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Evidence Guide: MEM30028A - Assist in sales of technical products/systems

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

 

MEM30028A - Assist in sales of technical products/systems

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

Develop product knowledge in a nominated area

  1. Product purpose/s and use/s are identified
  2. Key features of the product are identified.
  3. Product features are identified.
  4. The strengths and weaknesses of competitors' products are established from available sources.
Product purpose/s and use/s are identified

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Key features of the product are identified.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Product features are identified.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

The strengths and weaknesses of competitors' products are established from available sources.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assist in identification of sales prospects

  1. Assist in identification of potential clients from available sources in accordance with company procedures
  2. Assist in targeting present, previous and new clients through nominated prospecting methods as required.
Assist in identification of potential clients from available sources in accordance with company procedures

Completed
Date:

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Assist in targeting present, previous and new clients through nominated prospecting methods as required.

Completed
Date:

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Apply product knowledge to client requirements

  1. Assist in the development and presentation of product/system promotional information.
  2. Provide information on the technical product/process to meet the client's requirements.
Assist in the development and presentation of product/system promotional information.

Completed
Date:

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Provide information on the technical product/process to meet the client's requirements.

Completed
Date:

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Assist in closing the sale

  1. Conditions of the agreement are negotiated.
  2. Process and completion of the sales transaction comply with organisational requirements.
Conditions of the agreement are negotiated.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Process and completion of the sales transaction comply with organisational requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assist in providing after sales service

  1. Assist in matching client's need and identifying opportunities for improvement/s.
  2. Assist in training clients in applying technical products.
  3. Review and report on client's feedback.
Assist in matching client's need and identifying opportunities for improvement/s.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assist in training clients in applying technical products.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review and report on client's feedback.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

A person who demonstrates competency in this unit must be able to assist in sales of technical products/systems.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Assessors must be satisfied that the candidate can competently and consistently perform all elements of the unit as specified by the criteria, including required knowledge, and be capable of applying the competency in new and different situations and contexts.

Context of and specific resources for assessment

This unit may be assessed on the job, off the job or a combination of both on and off the job. Where assessment occurs off the job, that is the candidate is not in productive work, then an appropriate simulation must be used where the range of conditions reflects realistic workplace situations. The competencies covered by this unit would be demonstrated by an individual working alone or as part of a team. The assessment environment should not disadvantage the candidate.

This unit could be assessed in conjunction with any other units addressing the safety, quality, communication, materials handling, recording and reporting associated with assisting in sales of technical products/systems, or other units requiring the exercise of the skills and knowledge covered by this unit.

Method of assessment

Assessors should gather a range of evidence that is valid, sufficient, current and authentic. Evidence can be gathered through a variety of ways including direct observation, supervisor's reports, project work, samples and questioning. Questioning techniques should not require language, literacy and numeracy skills beyond those required in this unit of competency. The candidate must have access to all tools, equipment, materials and documentation required. The candidate must be permitted to refer to any relevant workplace procedures, product and manufacturing specifications, codes, standards, manuals and reference materials.

Guidance information for assessment

Required Skills and Knowledge

Required skills

Look for evidence that confirms skills in:

communicating

literacy skills to interpret legal requirements, product labelling and description and organisational requirements

sales data interpretation skills

information management skills, including the ability to summarise information verbally and non-verbally

ability to relate to people from a range of social, cultural and ethnic backgrounds and physical and mental abilities

use of internet and other technology to locate prospect information

interpretation of numerical data associated with prospects

use of technology to store and manage prospect information

ability to apply analytical skills in relating products to prospects' requirements

negotiation skills

Required knowledge

Look for evidence that confirms knowledge of:

basic product knowledge in a specific nominated area

buying and selling processes

organisational requirements, including policy and procedures

key competitors and their products

industry trends and developments

legislative and regulatory requirements relevant to the product/s in regard to occupational health and safety and environmental issues

range of prospecting methods, and prospect information management strategies

prospecting as a key component of the overall sales process

familiarity with range of buyer motives

sales closure techniques, and situations in which it is appropriate to attempt closure

safe work practices and procedures

Range Statement

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Nominated area

A range of products within a particular industry which has been nominated by the employer and employee

Features

The capability elements, including strengths and weaknesses of the product to deliver benefits to potential buyers

Available sources

Other company personnel, catalogues, trade association magazines, trade shows, competitors' sales literature, competitor websites, internal sales and data records

Prospecting methods

Prospecting is defined here as A continuous process of gathering the names of potential buyers who are likely to be interested in purchasing the salesperson's product

Prospecting methods may include referrals, networking, personal observation, intra-organisational leads, spotters, cold canvassing, direct mail, media advertising, telemarketing, journals, magazines, newspapers

Conditions

Price, delivery, payment options, client loyalty and length of contract. warranty