Unit of competency Outline

Date retreived
22/07/2026 1:17 PM AWST

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Apply sales procedures in an automotive workplace

Apply sales procedures in an automotive workplace

Unit of competency
National Code
AURSCA103
State Code
OCL78
TGA Status
Current
DTWD Status
Approved
Current Release Number
1.00
Current Release Date
13/11/2020
View on TGA
State Implementation and Classification
Approved Date
31/03/2021
Field of Education
080501 - Sales
Original Release Date
31/03/2021
Nominal Hours
16
Description
This unit describes the skills and knowledge required to effectively apply sales procedures when selling a range of automotive products and services. It involves approaching customers, conveying product and service knowledge, overcoming customer objections, and closing off a sale.The unit applies to those working in the automotive sales and service industry.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of publication.
Notes
Elements and Performance Criteria
1. Develop product and sales knowledge
  • 1.1 Research and clarify use, features and application of products and services according to workplace procedures
  • 1.2 Research customer buying behaviour
  • 1.3 Consult experienced sales staff or product information guides to increase and confirm knowledge of products, services and sales techniques
2. Approach customer and address product or service requirements
  • 2.1 Approach customer according to workplace standards and customer behaviour
  • 2.2 Determine customer buying motives and requirements, and guide customer to suitable product, service or specialist as required
  • 2.3 Respond to routine customer questions about features and benefits of product or service, or refer to more experienced sales staff
3. Identify and resolve objections
  • 3.1 Identify and acknowledge customer objections
  • 3.2 Analyse solutions to objections in line with category of objection
  • 3.3 Offer solutions to objections within scope of own responsibility and according to workplace procedures
4. Close sale
  • 4.1 Monitor, identify and respond to customer buying signals
  • 4.2 Select and apply method of closing sale to encourage customer purchase decision according to workplace procedures
No information
No information
Replaces
State Code National Code Title Type
AXB29 AURSCA003 Apply sales procedures in an automotive workplace Unit of competency