Sales Director Course free of cost 6 month

Sales Director Course free of cost 6 month

Brief Job Description: Individuals at this job are responsible for leading the sales efforts of a media and entertainment company

Personal Attributes: This job requires the individual to understand business objectives and develop sales plans, forecasts, targets and budgets. The individual is required to finalise the structure of the sales team and oversee their sales efforts to ensure that they are in line with the targets that need to be achieved. The individual must also manage the key clients of the company and procure new clients.

Qualifications Pack Code	MES/Q0201
Job Role	Sales Director This job role is applicable in both national and international scenarios
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	08/11/2014
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021
NSQC Clearance on	22/08/2019

Job Role	Sales Director
Role Description	Lead sales efforts at a media and entertainment company
NSQF level	7
Minimum Educational Qualifications Maximum Educational Qualifications	Graduate Post-graduate in Sales & Marketing
Prerequisite License or Training	Customer relationship management, Selling techniques
Minimum Job Entry Age	18 years
Experience	5-7 years
Applicable National Occupational Standards (NOS)
Performance Criteria	As described in the relevant OS units

Keywords /Terms	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/ non- monetary 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.

Sales Director Course free of cost 6 month

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
NSQF	National Skill Qualifications Framework
NVEQF	National Vocational Education Qualifications Framework
NVQF	National Vocational Qualifications Framework

Unit Code	MES/N0201
Unit Title (Task)	Keeping apprised with developments in the industry
Description	This OS unit is about knowing the organization, the competitors and the market well to be able to carry out the job effectively
Scope	This unit/task covers the following: Monitoring and understanding the market and the competitors and continuously seeking out new opportunitiesIdentifying information needed to carry out the job effectivelyIdentifying new innovations and future developments that might benefit the organization or the clients
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Monitoring and understanding the market and the competitors and continuously seeking out new opportunities	To be competent, the user/individual on the job must be able to: PC1. monitor any changes or updates in the market PC2. understand the market, its various elements and how they affect the organization PC3. identify new opportunities in the market PC4. analyze how these opportunities can be leveraged to benefit the organization PC5. identify who the competitors are, who their major clients are and how their activity is changing
Identifying information needed to carry out the job effectively	PC6. extract key facts from formal and informal sources and analyze how it can be used by the organization PC7. actively participate in forums and discussions to be able to keep updated with any new changes in the industry/ its practices PC8. keep up-to-date with the laws and any other regulations that can apply to the organization
Identifying new innovations and future developments that might benefit the organization or the clients	PC9. keep track of any changes in the industry and how they can be converted into useful opportunities PC10.analyze the market and forecast what the powerful trends would be that can affect the organization in any way PC11.keep up-to-date with any changes in policies that can affect the client’s business
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 brand and the market position of the organization KA2. organization’s capabilities, culture, ways of working and marketing mix KA3. different business functions in the organization and the various aspects related to the job role
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. fundamentals of advertising and marketing KB2. how to prepare a brief for sales or account teams KB3.   how to present the idea/concept to the client KB4. how to present the final work-products KB5. 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. prepare a brief that effectively encapsulates the idea and its impact SA2. prepare a brief about the industry trends and how they can impact the client SA3. prepare client reports and presentations, as required SA4. prepare a presentation about industry trends for the internal teams
Reading Skills
The user/individual on the job needs to know and understand how to: SA5. read and interpret all relevant research information
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA6. liaise with the client and internal teams and ensure that the former’s needs are understood and well-executed by the latter SA7. discuss and finalize the changes in accordance with the industry trends and how they are to be implemented SA8. review and present final information to the respective teams
B. Professional Skills	Plan and Organize
The user/individual on the job needs to know and understand how to: SB1. organize discussions/ meetings with the clients or the internal teams as the need may be to analyze market trend SB2. store information so you can easily access it when you need it
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3. ensure that the information gathered is relevant to the clients and their business
Problem Solving
The user/individual on the job needs to know and understand how to: SB4. tackle issues that may arise due to industry changes and minimize the impact it may have on the organization’s functioning
Decision making
The user/individual on the job needs to know and understand how to: SB5. identify ways to keep up-to-date with changes in your organisation’s, your competitors’ and your clients’ products, services and processes
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB6. extract key facts from formal and informal sources of information and analyse it for its usefulness to you
Critical Thinking
The user/individual on the job needs to know and understand how to: SB7. identify new innovations and future developments in advertising that might benefit your clients SB8. keep up-to-date with the laws, regulations and guidelines that govern advertising and the sale of advertising

NOS Version Control

NOS Code	MES/N0201
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

 

Overview

This unit is about developing / monitoring sales plans and forecasts to help achieve the overall objectives of business

Unit Code	MES/N0202
Unit Title (Task)	Develop sales plans and forecasts
Description	This OS unit is about developing / monitoring sales plans and forecasts to help achieve the overall objectives of the business
Scope	This unit/task covers the following: Sales planning and forecastingSet targets for sales teams
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Sales planning and forecasting	To be competent, the user/individual on the job must be able to: PC1. identify the key areas and focus for the organization and how it is intended to translate into the sales strategy, objectives and plans PC2. establish sales and collection targets that address and deliver in accordance with the organization’s strategy PC3. determine if the current customer acquisition channels i.e. direct/ online/ contact center are adequate and if the methods deployed are aligned to the sales objectives
Set targets for sales teams	PC4. determine if the current structure of the sales team is aligned to meet the sales objectives PC5. determine sales targets for each segment, assign responsibility and institute key performance indicators to help monitor the execution of these targets PC6. put in place a tracking mechanism / dashboard that encapsulates the key metrics that can help determine the progress towards plans and achievement of sales objectives PC7. monitor achievement of sales objectives PC8. develop a sales incentive structure along with the business and Human Resources head
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 organization’s business plan, objectives and strategy KA2. the size, growth, trends, opportunities and challenges of the sector in which the organization operates, as well as of its clients KA3. the organization’s total revenue, growth and past trends KA4. the total revenue, growth and trends of companies operating in the same space KA5. features and characteristics of the organization/services and its competitive advantage and weaknesses in comparison with peers KA6. the characteristics and opportunities of the markets where the organization operates KA7. the organization’s portfolio of clients and the way it’s segmented KA8. sales targets for previous years and reasons for variations between targets and actuals

B. Technical Knowledge	KB1. how to read and analyze audience and market information and derive trends that can aid development of sales strategies and plans KB2. how to use frameworks such as pestel and swot to derive information to aid development of sales strategies and plans KB3. how to segment customers based on several factors such as size of the organization, sector, portfolio size and spread KB4. how to analyze customer sales data and determine key trends KB5. how to identify an appropriate structure for the sales team that could meet sales objectives i.e. based on area/customer/services KB6. how     to     determine    any     new    segments    that    would     need    to              be developed/targeted and the resources that would be allocated to it KB7. how to undertake a benchmarking assessment for each sales segment KB8. how to translate sales objectives into sales realistic scenarios to base forecasts KB9. how to use sales forecasting methods and market estimation techniques to arrive at accurate sales forecasts KB10.how the forecasts translate into segment-wise targets and further into individual and team targets KB11.the key metrics to be tracked by segment to achieve the sales objectives such as conversion ratios, inventory fill-ratios, effective rates (ERs), new clients and value of each client
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. prepare and document the sales strategy, objectives and sales structure SA2. document sales forecasts with supporting analysis SA3. document sales targets at an organizational/segment/individual level SA4. prepare sales reports on a monthly/quarterly basis that track actual performance by segment, and estimate yearly revenues on the basis of actual sales by segment. Highlight deviations/ problem areas (if any)
Reading Skills
The user/individual on the job needs to know and understand how to: SA5. read and understand the organization’s business plan, strategy and objectives SA6. read and understand the marketing plans for the year SA7. read and understand the historical sales targets and actual sales reports
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA8. liaise with the business heads to understand the company’s strategy and growth plans SA9. liaise with the marketing head to understand the marketing plans and strategy SA10.conduct meetings/ discussions/ focused group discussions with the sales team to incorporate their feedback and suggestions into the overall sales strategy SA11.liaise with the Sales account managers to discuss and agree on the sales forecasts and targets SA12.communicate the sales targets and key performance indicators to relevant members of the sales team

