Elements and Performance Criteria
- Develop knowledge of automotive products and services
- Use, purpose and application of products and services are researched and clarified as required
- Comparisons between available products and services, including complementary products and services, are researched and interpreted
- Workplace promotional and marketing activities relevant to products and services are researched and interpreted
- Identify and match customer needs to products and services
- Customer buying motives and requirements are determined through questioning, active listening and non-verbal communication cues
- Customer is guided to product or service that matches their identified buying motives and requirements
- Features and benefits of product or service and relevance to customer requirements are explained and highlighted
- Demonstrations are conducted and aligned to customer buying motives and requirements according to workplace marketing and sales practices
- Selling techniques are used according to workplace procedures and legal requirements
- Maximise sales opportunities
- Opportunities for making additional sales are recognised and applied
- On-sell opportunities are assessed through knowledge of customer needs and available complementary automotive products and services
- Customer need and interest in additional or complementary products and services are determined
- Benefits of additional or complementary products and services are discussed and promoted to customer
- Develop knowledge of automotive products and services
- Use, purpose and application of products and services are researched and clarified as required
- Comparisons between available products and services, including complementary products and services, are researched and interpreted
- Workplace promotional and marketing activities relevant to products and services are researched and interpreted
- Identify and match customer needs to products and services
- Customer buying motives and requirements are determined through questioning, active listening and non-verbal communication cues
- Customer is guided to product or service that matches their identified buying motives and requirements
- Features and benefits of product or service and relevance to customer requirements are explained and highlighted
- Demonstrations are conducted and aligned to customer buying motives and requirements according to workplace marketing and sales practices
- Selling techniques are used according to workplace procedures and legal requirements
- Maximise sales opportunities
- Opportunities for making additional sales are recognised and applied
- On-sell opportunities are assessed through knowledge of customer needs and available complementary automotive products and services
- Customer need and interest in additional or complementary products and services are determined
- Benefits of additional or complementary products and services are discussed and promoted to customer