Sales Executive Course free of cost 6 month

Sales Executive Course free of cost 6 month

Brief Job Description: Individuals at this job are responsible to close sales transactions with new and existing clients

Personal Attributes: This job requires the individual to achieve sales targets set by the sales manager. The individual is responsible to acquire new clients, develop proposals for new and existing clients and close sales orders.

Qualifications Pack Code	MES/Q0203
Job Role	Sales Executive 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 Executive
Role Description	Close sales transactions with new and existing clients
NSQF level	4
Minimum Educational Qualifications Maximum Educational Qualifications	Class XII Graduate
Prerequisite License or Training	Customer Relationship Management, Selling techniques
Experience	1-3 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.

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.

Sales Executive Course free of cost 6 month

NOS	National Occupational Standard(s)
QP	Qualifications Pack
NSQF	National Skill Qualifications Framework
NVEQF	National Vocational Education Qualifications Framework
NVQF	National Vocational Qualifications Framework

Sales Executive Course free of cost 6 month

Unit Code	MES/N0204
Unit Title (Task)	Develop advertising sales proposals
Description	This OS unit is about developing sales proposals for advertising sales
Scope	This unit/task covers the following: Developing advertising sales proposals for media agencies and leading companies across industry sectorsAcross any of the following mediums: Television, Print, Radio, Digital, Out-of-home
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Developing advertising sales proposals for media agencies and leading companies across industry sectors	To be competent, the user/individual on the job must be able to: PC1. calculate ad-value for the proposed advertisement placements, taking into account key variables (e.g. reach/time-spent, readership, listenership/time- spent, page views, impressions, occupancy/availability, client credit limit) PC2. conduct audience  analysis including consumption habits,  lifestyles, ratings illustrations and comparison with peers PC3. perform costing procedures for key variables and calculate potential adjustments that could be factored in during the negotiation process PC4. articulate the sales process and provide recommendations to the client on the relevant legislation, standards and policies PC5. develop and submit proposals within the timeframe agreed and in the format requested by the client
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. pricing policies at the organization KA2. advertisement rates for the spectrum of advertising possibilities available KA3. discount percentages and when they apply KA4. the products/services offered by your organization as opposed to those by your competitors KA5. organizational policies for constructing proposals and submitting recommendations, including a propsal’s format, readability, the imperatives it must incorporate and the terms and conditions for serving different clients. KA6. departments within the organization that may provide information and assistance in preparing the proposal e.g. marketing, production
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. ad-rates and how variables (like reach/time-spent, readership, listenership/time-spent, page views, impressions, occupancy/availability, client credit limit) influence them KB2. how to read and analyse audience and market information and derive trends that can aid development of proposals KB3. fundamentals of microsoft office tools, especially microsoft powerpoint KB4. advertisement value calculation methods

	KB5. how to develop and deliver advertising packages for single/multiple mediums i.e. channels/stations/publications/websites/assets; and platforms i.e. across television, radio, print and digital KB6. how advertisement innovations and variations affect advertisement rates KB7. how to calculate key metrics such as inventory fill-rate, overall effective rates and discount ratios KB8. relevant legislation, organizational practices, and ethical standards KB9. data banks and statistical tools that will enhance the proposal
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. construct proposals that showcase the advantages of advertising via your organization, and adequately sell the developed solution
Reading Skills
The user/individual on the job needs to know and understand how to: SA2. develop an understanding of the client’s business, competitors, and customers, and relate them to the organisation’s service offering SA3. research competitors’ offerings so as to be able to communicate a competitive advantage over the competition SA4. read and gather reference information from proposals developed in the past
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA5. iaise with relevant departments within the organization for data-points and information to put the proposal together
B. Professional Skills	Plan and Organize
The user/individual on the job needs to know and understand how to: SB1. Plan work to be able to prepare proposals within the time-frame SB2. Maintain a database of proposals developed previously
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3. Construct proposals and provide recommendations based on the client’s needs and within the budget available for advertising
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB4. Conduct a comparative analysis between the services of the organization and those of the competitors
Critical Thinking
The user/individual on the job needs to know and understand how to: SB5. Analyze feedback from internal stakeholders and clients to help improve future proposals
Problem Solving
The user/individual on the job needs to know and understand how to: SB6. Identify customer/ market trends and opportunities and incorporate them into the sales plans and forecasts
Decision Making
SB7. Incorporate several factors and decide on the organization’s sales strategy, objectives and sales structure

NOS Version Control

NOS Code	MES/N0204
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

Overview

This unit is about attracting and maintaining potential advertising sales clients

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
Critical thinking
The user/individual on the job needs to know and understand how to: SB10. identify benefits of advertising through your organisation or brand

NOS Version Control

NOS Code	MES/N0205
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

Unit Code	MES/N0211
Unit Title (Task)	Close an advertising sales order
Description	This OS unit is about negotiating and closing the advertising sales transaction and finalizing the relevant documentation and sales contracts
Scope	This unit/task covers the following: Negotiating and closing an advertising sale dealInventory may be sold across: Television, Print, Radio, Digital, OOHCoordinating with internal teamsCommunicating clearly with the clientsTimely collection of dues owed by clients
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Negotiating and closing an advertising sale deal	To be competent, the user/individual on the job must be able to: PC1. provide a convincing proposition to the client and negotiate to derive the maximum revenue from the available inventory PC2. ensure that the advertisement rates are higher or equal to the benchmark rates set by the organization PC3. negotiate volume discounts with agencies to sell inventory in advance at rates that are in line with benchmark discount rates set by the organisation PC4. identify opportunities to cross-sell other sources of revenue such as media integrations, events and activations etc.
Coordinating with internal teams	PC5. draft sales agreements/contracts and liaise with the legal team to vet them PC6. make arrangements with the relevant teams within the organization to ensure execution of the contract PC7. troubleshoot and manage client crises through effective communication and team support
Communicating clearly with the clients	PC8. negotiate barter deals with clients after carrying out a detailed cost-benefit analysis to ensure that the deal would be beneficial for the organization PC9. clearly communicate the scope of the agreement with the client and set out realistic expectations regarding effectiveness of the advertising
Timely collection of dues owed by clients	PC10. monitor billing details and outstanding dues, ensuring that dues are collected on time through the respective sales manager
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 organisation’s total and available advertising inventory KA3. the organization’s benchmark advertisement rates and discount rates KA4. the procedures in place for negotiating sales contracts KA5. acceptable modes of payment and credit periods, as per the organisation’s accounting and finance policies

B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. fundamentals of sales, marketing and advertising KB2. extensive knowledge of the industry in which the organization operates KB3. record and manage daily sales mis KB4. how to carry out a cost-benefit analysis to build a case for barter contracts KB5. persuasive selling techniques KB6. multiple-media selling, up-selling, and add-on sale techniques KB7. how to identify buying signals (given by client) and act upon them in an appropriate manner KB8. how to draft a sales agreement and other standard contracts KB9. country-specific regulations and terms KB10. applicable legal and ethical standards
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. draft sales agreements listing out terms of sale as negotiated with the client
Reading Skills
The user/individual on the job needs to know and understand how to: SA2. undertake background research on the client SA3. analyze details of preliminary proposals submitted to the client SA4. read and draw references from sales agreements and proposals drawn up in the past
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA5. effectively negotiate business and financial terms with the client SA6. deploy smart-selling and persuasive techniques to convince clients and respond to queries effectively SA7. liaise with the legal department to vet and finalise sales agreements SA8. communicate client requirements to the relevant teams (e.g. creative/production/back-end sales/traffic etc.) to ensure that the commitments made are met
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1.     decide on the appropriate advertisement rate and discount for each client, ensuring that the maximum value is obtained from the available inventory
Plan and Organize
The user/individual on the job needs to know and understand how to: SB2.    develop and employ a contingency plan should negotiations fall through
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3.     ensure that the client’s needs and objectives are met, and the terms of the deal are mutually beneficial
Problem Solving
The user/individual on the job needs to know and understand how to: SB4.     identify issues that may arise during the sales process and find solutions to address them

Sales Executive Course free of cost 6 month

	SB5.    capably manage and deal with client objections regarding the proposal
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB6.     determine the need and benefits of barter deals and volume discounts prior to entering into them
Critical Thinking
The user/individual on the job needs to know and understand how to: SB7.     analyse the negotiation process and determine new and innovative ways to close deals

