Qualification details

SIR40212 - Certificate IV in Retail Management (Release 2)


Usage recommendation:
Supersedes and is equivalent to SIR40207 - Certificate IV in Retail Management 12/Jun/2012
Is superseded by SIR40316 - Certificate IV in Retail Management• Not Equivalent• Number of units for completion 11; core increased by 4 units; electives decreased by 3 units• Entry requirement revised to Certificate III in Retail or equivalent industry experience• Packaging rules simplified. 30/Mar/2016

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

Units of competency

CodeSort Table listing Units of Competency by the Code columnTitleSort Table listing Units of Competency by the Title columnUsage RecommendationSort Table listing Units of Competency by the Usage Recommendation columnEssentialSort Table listing Units of Competency by the Essential column
SIRXHRM001A - Administer human resources policyAdminister human resources policyDeletedElective
BSBPUR402B - Negotiate contractsNegotiate contractsSupersededElective
BSBPUR403B - Conduct international purchasingConduct international purchasingSupersededElective
SIRRFSA302 - Monitor food safety programMonitor food safety programDeletedElective
BSBCUS401B - Coordinate implementation of customer service strategiesCoordinate implementation of customer service strategiesSupersededElective
BSBPUR401B - Plan purchasingPlan purchasingSupersededElective
SIRXQUA004A - Set up systems that support innovationSet up systems that support innovationDeletedElective
SIRXMER303 - Coordinate merchandise presentationCoordinate merchandise presentationSupersededElective
SIRXMPR004A - Market productsMarket productsDeletedElective
SIRXCCS406 - Provide professional customer service for high value and complex salesProvide professional customer service for high value and complex salesDeletedElective
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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 511 Certificate IV 
Taxonomy - Industry Sector N/A Retail Management,Business Administration 
Taxonomy - Occupation N/A Frontline Sales Manager,Sales Team Manager 

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 511 Certificate IV 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 unit:

  • BSBCUS401B Coordinate implementation of customer service strategies

First Release

SIR40212 replaces, and is equivalent to SIR40207as the intent of the qualification remains unchanged.

The total number of units required complete this qualification remains at 10 units.

The number of core units remains at 3.

The number of elective units remains at 7.


This qualification provides the skills and knowledge for an individual to be competent in frontline management skills of those working in a retail or business-to-business environment. It applies to those who are managing a small retail outlet, a section or department within a larger retail store, a small business-to-business outlet, or a section or department within a larger business or franchise.

Job roles 

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

  • manage a small to medium sized retail store group or franchise outlet
  • manage an independent retail store
  • manage a business-to-business outlet
  • departmental or section management in a retail or business-to-business enterprise
  • functional management roles, such as merchandise management
  • manage an inside or outside sales team in a business-to-business company.

Possible job titles  

  • department manager
  • merchandise manager
  • customer service manager
  • shift manager
  • small business retail owner

Pathways Information

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

Pathways from the qualification 

After achieving SIR40212 Certificate IV in Retail Management, individuals may undertake:

  • SIR50112 Diploma of Retail Management
  • SIR80112 Vocational Graduate Certificate in Retail Leadership.

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 previous retail supervisory experience in roles such as:

  • customer service
  • supervising work teams and employee relations
  • sales performance
  • store safety and security.

Examples of evidence of retail management experience may include:

  • job descriptions and references from current or past employers
  • an entry interview to determine retail management 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: 


  • negotiate effectively with team members and other managers on business values, directions and day-to-day operational matters
  • read, analyse and communicate workplace information to team members and other managers
  • write reports and complete business documentation in the context of the job role


  • lead a retail or business-to-business team, mentoring and supporting team members in the context of a retail supervision or management role
  • participate in wider retail business supervisory/management teams, working independently to complete own tasks and also supporting other team members where appropriate


  • implement customer service strategies anticipating problems and acting to mitigate where possible
  • solve a range of operational retail or business-to-business operational business problems, individually or in the context of a wider team management structure
  • clarify issues and apply existing policies and infrastructure to source information and resources and develop practical and sustainable solutions

Initiative and enterprise

  • create an operational business team customer service and continuous improvement environment across all performance areas
  • provide positive feedback, encourage team to do things better and be personally receptive to team members’ ideas
  • translate ideas into action by positively accepting and initiating changes in procedures or arrangements at the business level

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 own job role fits into the context of the wider business values and directions
  • work in the retail or business-to-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 retail job opportunities
  • accept opportunities to learn new ways of doing things and share knowledge and skills with other business managers and team members


  • adapt to new business-related technology skill requirements and select and use retail or other information and communications technology where relevant, to support business operations and planning in the context of key business performance objectives and personal job role

Packaging Rules

10 units must be completed:

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

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 


Manage store presentation and pricing


Lead and manage people


Provide a safe work environment

Elective units 

Client and Customer Service 


Coordinate implementation of customer service strategies


Provide customer service for high value and complex sales


Develop business-to-business relationships


Build retail relationships and sustain customer loyalty

Cleaning and Maintenance 


Manage store facilities



Analyse and present research information

Computer Operations and ICT Management 


Adopt mobile commerce applications to improve sales and service



Acquire and retain online customers


Manage retail brands online


Manage and promote business to business e-commerce solutions


Select an e-business model



Report on financial activity


Plan small business finances


Manage small business finances


Manage financial resources

Food Safety 


Monitor food safety program

Governance and Legal Compliance 


Establish legal and risk management requirements of small business


Monitor compliance with the legislative requirements for establishing a retail business

Human Resource Management 


Administer human resources policy


Recruit and select personnel



Plan purchasing


Negotiate contracts


Conduct international purchasing


Plan inventory levels


Control inventory


Manage retail merchandise


Manage suppliers

Marketing and Public Relations 


Interpret market trends and development


Build client relationships and business networks


Profile a retail market


Market products


Seize a business opportunity



Produce visual merchandising signs


Design, construct and maintain props


Design merchandisers


Coordinate merchandise presentation


Present products


Monitor in-store visual merchandising displays


Plan and build visual presentations for a range of merchandise categories

Product Management 


Implement product recalls


Maximise sales of branded products and services

Quality and Innovation 


Lead a team to foster innovation


Create an innovative work environment


Set up systems that support innovation


Maintain operational quality and productivity

Risk Management and Security 


Control store security



Train sales representatives team members


Coordinate a retail operation during economic downturns


Manage sales and service delivery


Lead a sales representatives team

Training and Education 


Contribute to assessment


Plan assessment activities and processes


Plan, organise and deliver group-based learning


Plan, organise and facilitate learning in the workplace