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Teacher Guide

SIR07 Retail Services Training Package Series 12 Flexible Learning Toolbox

Supporting resources for:SIR20207 Certificate II in Retail

17 November 2009

flexiblelearning.net.au/toolbox

© Commonwealth of Australia 2009

The views expressed herein do not necessarily represent the views of the Commonwealth of Australia. This work is copyright. Apart from any use as permitted under the Copyright Act 1968, no part may be reproduced by any process without prior written permission from the Commonwealth. Requests and enquiries concerning reproduction and rights should be addressed to Training Copyright, Department of Education Science and Training, GPO Box 9880 Canberra City ACT 2601 or email [email protected].

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Teacher guide: Retailer Series 12 Flexible Learning Toolbox

Table of Contents

Section 1 – About this Toolbox......................................................................................31.1 Introduction.....................................................................................................................................3

1.2 About the Teacher guide.................................................................................................................3

1.3 Qualification supported..................................................................................................................3

1.4 Employability skills.........................................................................................................................4

1.5 Learners..........................................................................................................................................4

1.6 Teachers/trainers/facilitators..........................................................................................................5

1.7 Underpinning ideas.........................................................................................................................6

1.8 Toolbox Implementation Guide.......................................................................................................6

Section 2 – Organising structure, context and key features.....................................72.1 Units of competency........................................................................................................................7

2.2 Context............................................................................................................................................7

2.3 Key features.....................................................................................................................................7

Section 3 – Using the Retailer Toolbox.....................................................................123.1 Preparing learners to use the Toolbox..........................................................................................12

3.2 Online teaching strategies.............................................................................................................13

3.3 Collaboration in the Retailer Toolbox..........................................................................................15

3.4 Customising the Toolbox...............................................................................................................16

3.5 Assessment strategies....................................................................................................................19

3.6 Mapping to units of competency (Learning map)........................................................................19

Taking it back......................................................................................................................................20

Buy now, pay later...............................................................................................................................23

How do I look?....................................................................................................................................26

First in, first out..................................................................................................................................28

Looks a bit ‘sus’!.................................................................................................................................30

Change of shift....................................................................................................................................33

Emergency!.........................................................................................................................................36

The customer’s always right...............................................................................................................37

Scenario: I’ll take that too..................................................................................................................41

Scenario: Balancing act......................................................................................................................45

Scenario: Sales snapshot.....................................................................................................................48

Scenario: Market share.......................................................................................................................52

Scenario: Delivery for you!.................................................................................................................54

Scenario: Will I or won’t I?................................................................................................................56

Section 4 – Implementing the Retailer Toolbox......................................................574.1 Scenarios.......................................................................................................................................57

4.2 The Hub.........................................................................................................................................75

Part of the Australian Flexible Learning Framework

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Part of the Australian Flexible Learning Framework


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Section 1 – About this Toolbox

1.1 IntroductionThe Retailer Toolbox provides a valuable source of training material for delivery of the newly endorsed SIR20207 Certificate II in Retail.The Toolbox is based around scenarios that provide learning experiences which replicate real life work situations faced by retail operators. The scenarios are supplemented by: training sessions that provide background theory and practical tasks topics that encourage sharing of ideas and experiences activities to be completed in the workplace.

1.2 About the Teacher guideThis Teacher guide will help you to use the Toolbox in the delivery of SIR20207 Certificate II in Retail. It explains all the activities and supporting resources the Toolbox contains, and offers delivery and customisation strategies. This Teacher guide is organised into four sections: Section 1 About this Toolbox Section 2 Organising structure, context and key features Section 3 Using the Retailer Toolbox Section 4 Implementing the Retailer Toolbox.

1.3 Qualification supportedThis Toolbox supports SIR20207 Certificate II in Retail. The core units of competency addressed are: SIRXCCS001A Apply point-of-sale handling procedures SIRXCCS002A Interact with customers SIRXCLM001A Organise and maintain work areas SIRXCOM001A Communicate in the workplace SIRXICT001A Operate retail technology SIRXIND001A Work effectively in a retail environment SIRXINV001A Perform stock control procedures SIRXOHS001A Apply safe working practices SIRXRSK001A Minimise theft.

The elective units of competency addressed are: SIRXMER001A Merchandise Products SIRXSLS001A Sell Products and Services SIRXSLS002A Advise On Products and Services SIRXFIN001A Balance point-of-sale terminal SIRXMPR002A Provide Marketing and Promotion Program Support.

Australian Flexible Learning Framework


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Rather than working through element by element, learners are presented with a series of scenarios that mirror tasks they will come across in their everyday work. These have been mapped back to the unit/s of competency so that both learners and teachers can easily monitor progress. All units have 100% coverage in this Toolbox. A Learning Map detailing the coverage of each unit by the various Toolbox resources can be found in Section 3.6 of this guide.

1.4 Employability skillsEmployability Skills are skills that apply across a variety of jobs and life contexts. The Commonwealth of Australia defines them as, "skills required not only to gain employment, but also to progress within an enterprise so as to achieve one's potential and contribute successfully to enterprise strategic directions". (Employability Skills Summary, http://employabilityskills.training.com.au/index.php , accessed 30 September, 2009.)There are eight Employability Skills: Communication. Teamwork. Problem solving. Initiative and enterprise. Planning and organizing. Self-management. Learning. Technology.An Employability Skills Summary that lists the elements of each skill that have been identified for SIR20207 Certificate II in Retail is available. To locate the summary, go to http://employabilityskills.training.com.au. Search for the summary by entering the qualification code.Employability skills are embedded into the scenarios and supporting resources in this Toolbox. The degree of coverage of a skill will vary depending on: the type of activity the teacher’s delivery method whether the learner is completing the activity individually or in a group whether the activity is being completed face-to-face or at a distance.For example, by utilising a social networking tool to plan and conduct a group discussion about emerging technologies used in the retail industry, learners could demonstrate all eight employability skills.It should be noted that activities in this Toolbox are not intended to be final assessment items. A trainer should be using a variety of assessment methods and instruments to assess skills, knowledge and employability skills.

1.5 LearnersWhile young females still make up around 70% of all learners in this industry, there is an increasingly broadening demographic. Learners now include many women in their 30s and 40s wishing to re-enter the workforce or looking for a change of career. Learners generally are on work placement, or are already employed in retail, so they usually have a workplace to provide context, opportunities for practice, and extension of classroom learning.



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Prior knowledgeIt is desirable that learners have: adequate literacy and numeracy levels basic computer skills some experience using online communication tools such as email, discussion

lists and chat rooms access to current or simulated workplaces in the retail industry.

Practical requirementsTo complete ‘On the floor’ activities, learners need access to a retail workplace or a simulated workplace. All learners need to have a basic induction into online communication and the importance of following etiquette in their interactions with others.

1.6 Teachers/trainers/facilitatorsThis Toolbox may be useful for: workplace trainers in one-on-one or group training situations teachers and/or trainers in face-to-face learning environments facilitators of online learning programs.

1.7 Underpinning ideasAction-based engagement strategies have been chosen to suit the learner profile and include: holistic scenarios covering elements of more than one unit of competency to

reflect what actually happens when dealing with a customer or situation graphic content that reflects real life situations tasks requiring learners to look for solutions to situations that they can apply

when faced with real customers opportunities for practical application of background knowledge prompts for collaboration between learners to help consolidate learning, to

allow application of theory to practice, and to promote transferability of skills between enterprises

catering for a range of learning styles and purposes by providing multiple entry points

an interface that allows learners to navigate in a variety of ways, maximising accessibility.



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1.8 Toolbox Implementation GuideA copy of the Toolbox Implementation Guide can be found at http://toolboxes.flexiblelearning.net.au/documents/index.htmThe Toolbox Implementation Guide has been designed to help you get started with your Toolbox project and is based on the experiences of training providers nationally who have been working with Toolbox products over the last few years. The guide focuses mainly on supporting teachers involved in Toolbox product implementation, but will also be a useful reference for technical, support and other staff. It contains four main sections:1. Finding your way around Toolbox products – things you should know2. Different ways you can use your Toolbox product for training delivery and

support3. Planning for the implementation of your Toolbox product4. Further reading and helpful websites.



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Section 2 – Organising structure, context and key features

2.1 Units of competencyIn many cases, this Toolbox uses scenarios that cover elements of more than one unit of competency. This scenario based approach allows for a real life study of the course, placing learning in a context that would actually apply to a retail outlet rather than channelling learning through individual units of competency. The Learning Map in Section 3.6 gives you detailed information about which units of competency are covered by which scenario. It also identifies any gaps that exist that teachers will need to address another way.

2.2 ContextTo provide an authentic learning context, the scenarios in this Toolbox are located in the fictitious Retailer Shopping Centre. Learners can explore various shops and work through scenario tasks, complete training sessions and/or do activities in their real workplaces.

2.3 Key featuresThe Retailer Shopping Centre floor plan provides a realistic learning context in which learners can explore what is happening in four shops using either the floor plan or the menu. By setting the scenarios in four shops, the Toolbox provides a range of contexts, allowing learners to more easily identify with the learning. This approach also promotes transferability of skills.

Home pageThe home page of the Retailer Toolbox is shown below.



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The floorplan provides links to: each of the four shops The Hub activities information/glossary.The menu provides links to: a Scenario home page that includes links to all scenarios a Training Room home page that includes links to all training sessions a Glossary containing important industry words and terms a Learning Map showing the elements of the units of competency covered by

each scenario and associated training session topics.

ScenariosThe ‘Taking it back’ scenario page is shown below.

Each scenario in the Toolbox includes: a page in which learners are introduced to a situation tasks to enable the learner to address the situation (often sequential to meet

industry requirements) a workplace activity called ‘On the floor’ that can be done in addition to, or

instead of, the scenario tasks links to specific training session topics that are relevant to the scenario,

providing relevant background theory and activities on a ‘just in time’ basis discussion topics in The Hub to promote collaboration and sharing of ideas and

experiences star retailer tips, where relevant, containing relevant information and content,

web links and additional explanations to assist the learner to complete the activity



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On the floorFollowing on from each scenario is an ‘On the floor’ activity, which is intended as an extension/application activity for learners to take into their workplace. It could be used in a range of ways depending on learner needs, for example practice and repetition, practical application of theory learned in the scenario, workplace assessment and recognition of prior learning.The ‘On the floor’ section includes a brief summary of what was learned in the scenario for learners to refer back to when applying the task on the job. It also contains a worksheet that is completed as the learner applies the task in the workplace. A checklist is also included to show what the learner has covered in completing these tasks. You could complement this section in other ways to enable learners to gather evidence for assessment. For example, you could ask your learners to keep a diary of what happened and how the situation was handled each time they receive a customer complaint.You may also incorporate into your lesson plans a mandatory use of the ‘On the floor’ tools, asking your learners for example, to complete the task five times with five different transactions/customers.More details are provided about individual scenarios in Section 4 of this guide.

Training sessionsWhen learners enter the Training Room, they can select from a pool of training sessions. They can work through each session by choosing topics using tabs at the top of the page.The introductory page of the Point of Sale transactions training session is illustrated below.



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Once learners have chosen a topic, they can choose to learn more about the topic, see a demonstration of the topic or do a practical activity using the Learn, See and Apply menus. The Refund topic introductory page is illustrated below.

The Hub In The Hub, learners are presented with a range of collaboration activities organised by scenario. These activities are also embedded within each scenario and are intended as opportunities for collaboration between learners. They will also assist learners to apply learning in the scenario activities to their own workplaces. You could also use these topics as stand-alone learning objects. For example, if you are delivering content around a refund but are not using the scenario in the Toolbox, you could complement your own training with these collaboration topics as appropriate with minimal or no customisation. For information about how to use these topics with your learners, see Sections 3 and 4 of this guide.The Hub home page is illustrated below.

Skill storeThe Skill Store is a self assessment RPL pathway where learners are provided with tools to help them determine if they should consider RPL for any of the units rather than completing them via the scenarios.



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Learners are presented with three case studies which have been developed to reflect the range of demographics in the target learner audience. Each case study describes the individual’s background and the way they used the Skill store to help them self assess.

Alternatively, learners can go directly to the self assessment tools and complete the checklist to get an idea about which units they should consider for RPL.

The Skill Store home page is shown below.



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Section 3 – Using the Retailer Toolbox

3.1 Preparing learners to use the ToolboxIt is important to prepare learners to use the Toolbox. The following tips for trainers and learners highlight important information you should consider when introducing the use of Toolboxes into your courses. Set aside adequate time to familiarise yourself with the Toolbox so you can

properly support your learners. Plan ahead and obtain management support, set realistic timeframes for

implementation and gain support from the learner’s employer before introducing the Toolbox.

Be aware of legislation that may impact on flexible delivery of the Toolbox, for example learners working at home, traineeship agreements and enterprise-based arrangements.

