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Evidence Guide: BSBSLS408 - Present, secure and support sales solutions

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

BSBSLS408 - Present, secure and support sales solutions

What evidence can you provide to prove your understanding of each of the following citeria?

Prepare for sales presentation

  1. Obtain and organise products, ideas and services for use within sales presentation
  2. Review product information to ensure familiarity with products
  3. Identify sales tactics, and assess and choose options that meet needs and preferences of the prospect
  4. Consider variety of sales solutions and prepare to meet buyer needs
  5. Identify and select sales aids
  6. Identify alternatives for prospects and assess in relation to anticipated buyer needs
Obtain and organise products, ideas and services for use within sales presentation

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review product information to ensure familiarity with products

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Consider variety of sales solutions and prepare to meet buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and select sales aids

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify alternatives for prospects and assess in relation to anticipated buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Present sales solution

  1. Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment
  2. Use listening skills and open-ended questions to identify buyer needs, preferences, motives and objections
  3. Adjust presentation to match needs and preferences of buyer
  4. Use persuasive communication techniques to secure buyer interest
  5. Ensure presentation demonstrates and communicates key features of product and emphasises benefits in relation to identified buyer needs
  6. Obtain and present proof of benefits through product purchase
  7. Use sales aids to build buyer understanding of how product aligns with needs
Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use listening skills and open-ended questions to identify buyer needs, preferences, motives and objections

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Adjust presentation to match needs and preferences of buyer

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use persuasive communication techniques to secure buyer interest

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure presentation demonstrates and communicates key features of product and emphasises benefits in relation to identified buyer needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Obtain and present proof of benefits through product purchase

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use sales aids to build buyer understanding of how product aligns with needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Respond to buyer signals

  1. Identify and assess verbal and non-verbal buying signals
  2. Use probing to identify source of buyer resistance
  3. Identify strengths and limitations of buyer resistance strategies
  4. Select and implement strategy for managing buyer resistance
  5. Use trial closes strategically during different stages of sales process
Identify and assess verbal and non-verbal buying signals

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use probing to identify source of buyer resistance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify strengths and limitations of buyer resistance strategies

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Select and implement strategy for managing buyer resistance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use trial closes strategically during different stages of sales process

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Negotiate and finalise sale

  1. Initiate formal close to sales process following one or more trial closes
  2. Select strategy to close sale, and use supportive and confirming language to support closure
  3. Negotiate conditions of agreement, outline a summary of agreement to buyer, and confirm buyer’s decision
  4. Provide advice on financing arrangements, if required
  5. Prepare and complete sales documents, and process and monitor client order
  6. Identify and present cross-selling opportunities to buyer
Initiate formal close to sales process following one or more trial closes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Negotiate conditions of agreement, outline a summary of agreement to buyer, and confirm buyer’s decision

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide advice on financing arrangements, if required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare and complete sales documents, and process and monitor client order

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and present cross-selling opportunities to buyer

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Support post-sale activities

  1. Ensure contact is made with buyer post-sale to ensure agreed expectations have been met
  2. Provide technical assistance or advice and assist clients to access appropriate after-sales support
  3. Use feedback solicitation regarding sales process and product satisfaction
  4. Address and resolve service problems and difficulties identified through feedback
  5. Develop and implement client loyalty strategies to secure buyer loyalty and facilitate ongoing contact
  6. Offer and implement additional sales solutions and benefits to clients when opportunities arise
Ensure contact is made with buyer post-sale to ensure agreed expectations have been met

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide technical assistance or advice and assist clients to access appropriate after-sales support

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use feedback solicitation regarding sales process and product satisfaction

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Address and resolve service problems and difficulties identified through feedback

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop and implement client loyalty strategies to secure buyer loyalty and facilitate ongoing contact

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Offer and implement additional sales solutions and benefits to clients when opportunities arise

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

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

Required Skills and Knowledge

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