This document provides a curriculum for competency unit training on merchandising activities. It includes 5 main work activities: 1) visiting sales outlets, 2) checking stock balances, 3) re-merchandising stock, 4) reviewing sales and market performance, and 5) updating current promotion activities. For each activity, it outlines the related knowledge, skills, attitude and safety considerations, as well as the training hours, delivery mode and assessment criteria. The document also lists employability skills, required tools/equipment, and references to support the competency unit training.

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CURRICULUM of COMPETENCY UNIT (CoCU)
Sub Sector AGRICULTURE AND AGRO-BASED PRODUCT SALES AND MARKETING
Job Area AGRICULTURE AND AGRO-BASED PRODUCT SALES AND MARKETING OPERATION
Competency Unit Title MERCHANDISING ACTIVITIES
Learning Outcome
The person who is competent in this CU shall be able to responsible on merchandising activities on taking a product and
selling it directly to the end user or customer. Upon completion of this competency unit, trainees will be able to: -
Visit sales outlet
Check stock balance (selling floor and store room)
Re- merchandise stock according to company requirement and/or outlet practices
Review sales and market performance
Update current promotion activity (if any)
Competency Unit ID Level 3
Training
Duration
220
Hours
Credit Hours
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
1. Visit sales outlet i. Type of outlet such as
Modern trade
- Hypermarket
- Supermarket
- Chain outlet
- E-marketing
- Direct selling
Traditional trade
- Wholesale
- Retail
- Trading house
- Pasar tani
Cash and carry
ii. Visit scheduling such as
Zone
Area
Calling duration
18 Lecture i. Type of outlet
determined
ii. Visit schedule
prepared
iii. Arrange sales
outlet visit
arranged
iv. Appointment with
buyer/owner
made
v. Buyer/owner met
vi. New product
listing proposed
vii. Approval for
repeat/new order
from buyer
obtained based

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Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
Types of store
Types of product
iii. Customer data base/
calling card
iv. Arrangement of sales
outlet visit
v. Appointment with
buyer/owner
vi. Meeting with
buyer/owner
vii.New product listing
proposing technique
viii. Approval procedure on
repeat/new order from
buyer based on
negotiation
ix. Purchase order
collection method
Manual
Electronic Data
Integrated (EDI)
x. Arrangement of new
order delivery
on negotiation
earlier
viii. Purchase order
collected
ix. Sales document
prepared
x. New order
delivery arranged
i. Determine type of
outlet
ii. Prepare visit
schedule
iii. Arrange sales outlet
visit
iv. Make appointment
with buyer/owner
v. Meet buyer/owner
vi. Propose new product
listing
32 Demonstration
&
Observation

3. 76
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
vii. Obtain approval for
repeat/new order
from buyer based on
negotiation earlier
viii. Collect purchase
order
ix. Prepare sales
document
x. Arrange new order
delivery
Attitude:
i. Analytical,
meticulous,
proactive and
alert in arranging
sales outlet visit.
Safety:
i. Follow SOP on
repeat/new order
from approval.
2 Check stock
balance (selling
floor and store
room
i. Inventory checking such
as
Dry goods
- First In First Out
(FIFO)
- Expired stock
- Damage stock
- Availability on the
shelf/selling floor
Fresh / live
- First In First Out
(FIFO)(shelf life)
- Expired stock
14 Lecture i. Expired date and
condition of stock
checked
ii. Goods process
returned

4. 77
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
- Damage stock
- Availability on the
shelf/selling floor
- Temperature
(Storage,
Chillers)
- Method of
display
- Method of
handling
 Live
 Fresh
Frozen
- First In First Out
(FIFO)(shelf life)
- Expired stock
- Damage stock
- Availability on the
shelf/selling floor
- Temperature
(Storage,
freezer)
- Method of
handling
- Merchandising
by categories
Chilled
- First In First Out
(FIFO)(shelf life)
- Expired stock
- Damage stock
- Availability on the
shelf/selling floor
- Temperature
(Storage,

5. 78
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
Chillers)
- Method of
handling
- Merchandising
by categories
ii. Goods return procedure
Remove expired/
damaged goods from
selling area
Issue Good Return
Note (GRN) for
collection
Arrangement of
logistic on collecting
return goods
i. Check inventory
ii. Return goods process
iii. Propose repeat order
iv. Process and deliver
order Attitude:
i. Analytical,
meticulous,
proactive and
alert in checking
stock balance
(selling floor and
storeroom.
Safety:
i. Follow SOP on
goods returning.
34 Demonstration
&
Observation

6. 79
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
3. Re-
merchandise
stock
i. Availability of stock
ii. Prioritise stock
availability by sales
volume such as
Fast moving items
Moving items
Slow moving items
iii. Visual Merchandise
Display (VMD) checking
method such as
Planogram
iv. Replenish stock
according to company
requirement and/or
outlet practices
v. Point Of Purchase
(POP) material in place
checking procedure
12 Lecture i. Availability of
stock ensured
ii. Stock availability
by sales volume
prioritised
iii. Visual
Merchandise
Display (VMD)
checked
iv. Stock according
to company
requirement
and/or outlet
practices
replenished
v. Point Of
Purchase (POP)
material in place
checked
i. Ensure availability of
stock
ii. Prioritise stock
availability by sales
volume
iii. Check Visual
Merchandise Display
(VMD)
iv. Replenish stock
according to company
requirement and/or
outlet practices
v. Check Point Of
Purchase (POP)
material in place
24 Demonstration
&
Observation

7. 80
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
Attitude:
i. Patient, polite,
meticulous,
proactive and
alert in re-
merchandise
stock.
Safety:
i. Follow SOP on
(POP) material in
place checking.
4 Review sales
and market
performance
i. Review product
movement, stock
balance and sales
performance
ii. Review market
performance in detail
Quarterly
Half yearly
Yearly
iii. Action plan to improvise
sales
22 Lecture i. Sales
performance of
outlet updated
base on every
visit shared
ii. Product
movement and
stock balance to
buyer informed
iii. Overall market
performance
reviewed
iv. Action plan to
improvise sales
proposed
i. Share updates on
sales performance of
outlet by every visit
ii. Inform product
movement and stock
balance to buyer
iii. Review overall
market performance
iv. Propose action plan
to improvise sales
40 Demonstration
&
Observation

8. 81
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
Attitude:
i. Analytical,
meticulous,
proactive and
alert in reviewing
sales and market
performance.
Safety:
i. Follow SOP on
reviewing overall
market plan.
5 Update current
promotion
activity (if any)
i. Promotion activity such
as
Road show
Special contest
Offer
Purchase with
purchase (PWP)
Members special
ii. Propose secondary
display (space buy) such
as
Island display
Gondola end
Power wing
Power strip
Check out counter
Pillar display
iii. Propose item for
advertise promotion
such as
Outlet yearly
promotional calendar
8 Lecture i. Promotion
activity
customised
according to
company
requirement
ii. Secondary
display (space
buy) proposed
according to
company SOP
iii. Advertise
promotion item
proposed
according to
company SOP
iv. In-store
promotion item
proposed
according to
company SOP

9. 82
Work Activities Related Knowledge Related Skills
Attitude / Safety /
Environmental
Training
Hours
Delivery
Mode
Assessment
Criteria
National agenda
- Back to school
- Festival
- Merdeka day
Select product for
promotion base on
yearly promotional
calendar
Obtain confirmation
from customer for
promotion activities
iv. Propose item for in-
store promotion such as
Own promotional
calendar
Requested by outlet
i. Customise promotion
activity
ii. Propose secondary
display (space buy)
iii. Propose item for
advertise promotion
iv. Propose item for in-
store promotion
Attitude:
i. Analytical,
meticulous,
proactive and
alert in updating
current
promotion
activity.
16 Demonstration
&
Observation

10. 83
Employability Skills
Core Abilities Social Skills
01.01 Identify and gather information.
01.02 Document information procedures or processes.
01.03 Utilize basic IT applications.
02.01 Interpret and follow manuals, instructions and SOP's.
02.02 Follow telephone/telecommunication procedures.
02.03 Communicate clearly.
02.04 Prepare brief reports and checklist using standard forms.
02.05 Read/Interpret flowcharts and pictorial information.
03.01 Apply cultural requirement to the workplace.
03.02 Demonstrate integrity and apply practical practices.
03.03 Accept responsibility for own work and work area.
03.04 Seek and act constructively upon feedback about work performance.
03.05 Demonstrate safety skills.
03.06 Respond appropriately to people and situations.
03.07 Resolve interpersonal conflicts.
06.01 Understand systems.
06.02 Comply with and follow chain of command.
06.03 Identify and highlight problems.
06.04 Adapt competencies to new situations/systems.
01.04 Analyse information.
01.05 Utilize the Internet to locate and gather information.
01.06 Utilize word processor to process information.
02.06 Write memos and letters.
02.07 Utilize Local Area Network (LAN)/Intranet to exchange information.
02.08 Prepare pictorial and graphic information.
03.08 Develop and maintain a cooperation within work group.
04.01 Organize own work activities.
04.02 Set and revise own objectives and goals.
04.03 Organize and maintain own workplace.
04.04 Apply problem solving strategies.
04.05 Demonstrate initiative and flexibility.
06.05 Analyse technical systems.
06.06 Monitor and correct performance of systems.
1. Communication skills
2. Conceptual skills
3. Interpersonal skills
4. Multitasking and prioritizing
5. Self-discipline
6. Teamwork
7. Learning skills
8. Leadership

11. 84
Core Abilities Social Skills
01.07 Utilize database applications to locate and process information.
01.08 Utilize spreadsheets applications to locate and process information.
01.09 Utilize business graphic application to process information.
01.10 Apply a variety of mathematical techniques.
01.11 Apply thinking skills and creativity.
02.09 Prepare flowcharts.
02.10 Prepare reports and instructions.
02.11 Convey information and ideas to people.
03.09 Manage and improve performance of individuals.
03.10 Provide consultations and counseling.
03.11 Monitor and evaluate performance of human resources.
03.12 Provide coaching/on-the-job training.
03.13 Develop and maintain team harmony and resolve conflicts.
03.14 Facilitate and coordinate teams and ideas.
03.15 Liase to achieve identified outcomes.
03.16 Identify and assess client/customer needs.
03.17 Identify staff training needs and facilitate access to training.
04.06 Allocate work.
04.07 Negotiate acceptance and support for objectives and strategies.
05.01 Implement project/work plans.
05.02 Inspect and monitor work done and/or in progress.
06.07 Develop and maintain networks.

12. 85
Tools, Equipment and Materials (TEM)
ITEMS RATIO (TEM : Trainees)
1. Computer
2. Stationeries
3. Printer
4. Calculator
5. Gondola set
6. Island display
7. Power wing
8. Power strip
9. Pillar display
10. Thermometer
11. Hand held terminal
12. POP card
13. Stock card
14. Business card
15. Credit note
16. Debit note
17. Good return note
18. DO
19. Camera
20. Visit schedule format
1:5
As per required
1:20
1:1
1:5
1:5
1:5
1:5
1:5
1:5
1:20
1:1
1:1
1:1
1:1
1:1
1:1
1:1
1:20
1:20

13. 86
References
REFERENCES
1. Abu Bakar Abd. Hamid (2002) Prinsip Pemasaran (Teori dan Praktis) Mc Graw Hill, UTM, ACE.
2. CFA Manual, (2006) Business Ethic, Prentice Hall, ISBN 0-536-34128-6
3. David L. Kurtz & Louis E. Boone (2006), Principle of Marketing, Thomson South- Western. ISBN: 0-324-32379-4
4. David W.Cravens. Strategic Marketing. Mc Graw Hill. ISBN 0-07-027543-2.
5. Donald Cyr and Douglas Gray (2003) Marketing Your Product, Self Counsel Press Business Series, Advantage Quest Publication.
6. Jan Einar RUDD (1991) Strategic Marketing Plan, Pelanduk Publication.
7. Kotler & Amstrong (2000) Prinsip Pemasaran (Terjemahan) Edisi 8, Prentice Hall, ISBN 0-13-04-1815-5