Unit of competency
Modification History
Release |
Comment |
Release 1 |
New unit of competency. |
Application
This unit describes the performance outcomes required to sell products and services in an automotive retail environment. It involves identifying potential sales opportunities, and presenting, demonstrating and selling a range of automotive products and services.
It applies to those working in the automotive sales and service industry.
No licensing, legislative, regulatory or certification requirements apply to this unit at the time of publication.
Competency Field
Sales and Parts, Administration and Management
Unit Sector
Sales and Marketing
Elements and Performance Criteria
Elements Elements describe the essential outcomes. |
Performance Criteria Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold and italicised text is used, further information is detailed in the range of conditions section. |
1. Engage customer and identify potential sale |
1.1 Welcoming customer environment is maintained and customer is approached in a timely and professional manner according to workplace procedures 1.2 Appropriate interpersonal skills are used to engage the customer 1.3 Customer needs and expectations for specific products and services are identified through questioning and active listening |
2. Present and demonstrate product or service to customer |
2.1 Product or service options that best meet customer needs are selected 2.2 Product or service features, functions and accessories are explained and demonstrated, eliciting customer interaction 2.3 Customers are given the opportunity, if appropriate, to test or trial the product or service 2.4 Customers are assisted to identify their preferred option |
3. Obtain customer agreement to purchase product or service |
3.1 Price for product or service is discussed or negotiated and agreed 3.2 Sale is made using appropriate closing technique 3.3 Sale is processed and documented according to workplace procedures |
4. Complete transaction and customer follow-up procedures |
4.1 Product or service transaction is supplied or delivered to customer according to supplier specifications and workplace delivery procedures 4.2 Customer satisfaction is determined and remedial action is taken as required to maximise repeat business or referral opportunities 4.3 Opportunities for value adding or repeat sales are identified and follow-up action is taken as required 4.4 Customer records are completed and plans are developed for follow-up of potential new sales of products and services |
Foundation Skills
This section describes those language, literacy, numeracy and employment skills that are essential to performance and are not explicit in the performance criteria.
Skills |
Description |
Learning skills to: |
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Reading skills to: |
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Writing skills to: |
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Numeracy skills to: |
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Digital literacy skills to: |
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Problem solving skills to: |
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Technology skills to: |
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Range of Conditions
This section specifies work environments and conditions that may affect performance. Essential operating conditions that may be present (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) are included. Bold italicised wording, if used in the performance criteria, is detailed below.
There is no Range of Conditions for this unit.
Unit Mapping Information
Equivalent to AURSCA2005 Sell products
Links
Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=b4278d82-d487-4070-a8c4-78045ec695b1