SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Conduct a sales territory analysis 
SAQA US ID UNIT STANDARD TITLE
259358  Conduct a sales territory analysis 
ORIGINATOR
SGB Pharmacy 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 09 - Health Sciences and Social Services Curative Health 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 5  Level TBA: Pre-2009 was L5  8 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 		 2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
This unit standard is designed to equip the qualifying learner to conduct an analysis of market data in order to develop a relevant territory plan.

The learner credited with this unit standard will be able to:
  • Gather data relevant to the sales environment to operate effectively.
  • Interpret data and marketing information to identify key issues in the specific territory.
  • Make recommendations to meet identified objectives. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
  • Communication at NQF Level 4 or equivalent.
  • Mathematical literacy at NQF Level 4 or equivalent.
  • Computer literacy at NQF Level 3.

    Recognition of Prior Learning:

    A learner may be accredited against this unit standard in terms of recognition of prior learning, based on accreditable evidence of competence in all the required specific outcomes of this, and all the unit standards specified under the heading Learning Assumed to be in Place; and in accordance with the requirements of the relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA. 
    		•

    UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Gather data relevant to the sales environment to operate effectively. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Appropriate data are gathered which are relevant to the sales territory. 
    ASSESSMENT CRITERION RANGE 
    Appropriate data include, but are not limited to: financial, demographic and market data. Data sources include but are not limited to IMS, Spesnet, call reports, competitor intelligence.
     

    ASSESSMENT CRITERION 2 
    Data are gathered within the agreed to timeframe. 

    ASSESSMENT CRITERION 3 
    Methodical and structured processes are utilised to gather data. 

    SPECIFIC OUTCOME 2 
    Interpret data and marketing information to identify key issues in the specific territory. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    A stepwise approach is applied to data interpretation. 

    ASSESSMENT CRITERION 2 
    A SWOT analysis is completed from both an internal and external perspective to identify the main issues. 

    ASSESSMENT CRITERION 3 
    The documentation and presentation of the analysed data are carried out according to the agreed format. 

    ASSESSMENT CRITERION 4 
    Data are used to identify key issues and set objectives. 

    SPECIFIC OUTCOME 3 
    Make recommendations to meet identified objectives. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    All relevant factors are taken into consideration in making recommendations to meet the set objectives. 
    ASSESSMENT CRITERION RANGE 
    All relevant factors include but are not limited to:
  • Competitor information, data, environment, mapped territory.
     
    		•

    ASSESSMENT CRITERION 2 
    Recommendations are within resource limitations. 
    ASSESSMENT CRITERION RANGE 
    Resources include, but are not limited to:
  • Budgetary, ethical, manpower, and operational.
     
    		•


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • Anyone assessing the learner against this unit standard must be accredited as an assessor with the relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA.
  • Any provider offering learning that will enable achievement of this unit standard must be registered with the relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA.
  • The moderation of this standard will be conducted according to the requirements of relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA. 
    		•

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • A broad understanding of principles, methods and techniques for conducting sales situational analyses.
  • A broad and integrated understanding of methods and techniques for analysing data from sales situational analyses. 
    		•

    UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identifying and solving problems and making decisions using critical and creative thinking are demonstrated in gathering and interpreting data and identifying key issues and making recommendations for the specific sales territory. 

    UNIT STANDARD CCFO WORKING 
    Working effectively with others as members of a team, group, organisation or community are demonstrated in gathering and interpreting data and identifying key issues. 

    UNIT STANDARD CCFO ORGANISING 
    Organising and managing themselves and their activities responsibly and effectively are demonstrated in successfully identifying own sales territory plan. 

    UNIT STANDARD CCFO COLLECTING 
    Collecting, analysing, organising and evaluating information are demonstrated in gathering and interpreting data, identifying key issues and making recommendations for the specific sales territory. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicating effectively is demonstrated in interactions with colleagues and customers. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Understanding the world as a set of related systems is demonstrated in gathering and interpreting data, identifying key issues and making recommendations for the specific sales territory. 

    UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

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

    UNIT STANDARD NOTES 
    Integrated Assessment:

    Assessment will be based on techniques inter alia:
  • Written assessment.
  • Portfolio of evidence demonstrating competency.
  • Simulated scenarios.
  • Peer assessment.

    The learner should demonstrate the ability to explain concepts in a clear and understandable manner and in language that is appropriate for the target audience.

    Credit Justification:
  • Classroom Learning, 20 hours, 2 credits
  • Self-directed learning, 40 hours, 4 credits
  • Experiential learning, 20 hours, 2 credits 
    		•

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  63969   National Certificate: Pharmaceutical Sales Representation  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  CHIETA 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    NONE 


    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.