Required skills

Specific skills are required to achieve the Performance Criteria of this unit particularly for its application in the various circumstances in which this unit may be used This includes the ability to carry out the following as required to conduct sales in construction materials operations

apply legislative organisation and site requirements and procedures for conducting sales in construction materials operations

access interpret and apply company sales systems and processes

conduct cold calls

initiate and close sales negotiations

apply company pricing structure

plan sales

cost products

conduct market information collection

make decisions

maintain records

effective communication to coordinate teams negotiate resolve conflict run meetings

writing skills to prepare correspondence and reports

Required knowledge

Specific knowledge is required to achieve the Performance Criteria of this unit particularly for its application in the various circumstances in which this unit may be used This includes knowledge of the following as required to conduct sales in construction materials operations

site products and services

competitor market information

site pricing structure transport products profit margins

company systems costing invoicing credit delivery

sales techniques and strategies

company delivery capabilities loading equipment and transport capability

customers profiles and processes

contract law relevant to sales operations

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

The evidence required to demonstrate competency in this unit must be relevant to worksite operations and satisfy all of the requirements of the performance criteria required skills and knowledge and the range statement of this unit and include evidence of the following

knowledge of the requirements procedures and instructions for conducting sales in construction materials operations

implementation of procedures and techniques for the safe effective and efficient conduct of sales in construction materials operations

the identification of the relevant information and scope of the work required to meet the required outcomes

the identification of viable options and the selection of methods of conducting sales in construction materials operations that best meet the required outcomes

working with others to undertake and complete the conduct of sales in construction materials operations

consistent successful conduct of sales in construction materials operations

Context of and specific resources for assessment

This unit must be assessed in the context of the work environment Where personal safety or environmental damage are limiting factors assessment may occur in a simulated environment provided it is realistic and sufficiently rigorous to cover all aspects of workplace performance including task skills task management skills contingency management skills and job role environment skills

Assessment of this competency requires typical resources normally used in a resources and infrastructure sector environment Selection and use of resources for particular worksites may differ due to the site circumstances

The assessment environment should not disadvantage the participant For example language literacy and numeracy demands of assessment should not be greater than those required on the job

Customisation of assessment and delivery environment should sensitively accommodate cultural diversity

Aboriginal people and other people from a non English speaking background may have second language issues

Where applicable physical resources should include equipment modified for people with disabilities Access must be provided to appropriate learning andor assessment support when required

Method of assessment

This unit may be assessed in a holistic way with other units of competency The assessment strategy for this unit must verify required knowledge and skill and practical application using more than one of the following assessment methods

written andor oral assessment of the candidates required knowledge in undertaking the conduct of sales in construction materials operations

observed documented andor first hand testimonial evidence of the candidates

implementation of appropriate requirements procedures and techniques for the safe effective and efficient achievement of required outcomes

identification of the relevant information and scope of the work required to meet the required outcomes

identification of viable options and the selection of methods of conducting sales in construction materials operations that best meet the required outcomes

consistent achievement of required outcomes

first hand testimonial evidence of the candidates

working with others to undertake and complete the conduct of sales in construction materials operations

provision of clear and timely required support and advice on the conduct of sales in construction materials operations

Guidance information for assessment

Consult the SkillsDMC User Guide for further information on assessment including access and equity issues

Compliance documentation may include:

Construction materials may include:

Market information may include:

Sales area boundaries may be set by:

Personal development may include:

Customer profiles may include: