Application
This unit describes the skills and knowledge required to present a sales solution and close a sale in response to a client enquiry.
Within their level of authority, individuals apply specialised knowledge and make judgements and recommendations based on detailed analysis of information.
Work functions in the occupational areas where this unit may be used are subject to regulatory requirements. Refer to the FNS Implementation Guide Companion Volume or the relevant regulator for specific guidance on requirements.
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 nature of enquiry | 1.1 Establish rapport with client and determine reason for enquiry to allow suitable response 1.2 Determine needs of client by questioning 1.3 Check to see whether enquiry is within personal authorities or should be referred to appropriate personnel |
2. Determine suitability of client for financial product or service | 2.1 Identify products and/or services that might satisfy client needs 2.2 Obtain all information required to determine eligibility of client for product or service, with predetermined risk assessment criteria applied in accordance with product or service requirements 2.3 Prepare business proposal in compliance with legislation, regulations and codes of practice and personal authorities, and refer to appropriate personnel for further action if business proposal is outside defined guidelines |
3. Provide client with information about product or service | 3.1 Present business proposal to client and supply all product information 3.2 Discuss client queries, clarify proposal and make follow-up arrangements if required |
4. Confirm sale and process documentation | 4.1 Confirm suitability of product and price with client and obtain agreement to proceed with sale 4.2 Issue documentation in accordance with organisational policy and procedures 4.3 Process payment details without delay and update record systems promptly and accurately |
Evidence of Performance
Evidence of the ability to:
interact with clients, collect the necessary information and match client needs to company products or services
sell products and services, including matching client requirements to company products and services
finalise and record the sale, completing relevant documentation as required.
Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.
Evidence of Knowledge
To complete the unit requirements safely and effectively, the individual must:
identify the basic structure and operation of the financial services industry
identify the key features of services and products within the financial services industry
describe the key features of company policy and procedures for interacting with clients and solving problems
describe the key requirements of relevant legislation and regulations impacting on the financial services industry in relation to selling products and services
compare and contrast selling techniques
describe the key features of the range of products and services available from an organisation including terms, interest rates, special packages and other conditions.
Assessment Conditions
Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the sales and marketing field of work and include access to:
financial services product information
a relevant software system and data
organisational policy and procedures
common office equipment, technology, software and consumables.
Assessors must satisfy NVR/AQTF assessor requirements.
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 | 1.3, 2.1, 2.2 | Analyses a range of textual information from a variety of sources to identify key details and risks, and to make judgements and recommendations |
Writing | 1.1, 2.2, 2.3, 3.2, 4.1, 4.2, 4.3 | Develops material in correct format for a specific audience using clear and detailed language to convey accurate and customised information Records outcomes of communications using specific language, grammar and punctuation to correctly and effectively convey recommendations |
Oral Communication | 1.1, 1.2, 1.3, 2.2, 2.3, 3.1, 3.2, 4.1 | Participates confidently in verbal exchanges and clearly explains detailed information using language, tone and pace appropriate to the audience and situation Uses active listening and questioning techniques to elicit the views and opinions of others and to confirm understanding |
Numeracy | 1.2, 2.1, 2.2, 2.3, 3.1, 3.2, 4.3 | Uses a limited range of mathematical calculations to perform comparisons of financial information and determine costs |
Navigate the world of work | 1.3, 2.3, 4.2 | Recognises the main tasks, responsibilities and boundaries of own role and where necessary refers relevant matters to appropriate personnel Identifies and adheres to legal and regulatory rights and responsibilities in undertaking tasks Identifies and follows the explicit and implicit organisational protocols to meet expectations applicable to own role |
Interact with others | 1.1, 1.2, 2.1, 2.2, 3.1, 3.2, 4.1 | Selects and applies appropriate communication practices and protocols, adjusting personal communication style in response to the values, beliefs and cultural expectations of others Uses strategies to build rapport, demonstrate empathy and build effective working relationships |
Get the work done | 2.1-2.3, 3.1, 4.2, 4.3 | Plans a range of relatively complex and routine tasks and achieves stated goals Systematically gathers and analyses all relevant information and evaluates options to address issues or make product or service recommendations Understands the functions, features and uses of digital systems and uses these to input, access, filter, extract data and present information in a suitable format |
Sectors
Sales and marketing