Application
This unit of competency describes the skills and knowledge required to provide advice and sell machinery.
All work must be carried out to comply with workplace procedures, work health and safety legislation and codes, and sustainability practices.
This unit applies to rural products merchandisers whose job role includes providing advice and selling agricultural farm and small machinery, spare parts and building products.
This unit applies to individuals who take responsibility for their own work and provide and communicate solutions to a range of predictable and sometimes unpredictable problems.
No occupational licensing, legislative or certification requirements are known to apply to this unit at the time of publication.
Elements and Performance Criteria
Element | Performance criteria |
Elements describe the essential outcomes. | Performance criteria describe the performance needed to demonstrate achievement of the element. |
1. Identify customer needs | 1.1 Use interpersonal skills to identify customer needs 1.2 Handle customer enquiries courteously and promptly in accordance with enterprise procedures and industry requirements 1.3 Match available products to customer needs 1.4 Research and update knowledge and understanding of machinery and related products from authoritative sources 1.5 Research local enterprise and district requirements for machinery and related products |
2. Provide product advice | 2.1 Provide advice that addresses customer needs in a timely and professional manner and is in line with enterprise and legislative requirements 2.2 Exhibit or demonstrate products to customer 2.3 Address customers concerns and questions 2.4 Provide relevant safety information to the customer for recommended products 2.5 Prepare and supply quotations |
3. Sell products | 3.1 Complete sales in to customer's satisfaction in accordance with enterprise and legislative requirements 3.2 Identify and respond to opportunities for add-on and repeat sales 3.3 Monitor sales results against specified criteria 3.4 Review sales techniques to enhance future sales results |
4. Handle and maintain products | 4.1 Handle and store products safely and efficiently in line with manufacturer, enterprise and work health and safety requirements 4.2 Complete documentation 4.3 Monitor stock levels and follow re-ordering procedures |
Evidence of Performance
The candidate must be assessed on their ability to integrate and apply the performance requirements of this unit in a workplace setting. Performance must be demonstrated consistently over time and in a suitable range of contexts.
The candidate must provide evidence that they can:
advise customers as to the most appropriate products for their specific application/environment
engage with and give advice to customers
research product and supplier information
ensure that the advice, product type, application and suitability are understood by the customer
encourage add on sales
organise the demonstration of products
represent the enterprise in a professional manner when dealing with customers
follow enterprise work health and safety policies
Evidence of Knowledge
The candidate must demonstrate knowledge of:
customer service and selling techniques
systems and procedures for the safe handling of machinery
enterprises business values, structure, products and services
industry terminology for products
machinery and related products requirements of local district industry
industry trends and improved practices in relation to machinery usage and equipment
systems and procedures for the safe handling of machinery and parts
manufacturers product recommendations and warranty requirements
relevant work health and safety, industry, fair trading, trade practices, and sales of goods legislation
relevant components of State/Territory Acts relating to machinery and its use
Assessment Conditions
Competency is to be assessed in the workplace or simulated environment that accurately reflects performance in a real workplace setting.
Assessors must satisfy current standards for RTOs.
Foundation Skills
Foundation Skills essential to performance are explicit in the performance criteria of this unit of competency.
Range Statement
Sectors
Merchandising and Sales (MER)