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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. Establish financial products or services
   • Identify client needs, requirements and expectations
   • Identify suitable products or services according to client needs
2. Develop approach to providing products or services
   • Identify organisational techniques and strategies for promoting identified products or services to clients
   • Determine approach for promoting products or services according to client expectations
   • Discuss, assess and revise approach with relevant stakeholders
   • Develop advisor aids and train advisors and customer service representatives in approach for intended market segment
   • Identify opportunities for providing ancillary products or services according to organisational policies and procedures, legislation and regulations
3. Implement, monitor and evaluate promotional approach
   • Develop criteria for evaluating promotional approach
   • Trial promotional approach and gather feedback
   • Evaluate trial results and update approach
   • Communicate updated approach to required stakeholders and obtain approval
   • Review required data on product or service take up and plan
   • Document results and determine future promotional strategies

Performance Evidence

The candidate must demonstrate the ability to complete the tasks outlined in the elements, performance criteria and foundation skills of this unit, including evidence of the ability to:

apply advanced techniques to provide at least two different financial products and two different services.

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Knowledge Evidence

The candidate must be able to demonstrate knowledge to complete the tasks outlined in the elements, performance criteria and foundation skills of this unit, including knowledge of:

organisational policies and procedures and legislative and regulatory requirements relating to promoting financial products and services

advanced product positioning techniques and promotional approaches

processes for monitoring and reviewing a promotional approach

techniques and features of training and development programs for advisors and customer service representatives

evaluation and monitoring techniques for financial products and services, their strengths, weaknesses and alignment with customer needs

techniques and features of collateral and key messaging used to promote financial products and services to customers

techniques for generating new and innovative ideas for promoting financial products and services

opportunities for promoting ancillary products and services

organisational documentation processes relating to provision of financial products or services

techniques to calculate and estimate numerical and financial data used for products and services comparison.

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