Application
This unit describes the skills and knowledge required to develop product knowledge in preparation for the sales process.
It applies to individuals who need to solve a defined range of unpredictable problems, analyse and evaluate information from a variety of sources and who may provide leadership and guidance to others with some limited responsibility for the output of others.
No licensing, legislative, regulatory or certification requirements 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. Acquire knowledge of products in a specified area | 1.1 Identify information sources about products in a specified area and evaluate them for reliability and validity 1.2 Identify product purpose/s and use/s 1.3 Identify key features of the product/s 1.4 Identify product strengths and weaknesses 1.5 Articulate guarantees and warranties and identify service support details |
2. Convert product knowledge into benefits | 2.1 Identify features of the product which have potential buyer appeal 2.2 Present features of the product which have buyer appeal as benefits to the buyer 2.3 Present product benefits within the context of organisational requirements and legislation |
3. Evaluate competitors’ products | 3.1 Use a range of information sources to identify competitors’ products 3.2 Compare features, benefits, strengths and weaknesses of competitors’ products with own products 3.3 Establish relative standing of the organisation’s product with the competitors’ product/s and communicate differences to the buyer |
Foundation Skills
This section describes language, literacy, numeracy and employment skills incorporated in the performance criteria that are required for competent performance.
Skill | Performance Criteria | Description |
Reading | 1.1, 1.2, 1.3, 1.4, 2.1, 3.1, 3.2, 3.3 | Identifies, interprets, understands and compares information to monitor and evaluate quality of product and services and check against client requirements |
Writing | 1.1, 1.5, 2.2, 2.3, 3.2 | Records results of product evaluations to show clear comparisons of features, benefits and weaknesses Uses clear and specific language to develop documents for different audiences in accordance with organisational requirements |
Oral Communication | 2.2, 2.3, 1.5, 3.3 | Provides recommendations using language appropriate to the purpose and audience |
Numeracy | 1.3, 1.4, 3.2, 3.3 | Analyses numerical information to measure, compare and evaluate features |
Navigate the world of work | 2.3 | Understands and follows organisational policies and procedures and legislative requirement relevant to own role |
Get the work done | 1.1, 3.1, 3.3 | Plans and implements tasks required to achieve required outcomes Analyses information to decide on appropriate recommendations |
Sectors
Industry Capability – Product Skills and Advice