Student Assessment Tasks
FNSSAM602 Identify and evaluate marketing opportunities in the financial services industry

Table of Contents
Table of Contents 2
Assessment Information 3
Assessment Instructions 5
Student Assessment Agreement 6
Assessment Task 1 Cover Sheet 7
Assessment Task 1: Written Questions 8
Assessment Task 1 Instructions 10
Assessment Task 1 Checklist 12
Assessment Task 2 Cover Sheet 13
Assessment Task 2: Marketing opportunities project 14
Assessment Task 2 Instructions 15
Assessment Task 2 Checklist 20

Assessment Information
The assessment tasks for FNSSAM602 Identify and evaluate marketing opportunities are included in this Student Assessment Tasks booklet and outlined in the assessment plan below.
To be assessed as competent for this unit, you must complete all of the assessment tasks satisfactorily.
Assessment Plan
Assessment Task Overview
1. Written questions You must correctly answer all questions.
2. Marketing opportunities project You must identify marketing opportunities for a financial services institution and then evaluate and manage the required changes to current opportunities to take advantage of marketing opportunities identified. You must then develop a marketing proposal that outlines potential marketing opportunities.
Assessment Preparation
Please read through this assessment thoroughly before beginning any tasks. Ask your assessor for clarification if you have any questions at all.
When you have read and understood this unit’s assessment tasks, print out the Student Assessment Agreement. Fill it out, sign it, and hand it to your assessor, who will countersign it and then keep it on file.
Keep a copy of all of your work, as the work submitted to your assessor will not be returned to you.
Assessment appeals
If you do not agree with an assessment decision, you can make an assessment appeal as per your RTO’s assessment appeals process.
You have the right to appeal the outcome of assessment decisions if they feel they have been dealt with unfairly or have other appropriate grounds for an appeal.

Naming electronic documents
It is important that you name the documents that you create for this Assessment Task in a logical manner.
Each should include:
• Course identification code
• Assessment Task number
• Document title (if appropriate)
• Student name
• Date it was created
For example, FNSSAM602 AT2 Marketing Opportunities Report Joan Smith 20/10/18
Additional Resources
You will be provided with the following resources before you begin Assessment Task 3
• Business Plan
• Marketing Opportunities Report Template

Assessment Instructions
Each assessment task in this booklet consists of the following:
Assessment Task Cover Sheet
This must be filled out, signed and submitted together with your assessment responses.
If you are submitting hardcopy, the Cover Sheet should be the first page of each task’s submission.
If you are submitting electronically, print out the cover sheet, fill it out and sign it, then scan this and submit the file.
The Assessment Task Cover Sheet will be returned to you with the outcome of the assessment, which will be satisfactory (S) or unsatisfactory (U). If your work has been assessed as being not satisfactory, your assessor will include written feedback in the Assessment Task Cover Sheet giving reasons why. Your assessor will also discuss this verbally with you and provide advice on re-assessment opportunities as per
your RTO’s re-assessment policy.
Depending on the task, this may include
• resubmitting incorrect answers to questions (such as short answer questions and case studies)
• resubmitting part or all of a project, depending on how the error impacts on the total outcome of the task
• redoing a role play after being provided with appropriate feedback about your performance
• being observed a second (or third time) undertaking any tasks/activities that were not satisfactorily completed the first time, after being provided with appropriate feedback.
Assessment Task Information
This gives you:
• a summary of the assessment task
• information on the resources to be used
• submission requirements
• re-submission opportunities if required
Assessment Task Instructions
These give questions to answer or tasks which are to be completed.
Your answers need to be typed up using software as indicated in the Assessment Task Instructions.
Copy and paste each task’s instructions into a new document and use this as the basis for your assessment task submission. Include this document’s header and footer.
If you are submitting electronically, give the document a file name that includes the unit identification number, the task number, your name and the date.
Checklist
This will be used by your assessor to mark your assessment. Read through this as part of your preparation before beginning the assessment task. It will give you a good idea of what your assessor will be looking for when marking your responses.

