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Unit of competency details

BSBPRO401A - Develop product knowledge (Release 2)

Summary

Usage recommendation:
Superseded
Mapping:
MappingNotesDate
Is superseded by and equivalent to BSBPRO401 - Develop product knowledgeUpdated to meet Standards for Training Packages 24/Mar/2015

Releases:
ReleaseRelease date
2 (this release) 28/Nov/2011
(View details for release 1) 10/Mar/2009

Training packages that include this unit

Qualifications that include this unit

CodeSort Table listing Qualifications that include this unit by the Code columnTitleSort Table listing Qualifications that include this unit by the Title columnRelease
ICP40610 - Certificate IV in Printing and Graphic Arts (Management/Sales)Certificate IV in Printing and Graphic Arts (Management/Sales)1-2 
CHC30908 - Certificate III in Employment ServicesCertificate III in Employment Services
AUR20311 - Certificate II in BicyclesCertificate II in Bicycles1-2 
LMF31608 - Certificate III in Security Screens and GrillsCertificate III in Security Screens and Grills1-2 
AUR32613 - Certificate III in Automotive Tyre ManagementCertificate III in Automotive Tyre Management1-2 
CHC30912 - Certificate III in Employment ServicesCertificate III in Employment Services
AUR31005 - Certificate III in Automotive SalesCertificate III in Automotive Sales1-2 
AUR30211 - Certificate III in BicyclesCertificate III in Bicycles1-2 
BSB40610 - Certificate IV in Business SalesCertificate IV in Business Sales1-3 
BSB40107 - Certificate IV in AdvertisingCertificate IV in Advertising1-3 
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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  25/Jul/2008 
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Modification History

Release 

Comments 

Release 2 

New release of this Qualification released with version 6 of BSB07 Business Services Training Package.

Outdated advice removed

Unit Descriptor

This unit describes the performance outcomes, skills and knowledge required to develop product knowledge in preparation for the sales process.

Application of the Unit

This unit applies to individuals in a sales related position in a small, medium or large enterprise across a wide variety of industries and contexts who develop their product knowledge prior to undertaking selling activities. They may provide advice and support about aspects of sales solutions to support a sales team.

Licensing/Regulatory Information

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

Pre-Requisites

Not applicable

Employability Skills Information

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. Acquire knowledge of products in a specified area

1.1. Identify information sources  about products  in a specified area and evaluate them for reliability and validity

1.2. Identify product purpose/s and use/s

1.3. Identify key features  of the product/s

1.4. Identify product strengths and weaknesses

1.5. Articulate guarantees and warranties and identify service support details

2. Convert product knowledge into benefits

2.1. Identify features of the product which have potential buyer appeal

2.2. Present features of the product which have buyer appeal as benefits to the buyer

2.3. Present product benefits within the context of organisational requirements  and legislation

3. Evaluate competitors' products

3.1. Use a range of information sources to identify competitors' products

3.2. Compare features, benefits, strengths and weaknesses of competitors' products with own products

3.3. Establish relative standing of the organisation's product with the competitors' product/s and communicate differences to the buyer

Required Skills and Knowledge

This section describes the skills and knowledge required for this unit.

Required skills 

  • information management skills to summarise information verbally and non-verbally
  • literacy and numeracy skills to interpret sales data and to summarise information obtained from a variety of verbal and non-verbal sources.

Required knowledge 

  • features, benefits, strengths and weaknesses of own organisation's and competitors' products
  • industry competitors, trends and developments
  • organisational structure/s, roles and responsibilities, policies, procedures, product labelling and descriptions
  • potential buyer markets
  • processes used when buying and selling products and services
  • identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as:
  • anti-discrimination
  • consumer protection
  • contract law legislation
  • ethical principles
  • privacy laws
  • Trade Practices Act.

Evidence Guide

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.

Overview of assessment 

Critical aspects for assessment and evidence required to demonstrate competency in this unit 

Evidence of the following is essential:

  • comparison of the key features and benefits of product/s with competitor offerings
  • demonstration of product knowledge offered by an organisation
  • presentation of key features and benefits of own product/s.

Context of and specific resources for assessment 

Assessment must ensure:

  • access to an actual workplace or simulated environment
  • access to information sources about an organisation's and competitors' products, services or ideas
  • access to office equipment and resources.

Method of assessment 

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

  • direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
  • observation of presentation of key features and benefits to customers or simulated customers
  • oral or written questioning to assess knowledge of features, benefits, strengths and weaknesses of organisation's and competitors' products
  • review of evaluation of identification of information sources about products in a specified area
  • evaluation of strengths and weaknesses established for competitors' products.

Guidance information for assessment 

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Range Statement

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.

Information sources  may include:

  • associations
  • catalogues
  • claims of competitive sales people
  • competitor websites
  • competitor sales literature
  • external sales data sources such as warehouse withdrawals
  • internal sales data records
  • other company personnel
  • sales conventions
  • trade association magazines
  • trade shows

Products  may include:

  • goods
  • ideas
  • services

Features  may include:

  • brand
  • colour
  • country of origin
  • covenant
  • manufacturer
  • product care details
  • safety aspect
  • shelf life
  • size
  • style
  • warnings

Organisational requirements  may include:

  • level of client service required
  • policies and procedures which are formally documented and are available for reference within the workplace

Unit Sector(s)

Business Development - Sales