Integrate the Toolbox into your teaching delivery, just as you would any new teaching resource. Flexible delivery is not about leaving learners alone to learn for themselves, but about using a new medium as a part of an overall teaching delivery structure.

Where possible, provide an orientation to the Toolbox in a practical, face-to-face session with learners actually using the Toolbox. In this session, include clear directions on how you want the learners to work through the Toolbox and define the methods of communication that will be used throughout the course.

If you choose to do The Hub activities via a discussion board, you will need to set up discussion threads prior to commencing the activity.

You may need to provide instructions to the learners on how to use communication tools such as email, discussion board or chat.

If you are delivering the program online, email may be the primary method of communication with your learners, so ensure that you have a clear system of email folders for managing the traffic.

If you are not meeting learners face-to-face on a regular basis, keep in contact using your agreed communication method.

Be clear about timeframes by setting targets for learning. These can help you with your online lesson planning. You will need to set frameworks so your learners know what to do and when to do it.



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3.2 Online teaching strategiesCollaboration and interaction using ToolboxesTeaching in an online environment focuses on facilitating and guiding the learner’s progress. Learners have significant learning resources available to them in the Toolboxes, in the workplace and on the World Wide Web. Helping your learners to navigate this information and pinpoint the relevant materials to meet performance criteria is your central role. It requires a clear statement of learning objectives and regular feedback from you on learner progress. Email and discussion boards are powerful communication tools when applied in this context.Toolboxes are designed to encourage learner collaboration through communication tools and you should decide how to set up this collaboration. The activities are customisable depending on requirements. For example, you might set up a discussion board topic that includes a start and finish date and a proportion of final assessment weighted to participation. You might notify your learners of these requirements by email, as well as through an initial posting on the discussion board. The discussion board (along with other tools) is a useful record of learner contributions for assessment purposes.Online discussions will only work if there is a sense of team collaboration and it is important that you consider how to develop this team environment. Here are a few tips.

Starting together as a group – online icebreakers You can use an online icebreaker in a computer training room or with learners

who are at different locations. If you intend your learners to collaborate online (using email, a learning

management system or a web discussion board), it is important to give them a chance to become familiar with each other by using the medium before they get down to the serious part.

Go to http://www.thiagi.com for some ideas. Follow the link from Free Resources to the Freebies page, then choose Training games.

Set group projects based on the workplace task sheets.The downloadable worksheets that are accessed throughout the Toolbox, most commonly in the ‘On the floor’ section of each scenario, can be used to undertake group activities. Learners are commonly asked to list observations of their workplace and then share these with their fellow learners.A small group could: work together to identify a similar workplace problem that they will base their

task on, and later report back to the whole group as part of their review process

work together if they are in the same organisation to identify a common problem, and then work on it as a team within their organisation.

Some advantages of this approach are: it can facilitate social learning, especially useful if learners are geographically

dispersed or isolated learners practise using online communication tools in a practical task-focused

way it can allow learners to practise planning, collaboration, consultation and

networking skills



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it can be integrated with assessment of underpinning skills, such as communication skills, and of the key competencies.

Here are some practical suggestions for implementing group projects. Limit teams to no more than three or four learners. Set a date for completion of the group project. Consider asking learners to write a self-assessment of their contribution to the

group process. This will encourage learners to reflect on their collaborative skills and provide you with more information if you are considering using the group work as an assessment item.

Provide guidelines on how you expect your learners to collaborate, for example entirely online, or through a mix of face-to-face meetings and online communication.

Tips for implementation – fun ways to do itHere are some other types of group activities that you may like to adapt. They are in a (very) rough order from easiest to hardest for learners to do online. Debate – turn the group work topic into a debate. Assign teams to the ‘yes’ and

‘no’ cases, choose an adjudicator, and hold the debate on your discussion board or chat system. An example could be ‘There is too much unnecessary OHS legislation in the retail industry’.

At the coalface – focusing on a particular topic, learners tell each other about their own experiences at work. It is usually easy for most people to talk about their own experiences. The questions you set for the group should also encourage some critical reflection, for example ‘What would you do differently?’

WebQuest – learners find good websites on a particular topic. The chief idea of a web quest is to search for answers to a problem or a ‘quest’ on the net and then feed the information back to the group either informally or in a report. This can be through discussion, contributions to a wiki or a group report assembled via instant messaging and emailing contributions in a text document. The facilitator can set different groups to research different aspects or a problem or workplace practice. This is a good way to develop web research skills and collaboration skills at the same time. This would be particularly useful in the tasks relating to legislation and policy.

Workplace research – use team research to direct learners to look at a particular issue/problem/process in their workplace(s). Put learners in small teams and have them report back to the larger group.

Peer review – learners team up with a study buddy and give structured feedback on each other’s work on a given task. This is useful for encouraging group collaboration and support, and to practise the important skill of giving and receiving feedback. Use the process of Praise–Improvement–Praise to facilitate this.

Role play – use this where practising an interpersonal skill is relevant, such as dealing with the customer. Use role plays carefully; they require some skill on the part of the facilitator. Ensure that debriefing occurs to deal with any issues that come up as the group reflects on and evaluates the interactions. The actual learning comes from this post role play session.

Social networkingEvery day, your learners communicate with each other in new and different ways. Email, mobile phones, text messaging and Podcasts are common forms of communication young people use. They are powerful tools and it stands to reason that if they can be used in everyday communication, they can be used in education too.



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Social networking tools allow you to assist learners to network with other learners as they complete Toolbox activities. For example, you can ask learners to create networks by: sharing their work in weblogs, for example writing in their own blog or sharing

mobile phone photos in moblogs (mobile weblogs) collaborating with others to develop documents, for example using wikis to put

together a project report creating and sharing photos of their work using photo sharing software, for

example Flickr creating and sharing bookmarks of sites they have found useful in research, for

example del.icio.us creating and sharing media files capturing their work, for example MP3s or

video files sharing their evidence for assessment in social networking spaces on the

internet.

3.3 Collaboration in the Retailer ToolboxIn the Retailer Toolbox, learners are presented with opportunities for collaboration through The Hub. This contains a range of activities organised by scenario. These activities are also embedded within each scenario. While you can choose to explore these topics with your learners in traditional ways, such as group discussion, many of the tips above can be implemented to enhance the learning and sharing experience. This is particularly valuable in the retail industry, where individual store policies and procedures vary vastly and what is done in one store may be quite different in another. In order to maximise learners’ abilities to develop the transferable skills the industry desperately needs, these collaboration topics are of the utmost importance.In Section 4 of this guide you will find more specific examples of how you could implement some of the above when working through The Hub topics with your learners.



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3.4 Customising the ToolboxThe Retailer Toolbox is designed so that it can be customised to suit the learner cohort. You can customise the Toolbox in three main ways: basic programming substitution of the downloadable/printable Word documents within the Toolbox packaging the learning objects.

Basic programmingYou may choose to use basic programming skills to alter aspects of the Toolbox to suit your learners, for example: to relocate the customers to other stores, allowing changes in setting,

opportunity to practise the same scenario in different settings and even opportunities to practise in one setting and be assessed in another

to add your own industry jargon to the glossary to rename the stores.This all may be possible with some minor alterations to the html in the scenario web pages.Some design aspects of the Toolboxes can be easily customisable but other aspects are more difficult. For this complex customisation, we recommend that you proceed only if you have the relevant trained technical personnel. Some multimedia content of the Toolbox is easily updateable and some applications, such as the Media Player, are completely updateable by making changes to an XML document. It is important to realise that a number of the multimedia applications, such as the demonstration of processing a refund on a Point of Sale terminal in the Point of Sale transactions training session, can only be edited by someone with access to Macromedia Flash MX 2004 and basic Flash Actionscript skills.Where possible, all Flash Actionscript has been placed in an easy to locate area in the Flash .fla file.If you only want to offer one or two aspects of the Toolbox, or limit access to certain resources, you can simply disable the links to the resources that you do not wish your learners to access.In most cases Toolboxes can be modified and redistributed with minimal licensing or copyright encumbrance. However, before commencing any modifications, we recommend that you check the licence details of the Toolbox to ensure that any customisation undertaken does not contravene the conditions of that licence.For licensing conditions, visit: http://www.flexiblelearning.net.au/toolbox/license.htmRemember to retain the original files in their CD-ROM format so that you always have an original copy of the Toolbox as a backup.

Substitution of Word documentsThe Retailer Toolbox contains links to many printable Word documents, such as worksheets, checklists, lists of steps, etc. These can be easily replaced with, or supplemented by, new Word documents that are more suited to your own learners. For example, if your learners all work in fashion outlets, you could change the documents to reflect that.



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Packaging the learning objectsWhile this Toolbox is designed with holistic delivery in mind, individual components can still be used separately. This is done for two reasons: to allow you to customise a package of the learning to suit your learners to allow broader use of some individual components within other

qualifications/industries.The Retailer Toolbox is made up of a collection of stand-alone learning objects, including: eight scenarios eight accompanying ‘On the floor’ links (containing workplace application

activities) eight training sessions various topics in The Hub a glossary.The design of this Toolbox implies a basic packaging of these learning objects, as demonstrated in Case Study 1. However, you can direct your learners to access different learning objects in different combinations. The following case studies demonstrate a range of ways that the learning objects in the Retailer Toolbox could be used to deliver the SIR20207 Certificate II in Retail Operations.

Example 1: Workplace based trainingSurf Warehouse is a small chain of stores employing many part-timers who have all had at least three months retail experience. The stores are busy – especially on weekends which is when most part-timers work. There’s not much time for formal training, so the Manager uses the ‘On the floor’ sections in each scenario of the Toolbox to identify the existing skills and knowledge of each staff member. He then guides individuals through the scenario activities and associated training sessions where he has identified a gap in skills and/or knowledge. He substitutes some of the generic policies and procedures in each task for those of Surf Warehouse to make the training more relevant for his staff.

Example 2: An online approachClare facilitates an online course for her Certificate II students who are based all around the region.She follows these steps to incorporate the Toolbox into her course.1. She registers each student onto her organisation’s learning management

system. This automatically generates secure logins for access to course materials and communication tools such as email and discussion forums.

2. She issues students with a course outline with details of the content to be covered week by week. The course outline also lists all of the resources, including specific parts of the Toolbox, which will be used throughout the course.

3. She posts all of the Hub topics from the Toolbox into separate topics in the discussion forum in the learning management system to encourage collaborative learning.

4. She collects evidence from students’ contributions to the Hub and all work submitted as per the course outline for assessment purposes.



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Example 3: Field tripAs part of her course delivery for the semester, Maria is planning a trip to a retail factory outlet. Since funding is short, and there will not be other opportunities for this kind of visit, she wants to make sure she covers as much as possible in the one trip.She’s noticed that several of the Apply activities in the training sessions of the Toolbox suggest learners visit their local shopping centre to see how things are done in practice. She decides to develop these activities into worksheets that her learners can complete during the field trip. She’ll have to plan the field trip carefully, as there are many opportunities to cover a range of competencies. She could even use or modify some of The Hub topics for a debrief after the field trip.



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3.5 Assessment strategiesAssessment of a unit(s) of competency requires the gathering of evidence of underpinning knowledge and practical skills.As part of an evidence portfolio for underpinning knowledge, an assessor may choose to use completed activity sheets presented by a learner online or face to face, as well as meaningful contributions to online discussions.Practical performance of skills may be carried out in a simulated work environment, but the industry strongly recommends, wherever possible, they be performed under a partnership arrangement in the workplace.While the Retailer Toolbox does not contain assessment tools, it provides opportunities for your learners to gather evidence for assessment, specifically though their contributions in The Hub and their work ‘On the floor’. There are many printable worksheets, checklists and proformas available to learners that can be completed to contribute to their portfolio of evidence. This would need to be assessed, in conjunction with more practical tasks, in their workplaces.

3.6 Mapping to units of competency (Learning map)If used in its entirety, the Toolbox covers the following elements/units of competency. Teachers are responsible for keeping accurate records of which parts of the Toolbox are used and which parts of the competencies are covered in delivery.



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Taking it backScenario activitiesTask Unit/element/performance criteriaGather required information

SIRXCCS002A Interact with customers1.1 Conduct communication with customers in a professional, courteous manner according to store policy.1.8 Use verbal and non-verbal communication to develop rapport with customers during service delivery.SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non verbal interaction according to store policy and procedures.1.4 Use questioning and active listening to determine customer needs.

Decide whether to grant a refund

SIRXCCS002A Interact with customers 1.2 Meet customer needs and reasonable requests or refer to supervisor.

Process the refund

SIRXCCS002A Interact with customers1.9 Process customer returns or refunds according to store policy and procedures.SIRXCC001A Apply point of sale handling procedures1.1 Operate point of sale equipment according to design specifications.1.2 Open and close point of sale terminal according to store policy and procedures.1.6 Attend active point of sale terminals according to store policy.3.1 Complete point of sale transactions according to store policy.3.2 Identify and apply store procedures in respect of cash and non cash transactions.3.3 Identify and apply store procedures in regard to exchanges and refunds.3.5 Accurately enter information entered into point of sale equipment.

Process the refund

SIRXICT001A Operate retail technology1.1 Identify purpose of equipment used in store or department.1.2 Operate equipment according to design specifications and safety requirements.3.1 Enter data using relevant equipment according to store policy and procedures.



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Scenario activities continuedComplete refund documents

SIRXCCS002A Interact with customers1.1 Record customer details and information where necessary.SIRXCO001A Communicate in the workplace5.1 List and describe a range of retail documents.5.2 Read and interpret information from a range of retail documents.

Review what you’ve done


Training session: Retail documentsTopic Unit/element/performance criteriaRefund slip SIRXCCS002A Interact with customers

1.3 Record customer details and information where necessary.SIRXCO001A Communicate in the workplace5.1 List and describe a range of retail documents.5.2 Read and interpret information from a range of retail documents.

Training session: POS transactionsTopic Unit/element/performance criteriaRefund SIRXCC001A Apply point of sale handling procedures

1.3 Operate point of sale equipment according to design specifications.1.4 Open and close point of sale terminal according to store policy and procedures.1.6 Attend active point of sale terminals according to store policy.3.1 Complete point of sale transactions according to store policy.3.2 Identify and apply store procedures in respect of cash and non cash transactions.3.3 Identify and apply store procedures in regard to exchanges and refunds.3.5 Accurately enter information entered into point of sale equipment.SIRXICT001A Operate retail technology1.4 Identify purpose of equipment used in store or department.1.5 Operate equipment according to design specifications and safety requirements.3.1 Enter data using relevant equipment according to store policy and procedures.



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Training session: Legislation and policyTopic Unit/element/performance criteriaRefund SIRXCC001A Apply point of sale handling procedures

Required skills and knowledge.

Training session: CommunicationTopic Unit/element/performance criteriaGetting info SIRXCOM001A Communicate in the workplace

1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedure.1.4 Use questioning and active listening to determine customer needs.



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Buy now, pay laterScenario activitiesTask Unit/element/performance criteriaBegin the transaction

SIRXCCS002A Interact with customers1.1 Conduct communication with customers in a professional, courteous manner according to store policy.SIRXCC001A Apply point of sale handling procedures1.1 Operate point of sale equipment according to design specifications.3.5 Accurately enter information entered into point of sale equipment.

Total the items

SIRXICT001A Operate retail technology1.1 Identify purpose of equipment used in store or department.1.2 Operate equipment according to design specifications and safety requirements.3.1 Enter data using relevant equipment according to store policy and procedures.

Take the deposit

SIRXCC001A Apply point of sale handling procedures1.1 Operate point of sale equipment according to design specifications.1.2 Open and close point of sale terminal according to store policy and procedures.1.6 Attend active point of sale terminals according to store policy.3.1 Complete point of sale transactions according to store policy.3.2 Identify and apply store procedures in respect of cash and non cash transactions.3.5 Accurately enter information entered into point of sale equipment.SIRXICT001A Operate retail technology1.1 Identify purpose of equipment used in store or department.1.2 Operate equipment according to design specifications and safety requirements.3.1 Enter data using relevant equipment according to store policy and procedures.



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Scenario activities continuedComplete lay-by documents

SIRXCCS002A Interact with customers1.1 Record customer details and information where necessary.SIRXCO001A Communicate in the workplace5.1 List and describe a range of retail documents.5.2 Read and interpret information from a range of retail documents.

Pack goods SIRXCC001A Apply point of sale handling procedures5.2 Select appropriate wrapping or packaging material.5.3 Wrap merchandise neatly and effectively where required.5.4 Pack items safely to avoid damage in transit, and attach labels where required.

Process instalments

SIRXCC001A Apply point of sale handling procedures1.1 Operate point of sale equipment according to design specifications.1.2 Open and close point of sale terminal according to store policy and procedures.1.6 Attend active point of sale terminals according to store policy.3.1 Complete point of sale transactions according to store policy.3.2 Identify and apply store procedures in respect of cash and non cash transactions.3.5 Accurately enter information entered into point of sale equipment.SIRXICT001A Operate retail technology1.1 Identify purpose of equipment used in store or department.1.2 Operate equipment according to design specifications and safety requirements.3.1 Enter data using relevant equipment according to store policy and procedures.





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Training session: POS TransactionsTopic Unit/element/performance criteriaLay-by SIRXCC001A Apply point of sale handling procedures

1.3 Operate point of sale equipment according to design specifications.1.4 Open and close point of sale terminal according to store policy and procedures.1.6 Attend active point of sale terminals according to store policy.3.1 Complete point of sale transactions according to store policy.3.2 Identify and apply store procedures in respect of cash and non cash transactions.3.5 Accurately enter information entered into point of sale equipment.SIRXICT001A Operate retail technology1.4 Identify purpose of equipment used in store or department.1.5 Operate equipment according to design specifications and safety requirements.3.1 Enter data using relevant equipment according to store policy and procedures.

Training session: Retail documentsTopic Unit/element/performance criteriaLay-by SIRXCCS002A Interact with customers

1.3 Record customer details and information where necessary.SIRXCO001A Communicate in the workplace5.1 List and describe a range of retail documents.5.2 Read and interpret information from a range of retail documents.

Training session: Legislation and policyTopic Unit/element/performance criteriaLay-by SIRXCC001A Apply point of sale handling procedures

Required skills and knowledge.

Training session: Other retail equipmentTopic Unit/element/performance criteriaPacking SIRXCC001A Apply point of sale handling procedures

5.2 Select appropriate wrapping or packaging material.5.3 Wrap merchandise neatly and effectively where required.5.4 Pack items safely to avoid damage in transit, and attach



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labels where required.



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How do I look?Scenario activitiesTask Unit/element/performance criteriaWhat’s Joelle doing wrong?

SIRXIND001A Work effectively in a retail environment4.1 Maintain personal dress and presentation in a neat and tidy manner.4.2 Maintain personal hygiene according to store policy and legislation.SIRXCLM001A Organise and maintain work areas2.1 Apply store policy and procedures for personal hygiene.SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.

What impact is it having?

SIRXIND001A Work effectively in a retail environment4.1 Maintain personal dress and presentation in a neat and tidy manner.4.2 Maintain personal hygiene according to store policy and legislation.SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.SIRXCLM001A Organise and maintain work areas2.1 Apply store policy and procedures for personal hygiene.

What if she worked elsewhere?

SIRXIND001A Work effectively in a retail environment1.3 Recognise and describe organisational culture.SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.

What's Joelle doing right?

SIRXIND001A Work effectively in a retail environment4.1 Maintain personal dress and presentation in a neat and tidy manner.4.2 Maintain personal hygiene according to store policy and legislation.SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.SIRXCLM001A Organise and maintain work areas2.1 Apply store policy and procedures for personal hygiene.2.2 Apply store policy and procedure for cleaning of work area.

Review what I’ve done

SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.



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Training session: Work effectivelyTopic Unit/element/performance criteriaYour image SIRXIND001A Work effectively in a retail environment

4.1 Maintain personal dress and presentation in a neat and tidy manner.4.2 Maintain personal hygiene according to store policy and legislation.

Training session: OHSTopic Unit/element/performance criteriaStore image SIRXIND001A Work effectively in a retail environment

1.3 Recognise and describe organisational culture.SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.



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First in, first outScenario activitiesTask Unit/element/performance criteriaReorganise existing stock according to FIFO policies

SIRXINV001A Perform stock control procedures1.7 Rotate and store stock according to the first in, first out (FIFO) principle.2.1 Carry out stock rotation procedures according to store routine and policy.2.3 Place merchandise to achieve a balanced, fully-stocked display appearance and promote sales.

Identify stock to be discarded or marked down

SIRXINV001A Perform stock control procedures1.6 Record stock levels on store stock according to store policy.1.9 Apply stock price and code labels when required according to store policy.2.2 Perform store code checking and reporting procedures, including recording waste and markdowns.2.4 Place excess stock in storage or dispose of according to store policy and legislation.SIRXCLM001A Organise and maintain work areas2.3 Remove and dispose of waste or other potential hazards to relevant personnel and remove from floors according to store policy and legislative requirements.

Mark down selected stock

SIRXINV001A Perform stock control procedures1.6 Record stock levels on store stock according to store policy.1.9 Apply stock price and code labels when required according to store policy.2.2 Perform store code checking and reporting procedures, including recording waste and markdowns.2.4 Place excess stock in storage or dispose of according to store policy and legislation.





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Training session: Legislation and policyTopic Unit/element/performance criteriaFIFO SIRXINV001A Perform stock control procedures

1.6 Record stock levels on store stock according to store policy.1.7 Rotate and store stock according to the first in, first out (FIFO) principle.1.9 Apply stock price and code labels when required according to store policy.2.1 Carry out stock rotation procedures according to store routine and policy.2.2 Perform store code checking and reporting procedures, including recording waste and markdowns.2.3 Place merchandise to achieve a balanced, fully-stocked display appearance and promote sales.2.4 Place excess stock in storage or dispose of according to store policy and legislation.

Training session: OHSTopic Unit/element/performance criteriaHandling SIRXINV001A Perform stock control procedures

1.2 Unpack goods using correct handling techniques and equipment according to store policy.2.5 Maintain safe lifting, shifting and carrying techniques according to OHS policy and legislative requirements.

Hazards SIRXCLM001A Organise and maintain work areas1.1 Maintain work areas in a safe, uncluttered and organized manner according to store policy and procedures.SIRXOHS001A Apply safe work practices1.1 Follow and maintain safety procedures to achieve a safe work environment according to all relevant OHS legislation, including codes of practice, relating to particular hazards in the industry or workplace.



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Looks a bit ‘sus’!Scenario activitiesTask Unit/element/performance criteriaIdentify opportunities for theft

SIRXRSK001A Minimise theft1.5 Store products and equipment in a secure manner.2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.2.5 Maintain security of cash, cash register and keys according to store policy.2.6 Maintain security of stock, cash and equipment in regard to customers, staff and outside contractors according to store policy and legislative requirements.

Reorganise the store to minimise theft

SIRXRSK001A Minimise theft1.1 Apply store security systems and procedures according to store policy.1.5 Store products and equipment in a secure manner.2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.2.3 Maintain surveillance of merchandise according to store policy and legislative requirements.2.5 Maintain security of cash, cash register and keys according to store policy.2.6 Maintain security of stock, cash and equipment in regard to customers, staff and outside contractors according to store policy and legislative requirements.

Recognise suspicious people or situations

SIRXRSK001A Minimise theft1.3 Observe and deal with suspect behaviour by customers according to store policy and legislative requirements.2.7 Deal with suspected or potential thieves according to store policy and procedures.

Take appropriate action to deal with situations

SIRXRSK001A Minimise theft1.3 Observe and deal with suspect behaviour by customers according to store policy and legislative requirements.1.4 Deal with internal and external theft according to store policy and legislative requirements.2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.2.4 Check customers’ bags as required at point of sale according to store policy and legislative requirements.2.7 Deal with suspected or potential thieves according to store policy and procedures.


SIRXRSK001A Minimise theft 2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.



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Training session: SecurityTopic Unit/element/performance criteriaOpportunities SIRXRSK001A Minimise theft

1.1 Apply store security systems and procedures according to store policy.1.5 Store products and equipment in a secure manner.2.5 Maintain security of cash, cash register and keys according to store policy.2.6 Maintain security of stock, cash and equipment in regard to customers, staff and outside contractors according to store policy and legislative requirements.

Systems SIRXRSK001A Minimise theft1.1 Apply store security systems and procedures according to store policy.1.5 Store products and equipment in a secure manner.2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.2.4 Check customers’ bags as required at point of sale according to store policy and legislative requirements.2.5 Maintain security of cash, cash register and keys according to store policy.

Devices SIRXRSK001A Minimise theft2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.2.3 Maintain surveillance of merchandise according to store policy and legislative requirements.

Watch out SIRXRSK001A Minimise theft1.3 Observe and deal with suspect behaviour by customers according to store policy and legislative requirements.2.3 Maintain surveillance of merchandise according to store policy and legislative requirements.2.7 Deal with suspected or potential thieves according to store policy and procedures.



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Training session: Legislation and policyTopic Unit/element/performance criteriaSecurity SIRXRSK001A Minimise theft

1.1 Apply store security systems and procedures according to store policy.1.4 Deal with internal and external theft according to store policy and legislative requirements.2.1 Take appropriate action to minimise theft by applying store procedures and legislative requirements.2.4 Check customers’ bags as required at point of sale according to store policy and legislative requirements.2.7 Deal with suspected or potential thieves according to store policy and procedures.



