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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. Present and demonstrate product to customer
   • Product is presented to customer to maximise its features and market appeal in relation to customer perceived needs
   • Product features, fittings, controls and accessories are shown and talked through with customer and operated where necessary
   • Customer is offered a test operation
2. Obtain customer agreement to purchase product
   • Price for product is negotiated and agreed
   • Sale is made using closing technique according to automotive industry/enterprise policies and procedures
   • Sale is made in accordance with legal requirements
3. Perform product delivery and customer follow-up procedures
   • Product is delivered to customer in accordance with manufacturer/component supplier specification and industry/enterprise policies and procedures
   • Customer satisfaction is determined, remedial action is taken where necessary to maximise repeat business possibilities
4. Use prospecting methods to locate potential market
   • Potential customers are identified by follow-up of enterprise records of existing/past customers, service area customers, industry contacts and advertising strategies
   • Plans are developed to contact potential customers

Required Skills

Required skills

collect organise and understand information related to collect and interpret technical information communicate ideas and information to convey information to the customer plan and organise activities for sales demonstration work with others and in a team by consulting with experienced staff use mathematical ideas and techniques to include customer limitations of price and time in recommendations establish diagnostic processes which have legal requirements included in recommendations use workplace technology related to record sales

Required knowledge

selling procedures communication skills oral and written communication techniques product information company policies and procedures stock presentation techniques industry legal requirements finance leasing and insurance contractspolicies

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 products to satisfy customer needs use of sales techniques 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 sales manuals time management guides enterprise industry guidelines and office equipment eg computer typewriter telephone and fax sales videos sales brochures enterprisebased sales recording systems various products retailed via automotive industry 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 sell products to satisfy customer needs in accordance with enterprise policies and procedures use specific sales techniques convey information both orally and in writing access interpret and apply sales information apply time management techniques 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

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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: demonstration to customer using sales techniques applied to product sold for or through automotive industry verbal, written, practical customers may be face to face or by telephone/ electronic media
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: sales manuals, time management guides, enterprise/industry guidelines, office equipment (e.g. computer, typewriter, telephone and fax) sales videos, sales brochures enterprise-based sales recording systems various products retailed via automotive industry
Information/documents	Sources of information/documents may include: enterprise operating procedures product manufacturer/component supplier specifications customer requirements industry/workplace codes of practice

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