Elements and Performance Criteria

Methods include:
promotion - planned sales presentation, territory management, account management
selling - face to face, telephone, direct mail, Internet
Sales may include:
individual customers
organisational customers
new products
second-hand products
Professional explanations/demonstrations may include:
parts
products
services
Customer needs may include:
time limitations
cost limitations
value for money
quality of work/product
after-sales service
Industry standards for selling products and services include those relating to:
fair trade
consumer protection
ethical behaviour
OH&S requirements
legislative requirements
credit legislation
Complementary products/services may include:
accessories
additional service/repair work
additional vehicle features

This unit of competence applies to the following and should be contextualised to the qualification it is being applied:
RS&R

Enterprise operating procedures
Product manufacturer/component supplier specifications
Customer requirements
Industry/workplace codes of practice

State/Territory /industry OH&S requirements
Work is carried out in accordance with award provisions

Enterprise stationery, telephone, merchandising kit, pricing policy

Critical aspects of evidence

It is essential that competence in this unit signifies ability to transfer competence to changing circumstances and to respond to unusual circumstances in the critical aspects of:

promoting products and services to customers and establishing on-selling opportunities
communicating effectively with others involved in or affected by the work

Underpinning knowledge
OH&S
Oral and written communication skills for application
Buyer behaviour
Selling procedures/techniques
Product and service promotional procedures for application
Legislation/regulations/guidelines applicable to the industry sector
Advertising codes of practice

Specific key competencies, underpinning and employability skills required to achieve the performance criteria
These include a number of processes that are learned throughout work and life, which are required in most jobs. Some of these are covered by the national key competencies, although others may be added. The details below highlight how these competencies are applied in the attainment of this unit.

Application of the key competencies in this unit are to satisfy the nominated level in which:

Level 1 - relates to working effectively within set conditions and processes;
Level 2 - relates to management or facilitation of conditions or processes; and
Level 3 - relates to design, development and evaluation of conditions or process.
How will the candidate apply the following key competency in this unit? The candidate will need to:

Collect, analyse and organise information
Collect, organise and understand information related to customer information when collected and analysed for on-selling
(Level 2)

Communicate ideas and information
Communicate ideas and information when features and benefits are explained to customers
(Level 2)

Plan and organise activities
Plan and organise activities when promotions are planned and organised
(Level 1)

Work with others and in a team
Work with others and in a team by seeking involvement of team members
(Level 2)

Use mathematical ideas and techniques
Use mathematical ideas and techniques when cost estimates are prepared for promotions
(Level 2)

Solve problems
Establish diagnostic processes having cost and time limitations when considered in recommendations
(Level 1)

Use technology
Use workplace technology related to business technology used to prepare cost estimates
(Level 2)

Resource implications

The following are required:

products for sale
suitable presentation area
sales material (e.g. brochures, pamphlets, banners, flags, stands, ramps, turntables)
a qualified workplace assessor

Method of assessment

Practical assessments:

behave professionally in a manner appropriate to the situation and customer needs
demonstrate a range of products in a professional manner
apply promotional sales techniques to a range of sales situations and customer needs

Context of assessment
Underpinning knowledge and skills may be assessed on or off the job
Assessment of practical skills must take place only after a period of supervised practice and repetitive experience. If workplace conditions are not available assessment, in simulated workplace conditions is acceptable
Prescribed outcome must be able to be achieved without direct supervision