Student Assessment Agreement
Make sure you read through the assessments in this booklet before you fill out and sign the agreement below.
If there is anything that you are unsure of, consult your assessor prior to signing this agreement.
Have you read the assessment requirements for this unit? • Yes • No
Do you understand the requirements of the assessments for this unit? • Yes • No
Do you agree to the way in which you are being assessed? • Yes • No
Do you have any specific needs that should be considered? • Yes • No
If so, explain these in the space below.
Do you understand your rights to re-assessment? • Yes • No
Do you understand your right to appeal the decisions made in an assessment? • Yes • No
Student name
Student number
Student signature
Date
Assessor name
Assessor signature
Date

Assessment Task 1 Cover Sheet
Student Declaration
To be filled out and submitted with assessment responses
• I declare that this task is all my own work and I have not cheated or plagiarised the work or colluded with any other student(s).
• I understand that if I If I am found to have plagiarised, cheated or colluded, action will be taken against me according to the process explained to me.
• I have correctly referenced all resources and reference texts throughout these assessment tasks.
Student name
Student ID number
Student signature
Date
Assessor declaration
• I hereby certify that this student has been assessed by me and that the assessment has been carried out according to the required assessment procedures.
Assessor name
Assessor signature
Date
Assessment outcome S NS DNS Resubmission Y N
Feedback
Student result response
• My performance in this assessment task has been discussed and explained to me.
• I would like to appeal this assessment decision.
Student signature
Date
A copy of this page must be supplied to the office and kept in the student’s file with the evidence.
Assessment Task 1: Written Questions
Task summary
This is an open book test, to be completed in the classroom.
A time limit of 1 hour to answer the questions is provided.
You need to answer all of the written questions correctly.
Your answers must be word processed and sent to the assessor as an email attachment.
Required
• Access to textbooks/other learning materials
• Computer and Microsoft Office
• Access to the internet
Timing
Your assessor will advise you of the due date of this assessment.
Submit
• Answers to all questions
Assessment criteria
All questions must be answered correctly in order for you to be assessed as having completed the task satisfactorily.
Re-submission opportunities
You will be provided feedback on their performance by the Assessor. The feedback will indicate if you have satisfactorily addressed the requirements of each part of this task.
If any parts of the task are not satisfactorily completed, the assessor will explain why, and provide you written feedback along with guidance on what you must undertake to demonstrate satisfactory performance. Re-assessment attempt(s) will be arranged at a later time and date.
You have the right to appeal the outcome of assessment decisions if you feel that you have been dealt with unfairly or have other appropriate grounds for an appeal.
You are encouraged to consult with the assessor prior to attempting this task if you do not understand any part of this task or if you have any learning issues or needs that may hinder you when attempting any part of the assessment.

Written answer question guidance
The following written questions use a range of “instructional words” such as “identify” or “explain”, which tell you how you should answer the question. Use the definitions below to assist you to provide the type of response expected.
Note that the following guidance is the minimum level of response required.
Analyse – when a question asks you to analyse something, you should do so in in detail, and identify important points and key features. Generally, you are expected to write a response one or two paragraphs long.
Compare – when a question asks you to compare something, you will need to show how two or more things are similar, ensuring that you also indicate the relevance of the consequences. Generally, you are expected to write a response one or two paragraphs long.
Contrast – when a question asks you to contrast something, you will need to show how two or more things are different, ensuring you indicate the relevance or the consequences. Generally, you are expected to write a response one or two paragraphs long.
Discuss – when a question asks you to discuss something, you are required to point out important issues or features and express some form of critical judgement. Generally, you are expected to write a response one or two paragraphs long.
Describe – when a question asks you to describe something, you should state the most noticeable qualities or features. Generally, you are expected to write a response two or three sentences long.
Evaluate – when a question asks you to evaluate something, you should do so putting forward arguments for and against something. Generally, you are expected to write a response one or two paragraphs long.
Examine – when a question asks you to examine something, this is similar to “analyse”, where you should provide a detailed response with key points and features and provide critical analysis. Generally, you are expected to write a response one or two paragraphs long.
Explain – when a question asks you to explain something, you should make clear how or why something happened or the way it is. Generally, you are expected to write a response two or three sentences long.
Identify – when a question asks you to identify something, this means that you are asked to briefly describe the required information. Generally, you are expected to write a response two or three sentences long.
List – when a question asks you to list something, this means that you are asked to briefly state information in a list format.
Outline – when a question asks you to outline something, this means giving only the main points, Generally, you are expected to write a response a few sentences long.
Summarise – when a question asks you to summarise something, this means (like “outline”) only giving the main points. Generally, you are expected to write a response a few sentences long.

Assessment Task 1 Instructions
Provide answers to all of the questions below:
1. Describe the key steps in setting business plan objectives.
2. Explain the key steps in a process for conducting an assessment of competitors.
3. Discuss each of following terms in relation to marketing opportunities that could be pursued for financial products and services:
• market penetration
• market development
• product development
• diversification.
4. Discuss the relevance of the product life cycle to financial products and services marketing.
5. Discuss the purpose of the marketing mix and each of its components.
6. Outline four key steps in the marketing process
7. Identify two Codes of Practice that may impact on marketing of financial products and services. Outline their key features and then explain their impact on marketing of financial products and services.
8. Outline four main sectors of the financial services industry in relation to financial products and services provision.

