Unit of competency Outline

Date retreived
23/07/2026 5:35 AM AWST

Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.

Present, secure and support sales solutions

Present, secure and support sales solutions

Unit of competency
National Code
BSBSLS408A
State Code
D4880
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
3.00
Current Release Date
18/12/2012
View on TGA
State Implementation and Classification
Approved Date
15/09/2014
Field of Education
080501 - Sales
Original Release Date
15/09/2014
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to present sales solutions that respond to the specific buying needs of a client, and to use sales processes associated with securing prospect commitment to proceed with a sale. The unit also includes attending to post-sales activities that build and strengthen the partnership between a salesperson and the client, and enhance the prospect of future sales.
Notes
Elements and Performance Criteria
1. Prepare for a sales presentation
  • 1.1 Obtain and organise products, ideas and services 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 Use listening skills and open-ended questions to identify buyer needs, preferences, motives and objections
  • 2.3 Adjust presentation to match the needs and preferences of the buyer
  • 2.4 Use persuasive communication techniques to secure buyer interest
  • 2.5 Ensure the presentation demonstrates and communicates the key features of the product and emphasises benefits in relation to identified buyer needs
  • 2.6 Obtain and present proof of benefits through product purchase
  • 2.7 Use sales aids to build buyer understanding of how the product is aligned with needs
3. Respond to buyer signals
  • 3.1 Identify and assess verbal and non-verbal buying signals
  • 3.2 Use probing to identify source of buyer resistance
  • 3.3 Identify the strengths and limitations of buyer resistance strategies
  • 3.4 Select and implement a strategy for managing buyer resistance
  • 3.5 Use trial closes strategically during different stages of the sales process
4. Negotiate and finalise the sale
  • 4.1 Initiate formal close to the sales process following one or more trial closes
  • 4.2 Select a strategy to close the sale and use supportive and confirming language to support the closure of the sales process
  • 4.3 Negotiate conditions of the agreement, outline a summary of the agreement to the buyer, and confirm the buyer’s decision
  • 4.4 Provide advice on financing arrangements if required
  • 4.5 Prepare and complete sales documents, and process and monitor client order
  • 4.6 Identify and present cross-selling opportunities to the buyer
5. Support post-sale activities
  • 5.1 Ensure contact is made with the buyer post-sale to ensure agreed expectations have been met
  • 5.2 Provide technical assistance or advice and assist clients to access appropriate after-sales support
  • 5.3 Use feedback solicitation methods on the sales process and product satisfaction
  • 5.4 Address and resolve service problems and difficulties identified through feedback
  • 5.5 Develop and implement client loyalty strategies to secure buyer loyalty and facilitate ongoing contact
  • 5.6 Offer and implement additional sales solutions and benefits to clients when opportunities arise
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.

Sales aids may include:
drawings
electronic media
graphs
models
photographs
printed materials
products
product samples
transparencies
whiteboards.
Proof of benefits may include:
anecdotes and examples
comparisons
statistics
testimonials.
Verbal buying signals of the prospect may include:
confirmations
questions
statements of requirement.
Non-verbal buying signals of the prospect may include:
close examination of the product
moving closer to where a product is to be installed
smiling and nodding.
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.
Formal close may include:
inducement
narrative close
offering alternative choices
salesperson request to the prospect to agree to purchase the product or service
summary of product benefits.
Conditions may include:
client loyalty
delivery
length of contract
payment options
price.
Feedback solicitation methods may include:
email dialogue
focus groups
one-on-one interviews
surveys
telephone interviews.
Client loyalty strategies may include:
client clubs
client reward schemes
credit or discount facilities
formal letter of thanks
handwritten note thanking the client
offering promotional items
phone call thanking the client for the business.
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:

demonstration of principles of effective sales presentation mix and sales closure techniques through presentation of a sales solution
demonstration of support for post-sale activities.
Context of and specific resources for assessment
Assessment must ensure access to:

a workplace or simulated work environment
product information and sales records and documentation
office equipment, machines and sales support materials to make a presentation.
Method of assessment
The following assessment method is 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 and closing a sale
review of sales aids identified, selected and used
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.
Replaces
State Code National Code Title Type
D0998 BSBSLS403A Present a sales solution Unit of competency
D0999 BSBSLS404A Secure prospect commitment Unit of competency
D1000 BSBSLS405A Support post sale activities Unit of competency
Replaced By
State Code National Code Title Type
AUH05 BSBSLS408 Present, secure and support sales solutions Unit of competency