Certificate IV in Business Sales

This qualification reflects the role of individuals who use well-developed business sales skills and a broad knowledge base in a wide variety of business sales contexts. They apply solutions to a defined range of unpredictable problems, and analyse and evaluate information from a variety of sources. They may provide leadership and guidance to others and have limited responsibility for the output of others, however they typically report to a more senior business sales practitioner.

Job roles

Job roles and titles vary across different industry sectors. Possible job titles relevant to this qualification include:

sales account assistant

sales agent

sales representative.


Total number of units = 10

4 core unitsplus

6 elective units

4 elective units must be selected from the elective units listed below.

2 elective units may be selected from the elective units listed below, from this Training Package or from any current accredited course or endorsed Training Package at this qualification level or Certificate III or Diploma level.

Elective units must be relevant to the work outcome, local industry requirements and the qualification level.

Core units

add topic BSBPRO401A Develop product knowledge

add topic BSBREL402A Build client relationships and business networks

add topic BSBSLS407A Identify and plan sales prospects

add topic BSBSLS408A Present, secure and support sales solutions

Elective units

Customer service

add topic BSBCUS401B Coordinate implementation of customer service strategies

add topic BSBCUS402B Address customer needs

Financial administration

add topic BSBFIA402A Report on financial activity


add topic BSBADM405B Organise meetings

add topic BSBADM406B Organise business travel

add topic BSBADM409A Coordinate business resources

International business

add topic BSBINT401B Research international business opportunities

Interpersonal communication

add topic BSBCMM401A Make a presentation

IT use

add topic BSBITU301A Create and use databases

add topic BSBITU402A Develop and use complex spreadsheets


add topic BSBMKG401B Profile the market

add topic BSBMKG402B Analyse consumer behaviour for specific markets

add topic BSBMKG408B Conduct market research

add topic BSBMKG413A Promote products and services

add topic BSBMKG414B Undertake marketing activities

add topic BSBMKG415A Research international markets

add topic BSBMKG416A Market goods and services internationally

Occupational health and safety

add topic BSBOHS407A Monitor a safe workplace

Relationship management

add topic BSBREL401A Establish networks

add topic BSBREL403A Implement international client relationship strategies


add topic BSBRES401A Analyse and present research information


add topic BSBSLS501A Develop a sales plan

add topic BSBSLS502A Lead and manage a sales team


add topic BSBSUS301A Implement and monitor environmentally sustainable work practices

Workplace effectiveness

add topic BSBWOR401A Establish effective workplace relationships

add topic BSBWOR402A Promote team effectiveness

Imported units

add topic FNSSAM402A Implement a sales plan


    Qualification pathways

    Entry requirements

    There are no entry requirements for this qualification.

    Pathways into the qualification

    Preferred pathways for candidates considering this qualification include:

    BSB30110 Certificate III in Business or other relevant qualification


    with vocational experience in assisting sales team leaders, supervisors or managers to conduct sales activities but without a formal sales qualification.

    Pathways from the qualification

    BSB51207 Diploma of Marketing or a range of other Diploma qualifications

Entry Requirements

Not applicable.

Licensing Information

Licensing, legislative, regulatory or certification considerations

There is no direct link between this qualification and licensing, legislative or regulatory requirements. However, where required, a unit of competency will specify relevant licensing, legislative or regulatory requirements that impact on the unit.

Employability Skills


BSB40610 Certificate IV in Business Sales

The following table contains a summary of the employability skills required by industry for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options.

Employability skill

Industry or enterprise requirements for this qualification include:


being appropriately assertive with clients and client representatives

establishing and using appropriate formal or informal business networks

establishing rapport and relationships with client and client representatives

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


identifying and using the strengths of other sales team members to promote the attainment of sales objectives

working as an individual or as part of a sales team to conduct sales activities and to support other team members in achieving sales targets and objectives


identifying and addressing reasons for potential buyer reluctance to purchase

refining the system of recording prospect information based on an evaluation

Initiative and enterprise

identifying and presenting options for cross-selling or up-selling

using initiative to develop sales prospects and lists of potential buyers

Planning and organising

collecting the names of potential buyers likely to be interested in purchasing a product or service

pipelining and planning sales activities to identify sales solutions and prospects

securing sales prospects and supporting post-sale activities


establishing an individualised sales plan

managing stress, time and sales-related paperwork effectively


acquiring knowledge of products or services

obtaining feedback on the sales process and product or service satisfaction from customers


using business technology to process orders

using the internet to obtain product information