Elements and Performance Criteria

Element

Performance Criteria

1

Employ prospecting methods

1.1

Identify a range of prospecting methods

1.2

Consider and evaluate the strengths and limitations of primary and secondary prospecting methods

1.3

Select prospecting methods to match the market to which the product is targeted

1.4

Target present, previous and new clients through chosen prospecting methods

2

Qualify prospects

2.1

Research and establish criteria for qualifying leads

2.2

Ensure criteria are established according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for the seller

2.3

Ensure the established criteria represent a standard against which the buying potential of individuals and groups is gauged

3

Manage prospect information

3.1

Develop a system to record prospect information

3.2

Implement the system for recording prospect information

3.3

Monitor the system for recording prospect information for effectiveness

3.4

Evaluate the system for recording prospect information

3.5

Refine the system for recording prospect information based on evaluation of system

Required skills

literacy skills to interpret legal requirements, company policies and procedures

research and data analysis skills to determine prospect requirements

technology skills to design and record formats to facilitate information storage and retrieval.

Required knowledge

principles of buyer motives

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

benefits and key features of own organisation's and competitors' products

information management strategies used to manage prospect data

prospecting methods used in the sales process.

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:

demonstration of the use and management of different prospecting methods targeting a present, previous and new client

research and establishment of criteria used in qualifying leads identified through prospecting methods

recording, storage and retrieval of prospect information.

Context of and specific resources for assessment

Assessment must ensure:

access to an actual workplace or simulated environment

access to organisational sales prospect information, databases and records.

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

assessment of criteria developed to qualify sales leads

demonstration of prospecting methods

direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate

observation of use of prospecting methods

oral or written questioning to assess knowledge of principles of buyer motives

review of research undertaken to establish criteria for qualifying leads

evaluation of the system developed to record prospect information.

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:

customer service units

other sales units.

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.

Prospecting methods may include:

brokers

cold canvassing

databases

direct mail

internet

intra organisational leads

journals

magazines

media advertising

networking

newspapers

personal observation

public records

referrals

spotters

telemarketing

Products may include:

goods

ideas

services

Clients may include:

consumers

customers

members

patients

members of other business units within an organisation

other work teams within an organisation

person or organisation who receives or has the potential to receive products, services or ideas supplied by the organisation

Buyer motives may include:

browsing

buying for unqualified prospect e.g. dependant

gift

housekeeping

replacement item

self reward

self-gratification