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Evidence Guide: BSBSLS403A - Present a sales solution

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

BSBSLS403A - Present a sales solution

What evidence can you provide to prove your understanding of each of the following citeria?

Prepare for presentation

  1. Obtain and organise products for use within a sales presentation
  2. Review product information to ensure familiarity with products
  3. Identify sales tactic options, and assess and choose them in terms of their ability to meet the needs and preferences of the prospect
  4. Consider a variety of sales solutions and prepare to meet buyer needs
  5. Identify and select sales aids
  6. Identify alternatives for prospects and assess them in relation to anticipated buyer needs
Obtain and organise products for use within a sales presentation

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review product information to ensure familiarity with products

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify sales tactic options, and assess and choose them in terms of their ability to meet the needs and preferences of the prospect

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Consider a variety of sales solutions and prepare to meet buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and select sales aids

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify alternatives for prospects and assess them in relation to anticipated buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Present a sales solution

  1. Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment
  2. Apply listening skills to determine buyer needs
  3. Use open-ended questions to identify buyer needs, preferences, motives and objections
  4. Adjust presentation to match the needs and preferences of the buyer
  5. Use persuasive communication techniques to secure buyer interest
  6. Demonstrate and explain products to enhance buyer retention
  7. Ensure the presentation communicates the key features of the product and emphasises benefits in relation to identified buyer needs
  8. Obtain and present proof of benefits through product purchase
  9. Utilise sales aids to build buyer understanding of how the product is aligned with needs
Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Apply listening skills to determine buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use open-ended questions to identify buyer needs, preferences, motives and objections

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Adjust presentation to match the needs and preferences of the buyer

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use persuasive communication techniques to secure buyer interest

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Demonstrate and explain products to enhance buyer retention

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure the presentation communicates the key features of the product and emphasises benefits in relation to identified buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Obtain and present proof of benefits through product purchase

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Utilise sales aids to build buyer understanding of how the product is aligned with needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage buyer resistance

  1. Utilise probing to identify the source of buyer resistance
  2. Identify the strengths and limitations of buyer resistance strategies
  3. Elect and implement a strategy for managing buyer resistance
  4. Ensure strategy selected addresses the source of buyer resistance
Utilise probing to identify the source of buyer resistance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify the strengths and limitations of buyer resistance strategies

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Elect and implement a strategy for managing buyer resistance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure strategy selected addresses the source of buyer resistance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

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:

presentation of sales solutions that respond to specific buying needs and highlight major features of product/s

principles of achieving an effective sales presentation mix.

Context of and specific resources for assessment

Assessment must ensure:

access to an actual workplace or simulated environment

access to product information

access to office equipment, machines and sales support materials to make a presentation.

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

observations of presentations of sales solutions

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

oral or written questioning to assess knowledge of sales tactic options, proposed sales solutions and ways to overcome buyer resistance

observation of persuasive communication techniques and listening skills used when presenting a sales solution

review of sales aids identified and selected

evaluation of strategies implemented to manage buyer resistance.

Guidance information for assessment

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

BSBPRO401A Develop product knowledge

BSBSLS404A Secure prospect commitment

BSBSLS406A Self-manage sales performance.

Required Skills and Knowledge

Required skills

communication skills to question clients to determine client needs and preferences and to use persuasive and assertive language in promoting product features and benefits

conflict resolution skills to manage customer dissatisfaction

negotiation skills to manage buyer resistance

presentation skills to demonstrate how product benefits and key features fulfil buyers' needs

research skills to use sales statistics to support a verbal argument

technological skills to use equipment to aid presentation of sales information.

Required knowledge

detailed product knowledge, including product:

advantages and disadvantages

features

service benefits

materials and aids which can be used to support presentations

principles of achieving an effective sales presentation mix

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

statistical methods to demonstrate sales performance.

Range Statement

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.

Products may include:

goods

ideas

services

Sales aids may include:

drawings

electronic media

graphs

models

photographs

printed materials

product itself

product samples

transparencies

whiteboards

Proof of benefits may include:

anecdotes and examples

comparisons

statistics

testimony

Source of buyer resistance may include:

company resistance

no perceived need

price resistance

salesperson resistance

service dissatisfaction

timing issues

uncertainty about the product

Buyer resistance strategies may include:

assertive messages

boomerang

checking perceptions

direct denial

incentives offer

indirect denial

requesting additional information from buyers

open and closed questions

superior benefit

trial offer