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Change of shiftScenario activitiesTask Unit/element/performance criteriaShani’s situation

SIRXIND001A Work effectively in a retail environment1.1 Provide notification of skill availability, or non-attendance of shift, according to set timeframes and according to store policy and procedures.1.2 Interpret staff rosters accurately.1.3 Recognise and describe organisational culture.5.1 Receive and act upon instructions.5.4 Plan and organise daily work routine within the scope of the job role.5.5 Prioritise and complete tasks according to required timeframes.SIRXCOM001A Communicate in the workplace1.1 Maintain a welcoming customer environment.1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.1.5 Demonstrate confidentiality and tact.4.4 Identify lines of communication with supervisors and peers according to store policy.

Sean’s Situation

SIRXIND001A Work effectively in a retail environment1.1 Provide notification of skill availability, or non-attendance of shift, according to set timeframes and according to store policy and procedures.5.1 Receive and act upon instructions.5.4 Plan and organise daily work routine within the scope of the job role.5.5 Prioritise and complete tasks according to required timeframes.SIRXCOM001A Communicate in the workplace2.1 Answer telephone according to store procedures.2.2 Use questioning and listening to identify caller and accurately establish and confirm requirements.2.4 Record and promptly pass on messages or information.2.6 Perform follow-up action as necessary.4.4 Identify lines of communication with supervisors and peers according to store policy.4.6 Use questioning to minimise misunderstanding.



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Scenario activities continuedNicole’s situation

SIRXIND001A Work effectively in a retail environment1.1 Provide notification of skill availability, or non-attendance of shift, according to set timeframes and according to store policy and procedures.5.1 Receive and act upon instructions.5.4 Plan and organise daily work routine within the scope of the job role.5.5 Prioritise and complete tasks according to required timeframes.SIRXCOM001A Communicate in the workplace2.1 Answer telephone according to store procedures.2.2 Use questioning and listening to identify caller and accurately establish and confirm requirements.2.4 Record and promptly pass on messages or information.2.6 Perform follow-up action as necessary.4.4 Identify lines of communication with supervisors and peers according to store policy.4.6 Use questioning to minimise misunderstanding.4.7 Identify and avoid signs of potential workplace conflict wherever possible.


SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.4.8 Demonstrate participation in team problem solving.



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Training session: Working effectivelyTopic Unit/element/performance criteriaYour team SIRXCOM001A Communication in the workplace

4.4 Identify lines of communication with supervisors and peers according to store policy.4.6 Use questioning to minimise misunderstanding.4.7 Identify and avoid signs of potential workplace conflict wherever possible.4.8 Demonstrate participation in team problem solving.

Your role SIRXIND001A Work effectively in a retail environment1.1 Provide notification of skill availability, or non-attendance of shift, according to set timeframes and according to store policy and procedures.1.2 Interpret staff rosters accurately.1.3 Recognise and describe organisational culture.5.1 Receive and act upon instructions.5.4 Plan and organise daily work routine within the scope of the job role.5.5 Prioritise and complete tasks according to required timeframes.



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Emergency!Scenario activitiesTask Unit/element/performance criteriaIdentify what is happening

SIRXOHS001A Apply safe work practices2.2 Identify designated personnel responsible for first aid and evacuation procedures.2.3 Accurately identify safety alarms.

Examine what has to be done and who should do it

SIRXOHS001A Apply safe work practices2.1 Follow fire and emergency procedures, including store evacuation, according to store policy and legislation.2.2 Identify designated personnel responsible for first aid and evacuation procedures.

Understand what I should and shouldn’t do

SIRXOHS001A Apply safe work practices2.1 Follow fire and emergency procedures, including store evacuation, according to store policy and legislation.2.2 Identify designated personnel responsible for first aid and evacuation procedures.

Review what happened

SIRXOHS001A Apply safe work practices2.1 Follow fire and emergency procedures, including store evacuation, according to store policy and legislation.2.2 Identify designated personnel responsible for first aid and evacuation procedures.2.3 Accurately identify safety alarms.

Training session: OHSTopic Unit/element/performance criteriaEmergency SIRXOHS001A Apply safe work practices

2.1 Follow fire and emergency procedures, including store evacuation, according to store policy and legislation.2.2 Identify designated personnel responsible for first aid and evacuation procedures.2.3 Accurately identify safety alarms.

Hazards SIRXCLM001A Organise and maintain work areas1.1 Maintain work areas in a safe, uncluttered and organized manner according to store policy and procedures.SIRXOHS001A Apply safe work practices1.1 Follow and maintain safety procedures to achieve a safe work environment according to all relevant OHS legislation, including codes of practice, relating to particular hazards in the industry or workplace.



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The customer’s always rightScenario activitiesTask Unit/element/performance criteriaFind out what’s wrong

SIRXCOM001A Communicate in the workplace1.1 Maintain a welcoming customer environment.1.2 Greet customer warmly according to store policy and procedures.1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.1.4 Use questioning and active listening to determine customer needs.1.5 Demonstrate confidentiality and tact.SIRXCCS002A Interact with customers2.1 Convey a positive, helpful attitude to customers when handling complaints according to store policy.2.2 Handle complaints sensitively, courteously and with discretion.2.3 Establish and confirm with customer nature of complaint by active listening and questioning.

Decide what action to take

SIRXCOM001A Communicate in the workplace1.1 Maintain a welcoming customer environment.1.2 Greet customer warmly according to store policy and procedures.1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.1.4 Use questioning and active listening to determine customer needs.1.5 Demonstrate confidentiality and tact.



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Scenario activities continuedDecide what action to take

SIRXCCS002A Interact with customers1.1 Conduct communication with customers in a professional, courteous manner according to the store policy.1.2 Meet customer needs and reasonable requests or refer to supervisor according to store policy and legislative requirements.1.4 Identify and anticipate possible problems and take action to minimise the effect on customer satisfaction.1.5 Recognise and act upon opportunities to deliver additional levels of service beyond the customer’s immediate request.1.6 Maintain contact with customer until sale is completed according to store policy.1.8 Use verbal and non-verbal communication to develop rapport with customers during service delivery.1.9 Encourage repeat customers by promotion of appropriate services or products according to store policy.2.1 Convey a positive, helpful attitude to customers when handling complaints, according to store policy.2.2 Handle complaints sensitively, courteously and with discretion.2.3 Establish and confirm with customer nature of complaint.2.4 Take action to resolve complaint to customers’ satisfaction wherever possible.2.5 Promptly refer unresolved customer dissatisfaction or complaints to supervisor.2.6 Take the opportunity to turn incidents of customer dissatisfaction into a demonstration of high-quality service to customers according to store policy.2.8 Take follow-up action as necessary to ensure customer satisfaction.


SIRXCCS002A Interact with customers2.6 Take the opportunity to turn incidents of customer dissatisfaction into a demonstration of high-quality service to customers according to store policy.2.8 Take follow-up action as necessary to ensure customer satisfaction.



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Training session: CommunicationTopic Unit/element/performance criteriaGetting info

SIRXCOM001A Communicate in the workplace1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedure.1.4 Use questioning and active listening to determine customer needs.

Service SIRXCOM001A Communicate in the workplace 1.1 Maintain a welcoming customer environment.1.2 Greet customer warmly according to store policy and procedures.1.3 Create effective service environment through verbal and non-verbal interaction according to store policy and procedures.1.4 Use questioning and active listening to determine customer needs.1.5 Demonstrate confidentiality and tact.SIRXCCS002A Interact with customers1.1 Conduct communication with customers in a professional, courteous manner according to store policy.1.5 Recognise and act upon opportunities to deliver additional levels of service beyond the customer’s immediate request.1.6 Maintain contact with customer until sale is completed according to store policy.1.7 Farewell customer appropriately and courteously according to store policy.2.1 Convey a positive, helpful attitude to customers when handling complaints according to store policy.2.2 Handle complaints sensitively, courteously and with discretion.2.3 Establish and confirm with customer nature of complaint by active listening and questioning.



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Training session: Communication continuedComplaints

SIRXCCS002A Interact with customers2.1 Convey a positive, helpful attitude to customers when handling complaints, according to store policy.2.2 Handle complaints sensitively, courteously and with discretion.2.3 Establish and confirm with customer nature of complaint.2.4 Take action to resolve complaint to customers’ satisfaction wherever possible.2.5 Promptly refer unresolved customer dissatisfaction or complaints to supervisor.2.6 Take the opportunity to turn incidents of customer dissatisfaction into a demonstration of high-quality service to customers according to store policy.2.7 Complete documentation regarding customer complaints accurately and legibly.2.8 Take follow-up action as necessary to ensure customer satisfaction.



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Scenario: I’ll take that tooScenario activitiesTask Unit/element/performance criteriaReceive merchandise

SIRXMER001A Merchandise products1.1 Unpack merchandise according to store policy and procedures and legislative requirements.

1.4 Identify damaged, soiled or out-of-date stock and take corrective action as required according to store procedure.2.1 Prepare labels and tickets for window, wall or floor displays according to store policy.2.2 Prepare tickets using electronic equipment or neatly by hand according to store procedures.2.3 Identify soiled, damaged, illegible or incorrect labels and tickets and take corrective action.2.4 Use and maintain electronic ticketing and labelling equipment according to design specifications.

Plan displays SIRXMER001A Merchandise products1.2 Place merchandise on floor, fixtures and shelves in determined locations according to OHS and other relevant legislative requirements.1.3 Display merchandise to achieve a balanced, fully stocked appearance and promote sales.1.5 Place stock range to conform with fixtures, ticketing, prices or bar codes.

Arrange displays

SIRXMER001A Merchandise products1.2 Place merchandise on floor, fixtures and shelves in determined locations according to OHS and other relevant legislative requirements.1.3 Display merchandise to achieve a balanced, fully-stocked appearance and promote sales.1.5 Place stock range to conform with fixtures, ticketing, prices or bar codes.



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Scenario: I’ll take that too continuedMaintain displays

SIRXMER001A Merchandise products3.2 Replace labels and tickets according to store policy.3.3 Maintain correct pricing and information on merchandise according to store procedures, industry codes of practice and legislative requirements.4.1 Reset and dismantle special promotion areas.4.2 Assist supervisor in selection of merchandise for display.4.3 Arrange and face up merchandise as directed and according to layout specifications and load-bearing capacity of fixtures.4.4 Identify, reset or remove unsuitable or out-of-date displays as directed.4.5 Identify optimum stock levels and replenish stock according to store policy.4.6 Maintain display areas in a clean and tidy condition.4.7 Remove excess packaging from display areas.5.1 Identify and apply correct handling, storage and display techniques according to stock characteristics and legislative requirements.

Training session: OHSTopic Unit/element/performance criteriaHazards SIRXMER001A Merchandise products

1.2 Place merchandise on floor, fixtures and shelves in determined locations according to OHS and other relevant legislative requirements.4.6 Maintain display areas in a clean and tidy condition.4.7 Remove excess packaging from display areas.

Handling SIRXMER001A Merchandise products1.7 Ensure stock presentation conforms to special handling techniques and other safety requirements.



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Training session: Merchandising and marketingTopic Unit/element/performance criteriaSetting up SIRXMER001A Merchandise products

1.1 Unpack merchandise according to store policy and procedures and legislative requirements.1.2 Place merchandise on floor, fixtures and shelves in determined locations according to OHS and other relevant legislative requirements.1.3 Display merchandise to achieve a balanced, fully-stocked appearance and promote sales.1.4 Identify damaged, soiled or out-of-date stock and take corrective action as required according to store procedure.1.5 Place stock range to conform with fixtures, ticketing, prices or bar codes.

Signage SIRXMER001A Merchandise products2.1 Prepare labels and tickets for window, wall or floor displays according to store policy.2.2 Prepare tickets using electronic equipment or neatly by hand according to store procedures.2.4 Use and maintain electronic ticketing and labelling equipment according to design specifications.2.5 Store ticketing equipment in a secure location.3.1 Place labels and tickets visibly and correctly on merchandise.3.2 Replace labels and tickets according to store policy.

Maintaining SIRXMER001A Merchandise products3.3 Maintain correct pricing and information on merchandise according to store procedures, industry codes of practice and legislative requirements.4.1 Reset and dismantle special promotion areas.4.2 Assist supervisor in selection of merchandise for display.4.3 Arrange and face up merchandise as directed and according to layout specifications and load-bearing capacity of fixtures.4.4 Identify, reset or remove unsuitable or out-of-date displays as directed.4.5 Identify optimum stock levels and replenish stock according to store policy.4.7 Remove excess packaging from display areas.

Training session: SecurityTopic Unit/element/performance criteriaSystems SIRXMER001A Merchandise products

2.5 Store ticketing equipment in a secure location.5.1 Identify and apply correct handling, storage and display techniques according to stock characteristics and legislative requirements.



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Training session: Other retail equipmentTopic Unit/element/performance criteriaDisplay SIRXMER001A Merchandise products

1.2 Place merchandise on floor, fixtures and shelves in determined locations according to OHS and other relevant legislative requirements.

Other SIRXMER001A Merchandise products2.2 Prepare tickets using electronic equipment or neatly by hand according to store procedures.2.4 Use and maintain electronic ticketing and labelling equipment according to design specifications.2.5 Store ticketing equipment in a secure location.



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Scenario: Balancing actScenario activitiesTask Unit/element/performance criteriaGet the terminal reading

SIRXFIN001A Balance point-of-sale terminal1.1 Perform register or terminal balance at designated times according to store policy and procedures.1.4 Acquire and accurately interpret register or terminal reading or print-out.SIRXICT001A Operate retail technology1.2 Operate equipment according to design specifications and safety requirements.2.1 Operate keyboard using typing techniques within designated speed and accuracy requirements.2.2 Enter and edit information accurately.3.1 Enter data using relevant equipment according to store policy and procedures.3.3 Enter data accurately and within designated time limits.

Separate and secure the cash float

SIRXFIN001A Balance point-of-sale terminal1.2 Separate cash float from takings prior to balancing procedure and secure according to store policy.1.3 Supply change to register or terminal according to store policy.

Count takings SIRXFIN001A Balance point-of-sale terminal2.1 Count cash accurately.2.2 Calculate non-cash documents accurately.SIRXCCS001A Apply point-of-sale handling procedures1.3 Clear point-of-sale equipment and transfer tender according to store procedure.1.5 Maintain supplies of change in point-of-sale terminal according to store policy.1.7 Complete records for transaction errors according to store policy.3.7 Tender correct change.



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Scenario: Balancing act continuedReconcile takings

SIRXFIN001A Balance point-of-sale terminal2.3 Determine balance between register or terminal reading and sum of cash and non-cash transactions.2.4 Report discrepancies between register or terminal reading and sum of cash and non-cash transactions to relevant personnel according to store policy.2.5 Record store and individual department takings and file records according to store policy.

SIRXICT001A Operate retail technology1.2 Operate equipment according to design specifications and safety requirements.2.1 Operate keyboard using typing techniques within designated speed and accuracy requirements.2.2 Enter and edit information accurately.3.1 Enter data using relevant equipment according to store policy and procedures.3.3 Enter data accurately and within designated time limits.

Training session: POS TransactionsTopic Unit/element/performance criteriaBalance SIRXFIN001A Balance point-of-sale terminal

1.1 Perform register or terminal balance at designated times according to store policy and procedures.1.4 Acquire and accurately interpret register or terminal reading or print-out.SIRXICT001A Operate retail technology1.2 Operate equipment according to design specifications and safety requirements.2.1 Operate keyboard using typing techniques within designated speed and accuracy requirements.2.2 Enter and edit information accurately.3.1 Enter data using relevant equipment according to store policy and procedures.3.3 Enter data accurately and within designated time limits.



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Training session: Handling takingsTopic Unit/element/performance criteriaCash SIRXFIN001A Balance point-of-sale terminal

1.2 Separate cash float from takings prior to balancing procedure and secure according to store policy.1.3 Supply change to register or terminal according to store policy.SIRXFIN001A Balance point-of-sale terminal2.1 Count cash accurately.

Non-cash SIRXFIN001A Balance point-of-sale terminal2.2 Calculate non-cash documents accurately.

Reconciling SIRXFIN001A Balance point-of-sale terminal2.3 Determine balance between register or terminal reading and sum of cash and non-cash transactions.2.4 Report discrepancies between register or terminal reading and sum of cash and non-cash transactions to relevant personnel according to store policy.2.5 Record store and individual department takings and file records according to store policy.SIRXICT001A Operate retail technology1.2 Operate equipment according to design specifications and safety requirements.2.1 Operate keyboard using typing techniques within designated speed and accuracy requirements.2.2 Enter and edit information accurately.3.1 Enter data using relevant equipment according to store policy and procedures.3.3 Enter data accurately and within designated time limits.



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Scenario: Sales snapshotScenario activitiesTask Unit/element/performance criteriaGreet the customer SIRXSLS001A Sell products and services

2.1 Determine and apply timing of customer approach.2.2 Identify and apply effective sales approach.2.3 Convey a positive impression to arouse customer interest.2.4 Demonstrate knowledge of customer buying behaviour.

Work out the customer’s needs

SIRXSLS001A Sell products and services3.1 Apply questioning techniques to determine customer buying motives3.2 Use listening skills to determine customer requirement3.3 Interpret and clarify non-verbal communication cues.3.4 Identify customers by name where possible.

Match the products to the customer

SIRXSLS001A Sell products and services3.5 Direct customer to specific merchandise. 4.1 Match customer needs to appropriate products and services.4.2 Communicate knowledge of products features and benefits clearly to customers.4.3 Describe product use and safety requirements to customers.4.4 Refer customers to appropriate product specialist as required.4.5 Answer routine customer questions about merchandise accurately and honestly or refer to senior sales staff.SIRXSLS002A Advise on products and services2.1 Evaluate merchandise according to customer requirements.2.2 Demonstrate features and benefits of products and services to customer to create a buying environment.2.3 Apply detailed specialised knowledge of product to provide accurate advice to customers.



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Scenario: Sales snapshot continuedSell the benefits to the customer

SIRXSLS001A Sell products and services4.1 Match customer needs to appropriate products and services.4.2 Communicate knowledge of products features and benefits clearly to customers.4.3 Describe product use and safety requirements to customers.4.4 Refer customers to appropriate product specialist as required.4.5 Answer routine customer questions about merchandise accurately and honestly or refer to senior sales staff.

Close the sale SIRXSLS001A Sell products and services5.1 Identify and accept customer objections.5.2 Categorise objections into price, time and merchandise characteristics.5.3 Offer solutions according to store policy.5.4 Apply problem solving to overcome customer objections.6.1 Monitor, identify and respond appropriately to customer buying signals.6.2 Encourage customer to make purchase decisions.6.3 Select and apply appropriate method of closing sale.

Look for opportunities to sell more

SIRXSLS001A Sell products and services7.1 Recognise and apply opportunities for making additional sales.7.2 Advise customer of complementary products or services according to customer’s identified need.7.3 Review personal sales outcomes to maximise future sales.



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Training session: Selling productsTopic Unit/element/performance criteriaProducts SIRXSLS001A Sell products and services

1.1 Demonstrate knowledge of the use and application of relevant products and services according to store policy and legislative requirements.1.2 Develop product knowledge by accessing relevant sources of information.

SIRXSLS002A Advise on products and services1.1 Develop and maintain product knowledge according to store policy and legislative requirements.1.2 Convey product knowledge to other staff as required.1.3 Research and apply comparisons between products and services.1.4 Demonstrate knowledge of competitors’ product and service range and pricing structure.

Benefits SIRXSLS001A Sell products and services4.1 Match customer needs to appropriate products and services.4.2 Communicate knowledge of products features and benefits clearly to customers.4.3 Describe product use and safety requirements to customers.4.4 Refer customers to appropriate product specialist as required.4.5 Answer routine customer questions about merchandise accurately and honestly or refer to senior sales staff.

Close SIRXSLS001A Sell products and services5.1 Identify and accept customer objections.5.2 Categorise objections into price, time and merchandise characteristics.5.3 Offer solutions according to store policy.5.4 Apply problem solving to overcome customer objections.6.1 Monitor, identify and respond appropriately to customer buying signals.6.2 Encourage customer to make purchase decisions.6.3 Select and apply appropriate method of closing sale.



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Training session: Selling products continued

Sell more SIRXSLS001A Sell products and services7.1 Recognise and apply opportunities for making additional sales.7.2 Advise customer of complementary products or services according to customer’s identified need.7.3 Review personal sales outcomes to maximise future sales.

Training session: CommunicationTopic Unit/element/performance criteriaGetting info SIRXSLS001A Sell products and services

3.1 Apply questioning techniques to determine customer buying motives3.2 Use listening skills to determine customer requirement3.3 Interpret and clarify non-verbal communication cues.3.4 Identify customers by name where possible.

Service SIRXSLS001A Sell products and services2.1 Determine and apply timing of customer approach.2.2 Identify and apply effective sales approach.2.3 Convey a positive impression to arouse customer interest.2.4 Demonstrate knowledge of customer buying behaviour.



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Scenario: Market shareScenario activitiesTask Unit/element/performance criteriaIdentify a range of programs

SIRXMPR002A: Provide marketing and promotion program support1.1 Obtain and confirm timing and purpose of promotional and marketing programs.1.2 Access relevant sources of information regarding upcoming promotional activities.

Know your role SIRXMPR002A: Provide marketing and promotion program support1.3 Confirm own role in supporting specific marketing and promotion programs with relevant supervisory personnel.3.1 Secure campaign-related marketing materials to meet internal or external demand.3.2 Issue campaign-related marketing materials to meet internal or external requests according to business policy and procedures.3.3 Lodge orders for additional campaign-related marketing materials in a timely manner.

Communicate about the program

SIRXMPR002A: Provide marketing and promotion program support1.4 Communicate details of promotional and marketing programs to customers as directed.2.1 Receive and action enquiries concerning promotional and marketing programs according to business policy and procedures.2.2 Provide accurate details of promotional and marketing programs on demand to internal or external personnel according to business policy and procedures.



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Training session: Merchandising and marketingTopic Unit/element/performance criteriaMarketing SIRXMPR002A: Provide marketing and promotion

program support1.1 Obtain and confirm timing and purpose of promotional and marketing programs.1.2 Access relevant sources of information regarding upcoming promotional activities.1.3 Confirm own role in supporting specific marketing and promotion programs with relevant supervisory personnel.3.1 Secure campaign-related marketing materials to meet internal or external demand.

Training session: CommunicationTopic Unit/element/performance criteriaService SIRXMPR002A Provide marketing and promotion

program support1.4 Communicate details of promotional and marketing programs to customers as directed.2.1 Receive and action enquiries concerning promotional and marketing programs according to business policy and procedures.2.2 Provide accurate details of promotional and marketing programs on demand to internal or external personnel according to business policy and procedures.



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Scenario: Delivery for you!Scenario activitiesTask Unit/element/performance criteriaCheck documents

SIRXINV001A Performa stock control procedures1.4 Check incoming stock and validate against purchase orders and delivery documentation according to store policy and relevant legislative requirements.

Check delivery

SIRXINV001A Performa stock control procedures 1.2 Unpack goods using correct handling techniques and equipment according to store policy.1.4 Check incoming stock and validate against purchase orders and delivery documentation according to store policy and relevant legislative requirements.1.5 Inspect items received for damage, quality, use-by dates, breakage or discrepancies and record according to store policy.

Receive delivery

SIRXINV001A Performa stock control procedures1.6 Record stock levels on store stock systems according to store policy.1.8 Dispatch stock to appropriate area or department.1.9 Apply stock price and code labels when required according to store policy.



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Training session: Legislation and policyTopic Unit/element/performance criteriaStock SIRXINV001A Performa stock control procedures

1.1 Maintain cleanliness and orderliness in receiving bay according to store policy and procedures.1.3 Remove and promptly dispose of packing materials according to store policy and relevant legislative requirements.1.4 Check incoming stock and validate against purchase orders and delivery documentation according to store policy and relevant legislative requirements.1.5 Inspect items received for damage, quality, use-by dates, breakage or discrepancies and record according to store policy.1.6 Record stock levels on store stock systems according to store policy.1.8 Dispatch stock to appropriate area or department.1.9 Apply stock price and code labels when required according to store policy.

Training session: Retail documentsTopic Unit/element/performance criteriaStock SIRXINV001A Performa stock control procedures

1.4 Check incoming stock and validate against purchase orders and delivery documentation according to store policy and relevant legislative requirements.1.5 Inspect items received for damage, quality, use-by dates, breakage or discrepancies and record according to store policy.1.6 Record stock levels on store stock systems according to store policy.

Training session: OHSTopic Unit/element/performance criteriaHazards SIRXINV001A Performa stock control procedures

1.1 Maintain cleanliness and orderliness in receiving bay according to store policy and procedures.1.3 Remove and promptly dispose of packing materials according to store policy and relevant legislative requirements.

Handling SIRXINV001A Performa stock control procedures1.2 Unpack goods using correct handling techniques and equipment according to store policy.



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Scenario: Will I or won’t I?Scenario activitiesTask Unit/element/performance criteriaFind sources of information for the retail industry

SIRXIND001A Work effectively in a retail environment3.1 Identify and access sources of information on the retail industry.

Look at careers in retail

SIRXIND001A Work effectively in a retail environment3.2 Obtain information to assist with effective work performance and career planning within the retail industry.

Examine the role of retail associations

SIRXIND001A Work effectively in a retail environment3.4 Identify and analyse role of employee and employer associations in industrial relations system.