9. Outline the key features of three types of services available in the financial services industry.
10. Compare and contrast at least two financial and other risk management strategies
11. Explain two financial service risk factors and their relationship to return expectations
12. Identify three examples of legislation that apply to financial product development in Australia. Then explain how the each of the legislation that you have identified impacts on financial product development.

Assessment Task 1 Checklist
Student’s name:
Did the student provide a sufficient and clear answer that addresses the suggested answer for the following? Completed successfully Comments
Yes No
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Question 7
Question 8
Question 9
Question 10
Question 11
Question 12
Task Outcome: Satisfactory • Not Satisfactory •
Assessor signature
Assessor name
Date

Assessment Task 2 Cover Sheet
Student Declaration
To be filled out and submitted with assessment responses
• I declare that this task is all my own work and I have not cheated or plagiarised the work or colluded with any other student(s).
• I understand that if I If I am found to have plagiarised, cheated or colluded, action will be taken against me according to the process explained to me.
• I have correctly referenced all resources and reference texts throughout these assessment tasks.
Student name
Student ID number
Student signature
Date
Assessor declaration
• I hereby certify that this student has been assessed by me and that the assessment has been carried out according to the required assessment procedures.
Assessor name
Assessor signature
Date
Assessment outcome S NS DNS Resubmission Y N
Feedback
Student result response
• My performance in this assessment task has been discussed and explained to me.
• I would like to appeal this assessment decision.
Student signature
Date
A copy of this page must be supplied to the office and kept in the student’s file with the evidence.
Assessment Task 2: Marketing opportunities project
Task summary
This assessment task requires you, in the role of the Marketing Manager of Grow Bank, to identify and evaluate marketing opportunities for the bank. This will include conducting research and analysis to identify trends and opportunities in the financial services industry and then investigating opportunities. It will also involve evaluating the legislative compliance of marketing opportunities identified and the required changes to operations. You will then prepare and present a marketing proposal.
This task will be completed in the simulated work environment at your RTO.
Required
• Computer and Microsoft Office
• Access to the internet for research
• Business Plan
• Marketing Opportunities Report Template
Timing
Your assessor will advise you of the due date of these submissions.
Submit
• Email with Marketing Opportunities Briefing Report attached
Assessment criteria
For your performance to be deemed satisfactory in this assessment task, you must satisfactorily address all of the assessment criteria. If part of this task is not satisfactorily completed, you will be asked to complete further assessment to demonstrate competence.
Re-submission opportunities
You will be provided feedback on their performance by the Assessor. The feedback will indicate if you have satisfactorily addressed the requirements of each part of this task.
If any parts of the task are not satisfactorily completed, the assessor will explain why, and provide you written feedback along with guidance on what you must undertake to demonstrate satisfactory performance. Re-assessment attempt(s) will be arranged at a later time and date.
You have the right to appeal the outcome of assessment decisions if you feel that you have been dealt with unfairly or have other appropriate grounds for an appeal.
You are encouraged to consult with the assessor prior to attempting this task if you do not understand any part of this task or if you have any learning issues or needs that may hinder you when attempting any part of the assessment.
Assessment Task 2 Instructions
Carefully read the following:
Grow Bank is an online bank that was established in 2010. It offers a range of services including a range of bank accounts, home loans, credit cards, term deposits and personal loans. Its Head Office is in Sydney, where all staff are based.
The Bank has a Board, which is comprised of 6 independent Directors. The Board’s key responsibility is to assist with sound corporate governance, and includes:
• Appointment of the CEO
• Reviewing and approving the Business Plan and budget
• Providing strategic direction to the Bank by engaging with the CEO in the development and oversight of the execution of the Business Plan and budget
• Monitoring performance against the Business Plan and budget and reviewing performance with the CEO
• Setting the Bank’s risk appetite and ensuring the Bank has in place an appropriate risk management framework and processes that support that appetite, and within which the management must operate
• Approving any major corporate initiatives
• Ensuring that management decisions are consistent with delegated authorities and the interests of shareholders
• Overseeing the integrity of the Bank’s accounting and corporate reporting, including the external audit
• Monitoring the effectiveness of the Bank’s governance practices
• Assisting the CEO in creating the desired staff culture
• Fostering an environment of innovation and deep customer understanding
• Ensuring that the Bank’s shareholders are provided with the appropriate information in a timely manner
• Overseeing the appointment of senior management
