Unit of competency Outline

Date retreived
23/07/2026 8:01 AM AWST

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Apply sales procedures in an automotive workplace

Apply sales procedures in an automotive workplace

Unit of competency
National Code
AURSCA003
State Code
AXB29
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
14/04/2016
View on TGA
State Implementation and Classification
Approved Date
13/07/2016
Field of Education
080501 - Sales
Original Release Date
13/07/2016
Nominal Hours
16
Description
This unit describes the performance outcomes required to effectively apply sales procedures when selling a range of automotive products and services. It involves approaching customers, conveying product and service knowledge, overcoming customer objections, and closing off a sale.It applies to those working in the automotive sales and service industry.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of publication.
Notes
Elements and Performance Criteria
1. Develop product and sales knowledge
  • 1.1 Use, features and application of products and services are researched and clarified as required
  • 1.2 Customer buying behaviour is researched
  • 1.3 Experienced sales staff or product information guides are consulted to increase and confirm knowledge of products, services and sales techniques
2. Approach customer and address product or service requirements
  • 2.1 Customer is approached according to workplace standards and customer behaviour
  • 2.2 Customer buying motives and requirements are determined, and customer is guided to suitable product, service or specialist as required
  • 2.3 Routine customer questions about features and benefits of product or service, including use and safety requirements, are responded to or referred to more experienced sales staff
3. Identify and resolve objections
  • 3.1 Customer objections are identified and acknowledged
  • 3.2 Solutions to objections are analysed in line with category of objection
  • 3.3 Solutions to objections are offered within scope of own responsibility and according to workplace procedures
4. Close sale
  • 4.1 Customer buying signals are monitored, identified and responded to
  • 4.2 Method of closing sale to encourage customer purchase decision is selected and applied according to workplace procedures
No information
No information
Replaces
State Code National Code Title Type
WF356 AURSCA2003 Apply sales procedures Unit of competency
Replaced By
State Code National Code Title Type
OCL78 AURSCA103 Apply sales procedures in an automotive workplace Unit of competency