Unit of competency Outline
Date retreived
22/07/2026 8:11 AM AWST
22/07/2026 8:11 AM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
Train sales team members
Train sales team members
Unit of competency
National Code
SIRXSLS007A
SIRXSLS007A
State Code
S6197
S6197
TGA Status
Deleted
Deleted
DTWD Status
Deleted
Deleted
State Implementation and Classification
Approved Date
15/03/2010
Field of Education
080303 - Human Resource Management
Original Release Date
15/03/2010
Nominal Hours
35
Description
This unit describes the performance outcomes, skills and knowledge required to train sales team members in a wholesale sales environment.
Notes
Elements and Performance Criteria
1. Coach sales team members.
- 1.1.Coach sales team members on the special characteristics of their territory.
- 1.2.Coach sales team members on developing effective time management and business visit procedures.
- 1.3.Ensure all individuals in the sales team can identify and describe key competitors in territory and businesses.
- 1.4.Ensure all individuals in the sales team can identify and communicate problems with wholesale ordering, distribution and delivery that may affect sales and service.
- 1.5.Ensure all individuals in the sales team apply effective Work Health and Safety (WHS) practices and procedures.
2. Promote sales team product sales and positioning techniques.
- 2.1.Coach team members in sales and service techniques.
- 2.2.Coach team members in promotional strategies and sell in techniques.
- 2.3.Ensure team members receive one to one support to promote sales and service techniques.
- 2.4.Ensure sales team members practise effective sales and service maximisation strategies.
- 2.5.Establish information networks to promote access by sales team members to historical data and forecasts.
3. Coordinate the implementation of training activities for the sales team.
- 3.1.Examine training materials and training modules to ensure relevance to company service and sales requirements.
- 3.2.Check training content and method of delivery to ensure relevance to competency requirements.
- 3.3.Undertake assessment to map competency and performance improvement.
- 3.4.Ensure specified job competency gaps are closed by staff training.
- 3.5.Identify competencies required to address specific career and development needs for sales team members.
- 3.6.Ensure training and information sessions are presented in a timely manner.
4. Review team and individual level training activities.
- 4.1.Provide learning opportunities based on considered assessment of existing individual and team competencies to close specific performance gaps.
- 4.2.Ensure on the job sales and service training activities are performed in accordance with company policy and procedures.
- 4.3.Review effectiveness of training plans and activities.
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.
Sales team representatives may include:
full-time, part-time, casual or contract staff
people from a range of social, cultural and ethnic backgrounds
people with varying degrees of language and literacy levels.
Problems with ordering, distribution and delivery may involve:
quality
quantity
coverage or content
time schedules
cost.
Sales and service techniques may include:
gaining a customer
closing a sale
associated sales techniques, including trade-up, trade-in, tie-ins, cut-ins, range-ins
negotiation skills
over-the-phone
empathy creation
securing payment
dealing with difficult customers.
Sales and service maximisation strategies may include:
sales techniques
territory management
rapport building
product knowledge
administration procedures and requirements
time management
negotiation skills.
Training materials may include:
Training Package Support Materials
workbooks
workshop guides
background reading materials and documents
handouts
industry and enterprise competency standards
supportive policies and legislation.
Training modules may be based on:
industry Training Packages
enterprise Training Packages
national, state and local curriculum
enterprise-based curriculum
international standards
international programs.
Company service and sales requirements may relate to:
market share
positioning with local businesses
price
quality
volume of sales
presentation or merchandising of products or services
customer retention
shift in sales demographics.
Method of delivery for training may include:
face to face
distance
lock step, partly self-paced or all self-paced
trainer-centred or participant-centred
real time or time independent
place dependent or place independent
interactive, for example:
audio or video conferencing
computer assisted
discussion.
Job-competency gaps may be identified via:
industry and enterprise competency standards
licensing requirements
job descriptions
discussions with client group
observations of staff
enterprise skills audit reports
industry skills audit reports
standard operating procedures
benchmarking reports
industry publications and reports
government reports
market needs analysis reports.
