Unit of competency Outline

Date retreived
22/07/2026 9:52 AM AWST

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Establish a basis for sales consulting

Establish a basis for sales consulting

Unit of competency
National Code
CPCCBC4027
State Code
OCR26
TGA Status
Current
DTWD Status
Approved
Current Release Number
1.00
Current Release Date
27/11/2020
View on TGA
State Implementation and Classification
Approved Date
01/06/2021
Field of Education
080501 - Sales
Original Release Date
01/06/2021
Nominal Hours
20
Description
This unit of competency specifies the skills and knowledge required to establish a basis for sales consulting. It includes managing self-development to improve personal performance.It applies to sales consultants and other professionals who are responsible for the marketing and sale of newly constructed residential and commercial structures.This unit of competency is suitable for people operating with autonomy. A person working at this level would be expected to take responsibility for establishing a basis for sales consulting.No licensing, legislative or certification requirements apply to this unit at the time of publication.
Notes
Elements and Performance Criteria
1 Develop and apply industry knowledge.
  • 1.1 Obtain, read and interpret organisational policies and procedures relating to sales consulting.
  • 1.2 Develop knowledge of organisation’s products and services.
  • 1.3 Research and identify market segments within the industry sector.
  • 1.4 Provide customers with accurate and clear industry information.
2 Apply key attributes of an industry sales consultant.
  • 2.1 Use appropriate body language, gestures, facial expressions and tone of voice to support the sales process.
  • 2.2 Determine customer type and needs by using open-ended questions and active listening.
  • 2.3 Apply persuasive communication techniques to secure buyer interest.
  • 2.4 Communicate other unique features to enhance buyer retention.
  • 2.5 Obtain and present proof of benefits through the product purchase process.
  • 2.6 Utilise sales aids to build buyer understanding of how the product is aligned with their needs.
3 Manage buyer resistance and complete documentation.
  • 3.1 Determine customer interest from behaviour and cues.
  • 3.2 Identify source of buyer resistance by using probing techniques.
  • 3.3 Identify buyer strengths and limitations and formulate a strategy to overcome resistance.
  • 3.4 Record customer sales information.
4 Manage self-evaluation and personal performance.
  • 4.1 Identify self-development improvements and produce a plan that reflects individual and company goals and targets.
  • 4.2 Review, evaluate and modify personal performance.
  • 4.3 Establish processes to maintain personal mental and physical wellbeing.
5 Develop and maintain personal competence.
  • 5.1 Identify and attend ongoing training and professional development programs that support competence.
  • 5.2 Participate in professional networks and associations to enhance knowledge, skills and relationships.
No information
No information
Replaces
State Code National Code Title Type
D7340 CPCCBC4027B Establish a basis for sales consulting Unit of competency
State Code National Code Title Type
BGE3 CPC40320 Certificate IV in Building Project Support Qualification