Unit of competency Outline

Date retreived
23/07/2026 9:46 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.

Sell products

Sell products

Unit of competency
National Code
AURSCA2005
State Code
WF358
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
17/01/2013
View on TGA
State Implementation and Classification
Approved Date
19/08/2014
Field of Education
080501 - Sales
Original Release Date
19/08/2014
Nominal Hours
20
Description
This unit of competency covers the competence required to make best use of time available, use specific sales techniques, and follow procedures for product delivery and customer follow-up.Licensing, legislative, regulatory or certification requirements may apply to this unit in some jurisdictions. Users are advised to check with the relevant regulatory authority.
Notes
Elements and Performance Criteria
1. Present and demonstrate product to customer
  • 1.1. Product is presented to customer to maximise its features and market appeal in relation to customer perceived needs
  • 1.2. Product features, fittings, controls and accessories are shown and talked through with customer and operated where necessary
  • 1.3. Customer is offered a test operation
2. Obtain customer agreement to purchase product
  • 2.1. Price for product is negotiated and agreed
  • 2.2. Sale is made using closing technique according to automotive industry/enterprise policies and procedures
  • 2.3. Sale is made in accordance with legal requirements
3. Perform product delivery and customer follow-up procedures
  • 3.1. Product is delivered to customer in accordance with manufacturer/component supplier specification and industry/enterprise policies and procedures
  • 3.2. Customer satisfaction is determined, remedial action is taken where necessary to maximise repeat business possibilities
4. Use prospecting methods to locate potential market
  • 4.1. Potential customers are identified by follow-up of enterprise records of existing/past customers, service area customers, industry contacts and advertising strategies
  • 4.2. Plans are developed to contact potential customers
RANGE STATEMENT
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.
Methods
Methods include:
demonstration to customer using sales techniques applied to product sold for or through automotive industry
verbal, written, practical
customers may be face to face or by telephone/ electronic media
Workplace health and safety (WHS)requirements
WHS requirements may include:
state/territory/industry WHS requirements
Resources
Resources may include:
sales manuals, time management guides, enterprise/industry guidelines, office equipment (e.g. computer, typewriter, telephone and fax)
sales videos, sales brochures
enterprise-based sales recording systems
various products retailed via automotive industry
Information/documents
Sources of information/documents may include:
enterprise operating procedures
product manufacturer/component supplier specifications
customer requirements
industry/workplace codes of practice
EVIDENCE GUIDE
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
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:
selling products to satisfy customer needs
use of sales techniques
communicating effectively with others involved in or affected by the work.
Context of, and specific resources for assessment
Underpinning knowledge and skills may be assessed on or off the job
The following are required:
a workplace or simulated workplace
sales manuals, time management guides, enterprise/ industry guidelines and office equipment (e.g. computer, typewriter, telephone and fax)
sales videos, sales brochures
enterprise-based sales recording systems
various products retailed via automotive industry
a qualified workplace assessor.
Method of assessment
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
Practical assessments:
sell product(s) to satisfy customer needs in accordance with enterprise policies and procedures
use specific sales techniques
convey information both orally and in writing
access, interpret and apply sales information
apply time management techniques
Competence in this unit may be assessed in conjunction with other functional units which together form part of the holistic work role.
Guidance information for assessment
Replaces
State Code National Code Title Type
W2964 AURS241769A Sell product(s) Unit of competency
Replaced By
State Code National Code Title Type
AXB26 AURSCA005 Sell automotive products and services Unit of competency