Qualification details

SIR30412 - Certificate III in Business to Business Sales (Release 2)


Usage recommendation:
Is superseded by SIR30316 - Certificate III in Business to Business Sales• Not Equivalent • Number of units for completion remains as 10, 5 core and 5 electives • Packaging rules simplified. 30/Mar/2016

Release Status:
ReleaseRelease date
2 (this release) 14/Aug/2012
(View details for release 1) 13/Jun/2012

Training packages that include this qualification

Units of competency

CodeSort Table listing Units of Competency by the Code columnTitleSort Table listing Units of Competency by the Title columnEssentialSort Table listing Units of Competency by the Essential column
BSBCCO301B - Use multiple information systemsUse multiple information systems Elective
BSBCCO304C - Provide sales solutions to customersProvide sales solutions to customers Elective
SIRWFIN001A - Complete debtor processesComplete debtor processes Elective
SIRWFIN002A - Manage debtor processesManage debtor processes Elective
SIRWINV301 - Administer supply to a businessAdminister supply to a business Elective
SIRWINV302 - Monitor inventory capacity to meet demandMonitor inventory capacity to meet demand Elective
SIRWSLS301 - Build sales relationshipsBuild sales relationships Elective
SIRWSLS302 - Process product and service dataProcess product and service data Elective
SIRWSLS303 - Analyse and achieve sales targetsAnalyse and achieve sales targets Elective
SIRWSLS304 - Build sales of branded productsBuild sales of branded products Elective
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SchemeCodeClassification value
ANZSCO Identifier 621511 Retail Supervisor 
ASCO (occupation type) Identifier 6213-11 Retail Supervisor 
ASCED Qualification/Course Field of Education Identifier 0805 Sales And Marketing 
Qualification/Course Level of Education Identifier 514 Certificate III 
Taxonomy - Industry Sector N/A Commerce,Business Administration,Customer Service 
Taxonomy - Occupation N/A Sales Representative 

Classification history

SchemeCodeClassification valueStart dateEnd date
ANZSCO Identifier 621511 Retail Supervisor 02/Oct/2012 
ASCO (occupation type) Identifier 6213-11 Retail Supervisor 02/Oct/2012 
ASCED Qualification/Course Field of Education Identifier 0805 Sales And Marketing 02/Oct/2012 
Qualification/Course Level of Education Identifier 514 Certificate III 13/Jun/2012 
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Modification History

The version details of this endorsed qualification are in the table below. The latest information is at the top.



Release 2

Updated imported units:

  • BSBCCO301B Use multiple information systems
  • BSBCCO304C Provide sales solutions to customers

First Release

SIR40212 is a new qualification and has been developed to reflect the roles within the business to business environment.

The total number of units required complete this qualification is 10 units.

The number of core units - 5

The number of elective units - 6


This qualification provides the skills and knowledge for an individual to be competent in the selling of products to other businesses and the building of strong business-to-business relationships. The qualification covers the need to operate effectively and manage sales within a territory. Customer relationship management and effective coordination of the provision of service to the customer are essential for success. The demonstration of communication and administration skills to deliver efficient service is required.

Job roles 

Individuals with this qualification are able to perform roles, such as:

  • provide face-to-face and telephone product and service advice in a wholesale or business-to-business sales setting
  • work as an inside salesperson in a variety of business-to-business settings
  • work as a sales representative calling on established customers and cold calling to build new business
  • use computers as part of business and e-commerce processes
  • process purchases.

Possible job titles 

  • business-to-business sales officer
  • sales representative
  • customer service officer
  • customer sales executive
  • sales counter assistant
  • telephone salesperson

Pathways Information

This qualification is suitable for an Australian Apprenticeship pathway but not appropriate  for VET in Schools (VETiS) delivery.

Pathways from the qualification 

After achieving SIR30412 Certificate III in Business-to-Business Sales, individuals may undertake:

  • SIR40212 Certificate IV in Retail Management
  • SIR50112 Diploma of Retail Management.

Licensing/Regulatory Information

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

Entry Requirements

To undertake this qualification, individuals will have retail operational or business-business experience in roles such as:

  • providing face-to-face and telephone product and service advice
  • selling products and services in variety of business settings
  • using computers as part of business and e-commerce processes
  • processing purchases
  • performing stock control procedures
  • picking and processing orders.

Examples of evidence of business-to-business sales experience may include:

  • job descriptions and references from current or past employers
  • an entry interview to determine retail operational experience.

Employability Skills Summary


The following table contains a summary of the employability skills as identified by the retail industry for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options.

Due to the high proportion of electives required by this qualification, the industry/enterprise requirements described above for each employability skill are representative of the business-to-business industry in general and may not reflect specific job roles. Learning and assessment strategies for this qualification should be based on the requirements of the units of competency for this qualification.

Employability skill 

Industry/enterprise requirements for this qualification include: 


  • use questioning and active listening to determine and respond to customer needs to ensure customers enjoy a positive sales experience that reflects business values
  • persuade customers to purchase goods by communicating their features and benefits
  • regularly give verbal instructions and carry out verbal instructions from other team members and supervisors
  • read and interpret simple workplace documents
  • complete written workplace forms and share work-related information with other team members


  • participate in business-to-business operation teams, working independently to complete own tasks and also supporting other team members where appropriate
  • lead small teams where required in the context of the job role, mentoring and supporting other team members


  • demonstrate sensitivity to customer needs and concerns, anticipating problems and acting to avoid them where possible
  • solve a range of operational problems individually or in the context of a team structure where, after clarification, existing policies and infrastructure may be applied to source information and resources and develop practical and sustainable solutions

Initiative and enterprise

  • look for opportunities to do things better and suggest ideas to other team members and supervisors in the context of the job role
  • translate ideas into action by positively accepting and adapting to changes in operational procedures or arrangements

Planning and organising

  • establish and communicate clear goals and deliverables for self and team members in the context of organisational objectives and the current business situation
  • coordinate resources to ensure that work is carried out according to timelines and priorities
  • coordinate and implement changes arising from continuous improvement processes


  • understand how a personal job role fits into the context of the wider business values and directions
  • work within the business culture by practising inclusive behaviour
  • manage personal presentation, hygiene and time
  • prioritise and complete delegated tasks
  • maintain own knowledge of the job role, review own performance and actively seek and act on advice and guidance


  • identify personal strengths and weaknesses in the context of the job role and recognise how to personally learn best
  • seek opportunities for formal education in the context of a current role or future business-to-business job opportunities
  • accept opportunities to learn new ways of doing things and share knowledge and skills with other business team members


  • select and use computers and a range of other technology applications according to available equipment and business procedures
  • recognise and report faulty equipment and follow workplace health and safety procedures

Packaging Rules

10 units must be completed:

  • 5 core units
  • 5 elective units:
  • a minimum of 3 units must be selected from the elective unit list below
  • a maximum of 2 units may be selected from any relevant Training Package or accredited course first packaged at AQF level 2, 3 or 4.

The choice of elective units must be guided by the core function or role of the current or intended work environment, local industry requirements, and the characteristics of the AQF level of this qualification.

Units chosen from other Training Packages must not duplicate units selected from or available in SIR07 V3 Retail Services Training Package.

Core units 


Optimise customer and territory coverage


Maintain business-to-business relationships


Work effectively in a customer service environment


Build relationships with customers


Apply safe work practices

Elective units 

Client and Customer Service 


Coordinate interaction with customers



Communicate with customers using technologies

Computer Operations and ICT Management 


Use multiple information systems


Provide sales solutions to customers



Complete debtor processes


Manage debtor processes



Administer supply to a business


Monitor inventory capacity to meet demand

Management and Leadership 


Coordinate work teams


Maintain employee relations

Marketing and Public Relations 


Profile a retail market


Implement advertising and promotional activities



Coordinate merchandise presentation

Risk Management and Security 


Maintain store security


Apply store security systems and procedures



Build sales relationships


Process product and service data


Analyse and achieve sales targets


Build sales of branded products


Sell products and services


Coordinate sales performance

Training and Education 


Contribute to assessment


Provide work skill instruction

Work Health and Safety 


Maintain store safety