Apply sales procedures

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment. Put student names in the top row and check them off as they demonstrate competenece for each of the unit's elements and performance criteria.
Assessment Matrix
a slightly different format than the assessment template. A spreadsheet with unit names, elements and performance criteria in separate columns. Put assessment names in column headings to track which performance criteria each one covers. Good for ensuring that you've covered every one of the performance criteria with your assessment instrument (all assessement tools together).
Wiki Markup
mark up the unit in a wiki markup codes, ready to copy and paste into a wiki page. The output will work in most wikis but is designed to work particularly well as a Wikiversity learning project.
Evidence Guide
create an evidence guide for workplace assessment and RPL applicants
Competency Mapping Template
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners. A template for developing assessments for a unit, which will help you to create valid, fair and reliable assessments for the unit, ready to give to trainers and students
Observation Checklist
create an observation checklist for workplace assessment and RPL applicants. This is similar to the evidence guide above, but a little shorter and friendlier on your printer. You will also need to create a seperate Assessor Marking Guide for guidelines on gathering evidence and a list of key points for each activity observed using the unit's range statement, required skills and evidence required (see the unit's html page for details)

Self Assessment Survey
A form for students to assess thier current skill levels against each of the unit's performance criteria. Cut and paste into a web document or print and distribute in hard copy.
Moodle Outcomes
Create a csv file of the unit's performance criteria to import into a moodle course as outcomes, ready to associate with each of your assignments. Here's a quick 'how to' for importing these into moodle 2.x
Registered Training Organisations
Trying to find someone to train or assess you? This link lists all the RTOs that are currently registered to deliver AURS241303A, 'Apply sales procedures'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Apply sales procedures' on This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to for every purchase, so go nuts :)

Elements and Performance Criteria



1. Demonstrate product knowledge

1.1. Knowledge of use and application of products and services is demonstrated

1.2. Experienced sales staff or product information guide are consulted to increase product knowledge

2. Approach customer

2.1. Timing of customer approach is determined and applied

2.2. Effective sales approach is identified and applied

2.3. Positive impression is conveyed to arouse customer interest

2.4. Knowledge of customer buying behaviour is demonstrated

2.5. Customer is focused on specific merchandise

3. Customer response

3.1. Questioning techniques are applied to determine customer buying motives

3.2. Listening skills are used to determine customer requirements

3.3. Non-verbal communication cues are interpreted and clarified

3.4. Customers are identified by name where possible

4. Apply product knowledge

4.1. Customer needs are matched to products and services

4.2. Knowledge of product features and benefits are communicated clearly to customers

4.3. Product use and safety requirements are described to customers

4.4. Customers are referred to product specialist

4.5. Routine customer questions about merchandise, e.g. price, price reductions, quality and usage, are answered accurately and honestly or referred to more experienced sales staff

5. Gather information

5.1. Customer objections are identified and accepted

5.2. Objections are categorised into price, time and merchandise characteristics

5.3. Solutions are offered according to store policy

5.4. Problem solving is applied to overcome customer objections

6. Close sale

6.1. Customer buying signals are monitored, identified and responded to

6.2. Customer is encouraged to make purchase decision

6.3. Method of closing sale is selected and applied

6.4. Legislative and legal sales requirements/procedures are followed

7. Maximise sales opportunities

7.1. Opportunities for making additional sales are recognised and applied

7.2. Customer is advised of complementary products or services according to identified needs

7.3. Personal sales outcomes are reviewed to maximise future sales

Qualifications and Skillsets

AURS241303A appears in the following qualifications:

  • MSA40710 - Certificate IV in Recreational Vehicle and Accessories Retailing
  • MSA30710 - Certificate III in Recreational Vehicle and Accessories Retailing
  • AUR30211 - Certificate III in Bicycles
  • AUR21105 - Certificate II in Automotive Sales
  • AUR20205 - Certificate II in Automotive Aftermarket Manufacturing
  • AUR31005 - Certificate III in Automotive Sales
  • AUR20311 - Certificate II in Bicycles