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	SA13.lead the presentation of mis reports, present the monthly/quarterly sales performance reports to management, communicate deviations/ problem areas (if any) and agree on the course correction required SA14.communicate course corrections (if required) to the relevant sales team
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1. incorporate several factors and decide on the organization’s sales strategy, objectives and sales structure
Plan and Organize
SB2. develop sales plans to ensure that the overall business objectives of the organization are met SB3. plan and segment the sales-force to meet the overall sales targets SB4. allocate sales targets to each segment to ensure that the overall sales forecasts are met
Customer Centricity
SB5. identify customer/ market trends and opportunities and incorporate them into the sales plans and forecasts
Analytical Thinking
SB6. determine how business objectives translate into sales objectives and how they in turn translate into sales forecasts and targets SB7. analyze reasons for deviations between historical targets and actual sales forecasts SB8. prepare accurate calculations and analysis to predict future sales trends
Problem Solving
The user/individual on the job needs to know and understand how to: SB9. identify customer/ market trends and opportunities and incorporate them into the sales plans and forecasts
Critical Thinking
The user/individual on the job needs to know and understand how to: SB10. develop scenarios upon which to base forecasts and evaluate them to contribute towards sales planning

NOS Version Control

NOS Code	MES/N0202
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out- of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

Overview

This unit is about estimating the cost of sales activities, developing a formal budget and monitoring it against actual expenses

 

Unit Code	MES/N0203
Unit Title (Task)	Create and Monitor the Ad sales budget
Description	This OS unit is about estimating the cost of sales activities, developing a formal budget and monitoring it against actual expenses
Scope	This unit/task covers the following: Estimating the cost of sales activities and preparing an ad sales budgetMonitoring an ad sales budget
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Estimating the cost of sales activities and preparing an ad sales budget	To be competent, the user/individual on the job must be able to: PC1. determine the requirements to achieve the sales forecasts and corresponding costs, taking into account team salaries and variable bonuses, ad sales volume commissions, sales conferences and events, travel, hotel and local conveyance, communication expenses, annual license cost for inventory and billing software PC2. determine the sequence of activities in terms of their cost implications and expenses for each item PC3. prepare a sales budget (either using budgeting/ tabulation software or by hand) with details on required expenses for each activity PC4. track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner
Monitoring an ad sales budget	PC5. track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner
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 requirements to achieve the sales forecasts and corresponding costs KA2. the Sales expenses for previous years and reasons for variations between targets and actuals
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. how to estimate the sales efforts that would be required to achieve the targets and determine the associated costs KB2. the limitations on the total sales budget and/or the budget for specific cost centers, as well as the organization’s working capital needs KB3. how to break down each task/ activity into cost heads KB4. the expected, realistic outflow against each activity cost head (using a combination of prior experience, discussions with potential suppliers/ vendors and any specificities of the location where the expenses will be incurred)

	KB5. how to compile each activity cost head into a consolidated budget, with summary sheets by type of cost, type of activity and any other key summaries that are required KB6. the typical areas of overruns and how to build in adequate contingency into the budget KB7. applicable procurement methods and vendor/ supplier contracts that would need to be used for various cost heads KB8. how to document any variances to the budget that do occur (either on the expense incurred or the timing of the expense). This needs to be escalated to the financer and resolved
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. prepare and document a sales budget (on paper or using a computer)
Reading Skills
The user/individual on the job needs to know and understand how to: SA2. read/research the organization’s prior budgets and requirements SA3. undertake background research and collect information on expense items
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA4. discuss and agree on the sales budget with the financier SA5. understand the brief from the financer and any constraints/ limitations on the budget SA6. communicate the final budget to key decision makers, financiers and members of the sales team
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1.     make relevant decisions related to sales activities required to achieve sales forecasts for the year e.g. events, locations, conferences SB2.      take remedial action where there is significant variance between budgets and plans
Plan and Organize
The user/individual on the job needs to know and understand how to: SB3.     how to plan expenses and outflow of finances in a manner that is cost effective SB4.     how to track the sales budget, ensure activities stay within the agreed budget and minimize overruns SB5.    keep accurate records
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB6.     how to assess the impact of selecting sales activities and its impact on the budget requirements
Critical Thinking
The user/individual on the job needs to know and understand how to: SB7.    act within the limits of your authority

