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["GUIDE TO KSB MAPPING  "]
["Applicants must show how their qualification will enable a person to demonstrate that they have attained as many of the knowledge, skills and behaviours set out in the standard as may be reasonably expected by undertaking a course of education. "]
[]
["1. You can map your qualification to one or more occupational standards. "]
["2. Select the occupational standard(s) you wish to map to your qualification from the tabs in this spreadsheet. You may delete sheets/tabs that are not relevant to your qualification. "]
["3. Please fill in the following details in cells B1-7 on your selected tab: Awarding Body/Applicant, Qualification name, Programme title if applicable."]
["4. Please respond to each KSB statement."]
["5. Populate columns C-G as shown in the example at the top of each standard tab. "]
["6. Please be as specific as possible about which content in the qualification aligns to each KSB statement. "]
["7. Submit the completed spreadsheet along with 'Qualification structure' spreadsheet and any documents you have cited in the 'EVIDENCE UPLOAD' part of the application form. Where we have capacity we are happy to feedback on early drafts of your KSB mapping."]
["8. Please contact HTQ.approvals@education.gov.uk if you need further help or guidance on mapping."]

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[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Senior housing and property management (Level 4) "]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["K1","Legislation and regulation: understand and interpret the principles, practices and legislation relating to current landlord and tenant  law,  relevant  Codes  of  Practice  and  legal  framework.  For  example,  for  the  letting, management and termination of a variety of tenancy types.  These include, but are not limited to, shorthold, freehold, assured, secure, long leasehold, and shared ownership.",null,null,null,null,null,null,{"$f":"IF(C22:C30 = \"FULLY MET\",1,IF(C22:C30 = \"PARTIALLY MET\",0.5,IF(C22:C30 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J22=1,1,IF(J22=0.5,0.5,IF(J22=0,0)))","v":0},{"$f":"IF(L22=1,\"NONE\",IF(L22=0.5,\"PARTIAL\",IF(L22=0,\"FULL\")))","v":"FULL"}]
["K2","Legislation and regulation: understand and interpret the principles, practices and legislation as it applies to governance, court proceedings, contracts, data protection, safeguarding and other relevant areas,",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J23=1,1,IF(J23=0.5,0.5,IF(J23=0,0)))","v":0},"FULL"]
["K3","Legislation and regulation: understand and interpret legislation and regulation as they apply to housing standards.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K4","Organisation background information and business planning: understand and interpret the business planning process, financial and risk management, organisation values and structure and the range of services available to customers. Understand organisational performance management systems and how the roles and responsibilities contribute to the achievement of the overall business objectives.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J25=1,1,IF(J25=0.5,0.5,IF(J25=0,0)))","v":0},"FULL"]
["K5","Assets: understand the strategic value of the social and physical context of the estates and neighbourhoods.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K6","Customers and stakeholders: understand the diversity of customers, clients and stakeholders. Ensure the delivery of services to meet their requirements.",null,null,null,null,null,null,0,null,"NONE",0,{"$f":"IF(L27=1,\"NONE\",IF(L27=0.5,\"PARTIAL\",IF(L27=0,\"FULL\")))","v":"FULL"}]
["K7","Context: have a developed understanding of the historical context and current trends in the housing and property markets (i.e. social, rented, affordable, private sector housing) and the strategic housing market.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J28=1,1,IF(J28=0.5,0.5,IF(J28=0,0)))","v":0},{"$f":"IF(L28=1,\"NONE\",IF(L28=0.5,\"PARTIAL\",IF(L28=0,\"FULL\")))","v":"FULL"}]
["K8","Range of services: understand and provide advice and guidance on housing services, for example repairs and maintenance, allocations, lettings, tenancy sustainment, financial and social inclusion, anti-social behaviour, care and housing support services, rents, service charges and portfolio accounts, and community involvement.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J29=1,1,IF(J29=0.5,0.5,IF(J29=0,0)))","v":0},{"$f":"IF(L29=1,\"NONE\",IF(L29=0.5,\"PARTIAL\",IF(L29=0,\"FULL\")))","v":"FULL"}]
["K9","Organisational policies: understand the organisation’s policies and practices and how they relate to service area(s) and business objective. E.g. policies to deliver the housing services, people management and health and safety",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Skills"]
["S1","Customer service: provide leadership in relation to the delivery of excellent customer service in order to provide a professional, accurate, timely, ethical and non-judgemental front line service which meets the needs of a diverse range of customers and stakeholders.",null,null,null,null,null,null,{"$f":"IF(C32:C42 = \"FULLY MET\",1,IF(C32:C42 = \"PARTIALLY MET\",0.5,IF(C32:C42 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J32=1,1,IF(J32=0.5,0.5,IF(J32=0,0)))","v":0},{"$f":"IF(L32=1,\"NONE\",IF(L32=0.5,\"PARTIAL\",IF(L32=0,\"FULL\")))","v":"FULL"}]
["S2","Communication: demonstrate effective and appropriate communication skills, both verbal and written, in order to manage staff, resolve conflict and communicate effectively with clients, customers, stakeholders and/or partner agencies.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J33=1,1,IF(J33=0.5,0.5,IF(J33=0,0)))","v":0},{"$f":"IF(L33=1,\"NONE\",IF(L33=0.5,\"PARTIAL\",IF(L33=0,\"FULL\")))","v":"FULL"}]
["S3","Collaborative working: lead and work collaboratively with colleagues across the business and in partnership with external organisations to achieve individual, team and business targets.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Respond to vulnerability: ensure services meet the needs of vulnerable individuals and groups (including those with complex needs).",null,null,null,null,null,null,0,null,"PARTIAL",{"$f":"IF(J35=1,0.5,IF(J35=0.5,0.5,IF(J35=0,0)))","v":0},{"$f":"IF(L35=0.5,\"NONE\",IF(L35=0,\"PARTIAL\"))","v":"PARTIAL"}]
["S5","Information collection and sharing: undertake data analysis, interrogate, interpret and disseminate information using a variety of methods and applications.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J36=1,1,IF(J36=0.5,0.5,IF(J36=0,0)))","v":0},{"$f":"IF(L36=1,\"NONE\",IF(L36=0.5,\"PARTIAL\",IF(L36=0,\"FULL\")))","v":"FULL"}]
["S6","Influencing and negotiating: influence and negotiate with partners and suppliers.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Financial management: manage budgets and report on financial performance. Ensure value for money.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J38=1,1,IF(J38=0.5,0.5,IF(J38=0,0)))","v":0},"FULL"]
["S8","Performance and project management: demonstrate effective performance management. Take the lead on projects through effective project management.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S9","People management: lead, motivate, manage and develop individuals and teams to ensure excellent services are delivered. Coach, mentor and ensure the well-being of staff.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J40=1,1,IF(J40=0.5,0.5,IF(J40=0,0)))","v":0},"FULL"]
