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

AHCMER402 Mapping and Delivery Guide
Provide advice and sell machinery

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency AHCMER402 - Provide advice and sell machinery
Description
Employability Skills
Learning Outcomes and Application This unit of competency describes the skills and knowledge required to provide advice and sell machinery.All work must be carried out to comply with workplace procedures, work health and safety legislation and codes, and sustainability practices.This unit applies to rural products merchandisers whose job role includes providing advice and selling agricultural farm and small machinery, spare parts and building products.This unit applies to individuals who take responsibility for their own work and provide and communicate solutions to a range of predictable and sometimes unpredictable problems.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: Identify customer needs
  • Use interpersonal skills to identify customer needs
  • Handle customer enquiries courteously and promptly in accordance with enterprise procedures and industry requirements
  • Match available products to customer needs
  • Research and update knowledge and understanding of machinery and related products from authoritative sources
  • Research local enterprise and district requirements for machinery and related products
       
Element: Provide product advice
  • Provide advice that addresses customer needs in a timely and professional manner and is in line with enterprise and legislative requirements
  • Exhibit or demonstrate products to customer
  • Address customers concerns and questions
  • Provide relevant safety information to the customer for recommended products
  • Prepare and supply quotations
       
Element: Sell products
  • Complete sales in to customer's satisfaction in accordance with enterprise and legislative requirements
  • Identify and respond to opportunities for add-on and repeat sales
  • Monitor sales results against specified criteria
  • Review sales techniques to enhance future sales results
       
Element: Handle and maintain products
  • Handle and store products safely and efficiently in line with manufacturer, enterprise and work health and safety requirements
  • Complete documentation
  • Monitor stock levels and follow re-ordering procedures
       


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. Identify customer needs

1.1 Use interpersonal skills to identify customer needs

1.2 Handle customer enquiries courteously and promptly in accordance with enterprise procedures and industry requirements

1.3 Match available products to customer needs

1.4 Research and update knowledge and understanding of machinery and related products from authoritative sources

1.5 Research local enterprise and district requirements for machinery and related products

2. Provide product advice

2.1 Provide advice that addresses customer needs in a timely and professional manner and is in line with enterprise and legislative requirements

2.2 Exhibit or demonstrate products to customer

2.3 Address customers concerns and questions

2.4 Provide relevant safety information to the customer for recommended products

2.5 Prepare and supply quotations

3. Sell products

3.1 Complete sales in to customer's satisfaction in accordance with enterprise and legislative requirements

3.2 Identify and respond to opportunities for add-on and repeat sales

3.3 Monitor sales results against specified criteria

3.4 Review sales techniques to enhance future sales results

4. Handle and maintain products

4.1 Handle and store products safely and efficiently in line with manufacturer, enterprise and work health and safety requirements

4.2 Complete documentation

4.3 Monitor stock levels and follow re-ordering procedures

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:

advise customers as to the most appropriate products for their specific application/environment

engage with and give advice to customers

research product and supplier information

ensure that the advice, product type, application and suitability are understood by the customer

encourage add on sales

organise the demonstration of products

represent the enterprise in a professional manner when dealing with customers

follow enterprise work health and safety policies

The candidate must demonstrate knowledge of:

customer service and selling techniques

systems and procedures for the safe handling of machinery

enterprises business values, structure, products and services

industry terminology for products

machinery and related products requirements of local district industry

industry trends and improved practices in relation to machinery usage and equipment

systems and procedures for the safe handling of machinery and parts

manufacturers product recommendations and warranty requirements

relevant work health and safety, industry, fair trading, trade practices, and sales of goods legislation

relevant components of State/Territory Acts relating to machinery and its use

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. Identify customer needs

1.1 Use interpersonal skills to identify customer needs

1.2 Handle customer enquiries courteously and promptly in accordance with enterprise procedures and industry requirements

1.3 Match available products to customer needs

1.4 Research and update knowledge and understanding of machinery and related products from authoritative sources

1.5 Research local enterprise and district requirements for machinery and related products

2. Provide product advice

2.1 Provide advice that addresses customer needs in a timely and professional manner and is in line with enterprise and legislative requirements

2.2 Exhibit or demonstrate products to customer

2.3 Address customers concerns and questions

2.4 Provide relevant safety information to the customer for recommended products

2.5 Prepare and supply quotations

3. Sell products

3.1 Complete sales in to customer's satisfaction in accordance with enterprise and legislative requirements

3.2 Identify and respond to opportunities for add-on and repeat sales

3.3 Monitor sales results against specified criteria

3.4 Review sales techniques to enhance future sales results

4. Handle and maintain products

4.1 Handle and store products safely and efficiently in line with manufacturer, enterprise and work health and safety requirements

4.2 Complete documentation

4.3 Monitor stock levels and follow re-ordering procedures

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
Use interpersonal skills to identify customer needs 
Handle customer enquiries courteously and promptly in accordance with enterprise procedures and industry requirements 
Match available products to customer needs 
Research and update knowledge and understanding of machinery and related products from authoritative sources 
Research local enterprise and district requirements for machinery and related products 
Provide advice that addresses customer needs in a timely and professional manner and is in line with enterprise and legislative requirements 
Exhibit or demonstrate products to customer 
Address customers concerns and questions 
Provide relevant safety information to the customer for recommended products 
Prepare and supply quotations 
Complete sales in to customer's satisfaction in accordance with enterprise and legislative requirements 
Identify and respond to opportunities for add-on and repeat sales 
Monitor sales results against specified criteria 
Review sales techniques to enhance future sales results 
Handle and store products safely and efficiently in line with manufacturer, enterprise and work health and safety requirements 
Complete documentation 
Monitor stock levels and follow re-ordering procedures 

Forms

Assessment Cover Sheet

AHCMER402 - Provide advice and sell machinery
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

AHCMER402 - Provide advice and sell machinery

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: