of different customers and areas is analysed to determine common
factors supporting or deterring sales.
LO 2 identify the target market
 `Approaches are evaluated to determining and describing the total market for a
product or service
 The target market is defined in terms of the consumers to be included as
prospective users of a product or service, and the selected market segments
 Segment descriptors are used to describe the target market
 Available strategic marketing options are identified and targeting strategies that
best meet the requirements of the marketing plan are selected

LO 3 Profile the target audience.

 The total market and selected market segments are described in the form of a consumer
profile
 Consumer characteristics in standard statistical terms and/or the descriptive terms used in
media selection are identified in the consumer profile
 Demographic and/or psychographic descriptions are used in the consumer profile in
accordance with the requirements of the marketing plan
 Consumer attitudes are described to products or services being offered
 Profile is ensured to meet organizational requirements.
LO 4Develop a positioning strategy

 Available positioning strategies are identified and a strategy is chosen to meet marketing
requirements and consumer profile

 A positioning implementation plan containing several options written, in accordance with

organizational requirements

 Plan is permitted to supervisor within specified time lines and make appropriate
adjustments based on feedback

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Annex: Resource Requirements
Item Description/ Recommended Ratio
Category/Item Quantity
No. Specifications (Item: Trainee)
A. Learning Materials
TTLM Containing: LAP TEST, 5 1:5
1. Information Sheet,
Operation sheet
2 Text Books If Available
3 OHS Policies and Procedures 1 1:25
B. Learning Facilities & Infrastructure
1. Class Room 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Black and/or White Board 1.10m*1.90m 1 1:25
C. Consumable Materials
1. White Board Marker Packed 3 3:25
2. Chalk Packed 25 25:25
3. Flip chart Standard
4. Stationary
D. Tools and Equipment
1 Multimedia projector - LCD 1 1:25
Office equipment and
2 Desk top computer 5 1:5
resources

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Marketing and sales management
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 LEARNING MODULE 9
Occupational Standard: Marketing and Sales Management Level III
MODULE TITLE: Analyzing and Achieving Sales Targets
MODULE CODE: LSA MSM 3 M09 0322
NOMINAL DURATION: 55 Hrs.

MODULE DESCRIPTION: This module deals the performance outcomes, skills and knowledge
required to set, analyse and achieve companies’ sales targets to guide performance and monitor the
progress of sales against business standards and objectives.

LEARNING OUTCOMES:
At the end of the module the trainee should be able to:
LO 1 Analyse sales targets
LO 2 Determine factors affecting attainment of sales targets.
LO 3 Attain sales targets.
MODULE CONTENTS:
LO 1 Analysing sales targets
1.1 Conforming Team sales target.
1.2 Analysing Personal sales targets parameter
1.3 Monitoring Progress of sales target
1.4 Analysing and determining of customer Performance

LO 2 Determining factors affecting attainment of sales targets.

2.1 Evaluating Factors affecting sales performance and sales targets.
2.2 Addressing and anticipating attainment of sales targets
2.3 Amending and approving sales targets.
LO 3 Attaining sales targets.
3.1 reporting actions to address customer underperformance sales
3.2 Initiating customer’s sales performance.
3.3 Identifying changing business environment
3.4 Reporting Sales progress standard.

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Page 66 of 94 Eagle College Version - I
Marketing and sales management
Level- III March , 2023
LEARNING METHODS:

For None Reasonable Adjustment for Trainees with Disability (TWD)

Impaired
Low Vision and Blind Deaf Hard of hearing Physical impairment
Trainees

Lecture-discussion  Provide large print text  Assign sign language interpreter  Organize the class  Organize the class
 Prepare the lecture in Audio/video &  Arrange the class room seating to be room seating room seating
in Brail format conducive for eye to eye contact arrangement to be arrangement to be
 Organize the class room seating  Make sure the luminosity of the light accessible to trainees accessible for
arrangement to be accessible to trainees of class room is kept  Speak loudly wheelchairs users.
 Write short notes on the black/white  Introduce new and relevant  Ensure the attention  Facilitate and
board using large text vocabularies of the trainees support the trainees
 Make sure the luminosity of the light  Use short and clear sentences  Present the lecture in who have severe
of class room is kept  Give emphasis on visual lecture and video format impairments on their
 Use normal tone of voice ensure the attention of the trainees  Ensure the attention upper limbs to take
 Encourage trainees to record the lecture  Avoid movement during lecture time of the trainees note
in audio format  Present the lecture in video format  Provide Orientation
 Provide Orientation on the physical  Summarize main points on the physical
feature of the work shop  feature of the work
 Summarize main points shop
Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear &  Facilitate and
 Use verbal description  Use video recorded material short method support the trainees
 Provide special attention in the process  Ensure attention of the trainees  Use Video recorded having severe upper
of guidance  Provide structured training material limbs impairment to
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention of operate equipment’s/
 Prepare & use simulation  Use gesture the trainees machines
  provide tutorial support  provide tutorial  Assign peer trainees
 (if necessary) support (if necessary) to assist
 Conduct close
follow up

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  provide tutorial
support(if necessary)
ASSESSMENT METHODS:
Interview  Use sign language interpreter  Speak loudly  Use written
response as an
 Ensure or conform whether the proper option for the
Written  Prepare the exam in large texts/Brail  Prepare the exam using short sentences,  Prepare the exam using  Use oral response
test multiple choices, True or False, matching short sentences, as an option to
 Use interview as an option if necessary and short answers multiple choices, True give answer for
 Avoid essay writing or False, matching and trainees having
 Prepare the exam in audio format
 Time extension short answers if severe upper limb
 Assign human reader necessary. impairment
 Time extension
(if necessary) for trainees
 Time extension having severe
upper limb
impairment

Demonstration/  Brief the instruction or provide them in  Use sign language interpreter  Provide activity based  Provide activity
Observation large text/Brail assessment based assessment
 Brief on the instruction of the exam
 Time extension  Brief on the instruction  Conduct close
 Provide activity-based/ practical of the exam follow up
assessment method
 Use loud voice  Time extension
 Time extension
 Time extension

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 ASSESSMENT CRITERIA:
LO 1 Analyse sales targets
 Team sales targets are confirmed according to business policy and procedures.

 Personal sales targets are analysed against agreed parameters.

 Progress is regularly monitored towards sales targets.

 Performance of different customers and areas is analysed to determine common
factors supporting or deterring sales.

LO 2 Determine factors affecting attainment of sales targets.

 `Factors affecting sales performance are evaluated against the agreed sales
targets.

 Factors are anticipated and addressed likely to impinge upon attainment of sales
targets.
 Amended or new sales targets are approved according to business policy and
procedures

LO 3 Attain sales targets.

 Actions are initiated to address customers with under-performing sales, and
report progress to senior management in line with standard organisational
policies and procedures.

 Customers are identified with strong sales performance and actions are initiated
to extend sales opportunities and sustain customer loyalty.

 Changing business circumstances that may influence capacity are identified to

meet or exceed sales targets and determine a course of action to address the
challenge.
 Sales progress is reported to senior management using standard organisational
policies and procedures.

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 Annex: Resource Requirements

Item Description/ Recommended Ratio

Category/Item Quantity
No. Specifications (Item: Trainee)
A. Learning Materials
TTLM Containing: LAP TEST, 5 1:5
1. Information Sheet,
Operation sheet
2 Text Books If Available
3 OHS Policies and Procedures 1 1:25
B. Learning Facilities & Infrastructure
1. Class Room 7m*8m 1 1:25
2 Library 12m*15m 1 1:25
3 Black and/or White Board 1.10m*1.90m 1 1:25
C. Consumable Materials
1. White Board Marker Packed 3 3:25
2. Chalk Packed 25 25:25
3. Flip chart Standard
4. Stationary
D. Tools and Equipment
1 Multimedia projector - LCD 1 1:25
Office equipment and
2 Desk top computer 5 1:5
resources

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 LEARNING MODULE 10

TVET-PROGRAMME TITLE: Marketing and Sales Management Level III

MODULE TITLE: Conducting Pre-Campaign Testing
MODULE CODE: LSA MSM 3 M10 0322
NOMINAL DURATION: 45
MODULE DESCRIPTION: This module covers the competence required to pilot an
advertising campaign and to make adjustments that will maximise the effectiveness of sales
and advertisement campaign.
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1. Plan for pre campaign testing
LO2. Pilot the advertisement
LO3. Utilize pre campaign test results
MODULE CONTENTS:
LO1.Planning for pre campaign testing

