Elements and Performance Criteria

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.
Promotion
Promotion may include:
planned sales presentation, territory management and account management
Selling
Selling may include:
face to face, telephone, direct mail and internet
Sales
Sales may include:
individual customers
organisational customers
new products
second-hand products
Professional explanations/ demonstrations
Professional explanations/demonstrations may include:
parts
products
services
Customer needs
Customer needs may include:
time limitations
cost limitations
value for money
quality of work/product
after-sales service
Industry standards
Industry standards for selling products and services include those relating to:
fair trade
consumer protection
ethical behaviour
WHS requirements
legislative requirements
credit legislation
Complementary products/services
Complementary products/services may include:
accessories
additional service/repair work
additional vehicle features
WHS requirements
WHS requirements may include:
state/territory/industry WHS requirements
Resources may include
Resources may include:
enterprise stationery, telephone, merchandising kit and pricing policy
Information/documents
Sources of information/documents may include:
enterprise operating procedures
product manufacturer/component supplier specifications
customer requirements
industry/workplace codes of practice

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

Critical aspects for assessment and evidence required to demonstrate competency in this unit
It is essential that competence in this unit signifies ability to transfer competence to changing circumstances and to respond to unusual circumstances in the critical aspects of:
promoting products and services to customers and establishing on-selling opportunities
communicating effectively with others involved in or affected by the work.
Context of, and specific resources for assessment
Underpinning knowledge and skills may be assessed on or off the job
The following are required:
products for sale
suitable presentation area
sales material (e.g. brochures, pamphlets, banners, flags, stands, ramps, turntables)
a qualified workplace assessor.
Method of assessment
Assessment of practical skills must take place only after a period of supervised practice and repetitive experience. If workplace conditions are not available assessment, in simulated workplace conditions is acceptable
Prescribed outcome must be able to be achieved without direct supervision
Practical assessments:
behave professionally in a manner appropriate to the situation and customer needs
demonstrate a range of products in a professional manner
apply promotional sales techniques to a range of sales situations and customer needs
Competence in this unit may be assessed in conjunction with other functional units which together form part of the holistic work role.