AURSCA006 - Promote automotive products and services Competency Mapping Template

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

AURSCA006 Mapping and Delivery Guide
Promote automotive products and services

Version 1.0
Issue Date: May 2024

Qualification	-	Unit of Competency	AURSCA006 - Promote automotive products and services
Description
Employability Skills
Learning Outcomes and Application	This unit describes the performance outcomes required to promote automotive products and services. It involves applying a high level of product or service knowledge, promoting products and services to current and potential customers, establishing on-selling opportunities in a sales situation, and recommending complementary products and services to customers.It applies to those working in the automotive sales and service industry.No licensing, legislative, regulatory or certification requirements 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. Assessors must satisfy NVR/AQTF assessor requirements. Competency is to be assessed in the workplace or a simulated environment that accurately reflects performance in a real workplace setting. Assessment must include direct observation of tasks. Where assessment of competency includes third-party evidence, individuals must provide evidence that links them to having promoted products and services in an automotive workplace, e.g. sales invoices. Assessors must verify performance evidence through questioning on skills and knowledge to ensure correct interpretation and application. The following resources must be made available: automotive sales and service workplace or simulated location workplace procedures relating to promotional sales activities sales material, including product and service information commercially realistic range of customers requiring different automotive products and services commercially realistic range of automotive retail products and services and associated promotional activities.
Prerequisites/co-requisites
Competency Field	Sales and Parts, Administration and Management

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: Develop knowledge of automotive products and services	Use, purpose and application of products and services are researched and clarified as required Comparisons between available products and services, including complementary products and services, are researched and interpreted Workplace promotional and marketing activities relevant to products and services are researched and interpreted
Element: Identify and match customer needs to products and services	Customer buying motives and requirements are determined through questioning, active listening and non-verbal communication cues Customer is guided to product or service that matches their identified buying motives and requirements Features and benefits of product or service and relevance to customer requirements are explained and highlighted Demonstrations are conducted and aligned to customer buying motives and requirements according to workplace marketing and sales practices Selling techniques are used according to workplace procedures and legal requirements
Element: Maximise sales opportunities	Opportunities for making additional sales are recognised and applied On-sell opportunities are assessed through knowledge of customer needs and available complementary automotive products and services Customer need and interest in additional or complementary products and services are determined Benefits of additional or complementary products and services are discussed and promoted to customer
Element: Develop knowledge of automotive products and services	Use, purpose and application of products and services are researched and clarified as required Comparisons between available products and services, including complementary products and services, are researched and interpreted Workplace promotional and marketing activities relevant to products and services are researched and interpreted
Element: Identify and match customer needs to products and services	Customer buying motives and requirements are determined through questioning, active listening and non-verbal communication cues Customer is guided to product or service that matches their identified buying motives and requirements Features and benefits of product or service and relevance to customer requirements are explained and highlighted Demonstrations are conducted and aligned to customer buying motives and requirements according to workplace marketing and sales practices Selling techniques are used according to workplace procedures and legal requirements
Element: Maximise sales opportunities	Opportunities for making additional sales are recognised and applied On-sell opportunities are assessed through knowledge of customer needs and available complementary automotive products and services Customer need and interest in additional or complementary products and services are determined Benefits of additional or complementary products and services are discussed and promoted to customer

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.

Elements

Elements describe the essential outcomes.

Performance Criteria

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold and italicised text is used, further information is detailed in the range of conditions section.

1. Develop knowledge of automotive products and services

1.1 Use, purpose and application of products and services are researched and clarified as required

1.2 Comparisons between available products and services, including complementary products and services, are researched and interpreted

1.3 Workplace promotional and marketing activities relevant to products and services are researched and interpreted

2. Identify and match customer needs to products and services

2.1 Customer buying motives and requirements are determined through questioning, active listening and non-verbal communication cues

2.2 Customer is guided to product or service that matches their identified buying motives and requirements

2.3 Features and benefits of product or service and relevance to customer requirements are explained and highlighted

2.4 Demonstrations are conducted and aligned to customer buying motives and requirements according to workplace marketing and sales practices

2.5 Selling techniques are used according to workplace procedures and legal requirements

3. Maximise sales opportunities

3.1 Opportunities for making additional sales are recognised and applied

3.2 On-sell opportunities are assessed through knowledge of customer needs and available complementary automotive products and services

3.3 Customer need and interest in additional or complementary products and services are determined

3.4 Benefits of additional or complementary products and services are discussed and promoted to customer

Before competency can be determined, individuals must demonstrate they can perform the following according to the standards defined in this unitâ€™s elements, performance criteria, range of conditions and foundation skills:

promote different automotive products or services to three different customers in line with workplace customer service standards.

Individuals must be able to demonstrate knowledge of:

methods used to promote products and services, including:

strengths, weaknesses, opportunities and threats (SWOT) analysis

marketing and research techniques

face-to-face selling techniques

active listening and questioning techniques

upselling and value adding sales techniques

negotiation strategies when dealing with dissatisfied customers

loyalty programs and strategies for encouraging repeat business

customer types, including:

customer buying signals and buyer behaviour

individual and cultural differences

sources of information about automotive products and services and related promotional activities

comparable products and services of major competitors

workplace procedures relating to promotional processes and marketing activities, including marketing campaigns and advertising materials

workplace procedures relating to promoting automotive products and services, including:

consumer protection

automotive industry codes of practice relating to sales

advertising codes of practice.

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.