- BSBSLS403A - Present a sales solution
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners
BSBSLS403A Mapping and Delivery Guide
Present a sales solution
Version 1.0
Issue Date: April 2024
| Qualification | - |
Unit of Competency | BSBSLS403A - Present a sales solution |
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| Description | This unit describes the performance outcomes, skills and knowledge required to present a sales solution which responds to the specific buying needs of the client.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 present a sales solution which responds to the specific buying needs of the client.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 who are skilled in using specific sales techniques to present a sales solution to meet buyer needs. They may provide advice and support about aspects of sales solutions to support a sales team.This unit applies to individuals who are skilled in using specific sales techniques to present a sales solution to meet buyer needs. 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: Prepare for presentation |
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| Element: Present a sales solution |
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| Element: Manage buyer resistance |
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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: presentation of sales solutions that respond to specific buying needs and highlight major features of product/s principles of achieving an effective sales presentation mix. |
Context of and specific resources for assessment | Assessment must ensure: access to an actual workplace or simulated environment access to product information access to office equipment, machines and sales support materials to make a presentation. |
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 observations of presentations of sales solutions direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate oral or written questioning to assess knowledge of sales tactic options, proposed sales solutions and ways to overcome buyer resistance observation of persuasive communication techniques and listening skills used when presenting a sales solution review of sales aids identified and selected evaluation of strategies implemented to manage buyer resistance. |
Guidance information for assessment | Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example: BSBPRO401A Develop product knowledge BSBSLS404A Secure prospect commitment BSBSLS406A Self-manage sales performance. |
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 |
communication skills to question clients to determine client needs and preferences and to use persuasive and assertive language in promoting product features and benefits conflict resolution skills to manage customer dissatisfaction negotiation skills to manage buyer resistance presentation skills to demonstrate how product benefits and key features fulfil buyers' needs research skills to use sales statistics to support a verbal argument technological skills to use equipment to aid presentation of sales information. |
Required knowledge |
detailed product knowledge, including product: advantages and disadvantages features service benefits materials and aids which can be used to support presentations principles of achieving an effective sales presentation mix 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 statistical methods to demonstrate sales performance. |
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. | |
Products may include: | goods ideas services |
Sales aids may include: | drawings electronic media graphs models photographs printed materials product itself product samples transparencies whiteboards |
Proof of benefits may include: | anecdotes and examples comparisons statistics testimony |
Source of buyer resistance may include: | company resistance no perceived need price resistance salesperson resistance service dissatisfaction timing issues uncertainty about the product |
Buyer resistance strategies may include: | assertive messages boomerang checking perceptions direct denial incentives offer indirect denial requesting additional information from buyers open and closed questions superior benefit trial offer |
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 |
|---|---|---|---|
| Obtain and organise products for use within a sales presentation | |||
| Review product information to ensure familiarity with products | |||
| Identify sales tactic options, and assess and choose them in terms of their ability to meet the needs and preferences of the prospect | |||
| Consider a variety of sales solutions and prepare to meet buyer needs | |||
| Identify and select sales aids | |||
| Identify alternatives for prospects and assess them in relation to anticipated buyer needs | |||
| Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment | |||
| Apply listening skills to determine buyer needs | |||
| Use open-ended questions to identify buyer needs, preferences, motives and objections | |||
| Adjust presentation to match the needs and preferences of the buyer | |||
| Use persuasive communication techniques to secure buyer interest | |||
| Demonstrate and explain products to enhance buyer retention | |||
| Ensure the presentation communicates the key features of the product and emphasises benefits in relation to identified buyer needs | |||
| Obtain and present proof of benefits through product purchase | |||
| Utilise sales aids to build buyer understanding of how the product is aligned with needs | |||
| Utilise probing to identify the source of buyer resistance | |||
| Identify the strengths and limitations of buyer resistance strategies | |||
| Elect and implement a strategy for managing buyer resistance | |||
| Ensure strategy selected addresses the source of buyer resistance |
Forms
Assessment Cover Sheet
BSBSLS403A - Present a sales solution
Assessment task 1: [title]
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Assessment Record Sheet
BSBSLS403A - Present a sales solution
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Assessment task 1: [title] Result: Competent Not yet competent
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Feedback to student:
Overall assessment result: Competent Not yet competent
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