Unit of competency Outline

Date retreived
23/07/2026 3:15 PM AWST

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Sell cellar door products and services

Sell cellar door products and services

Unit of competency
National Code
FBPCDS2003
State Code
OAN56
TGA Status
Current
DTWD Status
Approved
Current Release Number
1.00
Current Release Date
18/12/2018
View on TGA
State Implementation and Classification
Approved Date
18/04/2019
Field of Education
110103 - Food And Beverage Service
Original Release Date
18/04/2019
Nominal Hours
45
Description
This unit of competency describes the skills and knowledge required to sell wine and other products and services. It involves developing product knowledge, engaging with customers and using sales techniques to maximise sale opportunities.The unit applies to individuals who work under general supervision to provide specialised industry knowledge to sell products and services to cellar door visitors.All work must be carried out to comply with workplace procedures, according to state/territory health and safety, and food safety regulations, legislation and standards that apply to the workplace.When applied in the workplace, compliance with state and territory legislative requirements relating to the Responsible Service of Alcohol will be required.
Notes
Elements and Performance Criteria
1. Develop product and service knowledge
  • 1.1 Develop and retain knowledge of the use, purpose and application of cellar door products and services by accessing relevant sources of information
  • 1.2 Research and apply comparisons between available products and services, including brand options, features and price
  • 1.3 Develop knowledge of competitors’ product and service ranges and pricing structure
  • 1.4 Consult experienced sales staff or research product information to increase workplace product and service knowledge
  • 1.5 Identify workplace safety and consumer regulatory requirements relevant to the sale of cellar door products and services
2. Approach customer
  • 2.1 Determine timing of customer approach according to cellar door sales procedure and customer behaviour
  • 2.2 Identify and apply effective sales approach using knowledge of customer buying behaviour
  • 2.3 Convey a positive impression to encourage customer interest
3. Gather customer information
  • 3.1 Apply questioning techniques to determine customer motives for purchase
  • 3.2 Use listening skills to determine customer requirements
  • 3.3 Interpret and respond to non-verbal communication cues
  • 3.4 Guide customers to product ranges that match customer buying motives and requirements
  • 3.5 Address customers according to workplace protocol and by name if known
4. Sell benefits to customer
  • 4.1 Match customer needs to appropriate products and services
  • 4.2 Communicate knowledge of product or service features and benefits clearly to customers
  • 4.3 Describe specific requirements relating to products or services to customers
  • 4.4 Answer routine customer questions about products accurately and honestly
  • 4.5 Refer customers to more experienced, senior sales staff or to appropriate product specialists according to workplace procedures
5. Overcome customer objections
  • 5.1 Identify and acknowledge customer objections to purchasing
  • 5.2 Categorise objections into price, time and product or service characteristics
  • 5.3 Offer solutions or alternatives to customer objections
  • 5.4 Apply problem solving to overcome customer objections and consult with senior staff as required
6. Close sale
  • 6.1 Identify and monitor customer buying signals and respond appropriately
  • 6.2 Encourage customers to make purchase decisions in compliance with regulatory requirements
  • 6.3 Select and apply method to close sale according to cellar door sales procedures
7. Maximise sales opportunities
  • 7.1 Recognise and apply opportunities to ‘up sell’ or make additional sales
  • 7.2 Advise customers of complementary products or services according to identified customer needs
  • 7.3 Review personal sales outcomes and implement strategies to maximise future sales
No information
No information
Replaces
State Code National Code Title Type
S7868 FDFCD2005A Sell cellar door products and services Unit of competency