Modification History
Not applicable.
Unit Descriptor
Unit descriptor |
This unit describes the performance outcomes, skills and knowledge required to build and maintain relationships with premium or high value customers including the tailoring of services to meet their specific needs. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement. |
Application of the Unit
Application of the unit |
This unit applies to senior customer service job roles in the financial services industry. |
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. Contribute to the identification of the customer segment |
1.1. Criteria for the identification of customers in specialist premium customer segments are analysed and evaluated 1.2. Databases are accessed and updated to ensure the availability of consistent and accurate information to support quality customer relationship management 1.3. The attributes, service needs and wants of the premium customer segment are identified as a basis for tailoring communications and services 1.4. Contribution is made to the development of a service strategy for the premium customer segment |
2. Manage customer relationships with premium or high value individuals |
2.1. The portfolio of premium customers is administered using the business rules and processes of the financial services organisation 2.2. Characteristics, benefits and costs of the range of products and services relevant to the premium customer segment are identified and analysed and service is delivered to the standard specified for the customer segment 2.3. Reward and recognition strategies to build customer loyalty are developed and delivered to the premium customer segment |
3. Provide high level and tailored service |
3.1. Regular contact is established with customers in the portfolio to determine their ongoing needs and service expectations 3.2. Current usage patterns are analysed and effective service and product options are identified and documented 3.3. Optimum product and service solutions to meet customer needs are identified, modelled and sold 3.4. Service delivery to the premium customer by other departments or groups across the organisation are coordinated 3.5. Concerns or complaints about service or products are researched and addressed on behalf of the customer including the coordination of responses across all departments and groups |
4. Evaluate and report outcomes |
4.1. Reports against targets using standards, protocols and procedures are made with exception or feedback reports analysed and problems rectified 4.2. Product and service offering targeted to the premium customer segment is reviewed and solutions for improvement are made to management 4.3. The customer database is maintained to improvement the management of the premium customer segment |
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 |
Evidence of the ability to:
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Context of and specific resources for assessment |
Assessment must ensure:
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Method of assessment |
A range of assessment methods should be used to assess practical skills and knowledge. The following examples, in combination, are appropriate for this unit:
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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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The criteria for the development of premium or high value customer segments may include the following characteristics: |
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The service needs and wants of the premium customer segment may include: |
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Service strategy for premium customers may include: |
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A portfolio of premium customers managed by an officer may be determined by: |
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Unit Sector(s)
Unit sector |
Customer service |
Competency field
Competency field |
Co-requisite units
Co-requisite units |
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