Unit of competency details

BSBCUE304 - Provide sales solutions to customers (Release 1)

Summary

Releases:
ReleaseStatusRelease date
1 1 (this release)Current 25/Mar/2015

Usage recommendation:
Current
Mapping:
MappingNotesDate
Supersedes and is equivalent to BSBCCO304C - Provide sales solutions to customersUpdated to meet Standards for Training Packages Code changed to reflect industry practice 24/Mar/2015


Training packages that include this unit

CodeTitleSort Table listing Training packages that include this unit by the Title columnRelease
SIR - Retail Services Training PackageRetail Services Training Package 1.0-3.0 
MSF - Furnishing Training PackageFurnishing Training Package 2.0-3.1 
FNS - Financial Services Training PackageFinancial Services Training Package 1.0-2.1 
BSB - Business Services Training PackageBusiness Services Training Package 1.0-2.0 

Classifications

SchemeCodeClassification value
ASCED Module/Unit of Competency Field of Education Identifier 080501 Sales  

Classification history

SchemeCodeClassification valueStart dateEnd date
ASCED Module/Unit of Competency Field of Education Identifier 080501 Sales  30/Jul/2015 
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Unit Of competency

Modification History

Release 

Comments 

Release 1

This version first released with BSB Business Services Training Package Version 1.0.

Application

This unit describes the skills and knowledge required to process sales enquiries requiring complex solutions, and to follow up to ensure customer satisfaction.

It applies to individuals who apply a broad range of competencies in a varied work context, using some discretion and judgement and relevant theoretical knowledge, and who may provide technical advice and support to a team.

No licensing, legislative or certification requirements apply to this unit at the time of publication.

Unit Sector

Stakeholder Relations – Customer Engagement

Elements and Performance Criteria

ELEMENT 

PERFORMANCE CRITERIA 

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1 Identify customer needs

1.1 Question customers in detail and listen actively to determine product and service requirements

1.2 Verify and agree customer needs with customer

1.3 Access existing customer records and offer technical and specialist advice to customer, where such advice is considered beneficial to closing of the sale and customer understanding and decision-making

1.4 Identify customer’s financial limitations

1.5 Discuss estimates and quotes with team and specialist staff if necessary, prior to submission to customer

2 Respond to customer needs

2.1 Prepare, present and discuss estimates and quotes with customer, as role permits

2.2 Fully explain benefits of various options and pricing structures to customer

2.3 Give customer opportunity to question options and quotes provided

2.4 Promote advantages of dealing with the organisation

2.5 Manage customer objections effectively by promoting specific benefits

3 Close sales

3.1 Agree on product or service to be purchased with customer

3.2 Establish customer’s preferred purchase and payment arrangements

3.3 Finalise documentation relating to sale and forward to customer for agreement and signature

3.4 Negotiate and arrange payment method with customer

3.5 Conduct appropriate credit checks

3.6 Clearly record delivery/installation arrangements as agreed with customer

3.7 Comply with relevant legislation, codes, regulations and standards during engagement and sale

4 Input sales records

4.1 Fully record details of sale

4.2 Amend existing customer records where appropriate

4.3 Initiate invoices according to organisational policy

4.4 Organise delivery/installation according to organisational policy

5 Provide sales support where required

5.1 Verify customer satisfaction after delivery/installation

5.2 Identify additional action to satisfy customer needs

5.3 Initiate action in an efficient and timely manner

Foundation Skills

This section describes language, literacy, numeracy and employment skills incorporated in the performance criteria that are required for competent performance.

Skill 

Performance 

Criteria 

Description 

Reading

1.3

  • Recognises and interprets textual information from relevant sources to determine customer requirements

Writing

3.3, 3.6, 4.1-4.3

  • Prepares specific information, in formats required by organisation, to conduct and close sales

Oral Communication

1.1-1.3, 2.1-2.3, 3.1, 3.2, 3.4, 3.6, 5.1

  • Articulates clearly using specific and relevant language suitable to audience to convey requirements, and listening and questioning to confirm understanding
  • Elicits views and opinions of others by listening and questioning

Numeracy

1.4, 2.1, 2.2, 3.4, 3.5

  • Interprets numerical information and applies basic mathematical calculations relating to estimates and quotes
  • Extracts, evaluates and compares numerical information

Navigate the world of work

3.7, 4.4

  • Takes personal responsibility for adherence to legal/regulatory requirements and organisational policy in planning and undertaking work

Interact with others

1.1-1.5, 2.1-2.5, 3.1, 3.2, 3.4, 5.1, 5.2

  • Selects and uses appropriate conventions and protocols when communicating with customers and relevant authorities
  • Recognises importance of establishing rapport to engage customers and provide effective service solutions in complex situations

Get the work done

1.3, 2.1, 3.3, 3.5, 3.6, 4.1-4.4, 5.1-5.3

  • Plans and implements customer sales tasks, accepting stated goals and aiming to achieve them efficiently
  • Uses systematic, analytical processes to gather relevant credit information
  • Recognises and takes responsibility for anticipating and addressing predictable problems to achieve customer satisfaction promptly
  • Uses familiar digital systems and tools to access, organise, analyse, record and display information relevant to customer sales activities

Unit Mapping Information

Code and title  

current version 

Code and title 

previous version 

Comments 

Equivalence status 

BSBCUE304 Provide sales solutions to customers

BSBCCO304C Provide sales solutions to customers

Updated to meet Standards for Training Packages

Code changed to reflect industry practice

Equivalent unit

Links

Companion Volume implementation guides are found in VETNet - https://vetnet.education.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10

 

Assessment requirements

Modification History

Release 

Comments 

Release 1

This version first released with BSB Business Services Training Package Version 1.0.

Performance Evidence

Evidence of the ability to:

  • recommend product or service to match customer need with a clear explanation of price and payment options
  • apply appropriate credit checks
  • organise customer payment and delivery details
  • record sales, payments and delivery arrangements
  • provide after sales service.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

Knowledge Evidence

To complete the unit requirements safely and effectively, the individual must:

  • explain estimate and quote procedures
  • outline marketing and sales principles and practices
  • identify organisational pricing policies
  • identify organisational protocols associated with customer service and sales
  • identify statutory, regulatory and legislative requirements related to providing sales solutions to customers.

Assessment Conditions

Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the stakeholder relations – customer engagement field of work and include access to:

  • relevant standards, guidelines and legislation, workplace information and data
  • relevant office resources and equipment
  • a work environment or simulated customer contact centre to observe interaction with customers.

Assessors must satisfy NVR/AQTF assessor requirements.

Links

Companion Volume implementation guides are found in VETNet - https://vetnet.education.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10

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