NOS Version Control

NOS Code	MES/N0211
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

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	To be competent, the user/individual on the job must be able to: PC1. understand and comply with the organisation’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
health, safety and
security risks
prevalent in the
workplace
Knowing the people	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
responsible for health
and safety and the
resources available
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 organisational procedures and warn other people who may be affected
Complying with	PC11. follow organisation’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
procedures in the
event of an
emergency
Knowledge and Understanding (K)
A. Organizational Context (Knowledge	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
of the company /
organization and its
processes)

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 judgements 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.    analyze data and activites

NOS Version Control

NOS Code	MES/N0104
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

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)

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 Executive (Media Organization)	03

CRITERIA FOR ASSESSMENT OF TRAINEES

Job Role: Sales Executive

Qualification Pack: MES/Q0203

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).

Assessment Outcomes	Assessment Criteria for outcomes		Marks Allocation
Total Mark	Out Of	Theory	Skills Practical
MES/N0204 (Develop advertising sales proposals)	PC1.Calculate ad-value for the proposed advertisement placements, taking into account key variables (e.g. reach/time-spent, readership, listenership/time-spent, page views, impressions, occupancy/availability, client credit limit)	100	20	10	50
PC2.Conduct         audience         analysis                                   including consumption habits, lifestyles, ratings illustrations and comparison with peers	20	10
PC3.Perform costing procedures for key variables and calculate potential adjustments that could be factored in during the negotiation process	20	10
PC4.Articulate    the    sales   process    and                                 provide recommendations to the client on the relevant legislation, standards and policies	20	10
PC5.Develop and   submit   proposals   within   the timeframe agreed and in the format requested by the client	20	10
		Total	100	50	50
MES/N0205 (Acquire and maintain	PC1.Identify potential clients and build a client base through personal networks, and through primary and secondary research	100	25	15	50

advertising sales clients)	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
MES/N0211 (Close an advertising sales order)	PC1.Provide a convincing proposition to the client and negotiate to derive the maximum revenue from the available inventory	100	10	5	50
PC2.Ensure that the advertisement rates are higher or equal to the benchmark rates set by the organization	10	5
PC3.Negotiate volume discounts with agencies to sell inventory in advance at rates that are in line with benchmark discount rates set by the organization	10	5
PC4.Identify opportunities to cross-sell other sources of revenue such as media integrations, events and activations etc.	10	5
PC5.Draft sales agreements/contracts and liaise with the legal team to vet them	10	5
PC6.Make arrangements with the relevant teams within the organization to ensure execution of the contract	10	5
PC7.Troubleshoot and manage client crises through effective communication and team support	10	5
PC8.Negotiate barter deals with clients after carrying out a detailed cost-benefit analysis to ensure that the deal would be beneficial for the organization	10	5
PC9.Clearly communicate the scope of the agreement with the client and set out realistic expectations regarding effectiveness of the advertising	10	5
PC10.Monitor billing details and outstanding dues, ensuring that dues are collected on time through the respective sales manager	10	5
		Total	100	50	50
MES/N0104 (Maintain workplace health and safety Description)	PC1. Understand and comply with the organisation’s current health, safety and security policies and procedures	100	10	5	50
PC2.     Understand    the    safe     working    practices pertaining to own occupation	10	5
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	5	3
PC4. Participate in organization health and safety knowledge sessions and drills	5	2

	PC5. Identify the people responsible for health and safety in the workplace, including those to contact in case of an emergency		10	5
PC6. Identify security signals e.g. fire alarms and places such as staircases, fire warden stations, first aid and medical rooms	10	5
PC7. Identify aspects of your workplace that could cause potential risk to own and others health and safety	10	5
PC8. Ensure own personal health and safety, and that of others in the workplace though precautionary measures	10	5
PC9. Identify and recommend opportunities for improving health, safety, and security to the designated person	5	3
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	10	5
PC11. Follow organization’s emergency procedures for accidents, fires or any other natural calamity in case of a hazard	10	5
PC12. Identify and correct risks like illness, accidents, fires or any other natural calamity safely and within the limits of individual’s authority	5	2
		Total	100	50	50