Sales Coordinator click here
Brief Job Description: Individuals at this job are responsible for back-end sales
activities.
Personal Attributes: This job requires the individual to enter details of sales
transactions into the sales system/ software, generate invoices and manage
collections on behalf of the company. The individual also prepares MIS reports
for management on the quantity of inventory sold and sales value generated.
Description
Ad views Total number of times the advertisement has been seen by the audience
Barter An offer in which advertisement space/time is exchanged for goods/ nonmonetary consideration
Billing The total invoiced value payable by the client for the advertisement
time/space purchased
Budget Budget is an estimate of the total cost of production that may include a
break-up of cost components
Campaign Advertisement effort across media platforms, planned during a specific
time period
Day parts Specific time-slots during the day
Effective rate The final advertisement rate offered to the client after discounts
Frequency The number of times the audience is exposed to an advertisement in a
particular medium
Make-good A repeat run of an advertisement to compensate for an error or omission
by the broadcaster
Market share The share of the company in the total market of a product/service
Media buyer An individual handling purchases of advertising space/time across
advertising mediums
Media planner An individual skilled in selecting and determining the correct use of
advertising space/media on behalf of an advertiser
Rate The fee for a unit of advertisement space or time
Reach The total size of the audience that the medium is able to communicate
with
Sales Forecast Predictions and estimates based on historical sales performance using
trends and assumptions for the current period
Schedule A list of advertisements planned to be a part of the campaign
Sponsorship Paid advertising in the form of specifically generated
programming/content advertising for the product/service of the client
Target Audience Set of individuals with similar characteristics that are prospective
customers of the advertisers’ product/service
Target Market The geographic area over which the advertising campaign is focused
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.
Sub-sector Sub-sector is derived from a further breakdown based on the
characteristics and interests of its components.
Vertical Vertical may exist within a sub-sector representing different domain
areas or the client industries served by the industry.
Occupation Occupation is a set of job roles, which perform similar/related set of
functions in an industry
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 OS.
Sub-functions Sub-functions are sub-activities essential to fulfill the achieving the
objectives of the function.
Job role Job role defines a unique set of functions that together form a unique
employment opportunity in an organization.
Occupational Standards
(OS)
OS specify the standards of performance an individual must achieve
when carrying out a function in the workplace, together with the
knowledge and understanding they need to meet that standard
consistently. Occupational Standards are applicable both in the Indian
and global contexts.
Performance Criteria Performance Criteria are statements that together specify the standard
of performance required when carrying out a task
National Occupational
Standards (NOS)
NOS are Occupational Standards which apply uniquely in the Indian
context.
Qualifications Pack
Code
Qualifications Pack Code is a unique reference code that identifies a
qualifications pack.
Qualifications Pack(QP) Qualifications Pack comprises the set of OS, together with the
educational, training and other criteria required to perform a job role. A
Qualifications Pack is assigned a unique qualification pack code.
Unit Code Unit Code is a unique identifier for an Occupational Standard, which is
denoted by an ‘N’.
Unit Title Unit Title gives a clear overall statement about what the incumbent
should be able to do.
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 OS they are looking for.
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.
Knowledge and Understanding
Knowledge and Understanding are statements which together specify the
technical, generic, professional and organizational specific knowledge
that an individual needs in order to perform to the required standard.
Organizational Context Organizational 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.
Technical Knowledge Technical Knowledge is the specific knowledge needed to accomplish
specific designated responsibilities.
Core Skills/Generic
Skills
Core Skills or Generic Skills are a group of skills that are key to learning
and working in today’s world. These skills are typically needed in any
work environment. In the context of the OS, these include
communication related skills that are applicable to most job roles.
Keywords /Terms Description
NOS National Occupational Standard(s)
QP Qualifications Pack
NVEQF National Vocational Education Qualifications Framework
NVQF National Vocational Qualifications Framework
Manage sales operations
Description This OS unit is about managing sales operations including inventory and billing
Scope This unit/task covers the following:
Managing sales operations
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Managing sales
operations
To be competent, the user/individual on the job must be able to:
PC1. understand details (inventory, rate, customer etc.) from the sales contracts
PC2. create an operations schedule, if appropriate
PC3. raise invoices and enter information into the sales system on the basis of
inventory sold, creating and distributing site/inventory trackers as appropriate
PC4. prepare, check and generate traffic orders based on ros received from
clients/agencies
PC5. generate and maintain reports on debtors, competitors, lost clients etc, and
forward these reports to relevant parties for follow-up
Knowledge and Understanding (K)
A. Organizational
Context
(Knowledge of the
company /
organization and
its processes)
The user/individual on the job needs to know and understand:
KA1. the total advertisement inventory available with the organization
KA2. the sales process being followed by the organization and the key activities
involved
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. the features and workings of the sales system and how to use it effectively
KB2. how to calculate customer billings and prepare accurate invoices
KB3. how to manage customer collections effectively
KB4. how to generate relevant mis reports that can be useful to management
KB5. how to effectively use software (microsoft excel, sap, salesforce)
KB6. applicable legal and regulatory requirements
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. input data accurately into the sales system
SA2. prepare accurate sales MIS reports in various cuts including metrics such as
inventory sold, rate at which sold, average debtors etc.
