Build sales relationships

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 SIRWSLS301, 'Build sales relationships'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Build sales relationships' 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


Performance Criteria

Elements describe the essential outcomes of a unit of competency.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide.

1. Develop effective sales techniques.

1.1.Determine importance of selling function in business-to-business processes.

1.2.Determine good work practices and sales techniques through communication with immediate supervisors and team members.

1.3.Actively seek feedback and guidance from immediate manager or team members to improve personal sales capabilities.

1.4.Confirm personal sales training and development needs with immediate manager.

1.5.Action personal sales training and development needs in an agreed timeframe.

1.6.Develop improved sales techniques relevant to the business customer and end consumer within a given territory.

2. Work with others to improve sales.

2.1.Openly discuss ideas on means to improve sales, service and performance strategies and share with team members, management and business customers.

2.2.Confirm procedures for accessing and using resources with team management.

2.3.Establish mechanisms to monitor the impact of improved sales and service strategies on personal performance targets.

3. Sell advantages of business relationship.

3.1.Identify advantages and benefits of long-term business relationships.

3.2.Develop and implement strategies to forge relationships with customers, build in-depth understanding of their needs, and develop trust and loyalty.

3.3.Promote advantages of exclusive working relationships to business customers.

3.4.Promote benefits to the end consumer of a business-to-business relationship.

3.5.Confirm features of different products and services and merchandise classifications with customers.

3.6.Explore opportunities to streamline business relationships and offer improved services to customers through efficient product delivery, effective provision of information, and timely problem resolution.

3.7.Confirm trading terms for different products and services with each customer.