Unit of competency Outline

Date retreived
23/07/2026 4:47 PM AWST

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Present, secure and support sales solutions

Present, secure and support sales solutions

Unit of competency
National Code
BSBSLS408
State Code
AUH05
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
25/03/2015
View on TGA
State Implementation and Classification
Approved Date
15/09/2015
Field of Education
080501 - Sales
Original Release Date
15/09/2015
Nominal Hours
40
Description
This unit describes the skills and knowledge required to present sales solutions that respond to specific buying needs of a client, and to use sales processes associated with securing prospect commitment to proceed with a sale. It also includes attending to post-sales activities that build and strengthen the partnership between a salesperson and client, and enhance the likelihood of future sales.It applies to individuals working in sales-related positions in a small, medium or large enterprise, in a wide variety of industries, who may provide sales solutions individually, or provide advice and support on aspects of sales solutions to support a sales team.No licensing, legislative or certification requirements apply to this unit at the time of publication
Notes
Elements and Performance Criteria
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
No information
No information
Replaces
State Code National Code Title Type
D4880 BSBSLS408A Present, secure and support sales solutions Unit of competency
Replaced By
State Code National Code Title Type
OCE82 BSBOPS404 Implement customer service strategies Unit of competency