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

AURS241769A Mapping and Delivery Guide
Sell product(s)

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency AURS241769A - Sell product(s)
Description This unit of competency covers the competence required to make best use of time available, use specific sales techniques, and follow procedures for product delivery and customer follow-up.
Employability Skills This unit contains employability skills.
Learning Outcomes and Application This unit of competence applies to the following and should be contextualised to the qualification it is being applied:retail, service and repair.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
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: Present and demonstrate product to customer
  • Product is presented to customer to maximise its features and market appeal in relation to customer perceived needs
  • Product features, fittings, controls and accessories are shown and talked through with customer and operated where necessary
  • Customer is offered a test operation
       
Element: Obtain customer agreement to purchase product
  • Price for product is negotiated and agreed
  • Sale is made using closing technique according to automotive industry/enterprise policies and procedures
  • Sale is made in accordance with legal requirements
       
Element: Perform product delivery and customer follow-up procedures
  • Product is delivered to customer in accordance with manufacturer/component supplier specification and industry/enterprise policies and procedures
  • Customer satisfaction is determined, remedial action is taken where necessary to maximise repeat business possibilities
       
Element: Use prospecting methods to locate potential market
  • Potential customers are identified by follow-up of enterprise records of existing/past customers, service area customers, industry contacts and advertising strategies
  • Plans are developed to contact potential customers
       


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.

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

It is essential that competence in this unit signifies ability to transfer competence to changing circumstances and to respond to unusual circumstances in the critical aspects of:

selling products to satisfy customer needs

use of sales techniques

communicating effectively with others involved in or affected by the work.

Context of, and specific resources for assessment

Underpinning knowledge and skills may be assessed on or off the job

The following are required:

a workplace or simulated workplace

sales manuals, time management guides, enterprise/ industry guidelines and office equipment (e.g. computer, typewriter, telephone and fax)

sales videos, sales brochures

enterprise-based sales recording systems

various products retailed via automotive industry

a qualified workplace assessor.

Method of assessment

Assessment of practical skills must take place only after a period of supervised practice and repetitive experience. If workplace conditions are not available assessment in simulated workplace conditions is acceptable

Prescribed outcome must be able to be achieved without direct supervision

Practical assessments:

sell product(s) to satisfy customer needs in accordance with enterprise policies and procedures

use specific sales techniques

convey information both orally and in writing

access, interpret and apply sales information

apply time management techniques

Competence in this unit may be assessed in conjunction with other functional units which together form part of the holistic work role.

Guidance information for assessment


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.

Required skills

collect, organise and understand information related to collect and interpret technical information

communicate ideas and information to convey information to the customer

plan and organise activities for sales demonstration

work with others and in a team by consulting with experienced staff

use mathematical ideas and techniques to include customer limitations of price and time in recommendations

establish diagnostic processes which have legal requirements included in recommendations

use workplace technology related to record sales

Required knowledge

selling procedures

communication skills (oral and written)

communication techniques

product information

company policies and procedures

stock presentation techniques

industry legal requirements

finance, leasing and insurance contracts/policies

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Methods

Methods include:

demonstration to customer using sales techniques applied to product sold for or through automotive industry

verbal, written, practical

customers may be face to face or by telephone/ electronic media

Occupational health and safety (OHS) requirements

OHS requirements may include:

state/territory/industry OHS requirements

Work is carried out in accordance with award provisions

Resources

Resources may include:

sales manuals, time management guides, enterprise/industry guidelines, office equipment (e.g. computer, typewriter, telephone and fax)

sales videos, sales brochures

enterprise-based sales recording systems

various products retailed via automotive industry

Information/documents

Sources of information/documents may include:

enterprise operating procedures

product manufacturer/component supplier specifications

customer requirements

industry/workplace codes of practice

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
Product is presented to customer to maximise its features and market appeal in relation to customer perceived needs 
Product features, fittings, controls and accessories are shown and talked through with customer and operated where necessary 
Customer is offered a test operation 
Price for product is negotiated and agreed 
Sale is made using closing technique according to automotive industry/enterprise policies and procedures 
Sale is made in accordance with legal requirements 
Product is delivered to customer in accordance with manufacturer/component supplier specification and industry/enterprise policies and procedures 
Customer satisfaction is determined, remedial action is taken where necessary to maximise repeat business possibilities 
Potential customers are identified by follow-up of enterprise records of existing/past customers, service area customers, industry contacts and advertising strategies 
Plans are developed to contact potential customers 

Forms

Assessment Cover Sheet

AURS241769A - Sell product(s)
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

AURS241769A - Sell product(s)

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: