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

AURS242621A Mapping and Delivery Guide
Promote products and services

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency AURS242621A - Promote products and services
Description This unit of competency covers the competence required to promote and sell products and services to current and potential customers, establish on-sell opportunities in a sales situation, and recommend complementary products and services to customers.
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: Promote products and services to customers
  • Explanations/demonstrations, where applicable, are conducted professionally
  • Product benefits and relevance of product to customer needs are highlighted during demonstration
  • Selling techniques are employed based on accepted and industry standards, legal requirements and enterprise policy
       
Element: Establish on-sell opportunities
  • Customer interest areas and needs are identified
  • On-sell opportunities are assessed through knowledge of customer needs and interests, and enterprise products and services
  • Explanations are aligned to customer interest areas and needs
  • Customer needs for complementary products or services are determined
       
Element: Recommend complementary products or services to customers
  • Complementary products or services of benefit to customer are identified
  • Benefits of product or service are discussed with customer
  • Cost estimates are prepared and documented
       


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:

promoting products and services to customers and establishing on-selling opportunities

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:

products for sale

suitable presentation area

sales material (e.g. brochures, pamphlets, banners, flags, stands, ramps, turntables)

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:

behave professionally in a manner appropriate to the situation and customer needs

demonstrate a range of products in a professional manner

apply promotional sales techniques to a range of sales situations and customer needs

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 customer information when collected and analysed for on-selling

communicate ideas and information when features and benefits are explained to customers

plan and organise activities when promotions are planned and organised

work with others and in a team by seeking involvement of team members

use mathematical ideas and techniques when cost estimates are prepared for promotions

establish diagnostic processes having cost and time limitations when considered in recommendations

use workplace technology related to business technology used to prepare cost estimates

Required knowledge

occupational health and safety (OHS)

oral and written communication skills for application

buyer behaviour

selling procedures/techniques

product and service promotional procedures for application

legislation/regulations/guidelines applicable to the industry sector

advertising codes of practice

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.

Promotion

Promotion may include:

planned sales presentation, territory management and account management

Selling

Selling may include:

face to face, telephone, direct mail and internet

Sales

Sales may include:

individual customers

organisational customers

new products

second-hand products

Professional explanations/ demonstrations

Professional explanations/demonstrations may include:

parts

products

services

Customer needs

Customer needs may include:

time limitations

cost limitations

value for money

quality of work/product

after-sales service

Industry standards

Industry standards for selling products and services include those relating to:

fair trade

consumer protection

ethical behaviour

OHS requirements

legislative requirements

credit legislation

Complementary products/services

Complementary products/services may include:

accessories

additional service/repair work

additional vehicle features

OHS requirements

OHS requirements may include:

state/territory/industry OHS requirements

Work is carried out in accordance with award provisions

Resources may include

Resources may include:

enterprise stationery, telephone, merchandising kit and pricing policy

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
Explanations/demonstrations, where applicable, are conducted professionally 
Product benefits and relevance of product to customer needs are highlighted during demonstration 
Selling techniques are employed based on accepted and industry standards, legal requirements and enterprise policy 
Customer interest areas and needs are identified 
On-sell opportunities are assessed through knowledge of customer needs and interests, and enterprise products and services 
Explanations are aligned to customer interest areas and needs 
Customer needs for complementary products or services are determined 
Complementary products or services of benefit to customer are identified 
Benefits of product or service are discussed with customer 
Cost estimates are prepared and documented 

Forms

Assessment Cover Sheet

AURS242621A - Promote 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

AURS242621A - Promote 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: