Elements and Performance Criteria

Methods include:
demonstration to customer using sales techniques applied to product sold for or through automotive industry
verbal, written, practical
customers may be face to face or by telephone/ electronic media

This unit of competence applies to the following and should be contextualised to the qualification it is being applied:
RS&R

Enterprise operating procedures
Product manufacturer/component supplier specifications
Customer requirements
Industry/workplace codes of practice

State/Territory/industry OH&S requirements
Work is carried out in accordance with award provisions

Sales manuals, time management guides, enterprise/ industry guidelines, office equipment (computer, typewriter, telephone, fax, etc.)
Sales videos, sales brochures
Enterprise-based sales recording systems
Various products retailed via automotive industry

Critical aspects of evidence

It is essential that competence in this unit signifies ability to transfer competence to changing circumstances and to respond to unusual circumstances in the critical aspects of:

selling products to satisfy customer needs
use of sales techniques
communicating effectively with others involved in or affected by the work

Underpinning knowledge
Selling procedures
Communication skills, oral and written
Communication techniques
Product information
Company policies and procedures
Stock presentation techniques
Industry legal requirements
Finance, leasing and insurance contracts/policies

Specific key competencies, underpinning and employability skills required to achieve the performance criteria
These include a number of processes that are learned throughout work and life, which are required in most jobs. Some of these are covered by the national key competencies, although others may be added. The details below highlight how these competencies are applied in the attainment of this unit.

Application of the key competencies in this unit are to satisfy the nominated level in which:

Level 1 - relates to working effectively within set conditions and processes;
Level 2 - relates to management or facilitation of conditions or processes; and
Level 3 - relates to design, development and evaluation of conditions or process.
How will the candidate apply the following key competency in this unit? The candidate will need to:

Collect, analyse and organise information
Collect, organise and understand information related to collect and interpret technical information
(Level 1)

Communicate ideas and information
Communicate ideas and information to convey information to the customer
(Level 2)

Plan and organise activities
Plan and organise activities for sales demonstration
(Level 2)

Work with others and in a team
Work with others and in a team by consulting with experienced staff
(Level 2)

Use mathematical ideas and techniques
Use mathematical ideas and techniques to include customer limitations of price and time in recommendations
(Level 1)

Solve problems
Establish diagnostic processes which have legal requirements included in recommendations
(Level 1)

Use technology
Use workplace technology related to record sales
(Level 1)

Resource implications

The following are required:

a workplace or simulated workplace
sales manuals, time management guides, enterprise/ industry guidelines, office equipment (computer, typewriter, telephone, fax, etc.)
sales videos, sales brochures
enterprise-based sales recording systems
various products retailed via automotive industry
a qualified workplace assessor

Method of assessment

Practical assessments:

sell product(s) to satisfy customer needs in accordance with enterprise policies and procedures
use specific sales techniques
convey information both orally and in writing
access, interpret and apply sales information
apply time management techniques

Context of assessment
Underpinning knowledge and skills may be assessed on or off the job
Assessment of practical skills must take place only after a period of supervised practice and repetitive experience. If workplace conditions are not available assessment in simulated workplace conditions is acceptable
Prescribed outcome must be able to be achieved without direct supervision