1.1 Testing valid and reliable advertisement

1.2 Documenting outcomes and targets
1.3 Selecting t the pilot advertisement
1.4 Negotiating media placement
LO2. Piloting the advertisement
2.1 Testing the advertisement
2.2 Conducting data collection
LO3. Utilizing pre campaign test results

3.1 Analyzing test results

3.2 Making changes to the advertisement schedule
3.3 Providing options for changes to advertising
3.4 Amending advertisements

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Learning Methods:
For none Reasonable Adjustment for Trainees with Disability (TWD)
impaired
trainees Low Vision Deaf Hard of hearing Physical impairment

Lecture-  Provide large print text  Assign sign language  Organize the  Organize the class room
discussion  Prepare the lecture in Audio/video interpreter class room seating arrangement to
 Organize the class room seating  Arrange the class room seating be accessible for
arrangement to be accessible to seating to be conducive arrangement wheelchairs users.
trainees for eye to eye contact to be  Facilitate and support
 Write short notes on the black/white  Make sure the luminosity accessible to the trainees who have
board using large text of the light of class room trainees severe impairments on
 Make sure the luminosity of the light is kept  Speak loudly their upper limbs to
of class room is kept  Introduce new and  Ensure the take note
 Use normal tone of voice relevant vocabularies attention of  Provide Orientation on
 Encourage trainees to record the  Use short and clear the trainees the physical feature of
lecture in audio format sentences  Present the the work shop
 Provide Orientation on the physical  Give emphasis on visual lecture in
feature of the work shop lecture and ensure the video format
 Summarize main points attention of the trainees  Ensure the
 Avoid movement during attention of
lecture time the trainees
 Present the lecture in
video format
 Summarize main points

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Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear  Facilitate and support the
 Use verbal description  Use video recorded material & short method trainees having severe upper
 Provide special attention in the process of  Ensure attention of the  Use Video limbs impairment to operate
guidance trainees recorded material equipments/ machines
 facilitate the support of peer trainees  Provide structured training  Ensure the  Assign peer trainees to assist
 Prepare & use simulation  Show clear and short method attention of the  Conduct close follow up
 Use gesture trainees  Provide tutorial support
 Provide tutorial support  Provide tutorial (if necessary
(if necessary) support
(if necessary)

Group  Facilitate the integration of trainees with  Use sign language interpreters  Facilitate the  Introduce the trainees with
discussion group members  Facilitate the integration of integration of their peers
 Conduct close follow up trainees with group members trainees with
 Introduce the trainees with other group  Conduct close follow up group members
member  Introduce the trainees with  Conduct close
 Brief the thematic issues of the work other group member follow up
 Introduce the
trainees with other
group member
 Inform the group
members to speak
loudly
Exercise  Conduct close follow up and guidance  Conduct close follow up and  Conduct close  Assign peer trainees
 Provide tutorial support if necessary guidance follow up and  Use additional nominal
 provide special attention in the process  Provide tutorial support if guidance hours if necessary
necessary  Provide tutorial
 provide special attention in support if
the process/practical training necessary
 Introduce new and relevant  provide special
vocabularies attention in the

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 process/ practical
training
 prepare the assignment questions in large  Use sign language interpreter  Provide
Individual text  Provide briefing /orientation briefing
assignment  Encourage the trainees to prepare and on the assignment /orientation on the
submit the assignment in large texts  Provide visual recorded assignment
 Make available recorded assignment material  Provide visual
questions recorded material
 Facilitate the trainees to prepare and
submit the assignment in soft or hard copy