["S10","Decision making and prioritising: apply operational and strategic thinking to inform effective decision making to meet individual, team and overall businesses objectives and priorities. Use a flexible and innovative approach to problem solving. Undertake forward planning.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S11","Tools and equipment: effective use of IT equipment and software.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","Responsive: take timely, flexible and responsive action to address complex issues.",null,null,null,null,null,null,{"$f":"IF(C44:C52 = \"FULLY MET\",1,IF(C44:C52 = \"PARTIALLY MET\",0.5,IF(C44:C52 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J44=1,1,IF(J44=0.5,0.5,IF(J44=0,0)))","v":0},{"$f":"IF(L44=1,\"NONE\",IF(L44=0.5,\"PARTIAL\",IF(L44=0,\"FULL\")))","v":"FULL"}]
["B2","Trust and dependability: gain and maintain trust and respect to meet expectations by working in a confidential, ethical and empathetic manner with a professional attitude.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J45=1,1,IF(J45=0.5,0.5,IF(J45=0,0)))","v":0},"FULL"]
["B3","Adaptability: embrace changing priorities and work patterns when requirements alter.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B4","Self motivation: work independently and effectively without close supervision.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B5","Resilience: has a high level of resilience, tenacity and calmness.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","Leadership: be an ambassador and role model.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B7","Customer care: be responsive and empathetic to client and customer needs.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B8","Team work: be an effective team leader and player.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B9","Personal development: be responsible for their continual development. Be a reflective practitioner.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J52=1,1,IF(J52=0.5,0.5,IF(J52=0,0)))","v":0},{"$f":"IF(L52=1,\"NONE\",IF(L52=0.5,\"PARTIAL\",IF(L52=0,\"FULL\")))","v":"FULL"}]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J22:J52)","v":0},"Net Score",{"$f":"SUM(L22:L52)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J55/L59","v":0},"total CoE KSB coverage",{"$f":"L55/L62","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",29]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",1]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L59-L60-(L61*0.5)","v":28.5}]

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[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Public relations and communications assistant (Level 4) "]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["K1","Current affairs, the PR industry, the media and marketing – including sector specific insight, news, politics, contemporary culture, new consumer media technology, behavioural change theory and public relations best practice.",null,null,null,null,null,null,{"$f":"IF(C22:C27 = \"FULLY MET\",1,IF(C22:C27 = \"PARTIALLY MET\",0.5,IF(C22:C27 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J22=1,1,IF(J22=0.5,0.5,IF(J22=0,0)))","v":0},{"$f":"IF(L22=1,\"NONE\",IF(L22=0.5,\"PARTIAL\",IF(L22=0,\"FULL\")))","v":"FULL"}]
["K2","Finance processes related to PR campaigns – managing timesheets and basic suppliers, including (but not limited to) office supplies, print production, social media advertising and event venue costs.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J23=1,1,IF(J23=0.5,0.5,IF(J23=0,0)))","v":0},"FULL"]
["K3","The principles of operational management - effective planning, organising and prioritising of workloads and suppliers to meet deadlines and objectives, and key processes (e.g. status reports, databases, reporting).",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K4","IT- how and when to use Word, Excel, PowerPoint, WordPress, EventBrite, Survey Monkey, Mailchimp, etc for maximum effectiveness in the delivery of campaigns.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J25=1,1,IF(J25=0.5,0.5,IF(J25=0,0)))","v":0},"FULL"]
["K5","Planning and production processes involved in building campaigns – the basics of creating a communications strategy, developing communications tactics and implementing a crisis plan. Digital build and content creation timeframes, print deadlines, production lead-times and media deadlines.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J26=1,1,IF(J26=0.5,0.5,IF(J26=0,0)))","v":0},"FULL"]
["K6","Public Relations & Communications objectives – how tactical targets can be set for activity, based on insight and strategy, to help meet overall individual or organisation requirements. ",null,null,null,null,null,null,0,null,"NONE",0,{"$f":"IF(L27=1,\"NONE\",IF(L27=0.5,\"PARTIAL\",IF(L27=0,\"FULL\")))","v":"FULL"}]
[null,"Skills"]
["S1","Use IT effectively to support campaigns - can use bespoke social media / PR software, such as media databases and media monitoring tools to deliver activity.",null,null,null,null,null,null,{"$f":"IF(C29:C40 = \"FULLY MET\",1,IF(C29:C40 = \"PARTIALLY MET\",0.5,IF(C29:C40 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J29=1,1,IF(J29=0.5,0.5,IF(J29=0,0)))","v":0},{"$f":"IF(L29=1,\"NONE\",IF(L29=0.5,\"PARTIAL\",IF(L29=0,\"FULL\")))","v":"FULL"}]
["S2","Build effective relationships & interpersonal communications – including developing contacts within the media and presenting ideas to stakeholders, colleagues and other interested parties in formal and informal settings.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J30=1,1,IF(J30=0.5,0.5,IF(J30=0,0)))","v":0},{"$f":"IF(L30=1,\"NONE\",IF(L30=0.5,\"PARTIAL\",IF(L30=0,\"FULL\")))","v":"FULL"}]
["S3","Assist campaigns by carrying out many support tasks - including desk research, event co-ordination, database management and reporting in compliance with agreed service / performance levels.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Produce content (including but not limited to press releases, policy statements social media posts, leaflets, op-eds, feature pitches, live events) by using an accurate and effective written communication style tailored to different audiences and media.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J32=1,1,IF(J32=0.5,0.5,IF(J32=0,0)))","v":0},"FULL"]
["S5","Support production of non-written content, e.g. film production management, producing short user generated style content, live video streaming, social image creation, infographic production.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S6","Distribute content produced to maximise positive communications opportunities by: using media relations process, pitching in stories as directed.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Distribute content produced to maximise positive communications opportunities by: creating media / influencer lists for use by colleagues when required.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S8","Distribute content produced to maximise positive communications opportunities by: using all key digital / social channels, networks and platforms.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J36=1,1,IF(J36=0.5,0.5,IF(J36=0,0)))","v":0},"FULL"]
["S9","Distribute content produced to maximise positive communications opportunities by: using search marketing techniques, email marketing and paid media. Including the use of Google, Facebook and Twitter Business Manager tools.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S10","Evaluate results by: using appropriate systems and software to accurately log and archive content outputs and results (e.g. coverage, social media reach, event attendance).",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S11","Evaluate results by: reporting back on findings and activity in a meaningful way to your manager.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S12","Evaluate results by: analysing the impact of communications activity, using quantitative data and updating analytical dashboards.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","Proactively updating colleagues on progress and flagging time slippages well in advance and managing your line manager’s expectations.",null,null,null,null,null,null,{"$f":"IF(C42:C47 = \"FULLY MET\",1,IF(C42:C47 = \"PARTIALLY MET\",0.5,IF(C42:C47 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J42=1,1,IF(J42=0.5,0.5,IF(J42=0,0)))","v":0},{"$f":"IF(L42=1,\"NONE\",IF(L42=0.5,\"PARTIAL\",IF(L42=0,\"FULL\")))","v":"FULL"}]
["B2","An awareness of pressures other members of the team may be facing and the need to offer support where necessary.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J43=1,1,IF(J43=0.5,0.5,IF(J43=0,0)))","v":0},"FULL"]
["B3","An enthusiastic and can-do attitude, participating in all required training – and then sharing knowledge with other team members.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J44=1,1,IF(J44=0.5,0.5,IF(J44=0,0)))","v":0},"FULL"]
["B4","Commitment to getting the job done wherever it is and however long it takes.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J45=1,1,IF(J45=0.5,0.5,IF(J45=0,0)))","v":0},"FULL"]
["B5","Punctuality, reliability and personal responsibility.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","Creativity in the development of new ideas and in overcoming challenges which may be faced in delivery of the communications programme.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J47=1,1,IF(J47=0.5,0.5,IF(J47=0,0)))","v":0},"FULL"]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J22:J47)","v":0},"Net Score",{"$f":"SUM(L22:L47)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J50/L54","v":0},"total CoE KSB coverage",{"$f":"L50/L57","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",24]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L54-L55-(L56*0.5)","v":24}]

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[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Commercial procurement and supply (formerly public sector commercial professional) (Level 4) "]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["Context of procurement and supply"]
["K1","How an organisation’s money is spent, including the organisation’s own rules on managing budgets.",null,null,null,null,null,null,{"$f":"IF(C23:C24 = \"FULLY MET\",1,IF(C23:C24 = \"PARTIALLY MET\",0.5,IF(C23:C24 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J23=1,1,IF(J23=0.5,0.5,IF(J23=0,0)))","v":0},{"$f":"IF(L23=1,\"NONE\",IF(L23=0.5,\"PARTIAL\",IF(L23=0,\"FULL\")))","v":"FULL"}]
["K2","The difference between public and private sector procurement life-cycles and how they fit into the organisation’s structure.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J24=1,1,IF(J24=0.5,0.5,IF(J24=0,0)))","v":0},{"$f":"IF(L24=1,\"NONE\",IF(L24=0.5,\"PARTIAL\",IF(L24=0,\"FULL\")))","v":"FULL"}]
["Pre- procurement and early market engagement"]
["K3","Show understanding of the market, regulatory environment, supplier and service landscape before beginning the tendering process. Whilst knowing about the ability to utilise market and commodity intelligence, including supplier innovation, customer requirement and how the use of internal and external data can support the development of a robust business case.",null,null,null,null,null,null,{"$f":"IF(C26:C29 = \"FULLY MET\",1,IF(C26:C29 = \"PARTIALLY MET\",0.5,IF(C26:C29 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J26=1,1,IF(J26=0.5,0.5,IF(J26=0,0)))","v":0},{"$f":"IF(L26=1,\"NONE\",IF(L26=0.5,\"PARTIAL\",IF(L26=0,\"FULL\")))","v":"FULL"}]
["K4","Cost and pricing models and commercial concepts and how they influence supplier/customer behaviours. ",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J27=1,1,IF(J27=0.5,0.5,IF(J27=0,0)))","v":0},"FULL"]
["K5","Financial awareness that enables a focus on achieving efficiencies and continuous improvement.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J28=1,1,IF(J28=0.5,0.5,IF(J28=0,0)))","v":0},"FULL"]
["K6","Recognise business needs that shape decisions, for example financial restrictions or time requirements. Show how such business objectives are articulated in procurement specifications using a set of appropriate tools/techniques e.g. LEAN sourcing.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["Sourcing and contract agreements"]
["K7","The principles and purpose of commercial contracting and how contract terms, conditions and obligations affect delivery and supplier performance.",null,null,null,null,null,null,{"$f":"IF(C31:C35 = \"FULLY MET\",1,IF(C31:C35 = \"PARTIALLY MET\",0.5,IF(C31:C35 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J31=1,1,IF(J31=0.5,0.5,IF(J31=0,0)))","v":0},{"$f":"IF(L31=1,\"NONE\",IF(L31=0.5,\"PARTIAL\",IF(L31=0,\"FULL\")))","v":"FULL"}]
["K8","Understand sustainability risks and opportunities associated with sourcing decisions. Know that these decisions assist with conducting pre-procurement market engagement to make sure the requirement is deliverable, clear and attractive to suppliers whilst also offering maximum value for money.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J32=1,1,IF(J32=0.5,0.5,IF(J32=0,0)))","v":0},{"$f":"IF(L32=1,\"NONE\",IF(L32=0.5,\"PARTIAL\",IF(L32=0,\"FULL\")))","v":"FULL"}]
["K9","Different procurement and contractual models e.g. use of SMEs, mutual and joint ventures.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K10","The use of the different types of documentation and terminology that frequently form part of the commercial contract process, e.g. the contract and its appendices.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K11","The aims of and tactics and techniques for successful negotiation.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["Supplier management"]
["K12","The organisation’s commercial strategy and policies, procedures and governance mechanisms. ",null,null,null,null,null,null,{"$f":"IF(C37:C43 = \"FULLY MET\",1,IF(C37:C43 = \"PARTIALLY MET\",0.5,IF(C37:C43 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J37=1,1,IF(J37=0.5,0.5,IF(J37=0,0)))","v":0},{"$f":"IF(L37=1,\"NONE\",IF(L37=0.5,\"PARTIAL\",IF(L37=0,\"FULL\")))","v":"FULL"}]
["K13","The principles and purpose of contract governance, risk management and the internal controls within their own organisation and conduct work within those frameworks.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J38=1,1,IF(J38=0.5,0.5,IF(J38=0,0)))","v":0},"FULL"]
["K14","A range of supplier performance monitoring, management and reporting techniques to ensure that cost, service, quality and sustainability objectives are being achieved.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K15","The need to develop strong collaborative relationships with customer, supplier and stakeholders.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J40=1,1,IF(J40=0.5,0.5,IF(J40=0,0)))","v":0},"FULL"]
["K16","What techniques to use to add value through building positive commercial relationships and trust.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J41=1,1,IF(J41=0.5,0.5,IF(J41=0,0)))","v":0},"FULL"]
["K17","How to forecast and plan requirements with internal stakeholders and suppliers to ensure the supply of goods and services matches demand taking into account actual demand.",null,null,null,null,null,null,0,null,"NONE",0,{"$f":"IF(L42=1,\"NONE\",IF(L42=0.5,\"PARTIAL\",IF(L42=0,\"FULL\")))","v":"FULL"}]
["K18","Both national and international contractual and procedural procurement law. Recognise the use of legal terms that regulate commercial agreements.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J43=1,1,IF(J43=0.5,0.5,IF(J43=0,0)))","v":0},{"$f":"IF(L43=1,\"NONE\",IF(L43=0.5,\"PARTIAL\",IF(L43=0,\"FULL\")))","v":"FULL"}]
["Category management"]
["K19","How specific areas of procurement spend can be organised into appropriate categories.",null,null,null,null,null,null,{"$f":"IF(C45:C46 = \"FULLY MET\",1,IF(C45:C46 = \"PARTIALLY MET\",0.5,IF(C45:C46 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J45=1,1,IF(J45=0.5,0.5,IF(J45=0,0)))","v":0},{"$f":"IF(L45=1,\"NONE\",IF(L45=0.5,\"PARTIAL\",IF(L45=0,\"FULL\")))","v":"FULL"}]
["K20","The main components, benefits and constraints to taking a category management approach across all stages of the commercial procurement life-cycle.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J46=1,1,IF(J46=0.5,0.5,IF(J46=0,0)))","v":0},{"$f":"IF(L46=1,\"NONE\",IF(L46=0.5,\"PARTIAL\",IF(L46=0,\"FULL\")))","v":"FULL"}]
[null,"Skills"]
["S1","Identify approaches to achieve agreements with external and internal organisations and stakeholders including developing the communication skills that can influence positive negotiated outcomes.",null,null,null,null,null,null,{"$f":"IF(C48:C59 = \"FULLY MET\",1,IF(C48:C59 = \"PARTIALLY MET\",0.5,IF(C48:C59 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J48=1,1,IF(J48=0.5,0.5,IF(J48=0,0)))","v":0},{"$f":"IF(L48=1,\"NONE\",IF(L48=0.5,\"PARTIAL\",IF(L48=0,\"FULL\")))","v":"FULL"}]
["S2","Use a range of contract and supplier performance monitoring, management and reporting techniques to ensure that cost, service, quality and sustainability objectives are being achieved and maintained.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J49=1,1,IF(J49=0.5,0.5,IF(J49=0,0)))","v":0},"FULL"]
["S3","To be able to carry out cost management, including the cost base, and variances from budget.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Use appropriate software, spreadsheet, word processing and presentation packages plus specialist programmes and systems associated with the organisation to convey information.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J51=1,1,IF(J51=0.5,0.5,IF(J51=0,0)))","v":0},"FULL"]
["S5","Clearly and concisely raise items for discussion and negotiation in order to resolve an issue that may be with customers, suppliers or colleagues.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S6","Recognise the impact that decision-making has on costs and identify opportunities to save money or deliver services in the most effective or efficient way.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Evaluate costs by comparison with industry standards or high performers (benchmarking).",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S8","Confidently display supplier/customer relationship management skills with a range of stakeholders, keeping key stakeholders and customers appropriately informed.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J55=1,1,IF(J55=0.5,0.5,IF(J55=0,0)))","v":0},"FULL"]
["S9","Take responsibility for activities such as change control, managing contractual obligations, risk management and measurement and delivering to the required performance standard.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S10","Use selection and award criteria commonly applied when sourcing requirements from external suppliers and evidence how supplier bids are evaluated against these criteria.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S11","Use the different types of documentation and terminology that frequently form part of the commercial procurement process for the supply of goods and services.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S12","Liaise, negotiate and undertake proactive actions with suppliers and stakeholders to ensure successful delivery of purchased goods and services, taking appropriate actions to address any shortfalls or excess.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","Maintain an economic, long-term focus whilst considering the objective of achieving value for money in combination to maximising quality in all activities.",null,null,null,null,null,null,{"$f":"IF(C61:C67 = \"FULLY MET\",1,IF(C61:C67 = \"PARTIALLY MET\",0.5,IF(C61:C67 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J61=1,1,IF(J61=0.5,0.5,IF(J61=0,0)))","v":0},{"$f":"IF(L61=1,\"NONE\",IF(L61=0.5,\"PARTIAL\",IF(L61=0,\"FULL\")))","v":"FULL"}]
["B2","Be responsive, innovative and seek out opportunities to create effective change.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J62=1,1,IF(J62=0.5,0.5,IF(J62=0,0)))","v":0},"FULL"]
["B3","Have a strong commitment and be self-motivated to develop and learn.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J63=1,1,IF(J63=0.5,0.5,IF(J63=0,0)))","v":0},"FULL"]
["B4","Create and maintain positive, professional and trusting working relationships with a wide range of internal, external and connected stakeholders. Maintain effective partnerships with suppliers and customers through the commercial process to achieve business objectives.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J64=1,1,IF(J64=0.5,0.5,IF(J64=0,0)))","v":0},"FULL"]
["B5","Show consideration for objective and accurate judgments using sound evidence and knowledge.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","Work to appropriate timescales and take responsibility and accountability for quality outcomes.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J66=1,1,IF(J66=0.5,0.5,IF(J66=0,0)))","v":0},"FULL"]
["B7","Always take into account diverse stakeholder needs and requirements. ",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J67=1,1,IF(J67=0.5,0.5,IF(J67=0,0)))","v":0},{"$f":"IF(L67=1,\"NONE\",IF(L67=0.5,\"PARTIAL\",IF(L67=0,\"FULL\")))","v":"FULL"}]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J23:J67)","v":0},"Net Score",{"$f":"SUM(L23:L67)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J70/L74","v":0},"total CoE KSB coverage",{"$f":"L70/L77","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",39]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L74-L75-(L76*0.5)","v":39}]

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[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Sales executive (Level 4)"]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["K1","Understand your organisation’s vision, values and capabilities, the principle goals of its overall strategy, and the specific objectives of its marketing and sales strategies. Know how to analyse your organisation’s sales and marketing strategies and objectives and translate them into plans and actions for your role.",null,null,null,null,null,null,{"$f":"IF(C22:C27 = \"FULLY MET\",1,IF(C22:C27 = \"PARTIALLY MET\",0.5,IF(C22:C27 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J22=1,1,IF(J22=0.5,0.5,IF(J22=0,0)))","v":0},{"$f":"IF(L22=1,\"NONE\",IF(L22=0.5,\"PARTIAL\",IF(L22=0,\"FULL\")))","v":"FULL"}]
["K2","Identify the features and advantages of the product(s) and/or services(s) you sell, understand how these meet customer needs, and examine how they compare to competitor’s solutions. Understand the nature of your sector and the likely forthcoming changes to it. Understand the legal, regulatory and ethical frameworks relating to your sector and role.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J23=1,1,IF(J23=0.5,0.5,IF(J23=0,0)))","v":0},{"$f":"IF(L23=1,\"NONE\",IF(L23=0.5,\"PARTIAL\",IF(L23=0,\"FULL\")))","v":"FULL"}]
["K3","Understand how your market is segmented and how to target specific segments through effective product or service positioning.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K4","Know how to analyse the macro and micro environment of individual customers. Understand the challenges and purchasing motivations of your customers and the internal and external factors that impact their purchasing decisions. Understand expectations of what constitutes a high-quality customer experience.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K5","Understand the principles of finance for sales, such as profit and loss, return on investment and budgeting. Appreciate the impacts of different types of costs on the businsess and the drivers of profitable performance. Understand the impact of any discount or variation in terms that you may offer.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K6","Understands how to exploit digital technologies to aid the sales cycle.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Skills"]
["S1","Set effective targets using sales forecasts. Prioritise customers and activities to grow account value and maximise return-on-investment in line with your organisation’s strategy. Formulate or refine customer plans and objectives. Create efficient territory plans where appropriate.",null,null,null,null,null,null,{"$f":"IF(C29:C39 = \"FULLY MET\",1,IF(C29:C39 = \"PARTIALLY MET\",0.5,IF(C29:C39 = \"NOT MET\",0,)))","v":0},null,"PARTIAL",{"$f":"IF(J29=1,0.5,IF(J29=0.5,0.5,IF(J29=0,0)))","v":0},{"$f":"IF(L29=0.5,\"NONE\",IF(L29=0,\"PARTIAL\"))","v":"PARTIAL"}]
["S2","Effectively communicate and interpret customer information exchanged through written, verbal and non-verbal communication. Develop a customer engagement style that effectively opens sales conversations, builds rapport, enhances customer relationships, and adapts to different customer’s social preferences.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J30=1,1,IF(J30=0.5,0.5,IF(J30=0,0)))","v":0},{"$f":"IF(L30=1,\"NONE\",IF(L30=0.5,\"PARTIAL\",IF(L30=0,\"FULL\")))","v":"FULL"}]
["S3","Be highly skilled at effective questioning and active listening techniques to understand the customer’s needs, guide the sales conversation appropriately, create mutual understanding, and build trust and affinity with customers.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Develop sales proposals and deliver them using a presentation style and technique appropriate for your customer. Present relevant products and/or services, explain features and their advantages, and clearly articulate the value and benefit of the solution for the specific customer. Use and adapt a range of techniques to draw-out and overcome common sales objections.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S5","Research the customer’s likely desired outcomes and negotiating stance.  Develop responses to likely objections. Identify your own organisation’s needs, such as minimum price and acceptable terms. Negotiate or trade variables effectively.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S6","Be attuned to verbal and non-verbal buying-signals andmove to close at an appropriate point in sales conversations. Develop ethical techniques to close sales and confirm customers’ purchase agreement.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Collect, analyse and interpret market intelligence and share it appropriately and effectively within your organisation.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S8","Use and adapt appropriate tools and techniques to prioritise and manage your time effectively.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S9","Contribute effectively within a team environment. Work collaboratively with both internal and external stakeholders. Manage communications with the cross-functional team in relation to the effective delivery of your sales, such as finance and service delivery. Support continual business improvement by sharing best practice with sales team colleagues and assist the marketing team to develop new marketing collateral.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S10","Deliver a positive customer experience. Manage customer enquiries and issues effectively. Take proactive action to prevent and minimise customer concerns and complaints. Handle all customer interactions professionally to the customer’s satisfaction.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S11","Effectively use digital tools to conduct research and target customers in line with the overall sales strategy. Able to deliver presentations and meetings using digital communication. Complete accurate records and process sales in accordance with your organisation’s policies, procedures and digital CRM systems.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","Present yourself as an ambassador for your employer’s brand, and act in accordance with your organisation’s values and code of conduct at all times. Maintain integrity in all business relationships. Challenge unethical behaviour.",null,null,null,null,null,null,{"$f":"IF(C41:C46 = \"FULLY MET\",1,IF(C41:C46 = \"PARTIALLY MET\",0.5,IF(C41:C46 = \"NOT MET\",0,)))","v":0},null,"PARTIAL",{"$f":"IF(J41=1,0.5,IF(J41=0.5,0.5,IF(J41=0,0)))","v":0},{"$f":"IF(L41=0.5,\"NONE\",IF(L41=0,\"PARTIAL\"))","v":"PARTIAL"}]
["B2","Proactively develop new and existing customer relationships. Plan and lead sales conversations and make recommendations to support the customers’ requirements.  Proactively monitor the customer experience.",null,null,null,null,null,null,0,null,"PARTIAL",{"$f":"IF(J42=1,0.5,IF(J42=0.5,0.5,IF(J42=0,0)))","v":0},{"$f":"IF(L42=0.5,\"NONE\",IF(L42=0,\"PARTIAL\"))","v":"PARTIAL"}]
["B3","Demonstrate the ability to control your actions, reactions and emotions.",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J43=1,1,IF(J43=0.5,0.5,IF(J43=0,0)))","v":0},{"$f":"IF(L43=1,\"NONE\",IF(L43=0.5,\"PARTIAL\",IF(L43=0,\"FULL\")))","v":"FULL"}]
["B4","Remain calm under pressure and be aware of your personal impact on others.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B5","Demonstrate the ability to maintain optimism and professionalism in the face of rejection, quickly recover from setbacks, adapt well to change, and keep going in the face of adversity.  Remain highly motivated to achieve both personal and professional goals.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","Respond positively to coaching, guidance or instruction; demonstrate awareness and ownership of your continual professional development, and actively seek out development opportunities outside of formal learning situations.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J22:J46)","v":0},"Net Score",{"$f":"SUM(L22:L46)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J49/L53","v":0},"total CoE KSB coverage",{"$f":"L49/L56","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",23]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",3]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L53-L54-(L55*0.5)","v":21.5}]

{"sheet":"ST0596","index":5,"n_rows":66,"n_cols":18,"rows_kept":66,"cut":false,"hidden":false,"merged":[[9,0,9,6]]}
[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Marketing executive (Level 4)"]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["K1","The fundamentals of marketing theory that support the marketing process e.g. the extended marketing mix (7P’S: Product, Price, Place, Promotion, Physical environment, Process, People), product development, and segmentation",null,null,null,null,null,null,{"$f":"IF(C22:C32 = \"FULLY MET\",1,IF(C22:C32 = \"PARTIALLY MET\",0.5,IF(C22:C32 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J22=1,1,IF(J22=0.5,0.5,IF(J22=0,0)))","v":0},{"$f":"IF(L22=1,\"NONE\",IF(L22=0.5,\"PARTIAL\",IF(L22=0,\"FULL\")))","v":"FULL"}]
