Sales Officer (Auto Components)

34 Pages·2014·1.43 MB·English

by  Chaturvedi, Abhilasha

Automotive
h Skills Development Council
EYE ON IT

Current Industry
QUALIF ICATIONS PACK - OCCU PATIONAL STANDARDS FOR AUTOMOTIVE INDUSTRY

Trends

Contents
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1. Introduction and Contacts..….……….…….P.1
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2. Qualifications Pack……….………………........P.2
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3. Glossary of Key Terms …………….............P.3 dit minim abbasoppetocommov.
4. NOS Units……………………..……….……..……..P.5
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5. Assessment Criterion ………………………….P.31
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Introduction

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JOB ROLE: SALES OFFICER (AUTO COMPONENTS)
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REFERENCE ID: ASC/Q 1701
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Sales Officer (Auto Components)is also known as the Sales Executive and huic. Ratisnequeymo, venioillum dignissim
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Brief Job Description: A Sales Officer (Auto Components) is responsible for
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planning sales target for the auto components used by various OEMs through
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Auto Components distributors/ OEM dealers and ensure higher sales
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Road,New Delhi Personal Attributes: An individual on this job must have good communication elitvelnatu meus. Moliortorqueocapiovelitloquor tentuteratfeugiatpneumcommod
and interpersonal skills in addition to being a team player, as the job requires aptent ut erat feugiatpneumcommodovelobruomara o.
E-mail: coordination with various internal and external stakeholders to ensure higher duis enimconsequatgenitus. Enim neo velitadsumodio, Enim neo velitadsumodio,
[email protected]
sales through creative and fact-based selling. The individual should be multolorem ipso matairlosa. multo, in

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Qualifications Pack ForSales Officer (Auto Components)

Qualifications Pack Code ASC/ Q 1701
Sales Officer (Auto Components)
Job Role
s
l
i
a
t Credits(NSQF) TBD Version number 1.0
e
D

b Industry Automotive Drafted on 23/07/13
o
J
Auto Components
Sub-sector (Manufacturers & Dealers) Last reviewed on 23/07/13

Auto Components After Market
Occupation Next review date 16/07/15
Sales& Service
Job Role Sales Officer (Auto Components)
Plan annual sales target for the auto components used by
Role Description various OEMs through auto components distributors/ OEM
dealers and ensure higher sales
NSQF level 4

Minimum Educational Qualifications Graduate degree/ diploma in any discipline

Maximum Educational Qualifications Post graduate degree/ diploma in Business Administration

On the job training
 Desirable for ASDC Sales Officer (Auto Components)
Training
Level 5 certificate OR Post graduate degree / diploma
(Suggested but not mandatory)
in Business Administration
 2-5 years of relevant sales experience in automotive
Experience
industry for Graduates/ Post-Graduates

Compulsory:
ASC/ N 1701: Plan annual sales for auto components
ASC/N 0004 Manage customer relationship and quality
service
ASC/ N 0001: Plan and organise work to meet expected
Occupational Standards (OS) outcomes
ASC/ N 0002: Work effectively in a team
ASC/ N 0003: Maintain a healthy, safe and secure working
environment
Optional:
N.A.
2 | P age
Performance Criteria As described in the relevant NOS units
Qualifications Pack ForSales Officer (Auto Components)
Keywords /Terms Description

s
n Core Skills/Generic Core Skills or Generic Skills are a group of skills that are key to learning
o
i Skills and working in today's world. These skills are typically needed in any
t
in work environment. In the context of the NOS, these include
i
f communication related skills that are applicable to most job roles.
e
D Dealership A business established or operated under an authorisation to sell or
distribute an automotive company’s goods and services
Description Description gives a short summary of the unit content. This would be
helpful to anyone searching on a database to verify that this is the
appropriate NOS they are looking for.
Function Function is an activity necessary for achieving the key purpose of the
sector, occupation, or area of work, which can be carried out by a person
or a group of persons. Functions are identified through functional
analysis and form the basis of NOS.
Job role Job role defines a unique set of functions that together form a unique
employment opportunity in an organization.
Knowledge and Knowledge and Understanding are statements which together specify the
Understanding technical, generic, professional and organizational specific knowledge
that an individual needs in order to perform to the required standard.
National Occupational NOS are Occupational Standards which apply uniquely in the Indian
Standards (NOS) context
Occupation Occupation is a set of job roles, which perform similar/related set of