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ASSESSMENT METHODS:
Interview  Use sign language  Speak loudly  Use written
interpreter  Using sign language interpreter response as an
 Ensure or conform if necessary option for the
whether the proper trainees having
communication was speech
conducted with the challenges
trainee through the
service of the sign
language interpreter
 Use short and clear
questioning
 Time extension
Written test  Prepare the exam in large  Prepare the exam using  Prepare the exam using short  Use oral
texts short sentences, multiple sentences, multiple choices, response as an
 Use interview as an choices, True or False, true or false, matching and option to give
option if necessary matching and short short answers if necessary. answer for
 Prepare the exam in audio answers trainees having
format  Avoid essay writing severe upper
 Assign human reader  Time extension limb impairment
 (if necessary)  Time extension
 Time extension for trainees
having severe
upper limb
impairment
Demonstration/  Brief the instruction or  Use sign language  Provide activity based  Provide activity
Observation provide them in large text interpreter assessment based
 Time extension  Brief on the instruction  Brief on the instruction of the assessment
of the exam exam  Conduct close
 Provide activity-based/  Use loud voice follow up

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 practical assessment  Time extension  Time extension
method
 Time extension

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 ASSESSMENT CRITERIA:
LO.1 Plan for pre campaign testing
 Valid and reliable measurement tools are applied for testing aspects of the
advertisement
 Expected outcomes and targets are documented
 The test group and timing of the pilot advertisement are selected in accordance with
the advertising brief
 Media placement is negotiated in accordance with budgetary and scheduling
requirements
LO2. Pilot the advertisement
 The advertisement is tested in accordance with the time and financial requirements of
the advertising brief and budgetary requirements
 Data collection is conducted in accordance with the requirements of the evaluation
tool/s and the advertising brief.
LO.3 Utilize pre campaign test results

 Test results are analyzed for their impact on the advertising campaign
 Changes are made to the advertisement or media schedule in response to pre-test
information, which meet the requirements of the advertiser
 Options are provided for changes to advertisements and presented to the advertiser if
required
 Advertisements are amended, where necessary, so that they meet legal and
ethical requirements

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 Annex: Resource Requirements

LSA MSM 3 M10 0322 Conducting Pre-Campaign Testing

Item Category/Item Description/ Quantity Recommended

No. Specifications Ratio
(Item: Trainee)
A. Learning Materials
prepared by the
1. TTLM 25 1:1
trainer
2. Reference Books
3. Journals/Publication/Magazines ---- ----- ---
Learning Facilities &
B.
Infrastructure
1. Class room 7m*8m 1 1:25
2. White board and Black board 1.10m*1.90m 1 1:25
3 Library 12m*15m 1 1:25
C. Consumable Materials
1. Marker Packed 4 1:25
2. Paper A3 5 1:5
3. Paper A4 25 1:1
3. Duster pieces 1 1:25
4. Flip chart standard
D. Tools and Equipments
1. Computer disk top 25 1:1
2. Projector LCD 1 1:25

LEARNING MODULE11
TVET-PROGRAMME TITLE: Marketing & Sales Management Level – III

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 MODULE TITLE : Optimizing Customer and Territory Coverage
MODULE CODE : LSA MSM 3 M11 0322
NOMINAL DURATION : .90 Hrs
MODULE DESCRIPTION : This module covers the performance outcomes, skills and
knowledge required to efficiently plan and service business customers within a defined territory
and seeks opportunities to improve territory coverage to maximize sales opportunities.
LEARNING OUTCOMES
At the end of the module the trainee will be able to:
LO1.Establish coverage plan for a territory.
LO2.Report on business visits.
LO3. Improve customer or territory coverage.
MODULE CONTENTS:

LO1. Establishing coverage plan for a territory

1.1 Ensuring coverage objectives
1.2 Setting customer territory coverage plans.
LO2. Reporting on business visits
2.1 Completing territory plan.
2.2 Establishing feedback
2.3 Analyzing and acting feedback
2.4 Preparing documentation.
2.5 keeping documentation in a secure location
2.6 submitting documentation
LO3. Improving customer or territory coverage.
3.1 Determining customer needs and expectations.
3.2 Determining Current satisfaction.
3.3 Improving customer satisfaction.
3.4 Optimizing coverage of territory and customer
3.5 Confirming and reporting for merchandizing improvement.

