Present a sales solution

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 BSBSLS403A, 'Present a sales solution'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Books
Reference books for 'Present a sales solution' on fishpond.com.au. This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to ntisthis.com for every purchase, so go nuts :)


Elements and Performance Criteria

Elements and Performance Criteria

Element

Performance Criteria

1

Prepare for presentation

1.1

Obtain and organise products for use within a sales presentation

1.2

Review product information to ensure familiarity with products

1.3

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

1.4

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

1.5

Identify and select sales aids

1.6

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

2

Present a sales solution

2.1

Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment

2.2

Apply listening skills to determine buyer needs

2.3

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

2.4

Adjust presentation to match the needs and preferences of the buyer

2.5

Use persuasive communication techniques to secure buyer interest

2.6

Demonstrate and explain products to enhance buyer retention

2.7

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

2.8

Obtain and present proof of benefits through product purchase

2.9

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

3

Manage buyer resistance

3.1

Utilise probing to identify the source of buyer resistance

3.2

Identify the strengths and limitations of buyer resistance strategies

3.3

Elect and implement a strategy for managing buyer resistance

3.4

Ensure strategy selected addresses the source of buyer resistance


Qualifications and Skillsets

BSBSLS403A appears in the following qualifications:

  • CPC40408 - Certificate IV in Building and Construction (Sales)
  • AUR31005 - Certificate III in Automotive Sales