functions in an industry.
Organisational Context Organisational Context includes the way the organization is structured
and how it operates, including the extent of operative knowledge
managers have of their relevant areas of responsibility.
Performance Criteria Performance Criteria are statements that together specify the standard
of performance required when carrying out a task.
Qualifications Pack(QP) Qualifications Pack comprises the set of NOS, together with the
educational, training and other criteria required to perform a job role. A
Qualifications Pack is assigned a unique qualification pack code.
Qualifications Pack Qualifications Pack Code is a unique reference code that identifies a
Code qualifications pack.
Scope Scope is the set of statements specifying the range of variables that an
individual may have to deal with in carrying out the function which have
a critical impact on the quality of performance required.
Sector Sector is a conglomeration of different business operations having similar
businesses and interests. It may also be defined as a distinct subset of the
economy whose components share similar characteristics and interests.

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Qualifications Pack ForSales Officer (Auto Components)
Sub-Sector Sub-sector is derived from a further breakdown based on the
characteristics and interests of its components.
Sub-functions Sub-functions are sub-activities essential to fulfil the achieving the
objectives of the function.
Technical Knowledge Technical Knowledge is the specific knowledge needed to accomplish
specific designated responsibilities.
Unit Code Unit Code is a unique identifier for an NOS unit, which can be denoted
with an ‘N’
Unit Title Unit Title gives a clear overall statement about what the incumbent
should be able to do.
Vehicle Mode of personal transport including 2-wheelers, 3-wheelers and 4-
wheelers (including passenger vehicles and commercial vehicles). This
includes gasoline, petrol, CNG, electrical and hybrid vehicles
Vertical Vertical may exist within a sub-sector representing different domain
areas or the client industries served by the industry.
Keywords /Terms Description

s
m NOS National Occupational Standard(s)
y NVEQF National Vocational Education Qualifications Framework
n
o
NVQF National Vocational Qualifications Framework
r
c
A NSQF National Skills Qualifications Framework
OEM Original Equipment Manufacturer
OS Occupational Standard(s)
QP Qualifications Pack

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ASC/ N 1701: Plan annual sales for auto components.

Nat ion al Occu p at ion al

S t an dard s

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Overview

This Occupational Standard describes the knowledge, understanding and skills
required ofan individualwho is responsible for monitoring sales performanceof
the auto components/ aggregates at the auto component distributor/ OEM
dealer against the annual sales plan and ensure adherence to the overall process
of the auto component manufacturer.
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ASC/ N 1701: Plan annual sales for auto components.

Unit Code ASC/ N 1701
Unit Title
Plan annual sales for auto components.
d (Task)
r
a Description This OS unit is about an individual who is responsible for monitoring sales
d
n performance of the auto components/ aggregates at the auto component distributor/
a
t OEM dealer against the annual sales plan and ensure adherence to the overall process
S
of the auto component manufacturer.
l
a
n Scope This unit/task covers the following:
o  analyse and drive annual sales targets of the auto components/ aggregates used
i
t
a by OEM vehicles as per the annual business target
p
 ensure proper adherence of overall process (for warranty, sales, delivery) of the
u
c auto components/ aggregates as per auto component manufacturer
c
O
Performance Criteria (PC) w.r.t. the Scope
l
a
n Element Performance Criteria
o
i
t
a Drive overall Sales & To be competent, the user/individual on the job must be able to:
N
process adherence at
the Auto Component PC1. manage day to day business activities and development of the assigned
distributor / dealer territory to maximize sales across the product portfolio
PC2. analyse the overall business plan& plan sales accordingly on a regular basis to
ensure that company's overall business planning objectives are met
PC3. analyse the overall business plan& plan sales accordingly on a regular basis to
ensure that company's overall business planning objectives are met
PC4. identify annual sales objectives including sales revenue, sales units and market
share percentages for the auto components used by the various OEM vehicles
PC5. segment the targeted customers into specified tiers and plan specific sales
tactics for each tier and sales call frequencies patterns for each tier
PC6. create sales revenue & market share objectives of the OEM products
PC7. define sales strategy for the various auto components/ aggregates across OEM
which includes:-territory & product portfolio allocation to the sales force at the
channel partner (dealer / distributor)
PC8. recruiting and managing sales executives
PC9. planning needs and requirements of training and incentive schemes for sales
representatives ensure training needs assessment & actual training for all the
sales executives including technical aspects and USP of the product over the
competitor
PC10. timely communication of incentive schemes for sales representatives and
ensure proper distribution of the rewards / incentives to maintain higher levels
of motivation
PC11. regular communication of various schemes announced by the auto component
manufactures/ OEMs at the zonal / area level and the auto component
distributor at a local level
PC12. prepare regular reports/ updates on sales performance of the distributor to
determine lead and lag indicators and take corrective action
PC13. plan branding and local promotional activities in close coordination with the
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ASC/ N 1701: Plan annual sales for auto components.
various OEMs or other agencies to achieve annual sales targets