Use a workplace agreement

SIRXIND001A Work effectively in a retail environment3.3 Identify and interpret relevant awards and agreements.

Training session: Retail industryTopic Unit/element/performance criteriaInfo SIRXIND001A Work effectively in a retail environment

3.1 Identify and access sources of information on the retail industry.

3.2 Obtain information to assist with effective work performance and career planning within the retail industry.

Careers SIRXIND001A Work effectively in a retail environment3.4 Identify and analyse role of employee and employer associations in industrial relations system.

Awards SIRXIND001A Work effectively in a retail environment3.3 Identify and interpret relevant awards and agreements.



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Section 4 – Implementing the Retailer Toolbox

4.1 ScenariosThe following tables are intended as tools to help you to implement the various resources in the Toolbox. The tables include a description of each scenario and provide advice on the other resources available in the Toolbox that could be used to support them. The tables also suggest examples of other ways you could deliver the scenarios that may be more suitable to your learners.



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Taking it backThis scenario is based around Penny, a customer who wishes to obtain a cash refund.

Scenario description Alternative delivery ideasLearners step through the processing of a refund by completing the following tasks.1. Gather information.2. Decide whether to grant

a refund.3. Process the refund.4. Complete the refund.

1. Gather information.Ask learners to perform a role play to practise their questioning and listening techniques. As an extension of this activity, they could view the task online and then be given another similar scenario to act out in order to reinforce the learning.2. Decide whether to grant a refund.This task would lend itself to group discussion – particularly the ‘What if …’ activities.3. Processing the refund.If resources are available, ask learners to demonstrate their Point of Sale processing skills on a range of real terminals rather than, or in addition to, using the online tool.4. Complete the refund.If appropriate, learners could use their own workplace refund procedures and refund slip.

Supporting resourcesTo assist learners, the following learning objects/resources are provided: Training sessions

Point of Sale transactions – refund topicRetail documents – refund topicLegislation and policies – refund topicCommunication – getting info topic

(See Section 4.2 for details) The Hub activities

Gathering informationRefund policiesNo sales receipt = No refund!Processing the refundRefund documents

(See Section 4.3 for details) On the floor

Refund worksheetRefund checklist

Buy now, pay laterThis scenario is based around Sarah, a customer who wants to lay-by an outfit for her formal. Australian Flexible Learning Framework


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Scenario description Alternative delivery ideasLearners step through the processing of a lay-by transaction by completing the following tasks.1. Begin the transaction .2. Total the items. 3. Take the deposit .4. Complete the lay-by

documents.5. Pack the goods .6. Process the instalments .

1. Begin the transaction.If resources are available, ask learners to demonstrate their Point of Sale processing skills on a range of real terminals rather than, or in addition to, using the online tool.2. Total the items.Ask learners to manually total the products, in addition to using the simulated scanner provided.3. Take the deposit.Ask learners to work out the minimum deposit manually. The minimum percentage could also be varied to allow more practice.4. Complete the lay-by documents.Ask learners to role play with one another to explain the terms and conditions to the customer, pointing out their responsibilities for payment, etc.5. Pack the goods.Ask learners to actually pack some goods for storage. Their efforts could be scored by you or by other learners.6. Process the instalments.Ask learners to demonstrate their Point of Sale processing skills on a range of real terminals rather than, or in addition to, using the online tool. Payments could also vary so that different forms of payment (other than cash) are used, for example credit card.



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http://www.kangan.edu.au/lrd/retail_working/toolbox10_05/scenarios/buy_now/activity_5/05_activity.htm













Buy now, pay later continuedSupporting resourcesTo assist learners, the following learning objects/resources are provided: Training sessions

Point of Sale transactions – lay-by topicRetail documents – lay-by topicLegislation and policies – lay-by topicOther retail equipment – packing topic


Totalling lay-by itemsProcessing a depositLay-by conditionsWrapping and packing


Lay-by worksheetLay-by checklist



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First in, first out!This scenario is based around Martin, the shift supervisor, who is instructing his staff about managing stock in the perishables section of a supermarket.

Scenario description Alternative delivery ideasLearners step through the process of stock rotation and the application of the first in, first out principle by completing the following tasks.1. Reorganise existing stock by

following FIFO policies.2. Identify stock to be discarded or

marked down.3. Mark down selected stock.

1. Reorganise existing stock by following FIFO policies.This activity consists of two different steps. Both steps could be followed by or replaced by a customised version that applies examples of stock relevant to the retail field your learners work in, for example seasonal stock in a fashion store.2. Identify stock to be discarded or marked down.Introduce a ‘What if …’ element to this activity and ask learners to extend their learning. For example, ‘What if … it was ten minutes until closing time.’ You could also focus more on the procedures for disposing of various items in the correct way. In its original form, this task only mentions correct disposal methods in the star retailer tip. A discussion could centre on how items could be safely discarded if marked for disposal.3. Mark down selected stock.Substitute or extend questions to cater more specifically to your learners.


Legislation and policies – FIFO topicOHS – handling and hazards topics


Marking down items (See Section 4.3 for details)

On the floorApplying FIFO to control stock worksheetFIFO and stock control checklist



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How do I look?This scenario is based around Joelle, a retail operator, who is having some problems with her personal presentation.

Scenario description Alternative delivery ideasLearners must help Joelle identify those problems and work on improving them with her by completing the following tasks.1. What’s Joelle doing wrong?2. What impact is it having?3. What if she worked elsewhere?4. What’s Joelle doing right?

1. What’s Joelle doing wrong?This could be substituted for, or complemented by, a game where a range of uniforms and settings are provided. Learners draw a setting out of a hat. Learners could be asked to have a race to dress themselves in the appropriate attire for the setting they have drawn. This could be followed by a debrief where other learners guess their role or critique the appropriateness of their personal presentation.2. What impact is it having?Ask learners to offer their reactions to a range of personal presentation scenarios.3. What if she worked elsewhere?Take learners on an excursion to a shopping centre to observe and note down the range of uniforms and personal presentation standards they see. Debrief later about what they saw.4. What’s Joelle doing right?The activity could be combined with the previous idea and expanded upon so that learners vote for the stores they observed with the best and worst presentation.


Working effectively – your image and store image (See Section 4.2 for details) The Hub activities

Personal presentation guidelinesImpact of poor serviceRespond to this statement


Personal presentation worksheetPersonal presentation checklist



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The customer’s always rightThis scenario is based around Roderick, a customer who has an angry complaint.

Scenario description Alternative delivery ideasLearners step through the processing of handling a complaint by completing the following tasks.1. Find out what’s wrong.2. Decide on what action to take.

1. Find out what’s wrong.Simply handling one complaint won’t equip learners with the skills to handle all complaints. This activity could be substituted with or complemented by a small group task where a range of different complaints are presented and learners work through the steps in managing them. This could be done through a role play or through discussion and recording of actions taken. The results could then be shared through reports, class discussion, bulletin boards or another means appropriate to the audience.2. Decide on what action to take.As above.


Communication – getting info, service and complaints topics (See Section 4.2 for details) The Hub activities

Getting informationHandling a complaint


Handling customer complaints worksheetHandling customer complaints checklist



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Looks a bit ‘sus’!In this scenario Mr Watt is telling his staff about a recent spate of shoplifting in the centre.

Scenario description Alternative delivery ideasLearners need to follow procedures for minimising theft in the store in the upcoming holiday by completing the following tasks.1. Identify opportunities for theft.2. Reorganise the store to minimise theft opportunities.3. Recognise suspicious people or situations.4. Take appropriate actions to deal with situations.

1. Identify opportunities for theft.Using a fictitious store is the safest method here for security reasons. You’ll need to be careful during this scenario not to discuss individual store security systems and devices. Anecdotal discussions will be effective in this situation but care must be taken and learners should be warned to keep specifics, including identities, confidential.2. Reorganise the store to minimise theft opportunities.As above.3. Recognise suspicious people or situations.This activity could also work well with some anecdotal discussions offered by learners, who will likely offer some interesting examples of attempted theft for discussion. Role plays could also be fun and informative.4. Take appropriate actions to deal with situations.This multiple choice activity could be converted to a more active game in a classroom environment where learners vote for the best action to take in each situation and contribute to a debrief afterwards to discuss the right and wrong answers.


Security – opportunity, systems, equipment and watch out topicsLegislation and policies – security topic


Research items commonly stolenIdentifying opportunities for theftHandling suspicious situations


Minimising theft in my workplace worksheetMinimising theft checklist



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Change of shiftIn this scenario, staff are discussing the latest roster.

Scenario description Alternative delivery ideasLearners need to identify the issues and make decisions about how to handle them effectively in team environment by completing the following tasks.1. Shani’s situation.2. Sean’s situation.3. Nicole’s situation.

1. Shani’s situation.Ask small groups of learners to develop a five minute induction session for Watt’s News or another store which demonstrates the roster, staffing, and communication policies. If time permits, these could be presented to the class or posted for other groups to see.2 & 3. Sean’s situation & Nicole’s situation.Role plays could be substituted for both of these decision trees. Split the class up into sides – look at consequences for all involved Ravi, Mr Watt, Nicole, Sean. Who’s to blame the most? Who suffered the most? What can be done to avoid such problems in the future? What can you learn from this sort of situation?Sharing of anecdotes from learners’ own roster experiences would also be a good way to discuss and determine the best way to manage conflicts.


Working effectively – your team and your role topicsCommunication – service topic


Staff rostersHow your decisions affect othersHandling workplace


Responsibilities, teamwork and communication worksheetResponsibilities, teamwork and communication checklist



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Emergency!In this scenario the fire alarm has sounded and Robert, the warden, needs to follow emergency procedures.

Scenario description Alternative delivery ideasLearners find out how to react and what their responsibilities are in an emergency situation by completing the following tasks.1. Identify what is happening.2. Examine what has to be done and who should do it.3. Understand what a retail operator should and shouldn’t do.

1. Identify what is happening.If learners are all based in the same location, this activity could be supplemented by an examination of the procedures and exit/assembly areas for their campus. An evacuation drill may even be coordinated to coincide with your class.2. Examine what has to be done and who should do it. Learners could appoint various personnel and allocate them tasks, as per the policy provided.3. Understand what a retail operator should and shouldn’t do.This multiple choice activity could be converted to a more active game in a classroom environment where learners vote for the best action to take in each situation and contribute to a debrief afterwards to discuss the right and wrong answers.


Communication – service topicOHS – emergency topic


Identifying emergency exitsWhat’s wrong with this statementA drill or emergency situation


Emergencies in my workplace worksheetEmergency procedures checklist



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I’ll take that too!In this scenario the inexperienced retail operator learns that the big sale she just made is no coincidence – merchandising can have a big impact on people’s buying patterns.

Scenario description Alternative delivery ideasLearners find out how to set up a store to maximise interest and sales.1. Receive merchandise.2. Plan displays.3. Arrange displays.4. Maintain displays.

1. Receive merchandise.The steps in receiving merchandise could be written on cards, cut and pasted in a different order into a Word document or copied into a different multimedia application. Learners could then be asked to order the steps into the most appropriate sequence. Learners could also role play the right and wrong ways of completing each step.2. Plan displays.If access to a retail shop is available, learners could play a game of ‘Last man standing’ where learners are asked to go to a cold, warm or hot spot in the store. Those that go to the wrong spot or are last to arrive are out.Learners could also be asked, in groups or alone, to stack items in a range of spaces on a shelf.3. Arrange displays.Learners could be sent on a treasure hunt where they must find a range of different displays – triangular etc. They could communicate their findings in a range of ways, such as Twitter, emailing or texting digital photographs.


Security – systems topicOHS – hazards, handling topicsMerchandising and marketing – setting up, signage and maintaining topics


The steps for receiving merchandiseIdentifying examples of displaysThe stages of a display


Merchandising activity worksheetDisplaying merchandise checklist



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Balancing actIn this scenario Aliyah is left to balance the POS terminal for the first time on her own.

Scenario description Alternative delivery ideasLearners find out how to balance a POS terminal by counting the cash and non cash takings and comparing them to the terminal reading.1. Get the terminal reading.2. Separate and secure the cash float.3. Count takings.4. Reconcile takings.

1. Get the terminal reading.This activity could be repeated with a range of real transaction receipts from the store the learner works in, or has access to, so as to reinforce the learning.2. Separate and secure the cash float.Learners could be asked to physically remove a range of different cash floats for different stores, starting with a prescribed make up of denominations and finishing with them making a decision about amounts and denominations for a given situation or store.3. Count takings.This activity should be reinforced with handling and counting real cash bundles and coins to give the learners experience and confidence in handling cash correctly.4. Reconcile takings.Learners could be provided with a range of different reconciliation problems and asked to think of possible causes and solutions. This could be delivered as a discussion or as individual work to be reported back to the class.


POS transactions – balance topicHandling cash – cash, non-cash and reconciling topics


How I get a terminal readingHow I separate the floatHow I bundle cashBalancing problems I’ve had


Balancing activity worksheetBalancing a POS terminal checklist



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Sales snapshotIn this scenario Ben's just started as a retail operator in the electrical department where he learns how to sell and advise on products.

Scenario description Alternative delivery ideasLearners find out how communicate with customers to find products to suit their needs and maximise sales.1. Greet the customer.2. Work out the customer’s needs.3. Match the product to the customer.4. Sell the benefits to the customer.5. Close the sale.6. Look for opportunities to sell more.

1. Greet the customer.Supplement this activity by asking learners to role play situations and rate each other on their performances according to the secret shopper survey.2. Work out the customer’s needs.Again, a role play would be a good practice activity here. It could also be turned into a game where learners must attempt to guess the customer’s needs by asking the least amount of questions.3. Match the product to the customer.This activity could be repeated using products and scripts learners prepare themselves and facilitate in turns.4. Sell the benefits to the customer.If this is delivered in a classroom setting, learners could be shown the video on the interactive whiteboard or other audio visual equipment available. They could view the customer’s comments first, be given time to suggest the best responses Ben could give and then listen to the actual response. Ben’s response could then be critiqued by the class.5. Close the sale.Role play some verbal and non-verbal buying signals and ask learners to interpret them.6. Look for opportunities to sell more.Select some items for sale and ask learners to suggest related and unrelated cross selling opportunities or products. This could be done as a class activity or in smaller groups, if necessary.


Communication – getting info and service topicsSelling products – products, benefits, close and sell more topics


Tips for approaching customersNon-verbal cuesRole plays



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Common objectionsCross selling stories


Selling products worksheetSelling products checklist



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Market shareIn this scenario staff are concerned about how the new shop opening up might affect business at Watt’s News.

Scenario description Alternative delivery ideasLearners find out how about marketing and promotional activities and how they can participate.1. Identify a range of programs.2. Know your role.3. Communicate about the program.

1. Identify a range of programs.This activity could be converted into a game show with a host, using the same questions, and learners playing in teams to get the best score. Extra questions could be added, including visual clues, such as sample loyalty cards and vouchers. The game could be expanded to reinforce all of the content in this unit, if desired.2. Know your role.This activity could be delivered in reverse too. Learners could be given a promotional activity and be asked to list the roles required of a retail operator.3. Communicate about the program.These same situations, or others, can also be demonstrated through role playing.


Merchandising and marketing – marketing topicCommunication – service topic


Spot the promotional programWhat’s my role?What would you do in this situation?


Marketing activities worksheetSteps in promoting a business checklist



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Delivery for youIn this scenario the retail operator has an unexpected delivery arrive in the store.

Scenario description Alternative delivery ideasLearners find out how to receive and handle new stock.1. Check the documents.2. Check the delivery.3. Receive the delivery.

1. Check the documents.Because the type of documents used and the way they are checked varies, learners could be asked to check documents from their own retail environment. 2. Check the delivery.Again, learners could be given the opportunity to work with their own stock as the condition of goods will vary in different retail environments.3. Receive the delivery.Learners could be shown a variety of stores, or photos of stores, and be asked to identify the best place for stock to be placed when a delivery is received. This could be made into a game where the picture is enlarged to poster size and learners all have a chance to mark a spot on the picture. The learner with the closest answer is the winner.


Retail documents – stock topicLegislation and policies – stock topicOHS – hazards and handling topics


What happens if there’s an error?What happens with deliveries in your workplace?Avoiding vendor theft


Receiving a delivery worksheetReceiving a delivery checklist



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Will I or won’t I..?In this scenario Cassie is deciding what she wants to do in the retail industry and is finding out about career options.

Scenario description Alternative delivery ideasLearners find out how to access and use sources of information to learn more about working in retail.1. Find sources of information for the retail industry.2. Look at careers in retail.3. Examine the role of retail associations.4. Use a workplace agreement.

1. Find sources of information for the retail industry.This activity could be supplemented by giving learners an assignment to find out more about a particular problem or situation and report it to the class, whether electronically or in a face-to-face presentation.2. Look at careers in retail.This activity could be used as a game, such as ‘Celebrity heads’ where some learners stand at the front of the group with a different job label on their heads. Learners do not see what is written on their job label. Each learner has to guess the job on the label by asking the rest of the class closed questions about the job. If the learner receives a ‘Yes’ response, they get to ask another question. If they get a ‘No’ answer, then the next learner gets a turn.3. Examine the role of retail associations.Learners could be split into smaller groups or work as individuals to research an association, before reporting back to the class. A guest speaker from an association may also be organised.4. Use a workplace agreement.To contextualise the learning, it would be helpful for learners to use and refer to their own workplace agreements or awards.


Working in retail – info, careers and awards topics (See Section 4.2 for details) The Hub activities

Where to look for answersJobs in your workplaceFinding help


Working in retail activity worksheetWorking in retail checklist



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4.2 The Hub While The Hub questions are embedded in each scenario, they can be accessed alone via The Hub link on the floor plan interface and used separately to the scenarios.*The Hub topics are simply a collection of discussion starters and their application in your lesson plan is limited only by your imagination. They are intended as collaboration activities and you could use a range of delivery methods when implementing them, depending on the resources you have available, your learners, and the form of delivery you are using. The following table shows some simple examples of how you may implement these topics with your learners.

*If you wish to use The Hub topics as stand-alone discussions that are not connected to the scenario, you will need to slightly reword the topics to disassociate them with the scenario, for example by removing the shop name or other references to the actual scenario.



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Taking it backThe Hub topic Suggested implementation

Gathering informationWrite down what you need to ask a customer who wants a refund in your workplace. Look at other learners’ questions. Are their questions different from yours? How are they different? Why do you think they are different?

This could be delivered in small to medium groups using a simple game structure. For example, each learner could write down their top five questions on separate slips of paper. All the slips would then be displayed together and learners would explore all the questions and select five new ones they prefer. If time permits, learners could pair off and trade questions throughout the room until they have their final top five questions. These could then be shared with the rest of the group and common questions could be identified, making up a final list of questions.

Refund policiesSammiGirl’s policy is to give refunds when customers change their minds, although this is not required by legislation. What happens in your workplace if customers change their minds and want a refund? Share this information with other learners and add up the number of workplaces that will and won’t give ‘change of mind’ refunds. Is there a reason why these policies are different?

A simple vote could be taken, either online or in the classroom, to determine which stores would and which would not grant a refund in this situation. Voting slips could be distributed to create more interest. Results could then be analysed to determine the types of stores that have more liberal refund policies. Reasons for this could then be discussed.

No sales receipt = No refund!Does your workplace allow a refund if the customer doesn’t have a sales receipt? Tell two other learners what happens in your workplace and find out what happens at theirs. Are there differences? If so, why are there differences?

After initial discussion, this topic could be expanded by a role play. Groups of three learners could act out the scenario, with one learner playing the customer and the other two playing retail operators. One retail operator could refuse the refund on the basis of the customer not having a receipt. The other could grant the refund. Each retail operator would need to explain to the customer the reasons for their decision. A debrief discussion could follow.

Processing the refundHow would the same refund be processed using the Point of Sale terminal in your workplace? Write down the steps you would follow and compare them to the steps two other learners have written. How are the steps different? How are they the same?

A simple scoring system on butcher’s paper could be used here to collect and analyse learners’ steps and come up with a final list of common steps in processing the refund.



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Taking it back ContinuedRefund documentsSammiGirl’s policy is to collect the customer’s name and address even when a sales receipt is produced. Other stores might collect a name and address only if the customer can’t supply a receipt. What happens at your workplace? Compare your answer with other learners. How many workplaces collect customer details regardless of receipts? Discuss the reasons for any differences.

Social technology software, such as Flickr, could be used here to post learners’ sample refund documents. Learners can view, comment on and compare the samples.



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Buy now, pay laterThe Hub topic Suggested implementation

Totalling lay-by itemsWhen more than one item is put on lay-by, some stores use a scanner to total the cost. In other stores the total cost might be calculated manually and recorded by hand. What do you do in your store to total lay-by items? Write down the steps you would follow and compare them to the steps other learners have written. How are your steps different? How are they the same?

Try taking a vote or score to see how many stores that learners work in total lay-by items manually, and how many scan. If there is a majority either way, you should skew the rest of the discussion that way.See if there are enough similarities in the steps taken by each learner’s store to develop a generic list of steps for distribution.

Processing a deposit How is a lay-by deposit processed using the Point of Sale terminal in your workplace? Write down the steps you would follow and compare them to the steps other learners have written. How are your steps different? How are they the same?

Again, see if there are enough similarities in the steps taken by each learner’s store to develop a generic list of steps for distribution. Individual steps could be posted on a common bulletin board, compared and then collated.

Lay-by conditions Use a completed lay-by record document to practise explaining the terms and conditions to a customer. You could do this as a role play with another learner or your supervisor.

You could use a traditional role play approach where one learner plays the customer while the other plays the retail operator. Alternatively, you could introduce a third learner to act as the critical friend who observes the performance and gives advice about how the role play went. Roles could then be rotated, as could the variety of lay-by conditions used.

Wrapping and packing What do you sell that needs to be packed in your store? Make a list of five different items and write down what packing and wrapping materials you would use for each. Compare your answers with those of three other learners. How do the types of items sold affect the type of wrapping or packing material used?

Develop a list of the top five popular packing items.Try a quiz like Family Feud where learners try to guess the top five packing materials as voted by the class.



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First in, first out!The Hub topic Suggested implementation

Marking down items Obtain a copy of a store's procedures for marking down perishable items. Answer these questions. 1. It's 12.00 pm today. What is the

store policy regarding mince meat that was produced yesterday at 7.00 pm?

2. It's 7.00 am today. What is the store policy regarding fresh flowers that came into the store three days ago?

3. It's 7.00 am on a Thursday morning. What is the store policy regarding fresh fish fillets that came in last Monday evening?

4. What is the store policy about ham that was sliced and placed in the coolroom 40 hours ago?

5. It's 6.10 pm. According to the store policy, what will you do with roast chickens that were taken out of the oven at 3.00 pm?

Compare your answers with those of three other learners. Which answers were different? Which answers were the same?

Try exchanging procedures to see the impact it has on decision making. This may mean developing a couple of different procedures if learners are unable to refer to other learners’ procedures.You could also try adding a range of other questions to customise the discussion, depending on your learners’ workplaces or the retail area you wish to concentrate on.



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How do I look?The Hub topic Suggested implementation

Personal presentation guidelines Do you wear a uniform at your store? If so, what does the uniform consist of? Did you have to buy it yourself, or did the store provide it? If you don't have a uniform, are there guidelines on what you should wear when you are at work? Are there other guidelines on personal presentation that you have to follow, eg hair and makeup? Describe these guidelines.Write down what you wear when you are at work and list three other rules about personal presentation you have to follow. Compare your list to what other learners have written. How many learners wear a uniform? If learners don't have a uniform, what do they wear at work? Why do you think stores have rules about personal presentation?

Learners could all come to class presented as though they were going to work in their store, including uniform, if appropriate. Discussion could be based around the questions provided still.

Impact of poor service Think of one example when you, as a customer, experienced poor service, eg a retail operator who was rude, dressed inappropriately, etc.How did this experience make you feel about the retail operator ... about the store?Write down your reaction. Now compare your reaction with two other learners. Write a short summary of the effects of poor presentation and service.

Learners could take turns in role playing their reactions to a range of poor service situations. Each learner’s example could be placed in a draw and learners could then take turns in acting out the poor service example. The class would then be able to pick what was wrong and share their reactions to it.



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How do I look? ContinuedRespond to this statement “It doesn't matter how you look, it's what's inside that counts.”

Is this true of a retail operator? Write down what you think and then discuss your opinion with two other learners.

A blog could work well here where learners add their thoughts to the ongoing discussion online.This could also be the topic of a debate where learners take the negative and affirmative side and discuss.



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The customer’s always rightThe Hub topic Suggested implementation

Getting informationThe retail operator needed to ask questions to get more information before resolving the customer complaint. But could she have done this in a different way?How could the retail operator have asked the questions without making the customer more upset? How could her body language and other non-verbal cues have helped calm the customer down?Discuss this with other learners.

After initial discussion, this topic could be expanded by a role play. Groups of three learners could act out the scenario, with one learner playing the customer and the other two playing retail operators. One retail operator could ask the same questions asked in the scenario. After the customer answers each question, the second retail operator could ask the question again in a different way and see what reaction they get from the customer. A debrief discussion could follow.



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Looks a bit sus!The Hub topic Suggested implementation

Research items commonly stolen Research the five items most commonly stolen from your workplace. Write them down and then share your answers with two other learners. Discuss what sorts of items tend to be stolen. Discuss the reasons why.

A final poll could be taken and a top ten list could be displayed in the classroom or posted online.

