Qualification details

BSB40610 - Certificate IV in Business Sales (Release 3)


ReleaseStatusRelease date
3 (this release)Current 18/Dec/2012
(View details for release 2) Replaced28/Nov/2011
(View details for release 1) Replaced10/Mar/2009

Usage recommendation:
Supersedes and is equivalent to BSB40607 - Certificate IV in Business Sales 11/Mar/2009
Is superseded by and equivalent to BSB40615 - Certificate IV in Business SalesUpdated to meet Standards for Training Packages. 24/Mar/2015

Training packages that include this qualification

Units of competency

CodeSort Table listing Units of Competency by the Code columnTitleSort Table listing Units of Competency by the Title columnEssential
BSBADM405B - Organise meetingsOrganise meetings Elective
BSBADM406B - Organise business travelOrganise business travel Elective
BSBADM409A - Coordinate business resourcesCoordinate business resources Elective
BSBCMM401A - Make a presentationMake a presentation Elective
BSBCUS401B - Coordinate implementation of customer service strategiesCoordinate implementation of customer service strategies Elective
BSBCUS402B - Address customer needsAddress customer needs Elective
BSBFIA402A - Report on financial activityReport on financial activity Elective
BSBINT401B - Research international business opportunitiesResearch international business opportunities Elective
BSBITU301A - Create and use databasesCreate and use databases Elective
BSBITU402A - Develop and use complex spreadsheetsDevelop and use complex spreadsheets Elective
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SchemeCodeClassification value
ANZSCO Identifier 611300 Sales Representatives 
ASCO (occupation type) Identifier 6211 Sales Representatives 
ASCED Qualification/Course Field of Education Identifier 0805 Sales And Marketing 
Qualification/Course Level of Education Identifier 511 Certificate IV 

Classification history

SchemeCodeClassification valueStart dateEnd date
ANZSCO Identifier 611300 Sales Representatives 03/Aug/2011 
ASCO (occupation type) Identifier 6211 Sales Representatives 03/Aug/2011 
ASCED Qualification/Course Field of Education Identifier 0805 Sales And Marketing 03/Aug/2011 
Qualification/Course Level of Education Identifier 511 Certificate IV 10/Mar/2009 
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Modification History



Release 3

New release of this Qualification with BSB07 Business Services Training Package version 7.0.

BSBOHS elective unit updated with the BSBWHS unit and imported elective units updated with the most current equivalent

Release 2

New release of this Qualification with BSB07 Business Services Training Package version 6.0.

Codes of some units have been updated.

Release 1

Initial release of this Qualification.


This qualification reflects the role of individuals who use well-developed business sales skills and a broad knowledge base in a wide variety of business sales contexts. They apply solutions to a defined range of unpredictable problems, and analyse and evaluate information from a variety of sources. They may provide leadership and guidance to others and have limited responsibility for the output of others, however they typically report to a more senior business sales practitioner.

Job roles 

Job roles and titles vary across different industry sectors. Possible job titles relevant to this qualification include:

  • sales account assistant
  • sales agent
  • sales representative.

Pathways Information

Pathways into the qualification 

Preferred pathways for candidates considering this qualification include:

  • BSB30112 Certificate III in Business or other relevant qualification


  • with vocational experience in assisting sales team leaders, supervisors or managers to conduct sales activities but without a formal sales qualification.

Pathways from the qualification 

  • BSB51207 Diploma of Marketing or a range of other Diploma qualifications.

Licensing/Regulatory Information

There is no direct link between this qualification and licensing, legislative or regulatory requirements. However, where required, a unit of competency will specify relevant licensing, legislative or regulatory requirements that impact on the unit.

Entry Requirements

There are no entry requirements for this qualification.

Employability Skills Summary

The following table contains a summary of the employability skills required by industry for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options.

Employability skill 

Industry or enterprise requirements for this qualification include: 


  • being appropriately assertive with clients and client representatives
  • establishing and using appropriate formal or informal business networks
  • establishing rapport and relationships with client and client representatives
  • using gestures, posture, body language, facial expressions and voice to create a supportive selling environment


  • identifying and using the strengths of other sales team members to promote the attainment of sales objectives
  • working as an individual or as part of a sales team to conduct sales activities and to support other team members in achieving sales targets and objectives


  • identifying and addressing reasons for potential buyer reluctance to purchase
  • refining the system of recording prospect information based on an evaluation

Initiative and enterprise

  • identifying and presenting options for cross-selling or up-selling
  • using initiative to develop sales prospects and lists of potential buyers

Planning and organising

  • collecting the names of potential buyers likely to be interested in purchasing a product or service
  • pipelining and planning sales activities to identify sales solutions and prospects
  • securing sales prospects and supporting post-sale activities


  • establishing an individualised sales plan
  • managing stress, time and sales-related paperwork effectively


  • acquiring knowledge of products or services
  • obtaining feedback on the sales process and product or service satisfaction from customers


  • using business technology to process orders
  • using the internet to obtain product information

Packaging Rules

Total number of units = 10 

4 core units plus 

6 elective units 

4 elective units  must be selected from the elective units listed below.

2 elective units  may be selected from the elective units listed below, from this Training Package or from any current accredited course or endorsed Training Package at this qualification level or Certificate III or Diploma level.

Elective units must be relevant to the work outcome, local industry requirements and the qualification level.

Core units 

BSBPRO401A Develop product knowledge

BSBREL402A Build client relationships and business networks

BSBSLS407A Identify and plan sales prospects

BSBSLS408A Present, secure and support sales solutions

Elective units 

Customer service 

BSBCUS401B Coordinate implementation of customer service strategies

BSBCUS402B Address customer needs

Financial administration 

BSBFIA402A Report on financial activity

General administration 

BSBADM405B Organise meetings

BSBADM406B Organise business travel

BSBADM409A Coordinate business resources

International business 

BSBINT401B Research international business opportunities

Interpersonal communication 

BSBCMM401A Make a presentation

IT use 

BSBITU301A Create and use databases

BSBITU402A Develop and use complex spreadsheets


BSBMKG401B Profile the market

BSBMKG402B Analyse consumer behaviour for specific markets

BSBMKG408B Conduct market research

BSBMKG413A Promote products and services

BSBMKG414B Undertake marketing activities

BSBMKG415A Research international markets

BSBMKG416A Market goods and services internationally

Work health and safety 

BSBWHS401A Implement and monitor WHS policies, procedures and programs to meet legislative requirements

Relationship management 

BSBREL401A Establish networks

BSBREL403A Implement international client relationship strategies


BSBRES401A Analyse and present research information


BSBSLS501A Develop a sales plan

BSBSLS502A Lead and manage a sales team


BSBSUS301A Implement and monitor environmentally sustainable work practices

Workplace effectiveness 

BSBWOR401A Establish effective workplace relationships

BSBWOR402A Promote team effectiveness

Imported units 

FNSSAM402A Implement a sales plan

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