Assessor Resource

BSBSLS408
Present, secure and support sales solutions

Assessment tool

Version 1.0
Issue Date: May 2024


This unit describes the skills and knowledge required to present sales solutions that respond to specific buying needs of a client, and to use sales processes associated with securing prospect commitment to proceed with a sale.

It also includes attending to post-sales activities that build and strengthen the partnership between a salesperson and client, and enhance the likelihood of future sales.

It applies to individuals working in sales-related positions in a small, medium or large enterprise, in a wide variety of industries, who may provide sales solutions individually, or provide advice and support on aspects of sales solutions to support a sales team.

No licensing, legislative or certification requirements apply to this unit at the time of publication

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Prepare for sales presentation

1.1 Obtain and organise products, ideas and services for use within sales presentation

1.2 Review product information to ensure familiarity with products

1.3 Identify sales tactics, and assess and choose options that meet needs and preferences of the prospect

1.4 Consider 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 in relation to anticipated buyer needs

2. Present 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 needs and preferences of buyer

2.4 Use persuasive communication techniques to secure buyer interest

2.5 Ensure presentation demonstrates and communicates key features of 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 product aligns 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 strengths and limitations of buyer resistance strategies

3.4 Select and implement strategy for managing buyer resistance

3.5 Use trial closes strategically during different stages of sales process

4. Negotiate and finalise sale

4.1 Initiate formal close to sales process following one or more trial closes

4.2 Select strategy to close sale, and use supportive and confirming language to support closure

4.3 Negotiate conditions of agreement, outline a summary of agreement to buyer, and confirm 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 buyer

5. Support post-sale activities

5.1 Ensure contact is made with 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 regarding 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

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Prepare for sales presentation

1.1 Obtain and organise products, ideas and services for use within sales presentation

1.2 Review product information to ensure familiarity with products

1.3 Identify sales tactics, and assess and choose options that meet needs and preferences of the prospect

1.4 Consider 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 in relation to anticipated buyer needs

2. Present 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 needs and preferences of buyer

2.4 Use persuasive communication techniques to secure buyer interest

2.5 Ensure presentation demonstrates and communicates key features of 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 product aligns 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 strengths and limitations of buyer resistance strategies

3.4 Select and implement strategy for managing buyer resistance

3.5 Use trial closes strategically during different stages of sales process

4. Negotiate and finalise sale

4.1 Initiate formal close to sales process following one or more trial closes

4.2 Select strategy to close sale, and use supportive and confirming language to support closure

4.3 Negotiate conditions of agreement, outline a summary of agreement to buyer, and confirm 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 buyer

5. Support post-sale activities

5.1 Ensure contact is made with 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 regarding 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

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Obtain and organise products, ideas and services for use within sales presentation 
Review product information to ensure familiarity with products 
Identify sales tactics, and assess and choose options that meet needs and preferences of the prospect 
Consider variety of sales solutions and prepare to meet buyer needs 
Identify and select sales aids 
Identify alternatives for prospects and assess in relation to anticipated buyer needs 
Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment 
Use listening skills and open-ended questions to identify buyer needs, preferences, motives and objections 
Adjust presentation to match needs and preferences of buyer 
Use persuasive communication techniques to secure buyer interest 
Ensure presentation demonstrates and communicates key features of product and emphasises benefits in relation to identified buyer needs 
Obtain and present proof of benefits through product purchase 
Use sales aids to build buyer understanding of how product aligns with needs 
Identify and assess verbal and non-verbal buying signals 
Use probing to identify source of buyer resistance 
Identify strengths and limitations of buyer resistance strategies 
Select and implement strategy for managing buyer resistance 
Use trial closes strategically during different stages of sales process 
Initiate formal close to sales process following one or more trial closes 
Select strategy to close sale, and use supportive and confirming language to support closure 
Negotiate conditions of agreement, outline a summary of agreement to buyer, and confirm buyer’s decision 
Provide advice on financing arrangements, if required 
Prepare and complete sales documents, and process and monitor client order 
Identify and present cross-selling opportunities to buyer 
Ensure contact is made with buyer post-sale to ensure agreed expectations have been met 
Provide technical assistance or advice and assist clients to access appropriate after-sales support 
Use feedback solicitation regarding sales process and product satisfaction 
Address and resolve service problems and difficulties identified through feedback 
Develop and implement client loyalty strategies to secure buyer loyalty and facilitate ongoing contact 
Offer and implement additional sales solutions and benefits to clients when opportunities arise 

Forms

Assessment Cover Sheet

BSBSLS408 - Present, secure and support sales solutions
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Assessment Record Sheet

BSBSLS408 - Present, secure and support sales solutions

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