Application
This unit of competency describes the skills and knowledge required to sell products and services.
All work must be carried out to comply with workplace procedures, work health and safety legislation and codes.
This unit applies to individuals who work under broad direction and use discretion and judgement in the selection and use of available resources.
No occupational licensing, legislative or certification requirements are known to apply to this unit at the time of publication.
Elements and Performance Criteria
Element | Performance criteria |
Elements describe the essential outcomes. | Performance criteria describe the performance needed to demonstrate achievement of the element. |
1. Engage customer | 1.1 Approach customer in a timely and professional manner 1.2 Use interpersonal skills to engage customer 1.3 Present customers with purchase options that address their needs and assist to identify their preferred option 1.4 Identify personal and professional and legal limitations in addressing customer needs and seek assistance from appropriate personnel |
2. Sell products and services | 2.1 Determine prices and quotations on the advice of appropriate personnel and provide to customer 2.2 Complete sales to maximise potential for customer satisfaction 2.3 Identify and respond to opportunities for up selling and repeat sales |
3. Maintain products | 3.1 Handle and store products safely and efficiently 3.2 Complete documentation and re-ordering 3.3 Review sales techniques to enhance future sales results |
Evidence of Performance
The candidate must be assessed on their ability to integrate and apply the performance requirements of this unit in a workplace setting. Performance must be demonstrated consistently over time and in a suitable range of contexts.
The candidate must provide evidence that they can:
engage customers
identify the potential for a sale
present purchase options to the customer
provide quotations
complete a sale
follow enterprise work health and safety policies
Evidence of Knowledge
The candidate must demonstrate knowledge of:
customer needs in various merchandising settings
customer buying signals
sales techniques
how to effectively engage and communicate with a range of customers from culturally diverse backgrounds, and of varying physical and mental abilities
legal requirements in sales environments, particularly Fair Trading, Trade Practices and Sale of Goods legislation, public liability and work health and safety legislation
Assessment Conditions
Competency is to be assessed in the workplace or simulated environment that accurately reflects performance in a real workplace setting.
Assessors must satisfy current standards for RTOs.
Foundation Skills
Foundation Skills essential to performance are explicit in the performance criteria of this unit of competency.
Range Statement
Sectors
Merchandising and Sales (MER)