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. Identify products or services that would benefit from focused sales approach | 1.1 Identify appropriate products and services on basis of client needs, particularly where needs are not adequately met by current approaches 1.2 Generate and discuss ideas for special approach to selling these products and services and satisfying client needs with colleagues and selected clients 1.3 Carry out checks to identify if sales enquiries are within staff personal authorities and where not, refer to appropriate personnel |
2. Develop approach to selling product or service | 2.1 Discuss, develop and revise possible product or service selling approaches with others and select most useful approach for trial 2.2 Undertake checks to see that selling approach complies with organisational policy and procedures, and relevant legislation 2.3 Develop selling script and train salespeople in approach for intended market segment |
3. Pilot approach | 3.1 Trial and review selling approach based on results of pilot 3.2 Document and present approach to appropriate personnel for approval |
4. Evaluate approach | 4.1 Develop criteria for evaluation of selling approach 4.2 Collect sales and other relevant data and evaluate plan on basis of data 4.3 Document results and use to determine future sales strategies |
Evidence of the ability to:
develop an effective approach to selling financial services products and services
apply high level analytical skills to identify appropriate products and services, develop new selling ideas, pilot them and evaluate their success
complete relevant documentation according to organisational policy and procedures.
Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.
To complete the unit requirements safely and effectively, the individual must:
analyse and discuss the key features of a range of advanced selling techniques and successful selling approaches
outline the strengths and weaknesses of financial product or service evaluation techniques
evaluate techniques for generating new and innovative ideas
outline approaches to effectively training salespeople.
Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the sales and marketing field of work and include access to:
financial services product information
a relevant software system and data
organisational policy and procedures
common office equipment, technology, software and consumables.
Assessors must satisfy NVR/AQTF assessor requirements.