	Problem Solving
The user/individual on the job needs to know and understand how to: SB8.     use the lessons learnt from previous budget planning and implementation to formulate future budgets SB9.     identify internal and external factors that are likely to have a positive or negative effect on budgets
Customer Centricity
The user/individual on the job needs to know and understand how to: SB10. be vigilant and identify any irregular or potentially fraudulent activity

NOS Version Control

NOS Code	MES/N0203
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

Unit Code	MES/N0205
Unit Title (Task)	Acquire and maintain advertising sales clients
Description	This OS unit is about attracting and maintaining potential advertising sales clients.
Scope	This unit/task covers the following: Identifying and maintaining potential advertising sales clientsClients could include Media agencies, Brand Managers and Marketing Heads of leading companies across industry sectorsFor various mediums: Television, Print, Radio, Digital and Out-of-homeTo sell any of the following ad inventory: 10 second ad spots (Television/Radio), Sq.cm. ad space (Print), Banners (frames, pop-ups, floating/expanding ads), classifieds, text ads (Digital), Bill-boards, promotions, street furniture, transit assets, alternative media including digital displays, cinema, stadiums, airports, malls (OOH)
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Identifying and maintaining potential advertising sales clients	To be competent, the user/individual on the job must be able to: PC1. identify potential clients and build a client base through personal networks, and through primary and secondary research PC2. understand the client’s need to advertise in a particular market PC3.  analyze the types resources available in a particular market PC4. market the credibility and track record of your organization to potential clients, and sell them the benefits of advertising through it
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. features and characteristics of the organization/services and its competitive advantages and weaknesses in comparison with peers KA2. the exposure (reach, readership, listenership, page-views) that the company provides in different markets in comparison with peers KA3. the company’s sales strategy, targets, and objectives KA4. the company’s sales processes and inventory management practices
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. the fundamentals of marketing and advertising KB2.   the market and industry that clients operate in KB3. how to read and analyze audience and market information and derive trends that can be used to pitch to potential clients KB4.   the audience for different markets, day parts/publications/online pages KB5. how to make use of probing/questioning techniques to identify clients’ needs KB6. how to position the brand value of the organization in relation to peers KB7. how to position the company’s offering effectively to a potential client KB8. how to identify sales opportunities while managing existing client relationships KB9. life-time client value measurement methods KB10. applicable legal and regulatory guidelines

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     detailing     correspondence                       and conversations with clients, and any agreements that may have been reached SA2. archive information about clients that may be beneficial  in strengthening relationships with them in the future SA3.   create and maintain client databases
Reading Skills
The user/individual on the job needs to know and understand how to: SA4. research the clients’ business, industry, product/service, target market and past marketing efforts SA5. gather information on the consumption habits of the target audience SA6. research the services offered by competitors and their business model
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA7. identify and network with potential clients through personal networks, recommendations from existing clients, cold calls, industry events SA8. make contact and build rapport with identified potential clients SA9. network with content production teams to identify opportunities for media integrations
B. Professional Skills	Analytical Thinking
The user/individual on the job needs to know and understand how to: SB1. assess the costs, risks, benefits and long-term prospects of establishing a professional relationship with a potential client, and decide whether to initiate contact SB2. use life-time value/profitability measurement techniques (to establish customer value) SB3. research background information about potential clients’ business, product or service, target market and normal marketing activity
Decision Making
The user/individual on the job needs to know and understand how to: SB4.     identify decision makers within potential client organisations and find ways to reach them
Plan and Organize
The user/individual on the job needs to know and understand how to: SB5.    keep record information about clients that may help create rapport in the future
Customer Centricity
The user/individual on the job needs to know and understand how to: SB6.            be open, honest and clear about what you can deliver SB7.    be responsive to clients’ queries and handle objectives positively SB8.     build rapport and empathy and use gentle questioning to identify clients’ needs and budget
Problem Solving

