Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

AHCMER303 Mapping and Delivery Guide
Sell products and services

Version 1.0
Issue Date: May 2024


Qualification -
Unit of Competency AHCMER303 - Sell products and services
Description
Employability Skills
Learning Outcomes and Application This unit of competency describes the skills and knowledge required to sell products and services.All work must be carried out to comply with workplace procedures, work health and safety legislation and codes.This unit applies to individuals who work under broad direction and use discretion and judgement in the selection and use of available resources.No occupational licensing, legislative or certification requirements are known to apply to this unit at the time of publication.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.

Competency is to be assessed in the workplace or simulated environment that accurately reflects performance in a real workplace setting.

Assessors must satisfy current standards for RTOs.
Prerequisites/co-requisites
Competency Field
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities 		Slides
PPT 		Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Engage customer
  • Approach customer in a timely and professional manner
  • Use interpersonal skills to engage customer
  • Present customers with purchase options that address their needs and assist to identify their preferred option
  • Identify personal and professional and legal limitations in addressing customer needs and seek assistance from appropriate personnel
       
Element: Sell products and services
  • Determine prices and quotations on the advice of appropriate personnel and provide to customer
  • Complete sales to maximise potential for customer satisfaction
  • Identify and respond to opportunities for up selling and repeat sales
       
Element: Maintain products
  • Handle and store products safely and efficiently
  • Complete documentation and re-ordering
  • Review sales techniques to enhance future sales results
       


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

Element

Performance criteria

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Engage customer

1.1 Approach customer in a timely and professional manner

1.2 Use interpersonal skills to engage customer

1.3 Present customers with purchase options that address their needs and assist to identify their preferred option

1.4 Identify personal and professional and legal limitations in addressing customer needs and seek assistance from appropriate personnel

2. Sell products and services

2.1 Determine prices and quotations on the advice of appropriate personnel and provide to customer

2.2 Complete sales to maximise potential for customer satisfaction

2.3 Identify and respond to opportunities for up selling and repeat sales

3. Maintain products

3.1 Handle and store products safely and efficiently

3.2 Complete documentation and re-ordering

3.3 Review sales techniques to enhance future sales results

The candidate must be assessed on their ability to integrate and apply the performance requirements of this unit in a workplace setting. Performance must be demonstrated consistently over time and in a suitable range of contexts.

The candidate must provide evidence that they can:

engage customers

identify the potential for a sale

present purchase options to the customer

provide quotations

complete a sale

follow enterprise work health and safety policies

The candidate must demonstrate knowledge of:

customer needs in various merchandising settings

customer buying signals

sales techniques

how to effectively engage and communicate with a range of customers from culturally diverse backgrounds, and of varying physical and mental abilities

legal requirements in sales environments, particularly Fair Trading, Trade Practices and Sale of Goods legislation, public liability and work health and safety legislation

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

Element

Performance criteria

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Engage customer

1.1 Approach customer in a timely and professional manner

1.2 Use interpersonal skills to engage customer

1.3 Present customers with purchase options that address their needs and assist to identify their preferred option

1.4 Identify personal and professional and legal limitations in addressing customer needs and seek assistance from appropriate personnel

2. Sell products and services

2.1 Determine prices and quotations on the advice of appropriate personnel and provide to customer

2.2 Complete sales to maximise potential for customer satisfaction

2.3 Identify and respond to opportunities for up selling and repeat sales

3. Maintain products

3.1 Handle and store products safely and efficiently

3.2 Complete documentation and re-ordering

3.3 Review sales techniques to enhance future sales results

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Approach customer in a timely and professional manner 
Use interpersonal skills to engage customer 
Present customers with purchase options that address their needs and assist to identify their preferred option 
Identify personal and professional and legal limitations in addressing customer needs and seek assistance from appropriate personnel 
Determine prices and quotations on the advice of appropriate personnel and provide to customer 
Complete sales to maximise potential for customer satisfaction 
Identify and respond to opportunities for up selling and repeat sales 
Handle and store products safely and efficiently 
Complete documentation and re-ordering 
Review sales techniques to enhance future sales results 

Forms

Assessment Cover Sheet

AHCMER303 - Sell products and services
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

AHCMER303 - Sell products and services

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: