- BSBSLS402A - Identify sales prospects
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners
BSBSLS402A Mapping and Delivery Guide
Identify sales prospects
Version 1.0
Issue Date: April 2024
| Qualification | - |
Unit of Competency | BSBSLS402A - Identify sales prospects |
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| Description | This unit describes the performance outcomes, skills and knowledge required to identify of potential sales prospects through application of prospecting methods.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.This unit describes the performance outcomes, skills and knowledge required to identify of potential sales prospects through application of prospecting methods.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement. | ||
| Employability Skills | This unit contains employability skills.This unit contains employability skills. | ||
| Learning Outcomes and Application | This unit applies to individuals in a sales related position in a small, medium or large enterprise across a wide variety of industries who identify and collate sales prospect information that can be used to generate leads. They may provide advice and support about aspects of sales solutions to support a sales team.This unit applies to individuals in a sales related position in a small, medium or large enterprise across a wide variety of industries who identify and collate sales prospect information that can be used to generate leads. They may provide advice and support about aspects of sales solutions to support a sales team. | ||
| Duration and Setting | X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting. |
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| Prerequisites/co-requisites | |||
| Competency Field | Business Development - SalesBusiness Development - Sales | ||
| 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 | |
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| Elements of Competency | Performance Criteria | |||||||
| Element: Employ prospecting methods |
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| Element: Qualify prospects |
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| Element: Manage prospect information |
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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 | Evidence of the following is essential: demonstration of the use and management of different prospecting methods targeting a present, previous and new client research and establishment of criteria used in qualifying leads identified through prospecting methods recording, storage and retrieval of prospect information. |
Context of and specific resources for assessment | Assessment must ensure: access to an actual workplace or simulated environment access to organisational sales prospect information, databases and records. |
Method of assessment | A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit: analysis of responses to case studies and scenarios assessment of criteria developed to qualify sales leads demonstration of prospecting methods direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate observation of use of prospecting methods oral or written questioning to assess knowledge of principles of buyer motives review of research undertaken to establish criteria for qualifying leads evaluation of the system developed to record prospect information. |
Guidance information for assessment | Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example: customer service units other sales units. |
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.
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Required skills |
literacy skills to interpret legal requirements, company policies and procedures research and data analysis skills to determine prospect requirements technology skills to design and record formats to facilitate information storage and retrieval. |
Required knowledge |
principles of buyer motives identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as: anti-discrimination ethical principles consumer protection contract law privacy laws Trade Practices Act benefits and key features of own organisation's and competitors' products information management strategies used to manage prospect data prospecting methods used in the sales process. |
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. | |
Prospecting methods may include: | brokers cold canvassing databases direct mail internet intra organisational leads journals magazines media advertising networking newspapers personal observation public records referrals spotters telemarketing |
Products may include: | goods ideas services |
Clients may include: | consumers customers members patients members of other business units within an organisation other work teams within an organisation person or organisation who receives or has the potential to receive products, services or ideas supplied by the organisation |
Buyer motives may include: | browsing buying for unqualified prospect e.g. dependant gift housekeeping replacement item self reward self-gratification |
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 |
|---|---|---|---|
| Identify a range of prospecting methods | |||
| Consider and evaluate the strengths and limitations of primary and secondary prospecting methods | |||
| Select prospecting methods to match the market to which the product is targeted | |||
| Target present, previous and new clients through chosen prospecting methods | |||
| Research and establish criteria for qualifying leads | |||
| Ensure criteria are established according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for the seller | |||
| Ensure the established criteria represent a standard against which the buying potential of individuals and groups is gauged | |||
| Develop a system to record prospect information | |||
| Implement the system for recording prospect information | |||
| Monitor the system for recording prospect information for effectiveness | |||
| Evaluate the system for recording prospect information | |||
| Refine the system for recording prospect information based on evaluation of system |
Forms
Assessment Cover Sheet
BSBSLS402A - Identify sales prospects
Assessment task 1: [title]
Student name:
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I declare that the assessment tasks submitted for this unit are my own work.
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Result: Competent Not yet competent
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Assessment Record Sheet
BSBSLS402A - Identify sales prospects
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:
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