	The user/individual on the job needs to know and understand how to: SB9.    identify what your competitors are doing in potential clients’ target markets and the benefits of advertising through your organisation or brand
Critical Thinking
The user/individual on the job needs to know and understand how to: SB10. identify potential clients whose target market you can realistically reach

 

NOS Version Control

NOS Code	MES / N 0205
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out- of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

 

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A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. prepare the sales vision and plan for the given area of responsibility using the manpower and financial resources available SA2. document sales targets at an individual level SA3. prepare sales reports on a monthly/quarterly basis that track actual performance by and estimate yearly revenues on the basis of actual sales by segment. Highlight deviations/ problem areas (if any)
Reading Skills
The user/individual on the job needs to know and understand how to: SA4. read and understand the overall sales strategy, plan, forecasts and targets SA5. read and understand the historical sales targets and actual sales reports
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA6. communicate sales targets and plans to the sales force, as appropriate, and ensure they understand the importance of achieving them in the context of meeting the overall objectives of the organization SA7. motivate the sales force to achieve targets and empower them with the tools and techniques to improve sales performance SA8. attend key sales meetings and help the team bring in new clients, handle tough negotiations and close deals SA9. escalate issues (if required) to the Sales Director (Media Organization)
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1.     take relevant decisions within the given area of responsibility to achieve sales objectives, forecasts and targets
Plan and Organize
The user/individual on the job needs to know and understand how to: SB2.    develop area-wise sales plan with realistic timelines to achieve sales targets
Problem Solving
The user/individual on the job needs to know and understand how to: SB3.     identify issues that may arise during the sales process and find solutions to address them SB4.    escalate key issues to the Sales Director (Media Organization) (if required)
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB5.     analyze actual and historical sales performance and determine key trends that could aid in decision-making/ course correction to achieve sales targets
Critical Thinking
The user/individual on the job needs to know and understand how to: SB6.     monitor sales team during actual sales meetings and determine/ suggest new and innovative ways to improve sales performance
Customer Centricity
The user/individual on the job needs to know and understand: SB7.    the team meets the client and organizational requirements.

NOS Version Control

NOS Code	MES/N0206
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out- of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

Unit Code	MES/N 0104
Unit Title (Task)	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 workplaceknowing the people responsible for health and safety and the resources availableidentifying and reporting riskscomplying 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. maintain one’s posture and position to minimize fatigue and the risk of injury PC2. maintain first aid kit and keep oneself updated on the first aid procedures PC3. identify and document potential risks like siting postures while using computer, eye fatique and other hazards in the workplace PC4. accurately maintain accident reports PC5. report health and safety risks/ hazards to concerned personnel PC6. participate in organization health and safety knowledge sessions and drills
Knowing the people responsible for health and safety and the resources available	PC7. identify the people responsible for health and safety in the workplace, including those to contact in case of an emergency PC8. identify security signals e.g. fire alarms and places such as staircases, fire warden stations, first aid and medical rooms
Identifying and reporting risks	PC9. identify aspects of your workplace that could cause potential risk to own and others health and safety PC10. ensure own personal health and safety, and that of others in the workplace though precautionary measures PC11. identify and recommend opportunities for improving health,safety, and security to the designated person

	PC12. report any hazards outside the individual’s authority to therelevant person in line with organisational procedures and warnother people who may be affected
Complying with procedures in the event of an emergency	PC13. follow organisation’s emergency procedures for accidents, fires or any other natural calamity in case of a hazard PC14. 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. organisation’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 emergencyservices, where necessary KB6. vendors’ or manufacturers’ instructions for maintaining health and safety while using equipments, 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. write and provide feedback regarding health and safety to the concerned people SA2. write and highlight potential risks or report a hazard to the concerned people
Reading Skills

Sales Director Course free of cost 6 month

	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 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
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3. build and maintain positive and effective relationships with colleagues and customers
Problem Solving
The user/individual on the job needs to know and understand how to: SB4. apply problem solving approaches in different situations
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB5. analyze data and activites
Critical Thinking
The user/individual on the job needs to know and understand how to: SB6. understand hazards that fall within the scope of individual authority and report all hazards that may supersede one’s authority SB7. Apply balanced judgements in different situations

NOS Version Control

NOS Code	MES/N0104
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

Annexure

Nomenclature for QP and NOS

Qualifications Pack

9 characters

QP number (2 numbers)

Occupation (2 numbers)

Occupational Standard

An example of NOS with ‘N’

9 characters

OS number (2 numbers)

Occupation (2 numbers)

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The following acronyms/codes have been used in the nomenclature above:

Sub-sector	Range of Occupation numbers
Film	01-20
Television	21-30
Print	31-35
Animation	36-45
Gaming	46-55
Radio	56-60
Digital	61-70
OOH / Advertising	71-80
Creative & Performing Art	81-85
Sound & Music	86-90
Theme & Amusement Park	91-95
Event Management	96-99

Sequence	Description	Example
Three letters	Media and Entertainment	MES
Slash	/	/
Next letter	Whether QP or NOS	Q
Next two numbers	Ad Sales / Account Management/ Scheduling/ Traffic	02
Next two numbers	Sales Director (Media Organization)	01

CRITERIA FOR ASSESSMENT OF TRAINEES

Job Role: Sales Director

Qualification Pack: MESQ0201

Sector Skill Council: Media and Entertainment Skills Council

Guidelines for Assessment:

1. Criteria for assessment for each Qualification Pack will be created by the Sector Skill Council. Each Performance Criteria (PC) will be assigned marks proportional to its importance in NOS. SSC will also lay down proportion of marks for Theory and Skills Practical for each PC.

2. The assessment for the theory & Practical part will be based on knowledge bank of questions created by the AA and approved by SSC.

3. Individual assessment agencies will create unique question papers for theory part for each candidate at each examination/training center (as per assessment criteria below)

4. Individual assessment agencies will create unique evaluations for skill practical for every student at each examination/training center based on this criteria.

5. To pass the Qualification Pack , every trainee should score a minimum of 70% cumulatively (Theory and Practical).

6. In case of unsuccessful completion, the trainee may seek reassessment on the Qualification Pack

Assessment Outcomes	Assessment Criteria for outcomes		Marks Allocation
Total Mark	Out Of	Theory	Skills Practical
	PC1.Monitor any changes or updates in the market		5	5
	PC2.Understand the market, its various elements and how
	they affect the organization		5	0
	PC3.Identify new opportunities in the market		10	5
MES/N0201 (Keeping apprised with developments in the industry)	PC4.Analyze how these opportunities can be leveraged to benefit the organization	100	10	5	50
PC5.Identify who the competitors are, who their major clients are and how their activity is changing	10	5
PC6.Extract key facts from formal and informal sources and analyze how it can be used by the organization	10	5
	PC7.Actively participate in forums and discussions to be
	able to keep updated with any new changes in the
	industry/ its practices		10	5
	PC8.Keep up-to-date   with   the   laws   and   any   other
	regulations that can apply to the organization		10	5

	PC9.Keep track of any changes in the industry and how they can be converted into useful opportunities		10	5
PC 10.Analyze the market and forecast what the powerful trends would be that can affect the organization in any way	10	5
PC11.Keep up-to-date with any changes in policies that can affect the client’s business	10	5
		Total	100	50	50
Assessment Outcomes	Assessment Criteria for outcomes		Marks Allocation
Total Mark	Out Of	Theory	Skills Practical
MES/N0202 (Develop sales plans and forecasts)	PC1.Identify the key areas and focus for the organization and how it is intended to translate into the sales strategy, objectives and plans	100	20	10	50
PC2.Establish sales and collection targets that address and deliver in accordance with the organization’s strategy	10	5
PC3.Determine if the current customer acquisition channels i.e. direct/ online/ contact center are adequate and if the methods deployed are aligned to the sales objectives	10	5
PC4.Determine if the current structure of the sales team is aligned to meet the sales objectives	10	5
PC5.Determine sales targets for each segment, assign responsibility and institute key performance indicators to help monitor the execution of these targets	10	5
PC6.Put in place a tracking mechanism / dashboard that encapsulates the key metrics that can help determine the progress towards plans and achievement of sales objectives	10	5
PC7.Monitor achievement of sales objectives	10	5
PC8.Develop a sales incentive structure along with the business and Human Resources head	20	10
		Total	100	50	50
MES/N0203 (Create and Monitor the Ad sales budget)	PC1.Determine the requirements to achieve the sales forecasts and corresponding costs, taking into account team salaries and variable bonuses, ad sales volume commissions, sales conferences and events, travel, hotel and local conveyance, communication expenses, annual license cost for inventory and billing software	100	20	10	50
PC2.Determine the sequence of activities in terms of their cost implications and expenses for each item	20	10
PC3.Prepare a sales budget (either using budgeting/ tabulation software or by hand) with details on required expenses for each activity	20	10
PC4.Track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner	20	10
PC5.Track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner	20	10
		Total	100	50	50
			Marks Allocation

Assessment Outcomes	Assessment Criteria for outcomes	Total Mark	Out Of	Theory	Skills Practical
MES/N0205 (Acquire and maintain advertising sales clients)	PC1.Identify potential clients and build a client base through personal networks, and through primary and secondary research	100	25	15	50
PC2.Understand the client’s need to advertise in a particular market	25	10
PC3.Analyze the types resources available in a particular market	25	10
PC4.Market the credibility and track record of your organization to potential clients, and sell them the benefits of advertising through it	25	15
		Total	100	50	50
Assessment Outcomes	Assessment Criteria for outcomes		Marks Allocation
Total Mark	Out Of	Theory	Skills Practical
MES/N0206 (Manage sales teams)	PC1.Develop a sales plan to achieve targets within the designated area of responsibility	100	20	10	50
PC2.Lead, monitor and motivate the sales force to achieve sales targets	20	10
PC3.Supervise meetings with sales executives to monitor sales activities and suggest ways/methods to improve performance	20	10
PC4.Prepare a monthly sales performance report	20	10
PC5.Resolve conflicts and escalate issues (where required) to the Sales Director	20	10
				Total	100	50	50
	MES/N0104 (Maintain workplace health and safety)	PC1. maintain one’s posture and position to minimize fatigue and the risk of injury	100	10	5	5
PC2. maintain first aid kit and keep oneself updated on the first aid procedures	10	5	5
PC3. identify and document potential risks like siting postures while using computer, eye fatique and other hazards in the workplace	5	2	3
PC4. accurately maintain accident reports	5	2	3
PC5.report health and safety risks/ hazards to concerned personnel	10	5	5
PC6. participate   in   organization   health   and   safety knowledge sessions and drills	10	5	5
PC7. identify the people responsible for health and safety in the workplace, including those to contact in case of an emergency	10	5	5
PC8. identify security signals e.g. fire alarms and places such as staircases, fire warden stations, first aid and medical rooms	10	5	5
PC9. identify aspects of workplace that could cause potential risk to own and others health and safety	5	2	3
PC10. ensure own personal health and safety, and that of others in the workplace though precautionary measures	5	2	3

	PC11.    identify     and     recommend     opportunities     for
improving health, safety, and security to the designated	5	2	3
person
PC12. report any hazards outside the individual’s authority
to the   relevant   person   in   line   with   organisational	5	2	3
procedures and warn other people who may be affected
PC13. follow organisation’s emergency procedures for
accidents, fires or any other natural calamity in case of a	5	2	3
hazard
PC14. identify and correct risks like illness, accidents, fires	5	2	3
or any other natural calamity safely and within the limits of
individual’s authority
		Total	100	46	54