Qualification Outline
22/07/2026 4:41 AM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
Certificate III in Business to Business Sales
Certificate III in Business to Business Sales
SIR30412
J148
Replaced
Replaced
National Endorsed, State Implementation and Classification
Releases
| Release Version | Release Date | TGA Status | DTWD Status |
|---|---|---|---|
| 2.00 | 14/08/2012 | Current | Approved |
Description
This qualification provides the skills and knowledge for an individual to be competent in the selling of products to other businesses and the building of strong business-to-business relationships. The qualification covers the need to operate effectively and manage sales within a territory. Customer relationship management and effective coordination of the provision of service to the customer are essential for success. The demonstration of communication and administration skills to deliver efficient service is required.
Job roles
Individuals with this qualification are able to perform roles, such as:
provide face-to-face and telephone product and service advice in a wholesale or business-to-business sales setting
work as an inside salesperson in a variety of business-to-business settings
work as a sales representative calling on established customers and cold calling to build new business
use computers as part of business and e-commerce processes
process purchases.
Possible job titles
business-to-business sales officer
sales representative
customer service officer
customer sales executive
sales counter assistant
telephone salesperson
Schedule
Packaging Rules
ENTRY REQUIRMENTSTo undertake this qualification, individuals will have retail operational or business-business experience in roles such as:
- providing face-to-face and telephone product and service advice
- selling products and services in variety of business settings
- using computers as part of business and e-commerce processes
- processing purchases
- performing stock control procedures
- picking and processing orders.
PACKAGING RULES
Ten (10) units must be completed:
- five (5) core units
- five (5) elective units:
- a minimum of three (3) units must be selected from the elective unit list
- a maximum of two (2) units may be selected from any relevant Training Package or accredited course first packaged at AQF level 2, 3 or 4.
The choice of elective units must be guided by the core function or role of the current or intended work environment, local industry requirements, and the characteristics of the AQF level of this qualification.
Units chosen from other Training Packages must not duplicate units selected from or available in SIR07 V3 Retail Services Training Package.
1. Core Units
All five (5) units must be completed.
| State Code | National Code | Title | Hours | Type |
|---|---|---|---|---|
| WD998 | SIRXWHS101 | Apply safe work practices | 20 | Unit of competency |
| WD984 | SIRXSLS303 | Build relationships with customers | 35 | Unit of competency |
| WD951 | SIRXCCS305 | Maintain business to business relationships | 35 | Unit of competency |
| WD946 | SIRWSLS305 | Optimise customer and territory coverage | 35 | Unit of competency |
| WD965 | SIRXIND101 | Work effectively in a customer service environment | 40 | Unit of competency |
2. Elective Units
A minimum of three (3) units must be chosen from the elective unit list.
Please refer to the packaging rules for the full details of available options.
Replaced By
| State Code | National Code | Title | Type |
|---|---|---|---|
| BAA9 | SIR30316 | Certificate III in Business to Business Sales | Qualification |
No information
Entry Requirements
To undertake this qualification, individuals will have retail operational or business-business experience in roles such as:
providing face-to-face and telephone product and service advice
selling products and services in variety of business settings
using computers as part of business and e-commerce processes
processing purchases
performing stock control procedures
picking and processing orders.
Examples of evidence of business-to-business sales experience may include:
job descriptions and references from current or past employers
an entry interview to determine retail operational experience.
Traineeships and Apprenticeships
Part-time is defined as a minimum of 20 hours per week.