Identify opportunities for theft Visit a shopping centre near you. Make a list of the opportunities for theft you see during your visit. Share your list with other learners.

A shopping centre visit is suggested for many topics throughout this toolbox.This topic could be combined with other hub topics and even Apply topics in the Training sessions so that one excursion can be conducted which covers a range of scenarios/topics. Careful mapping would need to be done first and clear checklists or questionnaires prepared prior to the visit so learners are clear about what they should be observing during the visit.

Handling suspicious situations Think of a time when you've come across a suspicious person or situation in your store. What did you see? What did you do? What happened next?If you don't have a story of your own, ask your supervisor or a colleague for an example. Share your story with a group of learners but do not identify any particular individual or store. Your trainer will give you further guidelines on completing this activity.

Regardless of the delivery method you choose to share learners’ stories about this topic, be careful not to discuss any detail which will either compromise store security or reveal the identity of a suspected thief.



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Change of shiftThe Hub topic Suggested implementationStaff rosters Collect a sample roster from your store. Compare your roster with two other learners.List three ways that they are the same.List three ways that they are different.Why do you think there are similarities and differences?

A social technologies tool such as Flickr could be used for displaying the range of different rosters and a threaded discussion could be used to answer the accompanying questions.

How your decisions affect others Think of a time when you, or someone you work with, made a decision that had consequences for others. What happened? How did it affect others? Share your story with other learners.

The basic story telling idea should be maintained but it could be delivered in a range of ways. For example, each learner could write down their response. Learners could then randomly select an example and read it out “through someone else’s eyes”.

Handling workplace conflict Sean and Nicole are two retail operators who are in conflict with one another over a roster misunderstanding. Their conflict is affecting the whole team - and the customers! Give the boss, Mr Watt, some advice on how to resolve this conflict by answering the following questions. 1. How can he help them work through the conflict?2. What staff members need to be involved?3. What needs to happen?4. What can everyone do to avoid this happening again?Work in small groups to complete this activity. Compare your group's answers with one other group's answer.

A mock staff meeting could be held which attempts to role play working through some of the questions until the conflict is resolved. This can include all learners as various staff members. Alternatively, just the main players, Sean, Nicole, Ravi and Mr Watt, could play roles in a fishbowl situation while the rest of the class observe. A debrief should follow.



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EmergencyThe Hub topic Suggested implementationIdentifying emergency exits It's important to familiarise yourself with all the emergency exits in the store BEFORE you need them. This also applies to assembly areas. Draw a map of your store and identify the emergency exits and assembly areas. Share your map with another learner.

A social technologies tool such as Flickr could be used for displaying the maps and a threaded discussion could be used to compare them.Alternatively, learners could work in small groups and prepare a map of their classroom and campus.

What's wrong with this statement? "It's only a drill. I don't need to worry about following all the procedures. I'll just finish what I'm doing first." Why is this the wrong way to think? Discuss this topic with a group of other learners.

This could also be the topic of a debate where learners take the negative and affirmative side and discuss.

A drill or emergency situation Think of a time you've been involved in a drill or emergency in your store. What happened? What did you hear? What did you need to do? Who helped? Were there any problems? Share your story with other learners.

If you’ve been able to arrange a real emergency drill/evacuation, this topic would form a good debrief.



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Will I or won’t I..?The Hub topic Suggested implementation

Find sources of information for the retail industryWhere would you find the answers to these common retail operator questions? How much leave will I get? I don't want stay on the

register all my life. What else is there at my store?

What other careers are there in retail?

Share your ideas with other learners.

The sources of information for these questions could be compiled via a Wiki. Students could also be asked to visit the various sources and keep a blog of what they are finding.

Careers in retailList all the different jobs in your workplace. Share your ideas with other learners.

The list could be managed via a Wiki. Learners could take it further by categorising jobs under different headings.

Employee and employers associationsHave you got an issue at work that you think you might need help with?It could be about your own working conditions or it could be an idea you have to improve something in your workplace. Choose an issue and think about: what advice you are

looking for? which association might

be able to help you where you would start

your search for help. Research your topic and report back to other learners with what you've found.

Learners could be asked to give a presentation or prepare a portfolio together. You may need to provide groups with topics to cover too.



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Balancing ActThe Hub topic Suggested implementation

Get the terminal readingIn SammiGirl the terminal is balanced at the end of the working day. In other places this could be done at the end of a shift or before a break. What happens in your workplace? Share this information with other learners and tally up the responses to see which is the most common time for balancing.

A Wiki could be prepared where learners can register their votes. Learners could even be asked to set up and facilitate this. Learners may be given a range of options for registering their votes, eg Twitter, SMS texting, email.

Separate and secure the cash floatShare the four cash floats you made for the Retailer stores with other learners.Are all the float denominations and totals similar? What are the similarities? What are the differences? Why are there similarities and differences? Take a vote to find out which is the best cash float for each store.

Learners could post their cash floats on a blog and conduct the discussion there. In a classroom situation, this could be done via post it notes on the walls. First, four learners could post their floats on the wall. Next, the remaining learners can post their floats next to the ones that correspond or create a new area on the wall. As a debrief, the type of stores that use each float type could be discussed so that an understanding of the factors that affect different floats can be gained, eg store size, types of products, cost of products.

Count takingsHow is cash bundled or prepared in your workplace? Share your descriptions with other learners.List as many different non-cash items as you can think of. Combine your list with others until you have one final list.

In class this could be done by asking selected learners to demonstrate how they do it, one after the other. In a non-classroom setting, learners could be asked to record themselves bundling cash and post the recording onto Flikr or YouTube.

Reconcile takingsChoose a balancing problem you've come across in your workplace, or that you know about.Write a list of steps you would take to solve the problem.Share your list with other learners.

Lists could be posted on a Wiki. Alternatively, a book of troubleshooting balancing problems could be compiled from each of the examples and taken into the workplace for future reference.



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Sales snapshotThe Hub topic Suggested implementation

Greet the customerMake a list of tips for greeting and/or approaching a customer for each of these situations: face-to-face telephone mail/email. Share your list with other learners and, as a group, vote on the top three tips for greeting customers in each situation.

These lists could be built on the whiteboard, or via a Wiki. Lists could be edited after votes are in to finalise the top three tips.

Work out the customer's needsThere are more customers at the photography counter of a department store. Look at the photo (photo is inserted).What non-verbal cues can you identify? What information might the retail operator be able to get from these non-verbal cues? What could the retail operator say to confirm this information? Discuss your answers with other learners.

The photos could be displayed on an interactive whiteboard or a data projector to prompt classroom discussion.Learners could be asked to look at the photos on Facebook, Flikr or another social networking site and use the feedback tools to answer the questions and make comments.

Match the product to the customerList five strategies you could use to build your product knowledge to help you successfully match products to customers.Compare your list with other learners. Add any additional strategies that you like to your own list for future use.

The list can be arrived at by consensus in a classroom discussion. Remote learners can negotiate the lists via a Wiki or blog.



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Sales snapshot continuedSell the product to the customerFor this activity, work in a group of at least three people. You will be acting out a role play where a retail operator will be selling the features and benefits of a product to a customer.1. Decide who will play each of these roles: customer retail operator observer. 2. In your group, choose a product as the focus for your role play. For this product: identify five features list one rational and one

emotional benefit for each feature.

3. For the role play the retail operator should: establish the customer's needs sell the features and benefits of

the product to the customer. The observer should watch and report back on how the retail operator went with: working out the customer's

needs explaining the product's features selling the benefits to the

customer.

This activity is really designed for a classroom environment. To customise it for another audience, learners could ask colleagues in the workplace or family members to help them conduct a role play and then submit the results.Alternatively, learners could conduct the role play via Skype or video conferencing.

Close the saleWhat if you can't close a sale due to customer objections or barriers?As a group: make a list of common objections

or barriers to closing a sale come up with a strategy for

overcoming each objection or barrier.

In a classroom situation, this could be delivered via small groups working on their own lists and strategies and then reporting back to the class. The same thing could be done remotely, where the groups collaborate via a Wiki and then submit their findings electronically.The objections or barriers to making a slae could be acted out in a game of charades.

Sell moreShare some ideas or stories about how you have, or could, maximise a sale.

Group discussion is the best way to share anecdotes. The group discussion could be in a classroom or virtual, using video conferencing or Skype.



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I’ll take that tooThe Hub topic Suggested implementation

Receive merchandiseThe steps for receiving and preparing merchandise might be different, or done in a different order, from store to store. Imagine that you have been asked to prepare a window display for each of the following stores. Write the steps you would take to receive and prepare the stock ready for the display: cake shop exclusive jewellery store florist. Share your steps with other learners. Look at the similarities and differences. Explain your choices.

Learners could be asked to write one step for preparing a window display on a large card. Then they would need to negotiate which order they stand in at the front of the classroom. A list could be constructed and edited by learners via a Wiki.

Arrange displaysProps and positioning are important ways to display merchandise. Other techniques include: lighting colour signage price. Visit a shopping centre and try to find two examples of each of these techniques.For each example you find, list the store and technique used and describe the effect.Share your examples with other learners.

This task could also be conducted in a treasure hunt format with the person/team finding the most items the soonest winning. Learners could tweet their findings or send SMS texts to each other each time they identify examples of props etc.Learners could be asked to take digital photos of each item to verify their findings.

Maintain displaysSome items that are part of displays are put away, or sent back to the manufacturer once the display is finished. Other items might be retained in the store and become 'normal' stock.Think about Mother's Day. What kind of merchandise could be returned to stock? What items would be specialist and need to be removed?Make a list of each and compare it to other learners' lists.

As a group, make a list of Mother’s Day gifts, and then categorise them. This could be done on the whiteboard or via a Wiki.



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Market shareThe Hub topic Suggested implementationIdentify a range of programs Go to your local shopping centre. Spot at least three examples of promotional activities. If you can, collect any documents that go with each activity.Share what you've found with other learners

Learners could tweet their findings or send SMS texts to each other each time they identify examples of promotional activities.This task could also be conducted in a treasure hunt format with the person/team finding the most items the soonest winning. Learners could be asked to take digital photos of each item to verify their findings.

Know your roleSplit into groups. Imagine you are working for a store that has a rival opening around the corner who will sell cut price versions of your products. Choose a promotional activity that might help the store keep its existing customers and even attract new ones.Answer the following questions.1. Describe the type of activity. 2. What is the purpose and

timing of this activity? 3. What would the retail

operator's role be? 4. What type of customers is it

targeting? 5. What materials will you need

for the activity? 6. What will you need to tell

customers and how will you tell them?

The answers to the questions could be given via a presentation where teams are competing for the advertising account of an imaginary store.Where learners can’t make physical presentations a PowerPoint presentation, a video or some other format could be submitted.

Communicate with the customerWhat would you do in this situation?You work in a cafe that issues 'coffee cards'. These cards entitle customers to a free coffee after they've bought five coffees. The cards are initialled by a staff member every time one is purchased. A customer has a card with five sets of initials on it, but you don't recognise the fifth set.Discuss with other learners what you should do.

This could be conducted via a role play where learners play the part of a customer, a retail operator and a store supervisor. The role play can be repeated with different learners and different situations.



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Delivery for youCheck the documentsErrors will happen from time to time when a delivery arrives. Find out your workplace procedures for: checking delivery documents taking action if an error is

detected. To get this information you might need to interview a colleague, read policy and procedure manuals, or ask your supervisor. Compare your answers to these questions with other learners. Discuss why you think there are similarities and differences between different stores.

Classroom discussion could be one option for delivering this collaborative activity. Learners could also post samples onto a bulletin board or Wiki. However some stores may not allow learners to share such information.

Check the deliveryWhat happens with deliveries in your workplace?Where are deliveries received? When are they received? Who receives deliveries? What checks are done and when? How is incoming stock recorded? Tell two other learners what happens in your workplace and find out what happens at theirs. Are there differences? If so, why are there differences?

A role play could be used to demonstrate this process, followed by a debrief of how this varies from store to store.

Receive the deliveryMake a list of tips for avoiding vendor theft. Share your lists with other learners and assemble a list of top ten tips. Here are a couple of ideas to get you started: Don't ever let delivery people

go into store areas. Don't be rushed into signing

off on a delivery. Set specific times to receive

deliveries. (Some dishonest delivery drivers will time deliveries at busy times to try to get away with vendor theft.)

This list could be compiled and edited to finalise a top 10 via a whiteboard in a classroom or via a Wiki. Both could be facilitated by the learners.



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Toolbox contact details:Flexible Learning Toolbox Help Desk

Phone: 1300 736 710Email: [email protected]

Website: flexiblelearning.net.au/toolbox

For more information contact:2009 Australian Flexible Learning Framework

National CommunicationPhone: (07) 3307 4700Fax: (07) 3259 4371

Email: [email protected] Website: flexiblelearning.net.au

GPO Box 1326Brisbane QLD 4001



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