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Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

  1. Demonstrate product knowledge
  2. Approach customer
  3. Customer response
  4. Apply product knowledge
  5. Gather information
  6. Close sale
  7. Maximise sales opportunities

Required Skills

Required skills

collect organise and understand information related to questioning customers to gain information on need

communicate ideas and information to the operation of product and safety requirements

plan and organise activities for the development of a sales approach

work with others and in a team by consulting with experienced staff to develop product knowledge and sales techniques

use mathematical ideas and techniques for accurate processing and recording of sale and payment method

establish diagnostic processes which develop solutions to customer objections

use workplace technology related to the use of business technology in processing sale

Required knowledge

technical information

equipment safety requirements

personal safety requirements

specific selling skillssales techniques

salesconsumer legislationlegal requirements

vehiclecomponent details

automotive industry product knowledge

Evidence Required

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

It is essential that competence in this unit signifies ability to transfer competence to changing circumstances and to respond to unusual circumstances in the critical aspects of

selling enterprise product and services to customers

interpreting and communicating information

the ability to communicate with customers

sales skills

communicating effectively with others involved in or affected by the work

Context of and specific resources for assessment

Underpinning knowledge and skills may be assessed on or off the job

The following are required

a workplace or simulated workplace

persons including customers and sales staff

access to products

documentation store policy and procedures manuals OHS legislative and statutory requirements and industry codes of practice

a qualified workplace assessor

Method of assessment

Assessment of practical skills must take place only after a period of supervised practice and repetitive experience If workplace conditions are not available assessment in simulated workplace conditions is acceptable

Prescribed outcome must be able to be achieved without direct supervision

Practical assessments

access interpret and apply technical information

apply sales techniques and product knowledge

convey information both orally and in writing

access interpret and apply sales information

sell products

Competence in this unit may be assessed in conjunction with other functional units which together form part of the holistic work role

Guidance information for assessment


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.

Methods

Methods include:

face-to-face selling, telephone/electronic selling and product enquiries

verbal, written and practical demonstrations

Other variables may include:

regular and new customers

sales may be face-to-face or telephone/electronic

Occupational health and safety (OHS) requirements

OHS requirements may include:

state/territory/industry OHS requirements

Work is carried out in accordance with award provisions

Resources

Resources may include:

product and services

customers

product and services

customers

videos, selling manuals, brochures, pamphlets, audio tapes

company/industry guidelines

Information/documents

Sources of information/documents may include:

manufacturer/component supplier specifications

enterprise operating procedures

product manufacturer/component supplier specifications

customer requirements

industry/workplace codes of practice