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 Learning Methods:
For none Reasonable Adjustment for Trainees with Disability (TWD)
impaired trainees
Low Vision Deaf Hard of hearing Physical impairment

Lecture-  Provide large print text  Assign sign language interpreter  Organize the class  Organize the class room seating
discussion  Prepare the lecture in Audio/video  Arrange the class room seating to room seating arrangement to be accessible for
 Organize the class room seating be conducive for eye to eye arrangement to be wheelchairs users.
arrangement to be accessible to trainees contact accessible to trainees  Facilitate and support the
 Write short notes on the black/white board  Make sure the luminosity of the  Speak loudly trainees who have severe
using large text light of class room is kept  Ensure the attention impairments on their upper
 Make sure the luminosity of the light of  Introduce new and relevant of the trainees limbs to take note
class room is kept vocabularies  Present the lecture in  Provide Orientation on the
 Use normal tone of voice  Use short and clear sentences video format physical feature of the work
 Encourage trainees to record the lecture in  Give emphasis on visual lecture  Ensure the attention shop
audio format and ensure the attention of the of the trainees
 Provide Orientation on the physical feature trainees
of the work shop  Avoid movement during lecture
 Summarize main points time
 Present the lecture in video format
 Summarize main points
Demonstration  Conduct close follow up  use Sign language interpreter  Illustrate in clear short  Facilitate and support the
 Use verbal description  Use video recorded material method trainees having severe upper
 Provide special attention in the process of  Ensure attention of the trainees  Use Video recorded limbs impairment to operate
guidance  Provide structured training material equipment’s/ machines
 facilitate the support of peer trainees  Show clear and short method  Ensure the attention of  Assign peer trainees to assist
 Prepare & use simulation  Use gesture the trainees  Conduct close follow up
 Provide tutorial support  Provide tutorial  Provide tutorial support
(if necessary) support (if necessary
(if necessary)
Group discussion  Facilitate the integration of trainees with  Use sign language interpreters  Facilitate the  Introduce the trainees with their
group members integration of trainees peers

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  Conduct close follow up  Facilitate the integration of with group members
 Introduce the trainees with other group trainees with group members  Conduct close follow
member  Conduct close follow up up
 Brief the thematic issues of the work  Introduce the trainees with other  Introduce the trainees
group member with other group
member
 Inform the group
members to speak
loudly
Exercise  Conduct close follow up and guidance  Conduct close follow up and  Conduct close follow  Assign peer trainees
 Provide tutorial support if necessary guidance up and guidance  Use additional nominal hours if
 provide special attention in the process  Provide tutorial support if  Provide tutorial necessary
necessary support if necessary
 provide special attention in the  provide special
process/practical training attention in the
 Introduce new and relevant process/ practical
vocabularies training
 prepare the assignment questions in large  Use sign language interpreter  Provide briefing
Individual text  Provide briefing /orientation on /orientation on the
assignment  Encourage the trainees to prepare and the assignment assignment
submit the assignment in large texts  Provide visual recorded material  Provide visual
 Make available recorded assignment recorded material
questions
 Facilitate the trainees to prepare and submit
the assignment in soft or hard copy

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ASSESSMENT METHODS:
Interview  Use sign language interpreter  Speak loudly  Use written response as
 Ensure or conform whether the  Using sign language interpreter if an option for the trainees
proper communication was necessary having speech
conducted with the trainee challenges
through the service of the sign
language interpreter
 Use short and clear questioning
 Time extension
Written test  Prepare the exam in large texts  Prepare the exam using short  Prepare the exam using short sentences,  Use oral response as an
 Use interview as an option if sentences, multiple choices, True multiple choices, true or false, matching option to give answer for
necessary or False, matching and short and short answers if necessary. trainees having severe
 Prepare the exam in audio format answers upper limb impairment
 Assign human reader  Avoid essay writing  Time extension for
 (if necessary)  Time extension trainees having severe
 Time extension upper limb impairment
Demonstration/  Brief the instruction or provide  Use sign language interpreter  Provide activity based assessment  Provide activity based
Observation them in large text  Brief on the instruction of the  Brief on the instruction of the exam assessment
 Time extension exam  Use loud voice  Conduct close follow up
 Provide activity-based/ practical  Time extension  Time extension
assessment method
 Time extension

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 ASSESSMENT CRITERIA :

LO1. Establish coverage plan for a territory

 Valid and reliable measurement tools are applied for testing aspects of the
advertisement

 Expected outcomes and targets are documented

 The test group and timing of the pilot advertisement are selected in accordance with
the advertising brief
 Media placement is negotiated in accordance with budgetary and scheduling
requirements
LO2. Report on business visits

 The advertisement is tested in accordance with the time and financial requirements of
the advertising brief and budgetary requirements
 Data collection is conducted in accordance with the requirements of the
evaluation tool/s and the advertising brief
LO3. Improve customer or territory coverage.

