Unit 16: Sales Development and Merchandising - QCF level 5

Credit value: 15

Unit aim

This unit will enable learners to gain understanding of external sales development techniques and the tools and techniques of internal sales and merchandising in a business and services context.

Learning outcomes

On successful completion of this unit a learner will:

This unit advances learners’ understanding of the importance of sales development and merchandising techniques in business and services operations, paying particular attention to hospitality and catering, hairdressing and beauty therapy, sports and leisure, and travel and tourism sectors.

The unit is broad-based in its approach, covering both theory and the practical application of tools and techniques used internally and externally, designed to maximise sales from all aspects of the product mix. Learners will also analyse the role of staff in maximising sales.

Learners must ensure that their evidence relates to the hospitality industry.

  1. Understand elements of the product in a business and services context
  2. Understand external sales development techniques
  3. Understand the tools and techniques of internal sales promotion and merchandising
  4. Be able to evaluate the role of staff in maximising sales.
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