| 1 | Understand the uses of sales-related information | 1.1 | Explain the importance of up-to-date information for sales planning purposes |
| 1.2 | Explain the benefits and risks of using a range of information sources to support sales activities |
| 1.3 | Explain the limitations of sales-related information |
| 1.4 | Explain the importance of reviewing sales data requirements for current and future use |
| 2 | Understand how to use tools and methods to analyse sales-related information | 2.1 | Explain the advantages and disadvantages of different systems to gather sales-related information |
| 2.2 | Explain how to use different software packages for analysing and presenting sales-related information |
| 3 | Be able to obtain sales-related information about customers, markets and competitors | 3.1 | Specify the information needed to develop an understanding of customers, competitors and markets |
| 3.2 | Identify sources that are capable of providing the required information about the organisation’s markets, customers and competitors |
| 3.3 | Collate sales-related information using planned systems and taking ad hoc opportunities to gather information, in a way that enables data manipulation, analysis and interpretation |
| 4 | Be able to use tools and methods to analyse sales-related information | 4.1 | Select analytical tools and methods that are capable of providing the required degree of analysis of sales-related information |
| 4.2 | Define the information needs of the target audience for different types of sales-related information |
| 4.3 | Use the analytical protocols that are appropriate to the selected tools and methods |
| 4.4 | Identify issues, trends, themes, linkages and interdependencies from an analysis of sales-related information |
| 4.5 | Validate the reliability and validity of the findings of the analysis |
| 4.6 | Provide sales-related information to the target audience within the agreed timescale and budget |
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