Training and information sessions may be conducted:
on the job
in a simulated setting
in a training organisation
in a combination of locations to suit the units of competency being learned or assessed
in a single-site or multi-site operation
in a simulated work environment.
Company policy and procedures in relation to:
sale of products and services
performance appraisal
employee relations
staff development.
Sales team representatives may include:
full-time, part-time, casual or contract staff
people from a range of social, cultural and ethnic backgrounds
people with varying degrees of language and literacy levels.
Problems with ordering, distribution and delivery may involve:
quality
quantity
coverage or content
time schedules
cost.
Sales and service techniques may include:
gaining a customer
closing a sale
associated sales techniques, including trade-up, trade-in, tie-ins, cut-ins, range-ins
negotiation skills
over-the-phone
empathy creation
securing payment
dealing with difficult customers.
Sales and service maximisation strategies may include:
sales techniques
territory management
rapport building
product knowledge
administration procedures and requirements
time management
negotiation skills.
Training materials may include:
Training Package Support Materials
workbooks
workshop guides
background reading materials and documents
handouts
industry and enterprise competency standards
supportive policies and legislation.
Training modules may be based on:
industry Training Packages
enterprise Training Packages
national, state and local curriculum
enterprise-based curriculum
international standards
international programs.
Company service and sales requirements may relate to:
market share
positioning with local businesses
price
quality
volume of sales
presentation or merchandising of products or services
customer retention
shift in sales demographics.
Method of delivery for training may include:
face to face
distance
lock step, partly self-paced or all self-paced
trainer-centred or participant-centred
real time or time independent
place dependent or place independent
interactive, for example:
audio or video conferencing
computer assisted
discussion.
Job-competency gaps may be identified via:
industry and enterprise competency standards
licensing requirements
job descriptions
discussions with client group
observations of staff
enterprise skills audit reports
industry skills audit reports
standard operating procedures
benchmarking reports
industry publications and reports
government reports
market needs analysis reports.
Training and information sessions may be conducted:
on the job
in a simulated setting
in a training organisation
in a combination of locations to suit the units of competency being learned or assessed
in a single-site or multi-site operation
in a simulated work environment.
Company policy and procedures in relation to:
sale of products and services
performance appraisal
employee relations
staff development.
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.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
accurately identifies and confirms sales and related training needs
prioritises training needs based on strategic and individual needs
maintains concise documentation on consultations with appropriate personnel throughout the program development phase
plans training sessions to meet specific performance gaps in individual and team competencies
tailors delivery of training sessions to meet individual and group learning styles
evaluates training performance to maximise targeted sales and related performance improvements.
Context of and specific resources for assessment
Assessment must ensure access to:
a sales workplace environment
relevant documentation, such as:
policy and procedures manuals
sales and service delivery targets and plans
records of sales and service
legislation and statutory requirements
industry codes of practice
a sales team.
Methods of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of the candidate in the workplace
third-party reports from a supervisor
review of portfolios of evidence
written or verbal questioning to assess knowledge and understanding.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
accurately identifies and confirms sales and related training needs
prioritises training needs based on strategic and individual needs
maintains concise documentation on consultations with appropriate personnel throughout the program development phase
plans training sessions to meet specific performance gaps in individual and team competencies
tailors delivery of training sessions to meet individual and group learning styles
evaluates training performance to maximise targeted sales and related performance improvements.
Context of and specific resources for assessment
Assessment must ensure access to:
a sales workplace environment
relevant documentation, such as:
policy and procedures manuals
sales and service delivery targets and plans
records of sales and service
legislation and statutory requirements
industry codes of practice
a sales team.
Methods of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of the candidate in the workplace
third-party reports from a supervisor
review of portfolios of evidence
written or verbal questioning to assess knowledge and understanding.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Replaces
| State Code | National Code | Title | Type |
|---|---|---|---|
| N0790 | WRWSL408A | Train sales team operatives | Unit of competency |
| State Code | National Code | Title | Type |
|---|---|---|---|
| J150 | SIR40212 | Certificate IV in Retail Management | Qualification |