 Test results are analyzed for their impact on the advertising campaign

 Changes are made to the advertisement or media schedule in response to pre-test

information, which meet the requirements of the advertiser

 Options are provided for changes to advertisements and presented to the advertiser if
required

 Advertisements are amended, where necessary, so that they meet legal and ethical
requirements

Annex: Resource Requirements

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 Item Category/Item Description/ Quantity Recommende
No. Specifications d Ratio
(Item:
Trainee)
A. Learning Materials
prepared by the
1. TTLM 25 1:1
trainer
2. Reference Books
Philip Kotler14
3 Principles of Marketing 25 1:1
edition
4. Journals/Publication/Magazines ---- ---- ----
B. Learning Facilities & Infrastructure
1. Lecture room 7m*8m 1 1:25
2. White board 1.10m*1.90 1 1:25
3 Library 12m*15m 1 1:25
C. Consumable Materials
1. Chalk Packed 1 1:25
2 Paper A4 Packed 25 1:25
5 Flip chart Standard 1 1:25
6 Duster Pieces 1 1:25
8 Marker Packed 4 4:25
D. Tools and Equipments
Computer Disk top 5 1:5
1.
computer
2 Projector LCD 1 1:25

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 LEARNING MODULE 12
TVET-PROGRAMME TITLE:
MODULE TITLE : Preventing and Eliminating MUDA
MODULE CODE : LSA MSM 3 M12 0322
NOMINAL DURATION : 40 Hours
MODULE DESCRIPTION : This module covers the knowledge, skills and attitude required by a
worker to prevent and eliminate MUDA/wastes in his/her workplace by applying scientific problem-
solving techniques and tools to enhance quality, productivity and other kaizen elements on continual
basis It covers responsibility for the day-to-day operation of the work and ensures Kaizen Elements are
continuously improved and institutionalized.

LEARNING OUTCOMES
At the end of the module the learner will be able to:
LO1. Prepare for work
LO2. Identify MUDA and problem
LO3. Analyze causes of a problem
LO4. Eliminate MUDA and Assess effectiveness of the solution.
LO5. Prevent occurrence of wastes and sustain operation

MODULE CONTENTS:
LO1. Prepare for work
1.1. Using work instructions
1.2. Reading and interpreting job specifications
1.3. Observing OHS requirements,
1.4. Selecting appropriate material
1.5. Identifying and checking safety equipment and tools.
LO2. Identify MUDA and problem
2.1 Preparing and implementing plan of MUDA
2.2 Discussing causes and effects of MUDA
2.3 Identifying and Listing possible problems
2.4 Using tools and techniques
2.5 Identifying and measuring wastes/MUDA
2.6 Reporting wastes

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 LO3. Analyze causes of a problem
3.1 Listing all possible causes of a problem
3.2 Analyzing cause relationships using 4m1e.
3.3 Identifying causes of the problems
3.4 Selecting the root cause
3.5 Listing all possible ways using creative idea generation
3.6 Testing and evaluating the suggested solutions
3.7 Preparing detailed summaries of the action plan
LO4. Eliminate MUDA and Assess effectiveness of the solution.
4.1. Preparing and implementing Plan of MUDA elimination.
4.2. Implementing action plan by medium Kept members
4.3. Adopting necessary attitude and ten basic principles
4.4. Using tools and techniques to eliminate wastes/MUDA
4.5. Reducing and eliminating Wastes/MUDA
4.6. Identifying tangible and intangible results
4.7. Comparing tangible results using various types of diagrams.
4.8. Reporting improvements
LO5. Prevent occurrence of wastes and sustain operation.
5.1. Preparing and implementing Plan of MUDA prevention.
5.2. Discussing and Preparing Standards
5.3. Preventing occurrences of wastes/MUDA
5.4. Creating waste-free workplace using 5W and 1Hsheet.
5.5. Requiring and doing the completion of operation
5.6. Facilitating the updating of standard procedures and practices
5.7. Ensuing and Training capability of the work team