• Supporting the CEO in nurturing staff and developing succession plans
• Approving the remuneration framework
• Performing such other functions as are prescribed by law or are assigned to the Board.
The Board meets monthly.
The Bank employs approximately 700 staff members. Key managerial positions include the CEO, Chief Financial Officer, Sales Manager, Marketing Manager, Risk Officer, Customer Service Manager, Information Officer and Human Resources Manager. Each of the Managers is responsible for between 20 and 50 staff.
Grow Bank wants to keep growing. The Board has recently commissioned the development of a report to identify and investigate new product opportunities. As the Marketing Manager you have been allocated this task.
Complete the following activities:
1. Conduct research and analysis
The outcome of this assessment tasks is that you are able to prepare a Marketing Opportunities Briefing Report to present to the Board and Senior Management.
To assist in developing your report you should first complete the following tasks:
• Thoroughly review the Business Plan for the bank to identify organisational objectives, trends referred to and information about external influences impacting on the financial services sector.
• Then conduct research on market trends and developments relevant to the business’s products and services, potential new and emerging markets and product development opportunities.
• Focus on exploring and using entrepreneurial, innovative approaches and creative ideas for ideas relating to marketing opportunities.
Make notes on your research to include in your report.
Based on your review of the Business Plan and your research, identify at least three potential marketing opportunities for the company.
As legislative compliance is of key importance, you should also research and identify legislative and regulatory guidelines applicable to the marketing opportunities you have identified.
2. Prepare a Marketing Opportunities Briefing Report
Use your research and analysis to develop a Marketing Opportunities Briefing Report.
For each of one of the three the marketing opportunities that you have identified report on:
• Alignment with the business’ objectives and goals as described in the Business Plan.
• Analysis of trends and opportunities in the financial services industry
• Alignment with trends and opportunities in the financial services industry.
• Overall benefits to the business of pursuing the opportunity.
• Legislation and regulatory guidelines that apply to each marketing opportunity and any modifications that need to be made to the opportunity to ensure it meets compliance requirements.
• Financial viability of each marketing opportunity: assess the costs, benefits, risks and opportunities of each marketing opportunity you have identified, as well as the impact of external factors as identified from your analysis of trends in the industry.
• Estimated effect on return on investment. This should be an approximate estimate taking into account how much the likely cost of the opportunity would be against anticipated return.
• Additional resources that will be required, for example, additional funds, staff or equipment including finances, staff, equipment
• Potential competitors: these may be existing competitors or new ones depending on the marketing opportunity pursued
Your report should also include a ranking of each of the marketing opportunities that you have identified from the most viable to least viable in terms of the potential contribution of each opportunity to business growth. Provide reasons for your rankings.
Evaluate and report on required changes to business operations in the event of the opportunity being pursued. Include the following:
• What organisational changes would need to be made to current operations in order to take advantage of the opportunities identified?
• Outline of additional resources that will be required for each of the viable marketing opportunities. For example, if additional staff are needed, how many or, if there are additional costs, what are they and what is the amount?
• Recommended strategies to ensure that the quality of service to existing customers is not affected by changes made as a result of implementing new marketing opportunities.
• Recommended marketing strategy.
Use the Marketing Opportunities Report Template to guide your work.
The report should be approximately 3 to 4 pages long.
You may use charts, tables or graphs to illustrate data if desired.
3. Conduct meeting
The next part of your assessment requires you to conduct a brainstorming session with your team. This is to provide input into your report which you will then present to management and the board.
Your assessor will have allocated a number of other students to be part of your team and your assessor will roleplay a team member.
At the meeting, you will be required to discuss your draft Marketing Opportunities Briefing Report with the meeting participants.
You are then required to ask your team to share their ideas on the marketing opportunities that you have identified and assessed. Encourage the group to come up with entrepreneurial, innovative approaches and creative ideas for your marketing opportunities.
Take note of their ideas and get your team to confirm that the three marketing opportunities are viable and align with the organisation’s objectives.
During the meeting, demonstrate effective communication skills including:
• Speaking clearly and concisely
• Using non-verbal communication to assist with understanding
• Asking questions to identify required information
• Responding to questions as required
• Using active listening techniques to confirm understanding