["K2","The concepts of brand positioning and management and implementing process to support corporate reputation",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K3","The principles of stakeholder management and customer relationship management (CRM), both internal and external, to facilitate effective cross-functional relationships internally, and channel and customer relationships externally.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K4","The characteristics and plans of the business and sector they work within, including their vision and values",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K5","How marketing contributes to achieving wider business objectives",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K6","The target audience’s decision making process and how that can influence marketing activities",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K7","The sector specific legal, regulatory and compliance frameworks within which they must work, including current Data Protection regulations.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K8","The principles of effective market research and how this can influence marketing activity e.g. valid data collection sources and methodologies and usage, including digital sources, and when to use quantitative and qualitative methods.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K9","Basic principles of product development and product/service portfolios",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K10","The marketing landscape and how routes to market interplay most efficiently, e.g. franchise model, distribution",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K11","The features and benefits of different marketing communications channels and media, both digital and offline, and when and how to apply these.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Skills"]
["S1","Coordinate and maintain key marketing channels (both digital and offline)",null,null,null,null,null,null,{"$f":"IF(C34:C47 = \"FULLY MET\",1,IF(C34:C47 = \"PARTIALLY MET\",0.5,IF(C34:C47 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J34=1,1,IF(J34=0.5,0.5,IF(J34=0,0)))","v":0},{"$f":"IF(L34=1,\"NONE\",IF(L34=0.5,\"PARTIAL\",IF(L34=0,\"FULL\")))","v":"FULL"}]
["S2","Plan and deliver tactical campaigns against SMART (Specific, Measurable, Achievable, Realistic, Time-bound) objectives",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S3","Manage the production and distribution of marketing materials, e.g. digital, print and video content as appropriate.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Produce a wide range of creative and effective communications, including ability to write and proofread clear and innovative copy, project briefs, and give confident presentations",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S5","Able to engage and collaborate with a wide range of clients/stakeholders, across departments internally and with clients/suppliers externally to support marketing outcomes as required.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S6","Use good project and time management to deliver projects/tasks/events as appropriate, effectively. Including the ability to divide time effectively between reporting, planning and delivery",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Coordinate several marketing campaigns/projects/events to agreed deadlines",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S8","Effectively liaise with, and manage, internal and external stakeholders including suppliers to deliver required outcomes.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S9","Monitor project budgets within their scope of work using appropriate systems and controls.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S10","Evaluate the effectiveness of marketing campaigns by choosing the appropriate digital and offline data sources.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S11","Assimilate and analyse data and information from a range of sources to support marketing activities",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S12","Evaluate data and research findings to derive insights to support improvements to future campaigns.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S13","Effectively use appropriate business systems and software to deliver marketing outcomes efficiently, for example to analyse data, produce reports and deliver copy",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S14","Use appropriate technologies to deliver marketing outcomes e.g. digital/web analytics, social media, CRM.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","A tenacious and driven approach to see projects through to completion",null,null,null,null,null,null,{"$f":"IF(C49:C56 = \"FULLY MET\",1,IF(C49:C56 = \"PARTIALLY MET\",0.5,IF(C49:C56 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J49=1,1,IF(J49=0.5,0.5,IF(J49=0,0)))","v":0},{"$f":"IF(L49=1,\"NONE\",IF(L49=0.5,\"PARTIAL\",IF(L49=0,\"FULL\")))","v":"FULL"}]
["B2","Being a proven ‘self-starter’ and have an adaptable approach to meet changing work priorities.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B3","A creative and analytical mind, with a willingness to think of new ways of doing things",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B4","They come up with ideas and solutions to support the delivery of their work.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B5","A willingness to learn from mistakes, as not all activities go to plan, and improve their own performance as a result.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","A high level of professionalism, reliability and dependability with a passion for the customer",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B7","A collaborative approach is central to how they work, showing empathy and being mindful to the needs/views of others",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B8","Ethical behaviour in the way they approach marketing activities and their work, valuing equality & diversity.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J22:J56)","v":0},"Net Score",{"$f":"SUM(L22:L56)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J59/L63","v":0},"total CoE KSB coverage",{"$f":"L59/L66","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",33]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L63-L64-(L65*0.5)","v":33}]

{"sheet":"ST0683","index":6,"n_rows":84,"n_cols":18,"rows_kept":84,"cut":false,"hidden":false,"merged":[[9,0,9,6]]}
[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Buying and merchandising assistant (Level 4) "]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["K1","How to develop an operational or strategic approach to buying and / or merchandising",null,null,null,null,null,null,{"$f":"IF(C22:C42 = \"FULLY MET\",1,IF(C22:C42 = \"PARTIALLY MET\",0.5,IF(C22:C42 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J22=1,1,IF(J22=0.5,0.5,IF(J22=0,0)))","v":0},{"$f":"IF(L22=1,\"NONE\",IF(L22=0.5,\"PARTIAL\",IF(L22=0,\"FULL\")))","v":"FULL"}]
["K2","Industry standards, regulations and legislation relating to the ethical and sustainable sourcing, purchasing and sale of goods to ensure compliance",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K3","Product lifecycle from development to customer and the critical path approach to support the buying and merchandising process",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K4","Principles of buying and merchandising and the specific role of each",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K5","The brand position within the market, which includes both UK and global markets, retailer types and trading models",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K6","Effective methods of negotiation, and how they relate to the organisation’s strategy, goals and ethical stance",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K7","Key aspects of the sector in respect of global and domestic trading patterns",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K8","Principles of working within strategic operational buying and merchandising frameworks",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K9","Effective methods of communication to achieve operational success",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K10","The principles of internal trend analysis and forecasting",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K11","The principles of undertaking competitor analyses",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K12","The different purchasing habits of customers, seasonality and the different customer