Elements and Performance Criteria

RANGE STATEMENT
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 in the performance criteria is detailed below. Add any 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.
Clients may include:
individuals
groups
corporations
private or public enterprises.
Client requirements with regard to marketing materials may include:
budget
description of property
distribution arrangements
print run
quality and type of marketing materials
type of media
use of online marketing materials, such as web page and virtual tour.
Interpersonal communication techniques may include:
active listening
providing an opportunity for clients to clarify their understanding of the sales process
seeking feedback from clients to confirm own understanding of their needs and expectations
summarising and paraphrasing to check understanding of client message
using appropriate body language.
Assistance given to relevant property sales staff to prepare marketing materials may include:
agency information
checking marketing materials for compliance with agency practice, ethical standards and legislative requirements
coordinating professional services relating to production of marketing materials
design of marketing materials
document production
graphics
monitoring cost of marketing materials
obtaining quotes for marketing materials
preparing online marketing materials
preparing property descriptions
preparing and assembling marketing materials
printing and distribution
proofreading, editing and checking marketing materials for accuracy
quality assurance
researching content of marketing materials
researching market conditions and sales results for comparable properties
text.
Assistance given to relevant property sales staff in planning and conducting marketing activities may include:
arranging placement of feature articles on property in local media
assisting with open days and property inspections
distributing promotional materials on agency and property
gathering feedback from prospective buyers
making appointments with prospective buyers to view property
monitoring and collecting information on enquiries from prospective buyers
monitoring costs of marketing activities
organising web-based and online marketing of property
placing advertisements in print and electronic media
quality assurance
supporting other agency staff in marketing activities
taking and responding to enquiries from prospective buyers
telephone promotions.
Legislative requirements may include:
relevant federal, and state or territory legislation and local government regulations relating to:
anti-discrimination and equal employment opportunity
consumer protection, fair trading and trade practices
employment and industrial relations
financial services
OHS
privacy
property sales.
Appropriate rapport relates to use of techniques that:
establish and build confidence and trust in the agency and its representatives
make the potential buyers and seller feel valued
promote and maintain an effective relationship with potential buyers and seller.
Appropriate person may include:
agency principal
licensed real estate agent
other members of sales team.
Information may include:
agency services
auction process
legislative requirements
marketing documentation
property inspections
property plans and specifications
sale documentation
sales process.
Support may include:
administrative tasks
client contact
collating and analysing feedback on marketing activities
details on prospective buyers

report preparation
research tasks.

EVIDENCE GUIDE
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.
Overview of assessment
This unit of competency could be assessed through practical demonstration of assisting with the marketing of properties for sale by private treaty or auction as part of a sales team. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence. The demonstration and questioning would include collecting evidence of the candidate's knowledge and application of ethical standards and relevant federal, and state or territory legislation and regulations. This assessment may be carried out in a simulated or workplace environment.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
A person who demonstrates competency in this unit must be able to provide evidence of:
assisting relevant property sales staff to prepare marketing materials in line with client requirements, agent instructions and agency practice
assisting relevant property sales staff to implement marketing activities for properties for sale in line with agency practice, ethical standards and legislative requirements
assisting relevant property sales staff to provide follow-up service to clients in relation to marketing of property for sale
knowledge of agency practice, ethical standards and legislative requirements affecting the marketing of properties for sale by private treaty and auction
knowledge of consumer protection principles that impact on the marketing of properties for sale.
Context of and specific resources for assessment
Resource implications for assessment include:
a registered provider of assessment services
assessment materials and tools
candidate special requirements
competency standards
cost and time considerations
suitable assessment venue and equipment
workplace documentation.
Where applicable, physical resources should include equipment modified for people with disabilities.
Access must be provided to appropriate learning and/or assessment support when required.
Assessment processes and techniques must be culturally appropriate, and appropriate to the language and literacy capacity of the candidate and the work being performed.
Validity and sufficiency of evidence require that:
competency will need to be demonstrated over a period of time reflecting the scope of the role and the practical requirements of the workplace
where the assessment is part of a structured learning experience the evidence collected must relate to a number of performances assessed at different points in time and separated by further learning and practice with a decision of competence only taken at the point when the assessor has complete confidence in the person's competence
all assessment that is part of a structured learning experience must include a combination of direct, indirect and supplementary evidence
where assessment is for the purpose of recognition (RCC/RPL), the evidence provided will need to be current and show that it represents competency demonstrated over a period of time
assessment can be through simulated project-based elements in this unit.
In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge. Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions, and will reflect the requirements of the competency and the work being performed.