Modification History
Not Applicable
Unit Descriptor
Unit descriptor |
This unit of competency covers the competence required to promote and sell products and services to current and potential customers, establish on-sell opportunities in a sales situation, and recommend complementary products and services to customers. |
Application of the Unit
Application of the unit |
This unit of competence applies to the following and should be contextualised to the qualification it is being applied:
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Licensing/Regulatory Information
Not Applicable
Pre-Requisites
Prerequisite units |
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Employability Skills Information
Employability skills |
This unit contains employability skills. |
Elements and Performance Criteria Pre-Content
Elements describe the essential outcomes of a unit of competency. |
Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide. |
Elements and Performance Criteria
ELEMENT |
PERFORMANCE CRITERIA |
1. Promote products and services to customers |
1.1. Explanations/demonstrations, where applicable, are conducted professionally 1.2. Product benefits and relevance of product to customer needs are highlighted during demonstration 1.3. Selling techniques are employed based on accepted and industry standards, legal requirements and enterprise policy |
2. Establish on-sell opportunities |
2.1. Customer interest areas and needs are identified 2.2. On-sell opportunities are assessed through knowledge of customer needs and interests, and enterprise products and services 2.3. Explanations are aligned to customer interest areas and needs 2.4. Customer needs for complementary products or services are determined |
3. Recommend complementary products or services to customers |
3.1. Complementary products or services of benefit to customer are identified 3.2. Benefits of product or service are discussed with customer 3.3. Cost estimates are prepared and documented |
Required Skills and Knowledge
REQUIRED SKILLS AND KNOWLEDGE |
This section describes the skills and knowledge required for this unit. |
Required skills |
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Required knowledge |
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Evidence Guide
EVIDENCE GUIDE |
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The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package. |
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Overview of assessment |
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Critical aspects for assessment and evidence required to demonstrate competency in this unit |
It is essential that competence in this unit signifies ability to transfer competence to changing circumstances and to respond to unusual circumstances in the critical aspects of:
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Context of , and specific resources for assessment |
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Method of assessment |
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Guidance information for assessment |
Range Statement
RANGE STATEMENT |
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The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included. |
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Promotion |
Promotion may include:
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Selling |
Selling may include:
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Sales |
Sales may include:
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Professional explanations / demonstrations |
Professional explanations/demonstrations may include:
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Customer needs |
Customer needs may include:
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Industry standards |
Industry standards for selling products and services include those relating to:
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Complementary products /services |
Complementary products/services may include:
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OHS requirements |
OHS requirements may include:
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Resources may include |
Resources may include:
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Information /documents |
Sources of information/documents may include:
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Unit Sector(s)
Unit sector |
Sales |
Co-requisite units
Co-requisite units |
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Competency field
Competency field |