journey across all purchasing channels",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K13","The importance of keeping up with current trends within the industry",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K14","The importance of customer profiles and how they impact buying and merchandising operations",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K15","The principles of team dynamics and relationships in order to achieve individual and organisational goals",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K16","The importance of coaching and mentoring to support the development of the buying and merchandising teams",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K17","The goals and targets of the business, the drivers of performance and the contribution of the team in order to achieve these",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K18","The key performance indicators of the department, their performance and how to individually contribute to their success",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K19","The range and impact of external factors such as currency fluctuation and global suppliers have on profit margin and costs",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K20","The impact of stock planning and densities on profitability and how it aligns to organisational/brand strategy",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K21","Factors affecting and impacting seasonal planning to ensure availability of appropriate products and to drive profit",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Skills"]
["S1","Uses their market/industry knowledge to contribute to new product development and innovation",null,null,null,null,null,null,{"$f":"IF(C44:C66 = \"FULLY MET\",1,IF(C44:C66 = \"PARTIALLY MET\",0.5,IF(C44:C66 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J44=1,1,IF(J44=0.5,0.5,IF(J44=0,0)))","v":0},{"$f":"IF(L44=1,\"NONE\",IF(L44=0.5,\"PARTIAL\",IF(L44=0,\"FULL\")))","v":"FULL"}]
["S2","Contributes to the building of customer focused ranges to meet the brand identity of the business",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S3","Ensures product quality and legal compliance by working within industry standards, regulations and legislation to source, purchase and sell goods",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Ensures accurate implementation of the critical path prioritising actions accordingly",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S5","Negotiates in a manner that balances the need for a sound financial return, with the need to operate ethically, honestly and fairly",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S6","Monitors agreed performance targets with suppliers to manage ongoing supplier relationships",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Applies the organisation strategy to buying and/or merchandising to ensure strategic objectives are met",null,null,null,null,null,null,0,null,"PARTIAL",{"$f":"IF(J50=1,0.5,IF(J50=0.5,0.5,IF(J50=0,0)))","v":0},{"$f":"IF(L50=0.5,\"NONE\",IF(L50=0,\"PARTIAL\"))","v":"PARTIAL"}]
["S8","Applies an ethical and sustainable approach to the buying and merchandising process in line with policies and procedures to achieve legal compliance",null,null,null,null,null,null,0,null,"NONE",{"$f":"IF(J51=1,1,IF(J51=0.5,0.5,IF(J51=0,0)))","v":0},{"$f":"IF(L51=1,\"NONE\",IF(L51=0.5,\"PARTIAL\",IF(L51=0,\"FULL\")))","v":"FULL"}]
["S9","Ensures the agreed route to market is delivered and maintained successfully so that objectives are met",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S10","Works with external and internal departments (for example, marketing, distribution, suppliers) to build relationships to drive sales activity and support the delivery of the business objectives across all channels",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S11","Uses data to support decisions to influence both the strategic and operational direction of the buying and/or merchandising approach.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S12","Demonstrates accurate application of systems in analysing data (for example, customer trends, buying patterns, stock rotation and levels)",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S13","Analyses and presents business data to support achievement of business strategies, brand and KPIs",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S14","Evaluates commercial performance to support proposed actions for both good and poor product performers",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S15","Demonstrates anticipation of customer buying and product patterns to forecast future demand",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S16","Articulates relevant ideas and opinions towards trends and competitor activity so that opportunities may be identified",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S17","Applies customer profile/trend data to inform the development of a range, products and services",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S18","Formulates and communicates customer propositions",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S19","Develops self and individuals to improve personal and team performance and capability",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S20","Demonstrates commercial buying and merchandising within a financial framework",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S21","Operates in a manner that produces the required financial rate of return for the business",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S22","Ensures effective stock management to support the delivery of the sales and profit forecasts",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S23","Coaches and mentors new/less experienced colleagues",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","Is creative thinking, and enthusiastic with a positive and professional attitude",null,null,null,null,null,null,{"$f":"IF(C68:C74 = \"FULLY MET\",1,IF(C68:C74 = \"PARTIALLY MET\",0.5,IF(C68:C74 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J68=1,1,IF(J68=0.5,0.5,IF(J68=0,0)))","v":0},{"$f":"IF(L68=1,\"NONE\",IF(L68=0.5,\"PARTIAL\",IF(L68=0,\"FULL\")))","v":"FULL"}]
["B2","Is confident accountable and pro-active",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B3","Shows tenacity and is prepared to take risks",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B4","Is resilient, organised with an eye for attention to detail",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B5","Is flexible, agile and adaptable to changing markets",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","Operates within professional code of ethics",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B7","Is an ambassador for the business",null,null,null,null,null,null,0,null,"FULL",{"$f":"IF(J74=1,0,IF(J74=0.5,0,IF(J74=0,0)))","v":0},{"$f":"IF(L74=0,\"NONE\")","v":"NONE"}]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J22:J74)","v":0},"Net Score",{"$f":"SUM(L22:L74)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J77/L81","v":0},"total CoE KSB coverage",{"$f":"L77/L84","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",51]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",1]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",1]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L81-L82-(L83*0.5)","v":49.5}]

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[null,"START HERE"]
[null,"Awarding body/Applicant:"]
[null,"Please type the name of awarding body/applicant here"]
[null,"Qualification name:"]
[null,"Please type your qualification title here"]
[null,"Programme title if applicable:"]
[null,"Please type the programme title here"]
[]
[]
["EXAMPLE OF KSB MAPPING"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials."]