Reading Skills
The user/individual on the job needs to know and understand how to:
SA3. read inventory consumption reports (such as playout logs) to determine the
quantity of inventory sold
SA4. read contracts to determine the value/rate at which the inventory is sold
SA5. read, monitor and analyse media (newspapers,hoardings etc) to generate leads
for sales team members
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA6. identify and network with potential clients through personal networks,
recommendations from existing clients, cold calls, industry events
SA7. make contact and build rapport with identified potential clients
SA8. network with content production teams to identify opportunities for media
integrations
B. Professional Skills Plan and Organize
The user/individual on the job needs to know and understand how to:
SB1. raise invoices and manage billing and collections within the time-frame
acceptable within the organization
Problem Solving
The user/individual on the job needs to know and understand how to:
SB2. identify any problems associated with the successful execution of the task and
undertake steps to mitigate them
Decision making
The user/individual on the job needs to know and understand how to:
SB3. make and justify decisions relating to the future sales strategy and consider
the broader organisational implications
SB4. determine sales direction within the limits of your authority
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB5. undertake analytical activities to develop sales activities
SB6. undertake customer segmentation analysis to recognize key customer groups
and segments to maximize sales success
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB7. assess financial implications of sales activities in the context of strategy and
the most cost effective and beneficial methods
SB8. create a sense of common purpose and direction while managing sales
operations individually or with the team
Customer Centricity
The user/individual on the job needs to know and understand how to:
NA
Prepare MIS reports
Description This OS unit is about using data from functional systems and processes to prepare MIS
reports based on the individual’s job role
Scope This unit/task covers:
Using data from functional systems and processes to draw insights for
reporting
Preparing MIS reports
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Using data from
systems and
processes to draw
insights for reporting
To be competent, the user/individual on the job must be able to:
PC1. gather raw data from the various advertising systems used by the individual
PC2. interpret information by performing different analyses and draw suitable
insights
PC3. present information in an easy to understand format, that is acceptable to
the organization
PC4. refresh information with latest data from time to time
Preparing MIS reports PC5. understand the different types of reports expected by the management/ other
internal functions
PC6. prepare and present information in the defined format to meet requirements
PC7. respond positively to feedback and changes in requirements
PC8. continuously review the reports to identify key trends and other variances
Knowledge and Understanding (K)
A. Organizational
Context
(Knowledge of the
company /
organization and
its processes)
The user/individual on the job needs to know and understand:
KA1. organizational norms and policies relating to advertising
KA2. organizational policies for constructing MIS reports, including the reports’
format, readability, guidelines, the imperatives it must incorporate and the
terms and conditions for serving different clients
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. forecasts, objectives, targets and key performance indicators for the activities
that are undertaken
KB2. the problems and issues which may impact upon the achievement of
objectives, targets and key performance indicators
KB3. the information needed to be able to carry out analyses
KB4. how to realize the expected output from the mix reports through the
information available
KB5. how to interpret the information and draw suitable insights
KB6. how to analyze information in different ways
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. organize and store documentation
SA2. access information available through internal processes/ systems to draw
insights
SA3. create and maintain advertising activity related databases
Reading Skills
The user/individual on the job needs to know and understand how to:
SA4. read and understand instructions, policies, procedures and norms regarding
MIS reportage
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA5. liaise with relevant departments to understand reporting requirements
B. Professional Skills Plan and Organize
The user/individual on the job needs to know and understand how to:
SB1. organise and interpret data in a detailed, organized manner, ensuring that no
potential issues are overlooked
SB2. able to organize information efficiently and effectively.
