Unit of competency Outline

Date retreived
23/07/2026 1:29 AM AWST

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Secure prospect commitment

Secure prospect commitment

Unit of competency
National Code
BSBSLS404A
State Code
D0999
TGA Status
Deleted
DTWD Status
Deleted
Current Release Number
1.00
Current Release Date
05/07/2010
View on TGA
State Implementation and Classification
Approved Date
17/07/2008
Field of Education
080501 - Sales
Original Release Date
17/07/2008
Nominal Hours
10
Description
This unit describes the performance outcomes, skills and knowledge required to use sales processes associated with securing prospect commitment to proceed with a sale.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 use sales processes associated with securing prospect commitment to proceed with a sale.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Notes
Elements and Performance Criteria
1 Respond to buying signals
  • 1.1 Identify verbal and non-verbal buying signals
  • 1.2 Assess verbal and non-verbal buying signals
  • 1.3 Make a decision as to whether to respond to a buying signal by initiating close of sale
  • 1.4 Utilise trial closes to assist the buyer to make decisions on minor points related to the product
  • 1.5 Use trial closes strategically during different stages of the sales process
2 Negotiate the sale
  • 2.1 Initiate a formal close to the sales process following one or more trial closes
  • 2.2 Negotiate conditions of the agreement
  • 2.3 Assess a range of different strategies to close the sale
  • 2.4 Select a strategy to close the sale
  • 2.5 Utilise supportive and confirming language to support the closure of the sales process
  • 2.6 Describe and demonstrate options for simple sales transactions to match specified situations
  • 2.7 Respond to the prospect's decision to purchase in an assertive manner
3 Finalise the agreement
  • 3.1 Outline a summary of the agreement to the buyer
  • 3.2 Confirm the buyer's decision
  • 3.3 Ensure process and completion of the sales transaction comply with organisational requirements
  • 3.4 Prepare and complete sales documents
  • 3.5 Ensure advice on financing arrangements is accurate, matches the buyer's financial situation, and complies with organisational requirements
  • 3.6 Identify and present cross selling opportunities to the buyer
  • 3.7 Express a desire to continue the sales relationship and conduct future sales transactions
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.
Verbal buying signals may include:
confirmations
questions
statement of requirement by prospect
Non-verbal buying signals may include:
close examination of the product by the prospect
moving closer to where a product is to be installed
smiling and nodding
Trial closes may include:
question or paraphrase that focuses the interaction on a minor point related to sale of the product that might lead to closing the sale
Products may include:
goods
ideas
services
Formal close may include:
inducement
narrative close
request by the salesperson to the prospect to agree to purchase the product/service
offering alternative choices
summary of product benefits
Conditions may include:
client loyalty
delivery
length of contract
payment options
price
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:
sales situations where the candidate clearly identifies and appropriately responds to buying signals before trialling closes, negotiating sale conditions and securing the sale
knowledge of principles of sales closure techniques.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to appropriate documentation and resources normally used in the workplace.
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 interactions with prospects when securing commitment
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 verbal and non-verbal buying signals, trial closes, proposed sales solutions and ways to overcome buyer resistance
observation of strategies used to secure a sale
review of cross selling opportunities presented to the buyer
review of completed sales documents
assessment of advice provided on financing arrangements.
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
BSBSLS403A Present a sales solution
BSBSLS406A Self-manage sales performance.
Replaces
State Code National Code Title Type
D0998 BSBSLS403A Present a sales solution Unit of competency
C3634 BSBSLS304A Secure prospect commitment Unit of competency
D1000 BSBSLS405A Support post sale activities Unit of competency
Replaced By
State Code National Code Title Type
D4880 BSBSLS408A Present, secure and support sales solutions Unit of competency