Requiring 12 units for this qualification
   
 
 
 
 
 

CERTIFICATE III IN BUSINESS (SALES) (BSB30301)
Requiring 12 units for the qualification:
This qualification is designed to provide the knowledge and skills required to enter employment as a sales assistant in a wide range of areas.  The course covers training to develop product knowledge, identify sales prospects, present a sales solution, secure prospect commitment, support post sale activities and self-manage performance.  Other skills covered include communication, teamwork, use of business technology, processing financial documents and information handling. 

Job Description

Employees blend general business tasks such as those in the organisational field, with specific sales related skills, which may include identifying sales prospects and self-managing the sales process.
Note: the minimum age of enrolment for this course is 18 years of age.

BSBSLS301A DEVELOP PRODUCT KNOWLEDGE
  This unit covers the development of product knowledge as preparation for the sales process.
 
  • Acquire knowledge of products in a specified area
  • Convert product knowledge into benefits
  • Evaluate competitors' products
   
BSBSLS302A IDENTIFY SALES PROSPECTS
 

This unit covers identification of potential sales prospects through application of prospecting methods.
 
  • Employ prospecting methods
  • Qualify prospects
  • Manage prospect informaiton
   
BSBSLS303A PRESENT A SALES SOLUTION
  This unit covers presentation of a sales solution which responds to the specific buying needs of the client.
  • Prepare for presentation
  • Present a sales solution
  • Manage buyer resistance
   
BSBSLS304A SECURE PROSPECT COMMITMENT
  This unit covers the sales processes associated with securing prospect commitment to proceed with a sale.
  • Respond to buying signals
  • Negotiate the sale
  • Finalise the agreement
   
BSBSLS305A SUPPORT POST SALES PERFORMANCE
  This unit covers attendance to post-sale activities that build and strengthen the partnership between salesperson and client, and enhance the prospect of future sales.
 
  • Strengthen client relationships
  • Process the order
  • Deliver support to agreed expectations
  • Handle client feedback
   
BSBSLS306A SELF MANAGE SALES PERFORMANCE
  This unit covers self-management of sales performance through establishment of an individualised sales plan, and though management of stress, time, and sales-related paperwork.
 
  • Establish an individualised sales plan
  • Manage stress
  • Manage time
  • Manage paperwork and reports
   
BSBCMN301A EXERCISE INITIATIVE IN A BUSINESS ENVIRONMENT
  This unit covers the skills and knowledge required to exercise initiative and influence others in a business environment. It includes making decisions in accordance with organisational requirements.
 
  • Model high standards of business practices
  • Influence individuals and groups positively
  • Make informed decisions
   
BSBCMN302A ORGANISE PERSONAL WORK PRIORITIES AND DEVELOPMENT
  This unit covers the skills and knowledge required to organise own work schedules, monitor and obtain feedback on work performance, and maintain required levels of competence.
 
  • Organise and complete own work schedule
  • Monitor own work performance
  • Develop and maintain own competence level
   
BSBCMN305A ORGANISE WORKPLACE INFORMATION
  This unit covers the skills and knowledge required to gather, organise and apply workplace information in the context of an organisation's work processes and information management systems.
 
  • Collect and assess information
  • Organise information
  • Review information needs
   
BSBCMN310A DELIVER AND MONITOR A SERVICE TO CUSTOMERS
  This unit covers the skills and knowledge required to identify customers' needs and monitor a service provided to customers.
 
  • Identify customers' needs
  • Deliver a service to customers
  • Monitor and report on service delivery
 
BSBCMN311A MAINTAIN WORKPLACE SAFETY
  This unit is concerned with OHS responsibilities of employees with supervisory responsibilities to implement and monitor the organisation's Occupational Health and Safety policies, procedures and programs in a small team to meet legislative requirements.
 
  • Assist incorporation of Occupational Health and Safety policy and procedures into the work team
  • Support participative arrangements for the management of Occupational Health and Safety
  • Support the organisation's procedures for providing Occupational Health and Safety training
  • Participate in identifying hazards and assessing and controlling risks for the work area
   
BSBCMN316A PROCESS CUSTOMER COMPLAINTS
  This unit specifies the outcomes required to handle formal and informal negative feedback and complaints from customers.
 
  • Respond to complaints
  • Refer complaints
  • Exercise judgment to resolve customer service issues