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 in the performance criteria is detailed below. Add any 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.
Assistance given to licensee in charge or principal and other members of sales team in planning, preparing and conducting property inspections may include:
arranging to gather requested information for prospective buyers
arranging and conducting open days
arranging agency promotional materials
collecting contact details of prospective buyers
compiling reports
ensuring security of property for sale during inspection
following up request for information
greeting prospective buyers
identifying selling features of property
planning inspections
providing information on market conditions
responding to questions from prospective buyers
taking notes of questions and requests for information.
Appropriate rapport relates to use of techniques that:
establish and build confidence and trust in the agency and its representatives
make the buyer feel valued
promote and maintain an effective relationship with the buyer.
Appropriate person may include:
licensee in charge or principal
other members of sales team.
Effective interpersonal communication and presentation skills may include:
active listening
providing an opportunity for the seller or buyer to clarify their understanding of the sales process
soft questioning and seeking feedback from the seller or buyer to confirm own understanding of their needs and expectations
summarising and paraphrasing to check understanding of seller and buyer message
using appropriate body language.
Buyer requirements may include:
access to transport and facilities
finance
location
price
purpose of purchase, including:
business
holiday
investment
private residence
settlement period
size of property
style of property.
Assistance given to licensee in charge or principal and other members of sales team in delivering sales presentation may include:
addressing concerns of key decision makers
arranging sales documentation
arranging to gather requested information for buyer
displaying selling features of property
providing agency promotional material
providing comparable sales information
providing information on market conditions
responding to client questions
taking notes of buyer questions and requests for information.
Information may include:
agency services
auction process
legislative requirements
marketing activities and costs
property inspections
sales data
sales documentation
sales process.
Support may include:
administrative tasks
client contact
completion of sales documentation
research tasks.

EVIDENCE GUIDE
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.
Overview of assessment
This unit of competency could be assessed through case studies and practical demonstration of assisting with the sale of property by private treaty or auction as part of a sales team. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence.

The demonstration and questioning would include collecting evidence of the candidate's knowledge and application of ethical standards and relevant federal, and state or territory legislation and regulations. This assessment may be carried out in a simulated or workplace environment.
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:
assisting in a real or simulated environment to provide follow-up service to clients in order to finalise sale of properties
assisting in a real or simulated environment in planning, preparing and conducting property inspections in line with agency practice, ethical standards and legislative requirements
assisting in a real or simulated environment in delivering sales presentations in line with agency practice, ethical standards and legislative requirements
knowledge of agency practice, ethical standards and legislative requirements associated with the sale of property
knowledge of consumer protection principles that impact on the sale of property.
Context of and specific resources for assessment
Resource implications for assessment include:
a registered provider of assessment services
assessment materials and tools
candidate special requirements
competency standards
cost and time considerations
suitable assessment venue and equipment
workplace documentation.
Where applicable, physical resources should include equipment modified for people with disabilities.
Access must be provided to appropriate learning and/or assessment support when required.
Assessment processes and techniques must be culturally appropriate, and appropriate to the language and literacy capacity of the candidate and the work being performed.

Validity and sufficiency of evidence require 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 of competence only taken at the point when the assessor has complete confidence in the person's competence
all assessment that is part of a structured learning experience must include a combination of direct, indirect and supplementary evidence
where assessment is for the purpose of recognition (RCC/RPL), the evidence provided will need to be current and show that it represents competency demonstrated over a period of time
assessment can be through simulated project-based elements in this unit.
In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge. Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions, and will reflect the requirements of the competency and the work being performed.