- BSBPRO401A - Develop product knowledge
Develop product knowledge
This unit applies to individuals in a sales related position in a small, medium or large enterprise across a wide variety of industries and contexts who develop their product knowledge prior to undertaking selling activities. They may provide advice and support about aspects of sales solutions to support a sales team.
Elements and Performance Criteria
1. Acquire knowledge of products in a specified area
1.1. Identify information sources about products in a specified area and evaluate them for reliability and validity
1.2. Identify product purpose/s and use/s
1.3. Identify key features of the product/s
1.4. Identify product strengths and weaknesses
1.5. Articulate guarantees and warranties and identify service support details
2. Convert product knowledge into benefits
2.1. Identify features of the product which have potential buyer appeal
2.2. Present features of the product which have buyer appeal as benefits to the buyer
2.3. Present product benefits within the context of organisational requirements and legislation
3. Evaluate competitors' products
3.1. Use a range of information sources to identify competitors' products
3.2. Compare features, benefits, strengths and weaknesses of competitors' products with own products
3.3. Establish relative standing of the organisation's product with the competitors' product/s and communicate differences to the buyer
information management skills to summarise information verbally and non-verbally
literacy and numeracy skills to interpret sales data and to summarise information obtained from a variety of verbal and non-verbal sources.
features, benefits, strengths and weaknesses of own organisation's and competitors' products
industry competitors, trends and developments
organisational structure/s, roles and responsibilities, policies, procedures, product labelling and descriptions
potential buyer markets
processes used when buying and selling products and services
identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as:
contract law legislation
Trade Practices Act.
The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Overview of assessment
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
comparison of the key features and benefits of product/s with competitor offerings
demonstration of product knowledge offered by an organisation
presentation of key features and benefits of own product/s.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to information sources about an organisation's and competitors' products, services or ideas
access to office equipment and resources.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
observation of presentation of key features and benefits to customers or simulated customers
oral or written questioning to assess knowledge of features, benefits, strengths and weaknesses of organisation's and competitors' products
review of evaluation of identification of information sources about products in a specified area
evaluation of strengths and weaknesses established for competitors' products.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Information sources may include:
claims of competitive sales people
competitor sales literature
external sales data sources such as warehouse withdrawals
internal sales data records
other company personnel
trade association magazines
Products may include:
Features may include:
country of origin
product care details
Organisational requirements may include:
level of client service required
policies and procedures which are formally documented and are available for reference within the workplace
Business Development - Sales
This unit contains employability skills.
No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.