Unit of competency Outline

Date retreived
22/07/2026 8:13 AM AWST

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Present a sales solution

Present a sales solution

Unit of competency
National Code
BSBSLS403A
State Code
D0998
TGA Status
Deleted
DTWD Status
Deleted
Current Release Number
1.00
Current Release Date
19/05/2011
View on TGA
State Implementation and Classification
Approved Date
20/06/2014
Field of Education
080501 - Sales
Original Release Date
20/06/2014
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to present a sales solution which responds to the specific buying needs of the client.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.This unit describes the performance outcomes, skills and knowledge required to present a sales solution which responds to the specific buying needs of the client.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Notes
Elements and Performance Criteria
1 Prepare for presentation
  • 1.1 Obtain and organise products for use within a sales presentation
  • 1.2 Review product information to ensure familiarity with products
  • 1.3 Identify sales tactic options, and assess and choose them in terms of their ability to meet the needs and preferences of the prospect
  • 1.4 Consider a variety of sales solutions and prepare to meet buyer needs
  • 1.5 Identify and select sales aids
  • 1.6 Identify alternatives for prospects and assess them in relation to anticipated buyer needs
2 Present a sales solution
  • 2.1 Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment
  • 2.2 Apply listening skills to determine buyer needs
  • 2.3 Use open-ended questions to identify buyer needs, preferences, motives and objections
  • 2.4 Adjust presentation to match the needs and preferences of the buyer
  • 2.5 Use persuasive communication techniques to secure buyer interest
  • 2.6 Demonstrate and explain products to enhance buyer retention
  • 2.7 Ensure the presentation communicates the key features of the product and emphasises benefits in relation to identified buyer needs
  • 2.8 Obtain and present proof of benefits through product purchase
  • 2.9 Utilise sales aids to build buyer understanding of how the product is aligned with needs
3 Manage buyer resistance
  • 3.1 Utilise probing to identify the source of buyer resistance
  • 3.2 Identify the strengths and limitations of buyer resistance strategies
  • 3.3 Elect and implement a strategy for managing buyer resistance
  • 3.4 Ensure strategy selected addresses the source of buyer resistance
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.
Products may include:
goods
ideas
services
Sales aids may include:
drawings
electronic media
graphs
models
photographs
printed materials
product itself
product samples
transparencies
whiteboards
Proof of benefits may include:
anecdotes and examples
comparisons
statistics
testimony
Source of buyer resistance may include:
company resistance
no perceived need
price resistance
salesperson resistance
service dissatisfaction
timing issues
uncertainty about the product
Buyer resistance strategies may include:
assertive messages
boomerang
checking perceptions
direct denial
incentives offer
indirect denial
requesting additional information from buyers
open and closed questions
superior benefit
trial offer
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

Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
presentation of sales solutions that respond to specific buying needs and highlight major features of product/s
principles of achieving an effective sales presentation mix.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to product information
access to office equipment, machines and sales support materials to make a presentation.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
analysis of responses to case studies and scenarios
observations of presentations of sales solutions
direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
oral or written questioning to assess knowledge of sales tactic options, proposed sales solutions and ways to overcome buyer resistance
observation of persuasive communication techniques and listening skills used when presenting a sales solution
review of sales aids identified and selected
evaluation of strategies implemented to manage buyer resistance.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
BSBPRO401A Develop product knowledge
BSBSLS404A Secure prospect commitment
BSBSLS406A Self-manage sales performance.
Replaces
State Code National Code Title Type
C3633 BSBSLS303A Present a sales solution Unit of competency
Replaced By
State Code National Code Title Type
D4880 BSBSLS408A Present, secure and support sales solutions Unit of competency
D0999 BSBSLS404A Secure prospect commitment Unit of competency