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National Certificate in Sales (Level 4)
Level
4
Credits
76
This qualification has been reviewed. The last date to meet the requirements is 31
December 2018.
Transition Arrangements
This qualification has been replaced by the New Zealand Certificate in Sales (Level 4) with
an optional endorsement in Sales Prospecting [Ref: 2238]. People currently working
towards this replaced qualification may either complete the requirements by December
2018 or transfer their results to the replacement qualification.
After 31 December 2016 all new trainees will be enrolled in programmes leading to the
replacement qualification.
For detailed information see Review Summaries on the NZQA website.
NZQF National Qualification Registration Information
Process
Registration
Review
Version
1
2
Date
April 2011
December 2013
Last Date for Assessment
December 2018
December 2018
Standard Setting Body
ServiceIQ
PO Box 25522
Wellington 6146
Telephone
Fax
Email
Website
ServiceIQ
SSB Code 9068
0800 863 693
04 817 5399
intel@serviceiq.org.nz
www.serviceiq.org.nz/
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National Certificate in Sales (Level 4)
Level
4
Credits
76
Purpose
This qualification, aimed at those wanting to further their career as a salesperson, will
enable a person to:
 demonstrate knowledge of market segmentation and where the business fits in with the
sales industry
 gain customer insight to enable good decision making
 define the competitive advantage for a business
 manage a sales territory, portfolio, and call plan
 demonstrate knowledge of credit, debit, cash flow, debt recovery and finance
arrangements for clients
 explain organisational relationships between sales, marketing, finance, human
resources and other business functions in an organisation
 use effective communication styles for influencing, negotiation, managing conflict and
overcoming buyer resistance
 use a system for lead generation, prospecting and building a network to maximise sales
opportunities
 execute a sales process
 prepare sales proposals.
The level 4 qualification is for the competent sales people in the sales industry. It will
enable the person to possess a broad knowledge base incorporating the theoretical and
practical knowledge of sales concepts and of different sales situations. People would
demonstrate sound analytical interpretation of sales proposals and data. One would
operate as an autonomous salesperson with the level of influencing, negotiation and
conflict management responsibilities suitable to the role of a competent sales person.
The core skills and knowledge required of a salesperson are outlined in the compulsory
section. The elective enables the inclusion of other industry competencies to enable a
person to work in their selected field of work.
Graduates of this qualification will have the skills and knowledge to take up occupations in
the workforce as a sales consultant, account manager or business development manager.
This qualification builds on the National Certificate in Sales (Level 3) [Ref: 1649].
ServiceIQ
SSB Code 9068
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Special Notes
Recognition of current competence (RCC) acknowledges the skills and knowledge gained
from work and experience, or from courses or study already undertaken. Candidates may
go through an assessment process to gain credit for unit standards. The RCC process is
carried out by registered assessors and accredited providers. Candidates are encouraged
to contact ServiceIQ for information regarding RCC for the purposes of this qualification.
Credit Range
Level 4 or above credits
Minimum totals
Compulsory
61
61
Elective
15
15
Requirements for Award of Qualification
Award of NZQF National Qualifications
Credit gained for a standard may be used only once to meet the requirements of this qualification.
Unit standards and achievement standards that are equivalent in outcome are mutually exclusive for the
purpose of award. The table of mutually exclusive standards is provided on the New Zealand Qualifications
Authority (NZQA) website: http://www.nzqa.govt.nz/qualifications-standards/standards/standards-exclusionlist/.
Reviewed standards that continue to recognise the same overall outcome are registered as new versions
and retain their identification number (ID). Any version of a standard with the same ID may be used to meet
qualification requirements that list the ID and/or that specify the past or current classification of the standard.
Summary of Requirements
 Compulsory standards
 Elective – A minimum of 15 credits as specified
Detailed Requirements
Compulsory
The following standards are required
Business > Business Operations and Development > People Development and
Coordination
ID
Title
Level
Credit
19588
Operate professionally, ethically, and responsibly in an
organisation
Humanities > Communication Skills > Writing
ID
Title
16612
Use effective business writing skills in a business
organisation
ServiceIQ
SSB Code 9068
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8
Level
Credit
4
4
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Service Sector > Retail, Distribution, and Sales > Sales
ID
Title
Level
Credit
26866
Manage and facilitate sales negotiations
4
6
26867
4
4
4
3
4
6
26870
Analyse customer decision making processes and
communicate with the Decision Making Unit (DMU) in
sales situations
Apply knowledge of customer segmentation techniques
to sales situations
Analyse and apply process and relationship sales
methodologies
Search for, analyse and apply sales related information
4
5
26871
Improve business performance in sales roles
4
8
26872
Manage a sales territory
4
4
26873
Develop, submit and evaluate sales proposals
4
6
26875
Use prospecting to develop new business and use a
sales pipeline effectively
Prepare and conduct sales meetings with prospects or
clients
4
3
4
4
26868
26869
26876
Elective
A minimum of 15 credits
From anywhere on the DAS
Certification
This certificate will display the logos of NZQA, ServiceIQ and the organisation that has
been granted consent to assess against standards that meet the requirements of the
qualification (accredited).
Classification
This qualification is classified according to the classification system listed on the Directory
of Assessment Standards (DAS) and the New Zealand Standard Classification of
Education (NZSCED) system as specified below.
DAS Classification
NZSCED
Code
Description
Code
Description
1882
Service Sector > Retail,
Distribution, and Sales > Sales
080501
Management and Commerce >
Sales and Marketing > Sales
Quality Management Systems
Providers and Industry Training Organisations must be granted consent to assess by a recognised Quality
Assurance Body before they can register credits from assessment against standards. Organisation with
consent to assess and Industry Training Organisations assessing against standards must engage with the
moderation system that applies to those standards. Consent to assess requirements and the moderation
system are outlined in the associated Consent and Moderation Requirements (CMR) for each standard.
ServiceIQ
 New Zealand Qualifications Authority 2016
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