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.
Industry building types include:
double brick, brick veneer, rammed earth and steel frame construction residences
single and multiple storey buildings
timber and/or fibro-cement construction.
Market segments include:
first and subsequent home buyers
speculative and investment buyers.
Proof of benefits includes:
anecdotes and examples
comparisons
statistics
testimony.
Sales aids include:
drawings
electronic media
graphs
models
photographs
printed materials
product itself
transparencies
whiteboards.
Self-development includes:
maintaining financial and lender knowledge
maintaining product and construction knowledge
membership of professional associations
professional development relating to sales and industry skills
undertaking appropriate training courses.
Personal performance includes:
commitment to achieving sales targets
commitment to organisation's goals and objectives
level of achievement
mannerisms and demeanour
oral communication skills
presentation skills.
Source of buyer resistance includes:
company resistance
price resistance
salesperson resistance
service dissatisfaction
timing issues
uncertainty about the product.
Strategies to overcome buyer resistance include:
assertive messages
boomerang technique
checking perceptions
direct denial
incentives offer
indirect denial
open and closed questions
requesting additional information from buyers
superior benefit.

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
This unit of competency could be assessed by preparing and submitting a self-development plan and a marketing plan for the sale of a structure.
This unit of competency can be assessed in the workplace or a close simulation of the workplace environment, provided that simulated or project-based assessment techniques fully replicate construction workplace conditions, materials, activities, responsibilities and procedures.
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 the ability to:
understand the role of a sales consultant
identify characteristics of the sectors of the construction industry and range of products available in each sector
demonstrate key attributes of a sales consultant, including personal presentation, oral communication skills and mannerisms that support client contact and instil confidence
understand importance of adherence to organisational ethical and probity standards
manage personal professional development and performance in line with organisational expectations.
Context of and specific resources for assessment
This competency is to be assessed using standard and authorised work practices, safety requirements and environmental constraints.
Assessment of essential underpinning knowledge will usually be conducted in an off-site context.
Assessment is to comply with relevant regulatory or Australian standards' requirements.
Resource implications for assessment include:
documentation that should normally be available in either a building or construction office
relevant codes, standard and regulations
office equipment, including calculators, photocopiers and telephone systems
a technical reference library with current publications on measurement, design, building construction and manufacturers' product literature
a suitable work area
promotional materials and relevant information on marketing, market segments and sales strategies.
Reasonable adjustments for people with disabilities must be made to assessment processes where required. This could include access to modified equipment and other physical resources, and the provision of appropriate assessment support.
Method of assessment
Assessment methods must:
satisfy the endorsed Assessment Guidelines of the Construction, Plumbing and Services Training Package
include direct observation of tasks in real or simulated work conditions, with questioning to confirm the ability to consistently identify and correctly interpret the essential underpinning knowledge required for practical application
reinforce the integration of employability skills with workplace tasks and job roles
confirm that competency is verified and able to be transferred to other circumstances and environments.
Validity and sufficiency of evidence requires 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 on competency only taken at the point when the assessor has complete confidence in the person's demonstrated ability and applied knowledge
all assessment that is part of a structured learning experience must include a combination of direct, indirect and supplementary evidence.
Assessment processes and techniques should as far as is practical take into account the language, literacy and numeracy capacity of the candidate in relation to the competency being assessed.
Supplementary evidence of competency may be obtained from relevant authenticated documentation from third parties, such as existing supervisors, team leaders or specialist training staff.