Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners
SIRWSLS001A Mapping and Delivery Guide
Sell products and services to business customers
Version 1.0
Issue Date: May 2024
Qualification | - |
Unit of Competency | SIRWSLS001A - Sell products and services to business customers |
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Description | This unit describes the performance outcomes, skills and knowledge required to sell products and services to business customers. It involves the use of sales techniques and encompasses the key direct selling skills from the initial approach by the customer or service provider to closing the sale. It requires a basic level of product knowledge. | ||
Employability Skills | The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements. | ||
Learning Outcomes and Application | This unit applies to frontline sales personnel. It requires the recognition and demonstration of verbal and non-verbal communication skills to determine customer requirements, sell the benefits of products, overcome objections and close sales. Personal evaluation is utilised to maximise sales according to industry codes of practice, relevant legislation and business policy. | ||
Duration and Setting | X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting. |
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Prerequisites/co-requisites | Nil | ||
Competency Field | 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: Apply product knowledge. |
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Element: Identify specific customer types and behaviour. |
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Element: Sell products and services to customers. |
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Element: Gather information. |
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Element: Sell benefits. |
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Element: Overcome objections. |
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Element: Close sale. |
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Element: Maximise sales opportunities. |
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