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Elements and Performance Criteria

1. Employ prospecting methods
   • Identify a range of prospecting methods
   • Consider and evaluate the strengths and limitations of primary and secondary prospecting methods
   • Select prospecting methods to match the market to which the product is targeted
   • Target present, previous and new clients through chosen prospecting methods
2. Qualify prospects
   • Research and establish criteria for qualifying leads
   • Ensure criteria are established according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for the seller
   • Ensure the established criteria represent a standard against which the buying potential of individuals and groups is gauged
3. Manage prospect information
   • Develop a system to record prospect information
   • Implement the system for recording prospect information
   • Monitor the system for recording prospect information for effectiveness
   • Evaluate the system for recording prospect information
   • Refine the system for recording prospect information based on evaluation of system

Required Skills

Required skills

literacy skills to interpret legal requirements company policies and procedures research and data analysis skills to determine prospect requirements technology skills to design and record formats to facilitate information storage and retrieval

Required knowledge

principles of buyer motives identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations codes of practice and national standards such as antidiscrimination ethical principles consumer protection contract law privacy laws Trade Practices Act benefits and key features of own organisations and competitors products information management strategies used to manage prospect data prospecting methods used in the sales process

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	Evidence of the following is essential demonstration of the use and management of different prospecting methods targeting a present previous and new client research and establishment of criteria used in qualifying leads identified through prospecting methods recording storage and retrieval of prospect information
Context of and specific resources for assessment	Assessment must ensure access to an actual workplace or simulated environment access to organisational sales prospect information databases and records
Method of assessment	A range of assessment methods should be used to assess practical skills and knowledge The following examples are appropriate for this unit analysis of responses to case studies and scenarios assessment of criteria developed to qualify sales leads demonstration of prospecting methods direct questioning combined with portfolios of evidence and third party workplace reports of onthejob performance by the candidate observation of use of prospecting methods oral or written questioning to assess knowledge of principles of buyer motives review of research undertaken to establish criteria for qualifying leads evaluation of the system developed to record prospect information
Guidance information for assessment	Holistic assessment with other units relevant to the industry sector workplace and job role is recommended for example customer service units other sales units

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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.
Prospecting methods may include:	brokers cold canvassing databases direct mail internet intra organisational leads journals magazines media advertising networking newspapers personal observation public records referrals spotters telemarketing
Products may include:	goods ideas services
Clients may include:	consumers customers members patients members of other business units within an organisation other work teams within an organisation person or organisation who receives or has the potential to receive products, services or ideas supplied by the organisation
Buyer motives may include:	browsing buying for unqualified prospect e.g. dependant gift housekeeping replacement item self reward self-gratification

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