4. Develop marketing proposals
Using the information in your Marketing Opportunities Report and the feedback that you received at the meeting, write a marketing proposal for two of the three opportunities that you identified.
In the next activity, you will be presenting these proposal to the company’s board.
You should include, as a minimum, the following information for each proposal
• Resource requirements.
Each proposal should clearly describe the resources that will be needed to realise it. If the necessary resources involve personnel, for instance, you should give an indication of the number of days required, at their approximate dollar value.
Also take into account that any increase to the bank’s client base, or any change to its composition, will have knock-on effects elsewhere in the company. Mention these and how they could be accommodated.
• Marketing
Assume that the Board is unfamiliar with marketing concepts, so you will need to describe the underpinning marketing concepts on which the opportunities are based on, such as product diversification or market penetration.
Ensure that the proposal’s marketing strategy is clearly explained.
• Organisational change
Each proposal should necessitate at least one organisational change within the company.
This may be creating a team to start working on the project, and establishing who would lead it, what would be expected of it, etc.
Keep in mind that the objective of this meeting is to convince the board members to adopt one of your proposals. The adoption of a proposal will require some organisational change within the company, and the company’s board is the position of making those changes to the company’s structure at the same meeting.
This means that you should also prepare a motion to be tabled and voted on at the meeting. The motion should be written in simple, straightforward English, stating that the board has accepted the proposal, and the required resources are to be allocated and organisational changes made.
5. Develop a PowerPoint presentation.
Using the marketing proposals that you wrote in the previous activity, create an “easy to understand” presentation that you will give to Grow Bank’s board.
The presentation should last for about twenty minutes; ten minutes for each proposal.

6. Provide an information session for board members.
Your assessor will advise you of the date and time of your presentation and will organise at least two other students to attend the information and training session in the role of staff members.
Use your presentation to describe the marketing opportunities that you have selected.
Prior to delivering the presentation, make sure that you practice your delivery, so you are well prepared. You will be assessed on your presentation technique as well as the content of your presentation.
During the presentation, demonstrate effective interpersonal and communication skills including:
• Use of appropriate style (formal), tone (encouraging, respectful) and vocabulary (professional, business language) for the meeting
• Active listening skills
• Asking questions and listening to responses to clarify understanding
• Responding to questions openly and honestly
• Non-verbal communication skills that encourage discussion and feedback, for example, nodding, smiling, eye contact.
At the end of the presentation, provide the opportunity for the board members to ask questions.
Ask the board members which of your proposals that they would like to adopt.
When that has been decided, ask one of the board members (your assessor) to raise the motion that you prepared in support of the proposal. This should be carried by the board meeting participants.

Assessment Task 2 Checklist
Student’s name:
Did the student: Completed successfully Comments
Yes No
In their marketing opportunities report, provide an analysis of current and emerging needs of the market to identify potential opportunities?
In their marketing opportunities report, identify three marketing opportunities that agree with the company’s organisational objectives as well as with the emerging trends and external influences on the financial services industry?
In their marketing opportunities report, identify and research three marketing opportunities that would allow the company to enter, or increase participation in, current and potential markets and/or to develop potential new products for the bank?
In their marketing opportunities report, evaluate and report on the alignment with business objectives for each of the three marketing opportunities, including benefits to the business of each marketing opportunity?
In their marketing opportunities report, evaluate and report on each of the identified marketing opportunities in terms of its impact on current business and customers?
In their marketing opportunities report, assess the financial viability of each of the marketing opportunities based on costs and benefits and risk and opportunities?
In their marketing opportunities report, assess approximate return on investment for each marketing opportunity?
In their marketing opportunities report, assess potential competitors?
In their marketing opportunities report, rank each marketing opportunity based on investigation of all factors?
In their marketing opportunities report, assess changes need to current business operations for each of the identified marketing opportunities?
In their marketing opportunities report, estimate additional resources required for each of the marketing opportunities?

In their marketing opportunities report, identify relevant legislative and regulatory guidelines that are applicable to the marketing opportunities and examine compliance with relevant legislation?
In their marketing opportunities report, identify changes needed to current operations if the marketing opportunity were to be adopted?
Identify resource requirements for the marketing opportunity?
At the meeting, encourage the discussion of entrepreneurial, innovative approaches and creative ideas for their identified marketing opportunities?
At the meeting, clearly describe and define the marketing concepts that underpin their marketing proposals?
During the meeting, demonstrate effective communication skills including:
• Speaking clearly and concisely
• Using non-verbal communication to assist with understanding
• Asking questions to identify required information
• Responding to questions as required
• Using active listening techniques to confirm understanding
Task Outcome: Satisfactory • Not Satisfactory •
Assessor signature
Assessor name
Date