- BSBSLS404A - Secure prospect commitment
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners
BSBSLS404A Mapping and Delivery Guide
Secure prospect commitment
Version 1.0
Issue Date: April 2024
| Qualification | - |
Unit of Competency | BSBSLS404A - Secure prospect commitment |
|---|---|---|---|
| Description | This unit describes the performance outcomes, skills and knowledge required to use sales processes associated with securing prospect commitment to proceed with a sale.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 use sales processes associated with securing prospect commitment to proceed with a sale.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 secure a prospects commitment to purchase a product or service. They may contribute to securing prospect commitment individually or as a supporting member of a larger 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 secure a prospects commitment to purchase a product or service. They may contribute to securing prospect commitment individually or as a supporting member of a larger 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 | |
|---|---|---|---|---|---|---|---|---|
| Elements of Competency | Performance Criteria | |||||||
| Element: Respond to buying signals |
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| Element: Negotiate the sale |
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| Element: Finalise the agreement |
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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: sales situations where the candidate clearly identifies and appropriately responds to buying signals before trialling closes, negotiating sale conditions and securing the sale knowledge of principles of sales closure techniques. |
Context of and specific resources for assessment | Assessment must ensure: access to an actual workplace or simulated environment access to appropriate documentation and resources normally used in the workplace. |
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 interactions with prospects when securing commitment 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 verbal and non-verbal buying signals, trial closes, proposed sales solutions and ways to overcome buyer resistance observation of strategies used to secure a sale review of cross selling opportunities presented to the buyer review of completed sales documents assessment of advice provided on financing arrangements. |
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 BSBSLS403A Present a sales solution 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 |
conflict resolution skills to mange client dissatisfaction and criticism customer service skills to determine client needs and preferences interpersonal skills to develop rapport and build relationships with clients literacy and numeracy skills to prepare sales documentation, process sales transactions and calculate financing arrangements. |
Required knowledge |
detailed product knowledge, including product: advantages and disadvantages features service benefits 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 principles of sales closure techniques. |
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. | |
Verbal buying signals may include: | confirmations questions statement of requirement by prospect |
Non-verbal buying signals may include: | close examination of the product by the prospect moving closer to where a product is to be installed smiling and nodding |
Trial closes may include: | question or paraphrase that focuses the interaction on a minor point related to sale of the product that might lead to closing the sale |
Products may include: | goods ideas services |
Formal close may include: | inducement narrative close request by the salesperson to the prospect to agree to purchase the product/service offering alternative choices summary of product benefits |
Conditions may include: | client loyalty delivery length of contract payment options price |
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 verbal and non-verbal buying signals | |||
| Assess verbal and non-verbal buying signals | |||
| Make a decision as to whether to respond to a buying signal by initiating close of sale | |||
| Utilise trial closes to assist the buyer to make decisions on minor points related to the product | |||
| Use trial closes strategically during different stages of the sales process | |||
| Initiate a formal close to the sales process following one or more trial closes | |||
| Negotiate conditions of the agreement | |||
| Assess a range of different strategies to close the sale | |||
| Select a strategy to close the sale | |||
| Utilise supportive and confirming language to support the closure of the sales process | |||
| Describe and demonstrate options for simple sales transactions to match specified situations | |||
| Respond to the prospect's decision to purchase in an assertive manner | |||
| Outline a summary of the agreement to the buyer | |||
| Confirm the buyer's decision | |||
| Ensure process and completion of the sales transaction comply with organisational requirements | |||
| Prepare and complete sales documents | |||
| Ensure advice on financing arrangements is accurate, matches the buyer's financial situation, and complies with organisational requirements | |||
| Identify and present cross selling opportunities to the buyer | |||
| Express a desire to continue the sales relationship and conduct future sales transactions |
Forms
Assessment Cover Sheet
BSBSLS404A - Secure prospect commitment
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
BSBSLS404A - Secure prospect commitment
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: