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 and titles vary across different industry sectors. Possible job titles relevant to this qualification include:
sales account assistant
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.
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
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.
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.
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