Unit of competency Outline

Date retreived
24/07/2026 2:13 AM AWST

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Develop product knowledge

Develop product knowledge

Unit of competency
National Code
BSBPRO401A
State Code
D0949
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
2.00
Current Release Date
28/11/2011
View on TGA
State Implementation and Classification
Approved Date
09/09/2014
Field of Education
080501 - Sales
Original Release Date
09/09/2014
Nominal Hours
20
Description
This unit describes the performance outcomes, skills and knowledge required to develop product knowledge in preparation for the sales process.
Notes
Elements and Performance Criteria
1. Acquire knowledge of products in a specified area
  • 1.1. Identify information sources about products in a specified area and evaluate them for reliability and validity
  • 1.2. Identify product purpose/s and use/s
  • 1.3. Identify key features of the product/s
  • 1.4. Identify product strengths and weaknesses
  • 1.5. Articulate guarantees and warranties and identify service support details
2. Convert product knowledge into benefits
  • 2.1. Identify features of the product which have potential buyer appeal
  • 2.2. Present features of the product which have buyer appeal as benefits to the buyer
  • 2.3. Present product benefits within the context of organisational requirements and legislation
3. Evaluate competitors' products
  • 3.1. Use a range of information sources to identify competitors' products
  • 3.2. Compare features, benefits, strengths and weaknesses of competitors' products with own products
  • 3.3. Establish relative standing of the organisation's product with the competitors' product/s and communicate differences to the buyer
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.
Information sources may include:
associations
catalogues
claims of competitive sales people
competitor websites
competitor sales literature
external sales data sources such as warehouse withdrawals
internal sales data records
other company personnel
sales conventions
trade association magazines
trade shows
Products may include:
goods
ideas
services
Features may include:
brand
colour
country of origin
covenant
manufacturer
product care details
safety aspect
shelf life
size
style
warnings
Organisational requirements may include:
level of client service required
policies and procedures which are formally documented and are available for reference within the workplace
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

Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
comparison of the key features and benefits of product/s with competitor offerings
demonstration of product knowledge offered by an organisation
presentation of key features and benefits of own product/s.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to information sources about an organisation's and competitors' products, services or ideas
access to office equipment and resources.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
observation of presentation of key features and benefits to customers or simulated customers
oral or written questioning to assess knowledge of features, benefits, strengths and weaknesses of organisation's and competitors' products
review of evaluation of identification of information sources about products in a specified area
evaluation of strengths and weaknesses established for competitors' products.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Replaces
State Code National Code Title Type
C3631 BSBSLS301A Develop product knowledge Unit of competency
Replaced By
State Code National Code Title Type
AUH87 BSBPRO401 Develop product knowledge Unit of competency