SIR30412 - Certificate III in Business to Business Sales

Certificate III in Business to Business Sales

This qualification provides the skills and knowledge for an individual to be competent in the selling of products to other businesses and the building of strong business-to-business relationships. The qualification covers the need to operate effectively and manage sales within a territory. Customer relationship management and effective coordination of the provision of service to the customer are essential for success. The demonstration of communication and administration skills to deliver efficient service is required.

Job roles

Individuals with this qualification are able to perform roles, such as:

provide face-to-face and telephone product and service advice in a wholesale or business-to-business sales setting

work as an inside salesperson in a variety of business-to-business settings

work as a sales representative calling on established customers and cold calling to build new business

use computers as part of business and e-commerce processes

process purchases.

Possible job titles

business-to-business sales officer

sales representative

customer service officer

customer sales executive

sales counter assistant

telephone salesperson

Subjects

10 units must be completed:

5 core units

5 elective units:

a minimum of 3 units must be selected from the elective unit list below

a maximum of 2 units may be selected from any relevant Training Package or accredited course first packaged at AQF level 2, 3 or 4.

The choice of elective units must be guided by the core function or role of the current or intended work environment, local industry requirements, and the characteristics of the AQF level of this qualification.

Units chosen from other Training Packages must not duplicate units selected from or available in SIR07 V3 Retail Services Training Package.

Core units
SIRWSLS305	Optimise customer and territory coverage
SIRXCCS305	Maintain business-to-business relationships
SIRXIND101	Work effectively in a customer service environment
SIRXSLS303	Build relationships with customers
SIRXWHS101	Apply safe work practices
Elective units
Client and Customer Service
SIRXCCS304	Coordinate interaction with customers
Communication
SIRXCOM202	Communicate with customers using technologies
Computer Operations and ICT Management
BSBCCO301A	Use multiple information systems
BSBCCO304B	Provide sales solutions to customers
Finance
SIRWFIN001A	Complete debtor processes
SIRWFIN002A	Manage debtor processes
Inventory
SIRWINV301	Administer supply to a business
SIRWINV302	Monitor inventory capacity to meet demand
Management and Leadership
SIRXMGT001A	Coordinate work teams
SIRXMGT002A	Maintain employee relations
Marketing and Public Relations
SIRXMPR001A	Profile a retail market
SIRXMPR008A	Implement advertising and promotional activities
Merchandising
SIRXMER303	Coordinate merchandise presentation
Risk Management and Security
SIRXRSK002A	Maintain store security
SIRXRSK003A	Apply store security systems and procedures
Sales
SIRWSLS301	Build sales relationships
SIRWSLS302	Process product and service data
SIRWSLS303	Analyse and achieve sales targets
SIRWSLS304	Build sales of branded products
SIRXSLS201	Sell products and services
SIRXSLS304	Coordinate sales performance
Training and Education
TAEASS301B	Contribute to assessment
TAEDEL301A	Provide work skill instruction
Work Health and Safety
SIRXWHS302	Maintain store safety

Pathways...

This qualification is suitable for an Australian Apprenticeship pathway but not appropriate for VET in Schools (VETiS) delivery.

Pathways from the qualification

After achieving SIR30412 Certificate III in Business-to-Business Sales, individuals may undertake:

SIR40212 Certificate IV in Retail Management

SIR50112 Diploma of Retail Management.

Entry Requirements

To undertake this qualification, individuals will have retail operational or business-business experience in roles such as:

providing face-to-face and telephone product and service advice

selling products and services in variety of business settings

using computers as part of business and e-commerce processes

processing purchases

performing stock control procedures

picking and processing orders.

Examples of evidence of business-to-business sales experience may include:

job descriptions and references from current or past employers

an entry interview to determine retail operational experience.

Licensing Information

No licensing, legislative, regulatory or certification requirements apply to this qualification at the time of endorsement.

Employability Skills

QUALIFICATION SUMMARY
The following table contains a summary of the employability skills as identified by the retail industry for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options. Due to the high proportion of electives required by this qualification, the industry/enterprise requirements described above for each employability skill are representative of the business-to-business industry in general and may not reflect specific job roles. Learning and assessment strategies for this qualification should be based on the requirements of the units of competency for this qualification.
Employability skill	Industry/enterprise requirements for this qualification include:
Communication	use questioning and active listening to determine and respond to customer needs to ensure customers enjoy a positive sales experience that reflects business values persuade customers to purchase goods by communicating their features and benefits regularly give verbal instructions and carry out verbal instructions from other team members and supervisors read and interpret simple workplace documents complete written workplace forms and share work-related information with other team members
Teamwork	participate in business-to-business operation teams, working independently to complete own tasks and also supporting other team members where appropriate lead small teams where required in the context of the job role, mentoring and supporting other team members
Problem-solving	demonstrate sensitivity to customer needs and concerns, anticipating problems and acting to avoid them where possible solve a range of operational problems individually or in the context of a team structure where, after clarification, existing policies and infrastructure may be applied to source information and resources and develop practical and sustainable solutions
Initiative and enterprise	look for opportunities to do things better and suggest ideas to other team members and supervisors in the context of the job role translate ideas into action by positively accepting and adapting to changes in operational procedures or arrangements
Planning and organising	establish and communicate clear goals and deliverables for self and team members in the context of organisational objectives and the current business situation coordinate resources to ensure that work is carried out according to timelines and priorities coordinate and implement changes arising from continuous improvement processes
Self-management	understand how a personal job role fits into the context of the wider business values and directions work within the business culture by practising inclusive behaviour manage personal presentation, hygiene and time prioritise and complete delegated tasks maintain own knowledge of the job role, review own performance and actively seek and act on advice and guidance
Learning	identify personal strengths and weaknesses in the context of the job role and recognise how to personally learn best seek opportunities for formal education in the context of a current role or future business-to-business job opportunities accept opportunities to learn new ways of doing things and share knowledge and skills with other business team members
Technology	select and use computers and a range of other technology applications according to available equipment and business procedures recognise and report faulty equipment and follow workplace health and safety procedures