This unit of competency describes the skills and knowledge required to sell wine and other products and services. It involves developing product knowledge, engaging with customers and using sales techniques to maximise sale opportunities.

The unit applies to individuals who work under general supervision to provide specialised industry knowledge to sell products and services to cellar door visitors.

All work must be carried out to comply with workplace procedures, according to state/territory health and safety, and food safety regulations, legislation and standards that apply to the workplace.

When applied in the workplace, compliance with state and territory legislative requirements relating to the Responsible Service of Alcohol will be required.

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

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)

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.

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
Develop and retain knowledge of the use, purpose and application of cellar door products and services by accessing relevant sources of information
Research and apply comparisons between available products and services, including brand options, features and price
Develop knowledge of competitors’ product and service ranges and pricing structure
Consult experienced sales staff or research product information to increase workplace product and service knowledge
Identify workplace safety and consumer regulatory requirements relevant to the sale of cellar door products and services
Determine timing of customer approach according to cellar door sales procedure and customer behaviour
Identify and apply effective sales approach using knowledge of customer buying behaviour
Convey a positive impression to encourage customer interest
Apply questioning techniques to determine customer motives for purchase
Use listening skills to determine customer requirements
Interpret and respond to non-verbal communication cues
Guide customers to product ranges that match customer buying motives and requirements
Address customers according to workplace protocol and by name if known
Match customer needs to appropriate products and services
Communicate knowledge of product or service features and benefits clearly to customers
Describe specific requirements relating to products or services to customers
Answer routine customer questions about products accurately and honestly
Refer customers to more experienced, senior sales staff or to appropriate product specialists according to workplace procedures
Identify and acknowledge customer objections to purchasing
Categorise objections into price, time and product or service characteristics
Offer solutions or alternatives to customer objections
Apply problem solving to overcome customer objections and consult with senior staff as required
Identify and monitor customer buying signals and respond appropriately
Encourage customers to make purchase decisions in compliance with regulatory requirements
Select and apply method to close sale according to cellar door sales procedures
Recognise and apply opportunities to ‘up sell’ or make additional sales
Advise customers of complementary products or services according to identified customer needs
Review personal sales outcomes and implement strategies to maximise future sales

Assessment Cover Sheet

FBPCDS2003 - Sell cellar door products and services

Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

FBPCDS2003 - Sell cellar door products and services

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: