Secure prospect commitment

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 BSBSLS404A, 'Secure prospect commitment'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Secure prospect commitment' 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

Elements and Performance Criteria


Performance Criteria


Respond to buying signals


Identify verbal and non-verbal buying signals


Assess verbal and non-verbal buying signals


Make a decision as to whether to respond to a buying signal by initiating close of sale


Utilise trial closes to assist the buyer to make decisions on minor points related to the product


Use trial closes strategically during different stages of the sales process


Negotiate the sale


Initiate a formal close to the sales process following one or more trial closes


Negotiate conditions of the agreement


Assess a range of different strategies to close the sale


Select a strategy to close the sale


Utilise supportive and confirming language to support the closure of the sales process


Describe and demonstrate options for simple sales transactions to match specified situations


Respond to the prospect's decision to purchase in an assertive manner


Finalise the agreement


Outline a summary of the agreement to the buyer


Confirm the buyer's decision


Ensure process and completion of the sales transaction comply with organisational requirements


Prepare and complete sales documents


Ensure advice on financing arrangements is accurate, matches the buyer's financial situation, and complies with organisational requirements


Identify and present cross selling opportunities to the buyer


Express a desire to continue the sales relationship and conduct future sales transactions

Qualifications and Skillsets

BSBSLS404A appears in the following qualifications:

  • ICP40610 - Certificate IV in Printing and Graphic Arts (Management_Sales)
  • CPC40408 - Certificate IV in Building and Construction (Sales)
  • AUR31005 - Certificate III in Automotive Sales