Elements and Performance Criteria
- Identify customer needs
- Question customers in detail to determine requirements
- Verify and agree actual customer needs with the customer
- Access customer records in the case of an existing client
- Technical/specialist advice is offered to the customers where such advice is considered beneficial to the closing of the sale and customer understanding and decision making
- Identify the customer's financial limitations
- Discuss estimates and quotes with specialist staff prior to submission to customer fully
- Prepare, present and discuss estimates/quotes with the customer, as the role permits
- Explain the benefits of the various options fully
- Explain pricing structures to the customer fully
- Give customers the opportunity to question options/quotes provided
- Promote the advantages of dealing with the enterprise
- Manage customer objections effectively by promotion of specific benefits
- Close sales
- Agree on the product/service to be purchased with the customer
- Establish the customer's preferred purchase arrangements clearly
- Finalise documentation relating to sale and forwarded to customer for agreement and signature
- Negotiate and arrange the method of payment with the customer
- Conduct appropriate credit checks
- Record delivery/installation arrangements as agreed with the customer
- Privacy requirements are fully applied during the transaction
- Input sales records
- Provide sales support where required