Knowledge and Understanding (K) w.r.t. the scope
Element Knowledge and Understanding
A. Organisational The user/individual on the job needs to know and understand:
Context
(Knowledge of the KA1. standard operating procedures of the auto component manufacturer related
Company/ with the sales of the product to the respective OEM
Organisation and KA2. promotions, discounts, offers available from the auto component manufacturer
its processes) and the OEM
KA3. prices, taxes and other applicable cost elements for the auto component
KA4. documentation requirements for each procedure carried out as part of roles
and responsibilities
KA5. organisational and professional code of ethics and standards of practice
KA6. safety and health policies and regulations for the workplace
B. Technical The user/individual on the job needs to know and understand:
Knowledge
KB1. the technical specifications of various OEM vehicles and the different variant/
model of auto components/ aggregates used along with those of the
competitor auto component manufacturer
KB2. how to collaborate with the auto component manufacturing engineering,
product management teams along with the service team of the respective OEM
vehicle and local channel partner service team.
KB3. the sales requirements of auto component business in close coordination with
the OEM business.
KB4. financial management facing the auto component distributor including
budgeting, forecasting, financial matters related to stock and inventory
management
KB5. how to conduct market research and surveys to analyse current trends of OEM
market
KB6. how to create monthly reports on performance of sales function
KB7. the following appropriate local branding &promotional activities in close
coordination with the various OEMs or other agencies required for attracting
potential customers:
KB8. the competitive landscape including:
 products offered by competitors
 features & functions available in the competitor products (including
service & warranty terms)
 USP of the components/ aggregates vis-à-vis those offered by competitors
 price differentials with competitor’s products
 detailed technical and performance specifications of the auto component
for various OEM vehicles
skills (s) w.r.t. the scope
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ASC/ N 1701: Plan annual sales for auto components.
Element Skills
A. Core Skills/ Writing skills
Generic Skills
The user/ individual on the job needs to know and understand how to:

SA1. communicate information and ideas in writing so others will understand
SA2. write in at least one language
Reading skills
The user/individual on the job needs to know and understand how to:

SA3. read & understand technical terminologies used in the automotive industry,
financial reports, and basic legal documents related to contracts
SA4. maintain knowledge on the evolving trends and cutting-edge developments in
the automotive industry
SA5. read policies and regulations pertinent to the job as specified in the manual of
the auto component manufacturer
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:

SA6. interact with the sales team at the auto component distributor to plan annual
sales targets and analyse the periodic performance vis-à-vis the assigned
targets
B. Professional Skills Decision making
The user/individual on the job needs to know and understand how to:

SB1. analyse the market potential for various components basis the sales of OEM
vehicles and failure-rate of the components/ aggregates and distribute the
overall sales targets across various sales executives
Plan and Organise
The user/individual on the job needs to know and understand how to:

SB2. plan work assigned on a daily basis
SB3. use forecasting techniques to analyse sales targets
Customer centricity
The user/individual on the job needs to know and understand how to:

SB4. ensure that market’s needs and requirements are assessed
SB5. ensure that the targeted sales caters to the current requirement of the
customer
Problem solving
The user/individual on the job needs to know and understand how to:

SB6. identify complex problems and reviewing related information to develop and
evaluate options and implement solutions
SB7. ensure that the sales plan is coherent with the overall sales function
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ASC/ N 1701: Plan annual sales for auto components.
SB8. liaise with various OEMs to ensure proper arrangements and documentation for
sales to the various channel partners of the respective OEM is done in a timely
manner
Analytical thinking
The user/individual on the job needs to know and understand how to:

SB9. analyse unique forecasting toolsavailable for planning sales and market
penetration
Critical thinking
The user/individual on the job needs to know and understand how to:

SB10. use logic and reasoning to identify the strengths and weaknesses of alternative
solutions, conclusions or approaches to problems

9 | P age
ASC/ N 1701: Plan annual sales for auto components.

NOS Version Control

NOS Code ASC/ N 1701
Credits(NSQF) TBD Version number 1
Industry Automotive Drafted on 23/07/13
Auto Components
(Manufacturers &
Industry Sub-sector Last reviewed on 23/07/13
Dealers)

Next review date 16/07/15

10 | P age