Decision making
The user/individual on the job needs to know and understand how to:
SB3. make decisions for smooth & successful operation of businesses based on these
reports
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB4. use these reports for analyzing different aspects of business
Problem Solving
The user/individual on the job needs to know and understand how to:
SB5. prepare MIS reports to support decision making/analyzing the trend eg.,
market/product/competitor etc.,
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB6. make better plans and carefully organize business operations depending on
these reports
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB7. share relevant information through MIS
Assist in collections
Description This OS unit is about assisting the team with the collections relating to ad sales
activities
Scope This unit/task covers the following:
Assisting the team with collections
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Assisting the team
with collections
To be competent, the user/individual on the job must be able to:
PC1. understand details (inventory, rate, customer etc.) from the sales contracts
PC2. check traffic orders based on ros received from clients/agencies, where
appropriate
PC3. generate and maintain reports on billing and collections
PC4. assist sales team members in collections by preparing and dispatching
reminders and reconciliation reports to agencies and clients
PC5. respond positively to feedback and changes in requirements
Knowledge and Understanding (K)
A. Organizational
Context
(Knowledge of the
company /
organization and
its processes)
The user/individual on the job needs to know and understand:
KA1. the total advertisement inventory available with the organization
KA2. the sales process being followed by the organization
KA3. the key activities involved in sales processes and collections
KA4. applicable legal and confidentiality guidelines, procedures and terms and
conditions
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. the features and workings of the sales system and how to use it effectively
KB2. how to calculate customer billings and prepare accurate invoices
KB3. how to manage customer collections effectively
KB4. how to generate relevant mis reports that can be useful to management
KB5. how to effectively use software (microsoft excel, sap, salesforce)
KB6. applicable legal and regulatory requirements
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. input data accurately into the sales system
SA2. generate and maintain reports on billing and collections
Reading Skills
The user/individual on the job needs to know and understand how to:
SA3. read inventory consumption reports (such as playout logs) to determine the
quantity of inventory sold
SA4. read contracts to determine the value/rate at which the inventory is sold
SA5. read, monitor and analyze media (newspapers, hoardings etc.) to generate
leads for sales team members
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA6. liaise with relevant departments to clearly understand sales processes and
collection procedures
B. Professional Skills Plan and Organize
The user/individual on the job needs to know and understand how to:
SB1. raise invoices and manage billing and collections within the time-frame
acceptable within the organization
SB2. use relevant IT systems available in an organization related to sales collections
SB3. complete the documents, contracts and records required by the organisation
relating to the collections
Problem Solving
The user/individual on the job needs to know and understand how to:
SB4. identify any problems associated with successful collections and undertake
steps to mitigate them, or raise concerns to appropriate personnel
Decision Making
The user/individual on the job needs to know and understand how to:
SB5. make decisions to report to relevant people with the reasons when orders
cannot be processed
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB6. ensure that clients’ requirements are passed on promptly to those responsible
for fulfilling them
Analytical thinking
The user/individual on the job needs to know and understand how to:
N.A
Critical Thinking
The user/individual on the job needs to know and understand how to:
N.A
Maintain workplace health and safety
Description This OS unit is about contributing towards maintaining a healthy, safe and secure
working environment
Scope This unit/task covers the following:
Understanding the health, safety and security risks prevalent in the
workplace
Knowing the people responsible for health and safety and the resources
available
Identifying and reporting risks
Complying with procedures in the event of an emergency
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Understanding the
health, safety and
security risks prevalent
in the workplace
To be competent, the user/individual on the job must be able to:
PC1. understand and comply with the organization’s current health, safety and
security policies and procedures
PC2. understand the safe working practices pertaining to own occupation
PC3. understand the government norms and policies relating to health and safety
including emergency procedures for illness, accidents, fires or others which
may involve evacuation of the premises
PC4. participate in organization health and safety knowledge sessions and drills
Knowing the people
responsible for health
and safety and the
resources available
PC5. identify the people responsible for health and safety in the workplace,
including those to contact in case of an emergency
PC6. identify security signals e.g. fire alarms and places such as staircases, fire
warden stations, first aid and medical rooms
Identifying and
reporting risks
PC7. identify aspects of your workplace that could cause potential risk to own and
others health and safety
PC8. ensure own personal health and safety, and that of others in the workplace
though precautionary measures
PC9. identify and recommend opportunities for improving health, safety, and
security to the designated person
PC10. report any hazards outside the individual’s authority to the relevant person in
line with organizational procedures and warn other people who may be
affected
Complying with
procedures in the
event of an
emergency
PC11. follow organization’s emergency procedures for accidents, fires or any other
natural calamity in case of a hazard
PC12. identify and correct risks like illness, accidents, fires or any other natural
calamity safely and within the limits of individual’s authority
Knowledge and Understanding (K)
A. Organizational
Context (Knowledge
of the company /
organization and its processes
The user/individual on the job needs to know and understand:
KA1. organization’s norms and policies relating to health and safety
KA2. government norms and policies regarding health and safety and related
emergency procedures
KA3. limits of authority while dealing with risks/ hazards
KA4. the importance of maintaining high standards of health and safety at a
workplace
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. the different types of health and safety hazards in a workplace
KB2. safe working practices for own job role
KB3. evacuation procedures and other arrangements for handling risks
KB4. names and contact numbers of people responsible for health and safety in a
workplace
KB5. how to summon medical assistance and the emergency services, where
necessary
KB6. vendors’ or manufacturers’ instructions for maintaining health and safety while
using equipment, systems and/or machines
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. how to write and provide feedback regarding health and safety to the
concerned people
SA2. how to write and highlight potential risks or report a hazard to the concerned
people
Reading Skills
The user/individual on the job needs to know and understand how to:
SA3. read instructions, policies, procedures and norms relating to health and
safety
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA4. highlight potential risks and report hazards to the designated people
SA5. listen and communicate information with all anyone concerned or affected
B. Professional Skills Decision making
The user/individual on the job needs to know and understand how to:
SB1. make decisions on a suitable course of action or plan
Plan and Organize
The user/individual on the job needs to know and understand how to:
SB2. plan and organize people and resources to deal with risks/ hazards that lie
within the scope of one’s individual authority
Problem Solving
The user/individual on the job needs to know and understand how to:
SB3. apply problem solving approaches in different situations
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB4. understand hazards that fall within the scope of individual authority and
report all hazards that may supersede one’s authority
SB5. apply balanced judgments in different situations
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB6. build and maintain positive and effective relationships with colleges and
customers
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB7. make decisions on a suitable course of action or plan