Qualification details

CPC40408 - Certificate IV in Building and Construction (Sales) (Release 3)


Usage recommendation:
Release Status:
ReleaseRelease date
3 (this release) 17/Jan/2017
(View details for release 2) 07/Feb/2013
(View details for release 1) 19/May/2011

Training packages that include this qualification

Units of competency

CodeSort Table listing Units of Competency by the Code columnTitleEssentialSort Table listing Units of Competency by the Essential column
BSBCUS402 - Address customer needsAddress customer needsElective
BSBITU201 - Produce simple word processed documentsProduce simple word processed documentsElective
BSBITU202 - Create and use spreadsheetsCreate and use spreadsheetsElective
BSBITU301 - Create and use databasesCreate and use databasesElective
BSBMGT403 - Implement continuous improvementImplement continuous improvementElective
BSBMKG414A - Undertake marketing activitiesUndertake marketing activitiesElective
BSBOHS201A - Participate in OHS processesParticipate in OHS processesCore
BSBPMG404A - Apply quality management techniquesApply quality management techniquesElective
BSBRES401 - Analyse and present research informationAnalyse and present research informationElective
BSBSLS403A - Present a sales solutionPresent a sales solutionElective
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SchemeCodeClassification value
ANZSCO Identifier 612112 Property Manager 
ASCO (occupation type) Identifier 3293-13 Property Manager 
ASCED Qualification/Course Field of Education Identifier 0805 Sales And Marketing 
Qualification/Course Level of Education Identifier 511 Certificate IV 
Taxonomy - Industry Sector N/A Construction Services 
Taxonomy - Occupation N/A Building Sales Consultant 

Classification history

SchemeCodeClassification valueStart dateEnd date
ANZSCO Identifier 612112 Property Manager 03/Aug/2009 
ASCO (occupation type) Identifier 3293-13 Property Manager 03/Aug/2009 
ASCED Qualification/Course Field of Education Identifier 0805 Sales And Marketing 03/Aug/2009 
Qualification/Course Level of Education Identifier 511 Certificate IV 19/May/2011 
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Modification History




Revised qualification deemed equivalent to CPC40408


Core and elective units revised resulting in a number of unit identifier changes


Update superseded imported units from elective list with equivalent current unit for:

  • BSBCUS402B to BSBCUS402
  • BSBITU201A to BSBITU201
  • BSBITU202A to BSBITU202
  • BSBITU301A to BSBITU301
  • BSBMGT403A to BSBMGT403
  • BSBRES401A to BSBRES401
  • BSBSMB401A to BSBSMB401
  • BSBWRT401A to BSBWRT401

This version released with CPC08 Version 9.3.


This qualification is designed to meet the needs of sales consultant in the building and construction industry.

Occupational titles may include:

  • Building sales consultant.

The qualification has core unit of competency requirements that cover common skills for the construction industry.

The construction industry strongly affirms that training and assessment leading to recognition of skills must be undertaken in a real or very closely simulated workplace environment and this qualification requires all units of competency to be delivered in this context.

Completion of the general induction training program specified by the National Code of Practice for Induction Training for Construction Work (ASCC 2007) is required before entering a construction work site. Achievement of unit CPCCOHS1001A covers this requirement.

Additional units of competency may be required to meet builder registration requirements in various States and Territories.

Pathways Information

Not applicable.

Licensing/Regulatory Information

Not applicable.

Entry Requirements

Not applicable.

Employability Skills Summary

Employability skill 

Industry/enterprise requirements for this qualification include: 


  • Interprets a range of complex and technical documents, including relevant regulatory, legislative and licensing requirements, codes and standards, plans, drawings and specifications, schedules, site files, contracts, orders and organisational policies and procedures
  • Analyses and evaluates reports and reference materials
  • Provides clear and accurate information to customers about the construction process and requirements and contracts and the industry environment and opportunities
  • Communicates effectively with a range of relevant parties through a range of media
  • Articulates complex ideas clearly
  • Uses gestures, posture, body language, facial expression and voice to create a supportive selling environment
  • Uses persuasive communication techniques to secure buyer interest
  • Understands relevant definitions, terminology, symbols and language
  • Negotiates contracts as well as conflict and dispute resolution
  • Prepares documents, including construction contracts, plans, sketches and drawings and specifications, reports, tenders, schedules, building applications and submissions and file notes
  • Reports and records project costs
  • Maintains and checks logs, records and documents
  • Analyses a range of data, including company and stakeholder resource consumption and waste product volumes


  • Works 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
  • Seeks expert advice where appropriate
  • Works collaboratively with relevant stakeholders
  • Understands various stakeholders' roles
  • Relates positively to fellow workers and the management team
  • Relates to people from diverse social, cultural and ethnic backgrounds and with varying physical and mental abilities

Problem solving 

  • Works 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
  • Seeks expert advice where appropriate
  • Works collaboratively with relevant stakeholders
  • Understands various stakeholders' roles
  • Relates positively to fellow workers and the management team
  • Relates to people from diverse social, cultural and ethnic backgrounds and with varying physical and mental abilities

Initiative and enterprise 

  • Acts with initiative and foresight to ensure legal requirements are applied accurately
  • Identifies maintenance requirements for display or presentation areas
  • Evaluates properties of construction materials and selects appropriate materials based on evaluation
  • Evaluates effective strategies for insulating structures
  • Develops waste management strategies and dispute resolution procedures
  • Identifies environmental and resource efficiency improvements, applies knowledge about resource use to organisational activities and customer service and develops resource efficiency tools

Planning and organising 

  • Plans and coordinates various work operations
  • Prepares project schedules
  • Participates in effective implementation of organisation's operational plans
  • Plans and organises on-site activities and implements procedures associated with building and construction work
  • Identifies and organises resource requirements and obtains supply information
  • Supervises various administrative and work processes, including payments
  • Collects, analyses and organises workplace information and data
  • Plans and organises inspections
  • Plans and organises effective display or presentation areas, including provision of customer facilities

Self management 

  • Manages own performance to ensure required levels of service standards, work quality and professional competence
  • Manages work priorities and professional development
  • Uses feedback to improve own performance
  • Organises and completes daily work activities


  • Is open to new ideas and techniques
  • Acquires and applies industry knowledge
  • Seeks feedback on personal performance
  • Uses information effectively to improve work performance
  • Learns from colleagues as part of effective teamwork


  • Operates office equipment and computers
  • Uses digital cameras
  • Uses technology to improve efficiency and effectiveness of managing work

Packaging Rules

To achieve this qualification, the candidate must demonstrate competency in:

  • 15 units of competency:
  • 9 core units
  • 6 elective units.

The elective units are to be chosen as follows:

  • up to 6 units from general elective units
  • up to 3 units from qualifications in CPC08 or another current Training Package or state accredited course, provided the integrity of the AQF alignment is ensured, they contribute to a valid, industry-supported vocational outcome, and that no more than:
  • 2 units are from a Certificate IV qualification
  • 1 unit is from a Certificate III or Diploma qualification.

Some units in this qualification may have prerequisite requirements, which must be met when packaging the qualification. Users are referred to the list of CPC08 units with prerequisite unit requirements available in this Training Package for this purpose.

Core units  


Participate in OHS processes


Select and prepare a construction contract


Read and interpret plans and specifications


Establish a basis for sales consulting


Apply construction information to the sales process


Analyse and communicate industry information


Process client requirements


Apply contract law to sales processes


Maintain the sales environment

Elective units 


Address customer needs


Produce simple word processed documents


Create and use spreadsheets


Create and use databases


Implement continuous improvement


Undertake marketing activities


Apply quality management techniques


Analyse and present research information


Establish legal and risk management requirements of small business


Present a sales solution


Secure prospect commitment


Write complex documents


Prepare simple building sketches and drawings


Administer a construction contract


Apply sustainable building design principles to water management systems


Build thermally efficient and sustainable structures


Minimise waste on the building and construction site


Resolve business disputes


Manage personal work priorities and professional development


Implement and monitor environmentally sustainable work practices


Market property for sale


Sell and finalise the sale of property by private treaty


Work effectively with culturally diverse clients and co-workers

Custom Content Section

Not applicable.