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, 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.
Nominated area
A range of products within a particular industry which has been nominated by the employer and employee
Features
The capability elements, including strengths and weaknesses of the product to deliver benefits to potential buyers
Available sources
Other company personnel, catalogues, trade association magazines, trade shows, competitors' sales literature, competitor websites, internal sales and data records
Prospecting methods
Prospecting is defined here as A continuous process of gathering the names of potential buyers who are likely to be interested in purchasing the salesperson's product
Prospecting methods may include referrals, networking, personal observation, intra-organisational leads, spotters, cold canvassing, direct mail, media advertising, telemarketing, journals, magazines, newspapers
Conditions
Price, delivery, payment options, client loyalty and length of contract. warranty

EVIDENCE GUIDE
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
A person who demonstrates competency in this unit must be able to assist in sales of technical products/systems.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Assessors must be satisfied that the candidate can competently and consistently perform all elements of the unit as specified by the criteria, including required knowledge, and be capable of applying the competency in new and different situations and contexts.
Context of and specific resources for assessment
This unit may be assessed on the job, off the job or a combination of both on and off the job. Where assessment occurs off the job, that is the candidate is not in productive work, then an appropriate simulation must be used where the range of conditions reflects realistic workplace situations. The competencies covered by this unit would be demonstrated by an individual working alone or as part of a team. The assessment environment should not disadvantage the candidate.
This unit could be assessed in conjunction with any other units addressing the safety, quality, communication, materials handling, recording and reporting associated with assisting in sales of technical products/systems, or other units requiring the exercise of the skills and knowledge covered by this unit.
Method of assessment
Assessors should gather a range of evidence that is valid, sufficient, current and authentic. Evidence can be gathered through a variety of ways including direct observation, supervisor's reports, project work, samples and questioning. Questioning techniques should not require language, literacy and numeracy skills beyond those required in this unit of competency. The candidate must have access to all tools, equipment, materials and documentation required. The candidate must be permitted to refer to any relevant workplace procedures, product and manufacturing specifications, codes, standards, manuals and reference materials.
Guidance information for assessment