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Marketing and sales management
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LEARNING METHODS:
For None Reasonable Adjustment for Trainees with Disability (TWD)
Impaired Deaf Hard of hearing Physical impairment
Trainees
Lecture-  Assign sign language interpreter  Organize the class room seating arrangement to  Organize the class room seating
discussion  Arrange the class room seating to be conducive for eye be accessible to trainees arrangement to be accessible for
to eye contact  Speak loudly wheelchairs users.
 Make sure the luminosity of the light of class room is  Ensure the attention of the trainees  Facilitate and support the trainees
kept  Present the lecture in video format who have severe impairments on
 Introduce new and relevant vocabularies  Ensure the attention of the trainees their upper limbs to take note
 Use short and clear sentences  Provide Orientation on the
 Give emphasis on visual lecture and ensure the attention physical feature of the work shop
of the trainees
 Avoid movement during lecture time
 Present the lecture in video format
 Summarize main points
Demonstratio  use Sign language interpreter  Illustrate in clear& short method  Facilitate and support the trainees
n  Use video recorded material  Use Video recorded material having severe upper limbs
 Ensure attention of the trainees  Ensure the attention of the trainees impairment to operate equipment/
 Provide structured training  Provide tutorial support machines
 Show clear and short method (if necessary)  Assign peer trainees to assist
 Use gesture  Conduct close follow up
 Provide tutorial support (if necessary)  Provide tutorial support
(if necessary
Group  Use sign language interpreters  Facilitate the integration of trainees with group  Introduce the trainees with their
discussion  Facilitate the integration of trainees with group members peers
members  Conduct close follow up
 Conduct close follow up  Introduce the trainees with other group member
 Introduce the trainees with other group member  Inform the group members to speak loudly

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Exercise  Conduct close follow up and guidance  Conduct close follow up and guidance  Assign peer trainees
 Provide tutorial support if necessary  Provide tutorial support if necessary  Use additional nominal hours if
 provide special attention in the process/practical  provide special attention in the process/ necessary
training practical training
 Introduce new and relevant vocabularies
 Use sign language interpreter  Provide briefing /orientation on the assignment
Individual  Provide briefing /orientation on the assignment  Provide visual recorded material
assignment  Provide visual recorded material
ASSESSMENT METHODS:
Interview  Use sign language interpreter  Speak loudly  Use written response as an option
 Ensure or conform whether the proper communication  Using sign language interpreter if necessary for the trainees having speech
was conducted with the trainee through the service of the challenges
sign language interpreter
 Use short and clear questioning
 Time extension
Written  Prepare the exam using short sentences, multiple choices,  Prepare the exam using short sentences,  Use oral response as an option to
test True or False, matching and short answers multiple choices, True or False, matching and give answer for trainees having
 Avoid essay writing short answers if necessary. severe upper limb impairment
 Time extension  Time extension for trainees having
severe upper limb impairment
Demonstrat  Use sign language interpreter  Provide activity based assessment  Provide activity based assessment
ion/  Brief on the instruction of the exam  Brief on the instruction of the exam  Conduct close follow up
Observation  Provide activity-based/ practical assessment method  Use loud voice  Time extension
 Time extension  Time extension 

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ASSESSMENT CRITERIA:
LO1 Prepare for work
 Work instructions are used to determine job requirements, including method, material and
equipment.
 Job specifications are read and interpreted following working manual.
 OHS requirements, including dust and fume collection, breathing apparatus and eye and ear
personal protection needs are observed throughout the work.
 Appropriate material is selected for work.
 Safety equipment and tools are identified and checked for safe and effective operation.
LO2. Identify MUDA and problem
 Plan of MUDA and problem identification is prepared and implemented.
 Causes and effects of MUDA are discussed.
 All possible problems related to the process /Kaizen elements are listed using statistical tools and
techniques.
 All possible problems related to kaizen elements are identified and listed on Visual Management
Board/Kaizen Board.
 Tools and techniques are used to draw and analyze current situation of the work place.
 Wastes/MUDA are identified and measured based on relevant procedures.
 Identified and measured wastes are reported to relevant personnel
LO3. Analyze causes of a problem
 . All possible causes of a problem are listed.
 Cause relationships are analyzed using4M1E.
 Causes of the problems are identified.
 The root cause which is most directly related to the problem is selected.
 All possible ways are listed using creative idea generation to eliminate the most critical root cause.
 The suggested solutions are carefully tested and evaluated for potential complications.
 Detailed summaries of the action plan are prepared to implement the suggested solution.

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LO4. Eliminate MUDA and Assess effectiveness of the solution.
 Plan of MUDA elimination is prepared and implemented by medium KPT members.
 Necessary attitude and the ten basic principles for improvement are adopted to eliminate
waste/MUDA.
 Tools and techniques are used to eliminate wastes/MUDA based on the procedures and
OHS.
 Wastes/MUDA are reduced and eliminated in accordance with OHS and organizational
requirements.
 Tangible and intangible results are identified.
 Tangible results are compared with targets using various types of diagrams.
 Improvements gained by elimination of waste/MUDA are reported to relevant bodies.

LO5. Prevent occurrence of wastes and sustain operation.

 Plan of MUDA prevention is prepared and implemented.
 Standards required for machines, operations, defining normal and abnormal conditions,
clerical procedures and procurement are discussed and prepared.
 Occurrences of wastes/MUDA are prevented by using visual and auditory control
methods.
 Waste-free workplace is created using 5W and 1Hsheet.
 The completion of required operation is done in accordance with standard procedures and
practices.
 The updating of standard procedures and practices is facilitated.
 The capability of the work team that aligns with the requirements of the procedure is
ensured and trained on the new Standard Operating Procedures (SOPs).

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Annex: Resource Requirements
LSA MSM3M110222 Understand and undertake marketing activities

Item Category/Item Description/ Quantity Recommended

No. Specifications Ratio
(Item: Trainee)
A. Learning Materials
prepared by the
1. TTLM 25 1:1
trainer
2. Reference Books
Philip Kotler 14
3.1 Principles of Marketing 25 1:2
edition
4. Journals/Publication/Magazines ---- ---- ----
Learning Facilities &
B.
Infrastructure
1. Lecture room 7m*8m 1 1:25
2. White board 1.10m*1.90m 1 1:25
3 Library 12m*15m 1 1:25
C. Consumable Materials
1. Chock Packed 1 1:25
2 Paper A4 pieces 25 1:25
Paper A3 pieces 5 1:5
5 Flip chart pieces 1 1:25
6 Duster pieces 1 1:25
8 Marker Packed 1 1:25
D. Tools and Equipments
1. Computer Disk top 5 1:5
2 Projector LCD 1 1:25

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Acknowledgement
The Ministry of Labor and Skills wishes to thank and appreciation for the trainers who donated
their effort and time to develop this outcome based curriculum for the TVET Program
marketing and sales management Level III.

We also thank all regional Labor and Skill/TVET Bureaus, Ministry of labor and skills
coordinators, all instructors who developed this curriculum for active facilitation of this
curriculum development.
.

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 The Experts/trainers who developed the curriculum
No Name Qualification Region College Mobile number E-mail
1 FITSUM TSEGAYE GEBREAB Marketing A.A Ministry of 0912031125 [email protected]
Management (BA) Industry
ECONOMICS
(MA)
2 ENDALE MESFIN BERHE Marketing and A.A Addis Ketema 0912054592 [email protected]
Sales Management Industrial m
(BA) College
Marketing
Management (MA)
3 ADDISALEM MINWEYELET Management(BA) A.A Lideta 0920522464 [email protected]
MEKONNEN Manufacturing
College
4 MULUGETA ESHETE DEGEFU Business AA Ministry of 0947339014 [email protected]
Education(BA) Labor and
Management of Skills
Vocational
Education (MA)
5 WUBISHETABERA GICHAMO Marketing (BA) AA Yeka Industrial 0916739378 [email protected]
College

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