Establish a basis for sales consulting

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 CPCCBC4027B, 'Establish a basis for sales consulting'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Establish a basis for sales consulting' 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. Develop knowledge of the industry.

1.1. Industry building types are identified.

1.2. Knowledge of styles within industry sectors is developed, including individual design, project and architectural designs, renovations and additions.

1.3. Market segments within the relevant industry sector are identified.

1.4. Knowledge of the industry is used to provide customers with clear and accurate information as required.

2. Demonstrate the key attributes of an industry sales consultant.

2.1. Gestures, posture, body language, facial expression and voice are used to create a supportive selling environment.

2.2. Customer needs are accurately determined through the use of open-ended questions and active listening.

2.3. Persuasive communication techniques are used to secure buyer interest.

2.4. Product benefits are established and explained to enhance buyer retention.

2.5. Proof of benefits are obtained and presented through product purchase process.

2.6. Sales aids are used to build buyer understanding of how the product is aligned with needs.

3. Manage self-development and personal performance.

3.1. Self-development plan is produced, which reflects individual and company goals and targets.

3.2. Personal performance is reviewed, evaluated and modified, as required.

3.3. Processes are put in place to maintain personal mental and physical well being.

4. Manage buyer resistance and complete documentation.

4.1. Probing is used to identify source of buyer resistance.

4.2. Strengths and limitations of strategies to overcome buyer resistance are identified.

4.3. Strategy for managing buyer resistance is selected and implemented ensuring it addresses the source of buyer resistance.

4.4. Customer and sales information is recorded as required.

5. Develop and maintain professional competence.

5.1. Ongoing training and development that meet requirements for professional development programs are identified and attended.

5.2. Participation in professional networks and associations is used to enhance knowledge, skills and relationships.

Qualifications and Skillsets

CPCCBC4027B appears in the following qualifications:

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