["K7","Safe and professional working practices including health, safety, environment and legislative requirements relevant to the sector, the organisation and own role","FULLY MET","Qualification specification, pg 14-16\n\nModule 2: Health, safety and professional working practices, pg 6\n\n","Module 2: LO1 - Understand the importance of health and safety in the workplace. LO2 - Understand the application of health and safety legislation in the workplace. LO3 - Understand how to apply safe working practices to work activities. \nIndicative content: local, regional, national health & safety regulations, codes of practice, site safety, health & safety promotion, health & safety measures, PPE, manual handling, equipment management, waste disposal, risk management, risk assessment","Learners will be able to show a full understanding of Health & Safety and legislative requirements relevant to the role. The indicative content on Pg 16 of the qualification specification shows they will cover Health & Safety across the wider sector, and then identify some measures that may be specific to certain organisations. Learners will also analyse the role of the employer and the environment with regards to applying Health & Safety working practices and processes.","Module 2 - students will produce a written report using a brief. There is also a short answer paper. Module 2 Assessment Brief pg 7-8 refers. \n"]
["S23 ","Communicate effectively (verbal, non-verbal, written, digital) in manner relevant to the target audience","FULLY MET","Qualification specification, pg 21-22\nModule 6: The Fundamentals of Practice, pg 12\nModule 9: Personal and Professional Development Skills, pg 11\n\n","Module 6: LO2 - Know how to use digital devices and databases relevant to your workplace. Module 9: LO1 - Understand the uses of different methods of communication. LO3 - Be able to communicate effectively with different audiences. \nIndicative content: verbal and non-verbal communication skills, presentation skills, academic and non-academic writing style, writing skills","Learners will cover verbal, non-verbal, written and digital communications, and demonstrate practical skills by completing assessment tasks which will include simulated work environments and preparing presentations targeting different audiences. Learners will develop the skills to communicate with people in a professional capacity including co-workers, line managers, clients, contractors and the public.","Module 6 - case study. \nModule 9 - scenarios in simulated work environment, students will produce presentation. Module 9 assessment pg 4. \n\n"]
[]
[]
[]
[]
[null,"Market research executive (Level 4)"]
[null,"Return to Guide"]
["KSB","KSB Statement ","KSB coverage - select the coverage provided by the qualification from the dropdown box","Where in the qualification is the relevant content? Please reference precisely where the content you are citing as evidence is within the submitted documents - Document name/Module name/Specific page number ","Evidence - Quote or copy & paste the relevant content from your referenced qualification documents. Please provide 1 - 3 references that best evidence the KSB and only refer to content that all students will cover regardless of option choice. The information you supply in this column, in conjunction with the Supporting Comments / Rationale column (Column F) should clearly and explicitly demonstrate the declared level of KSB coverage.","Supporting Comments/Rationale – Where the evidence in Column E does not clearly and explicitly provide the declared level of coverage or might not be obvious to someone who is not an expert in your qualification, use this space to explain how the level of KSB coverage is achieved by the qualification content - please be specific to the wording and meaning of the KSB statement. Where a KSB is not fully met, please provide the rationale for why you feel this is not achievable.","Assessment method - Provide information on the method(s) used to assess this KSB and relevant assessment materials.",null,"AB Score","IM Score","Mitigations ","CoE Score","Outstanding Requirement","IM Comment","IM moderation","G7 QA","IM G7 Response","Conclusion"]
[null,"Knowledge"]
["K1","The role research plays in the business process, such as the target market, consumers (behaviour or attitudes), competitors or the industry as a whole.",null,null,null,null,null,null,{"$f":"IF(C22:C32 = \"FULLY MET\",1,IF(C22:C32 = \"PARTIALLY MET\",0.5,IF(C22:C32 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J22=1,1,IF(J22=0.5,0.5,IF(J22=0,0)))","v":0},{"$f":"IF(L22=1,\"NONE\",IF(L22=0.5,\"PARTIAL\",IF(L22=0,\"FULL\")))","v":"FULL"}]
["K2","How research is used to address business, customer and policy questions, such as information related to products, services or advertising etc.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K3","The principles of Quantitative research and the underlying theories such as sampling, representativeness, statistical theory, data collection and analysis.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K4","The principles of Qualitative research and underlying theories of the social sciences e.g. representativeness, sampling theory analysis methods.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K5","The research methodologies including face to face (f2f), telephone, online, and postal.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K6","Approaches to primary research and the different sources of primary research data.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K7","Approaches to secondary research and how information is sourced and utilised from previously conducted studies.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K8","The principles of research project management such as time management, scheduling, resourcing, costs and budgeting.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K9","Relevant regulatory and legislative requirements such as data protection, GDPR, confidentiality, informed consent and safeguarding, ethics and The Market Research Society Code of Conduct.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K10","Technologies such as digital sources, systems and software, that can help deliver market research, delivery and evaluation.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["K11","Technology and software used to provide appropriate representation of data and manipulate them into appropriate formats (tables, graphs and portfolios) for publication.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Skills"]
["S1","Liaise with and manage, clients, stakeholders, internal teams and external suppliers to deliver required outcomes.",null,null,null,null,null,null,{"$f":"IF(C34:C43 = \"FULLY MET\",1,IF(C34:C43 = \"PARTIALLY MET\",0.5,IF(C34:C43 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J34=1,1,IF(J34=0.5,0.5,IF(J34=0,0)))","v":0},{"$f":"IF(L34=1,\"NONE\",IF(L34=0.5,\"PARTIAL\",IF(L34=0,\"FULL\")))","v":"FULL"}]
["S2","Undertake data collection, data analysis, data presentation and data storage including analysis and validation of the outputs from primary or secondary research data sources.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S3","Interpret, prepare and communicate research findings such as presentations, reports, and workshops.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S4","Make evidence-based recommendations from research results.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S5","Use communications skills and techniques such as negotiation, collaboration, problem solving, and decision making.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S6","Interpret research objectives and translate into research design and implementation.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S7","Use digital and IT software packages relevant to the role.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S8","Use research/survey software to gather audience insight and/or evaluation such as SPSS (Statistical Product and Service Solutions).",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S9","Select and use appropriate research design techniques.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["S10","Evaluate data and research findings to derive insights to support improvements to future research projects.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[null,"Behaviours"]
["B1","Works without bias.",null,null,null,null,null,null,{"$f":"IF(C45:C50 = \"FULLY MET\",1,IF(C45:C50 = \"PARTIALLY MET\",0.5,IF(C45:C50 = \"NOT MET\",0,)))","v":0},null,"NONE",{"$f":"IF(J45=1,1,IF(J45=0.5,0.5,IF(J45=0,0)))","v":0},{"$f":"IF(L45=1,\"NONE\",IF(L45=0.5,\"PARTIAL\",IF(L45=0,\"FULL\")))","v":"FULL"}]
["B2","Seeks learning opportunities and continuous professional development.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B3","Works collaboratively.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B4","Works ethically recognising participants needs and data privacy.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B5","Works flexibly and adapts to circumstances.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
["B6","Takes responsibility, shows initiative and is organised.",null,null,null,null,null,null,0,null,"NONE",0,"FULL"]
[]
[]
[null,null,null,null,null,null,null,null,"Gross score",{"$f":"SUM(J22:J50)","v":0},"Net Score",{"$f":"SUM(L22:L50)","v":0}]
[null,null,null,null,null,null,null,null,"total KSB coverage",{"$f":"J53/L57","v":0},"total CoE KSB coverage",{"$f":"L53/L60","v":0}]
[]
[]
[null,null,null,null,null,null,null,null,null,null,"total KSBs",27]
[null,null,null,null,null,null,null,null,null,null,"fully mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"partially mitigated",0]
[null,null,null,null,null,null,null,null,null,null,"net KSB",{"$f":"L57-L58-(L59*0.5)","v":27}]

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[]
[]
[]
["FULLY MET"]
["PARTIALLY MET"]
["NOT MET "]