Qualification details
Title
New Zealand Certificate in Sales (Level 4) with an optional endorsement
in Sales Prospecting
Version
1
Qualification type
Certificate
Level
4
Credits
75
NZSCED
080501
Management and Commerce > Sales and Marketing > Sales
Qualification developer
ServiceIQ
Next review
June 2018
Approval date
12 December 2013
Strategic purpose statement
The purpose of this qualification is:
-
to provide competent employees who are able to work in
senior sales representative or account manager roles in the
sales sector
-
to provide for those individuals who are working in senior
sales representative or account manager roles, a credential
that will support their career opportunities across a range of
organisations in the sales sector
-
to provide standards of professional practice for a broad
range of sales activities including portfolio management that
will provide clients with confidence in the service being
provided.
The optional endorsement in Sales Prospecting enables
individuals to specialise in planning and implementing new sales
opportunities.
Outcome Statement
Graduate profile
Qualification Reference 2238
© New Zealand Qualifications Authority 2013
Graduates of this qualification will be able to:
-
select and apply sales tactics using knowledge of the market,
customer and business processes
-
develop sales proposals that meet specific sales situations
-
manage a sales portfolio
-
manage a sales process
-
use communication styles and practices to influence
customers and meet business needs.
Graduates with the optional endorsement will also be able to:
-
plan and implement new sales opportunities with potential
customers.
Page 1 of 4
Education pathway
Business qualifications at level 5.
Employment pathway
Senior sales representatives or account managers who are
responsible for managing and developing sales portfolios in a
wide range of sales situations which could include business to
business sales or direct sales to the public of a product or
service.
Qualification specifications
Qualification award
This qualification will be awarded by the accredited provider
that has provided the training leading to the award of this
qualification. The formal certification document will include
the NZQF logo, the ServiceIQ logo, and the logo of the
tertiary education organisation providing the programme.
Evidence requirements for managing
consistency
All TEOs either arranging training or delivering programmes
that lead to the award of the qualification are required to
participate in a consistency process scheduled by NZQA.
Further information can be found on the NZQA website.
Evidence will include the following:

Industry feedback

Self evaluation (e.g. programme evaluation reports,
moderation outcomes, etc)

Graduate feedback

Progression/destination information

Evidence of relevant ‘real world’ learning
experiences, which may include

o
Programmed events (e.g. trade fairs,
product launches, etc.)
o
Work experience
o
Work placements
o
Work (employment)
o
Portfolio of relevant experience
Any other relevant evidence as appropriate.
Credit transfer and recognition of
prior learning arrangements
RPL and credit transfer will be consistent with the policies of
the accredited programme provider. Any candidate for this
qualification who seeks RPL for the entire qualification will
be required to provide a summary of their experience in the
industry and complete the end-point assessment to prove
current competency.
Minimum standard of achievement
and standards for grade
Achieved
Qualification Reference 2238
© New Zealand Qualifications Authority 2013
Page 2 of 4
endorsements
Entry requirements (including
prerequisites to meet regulatory body
or legislative requirements)
N/A
Qualification conditions
Overarching conditions relating to the qualification
Conditions for programme
structure
N/A
Conditions for programme
context
N/A
Other conditions
N/A
Specific conditions relating to the Graduate profile
Qualification outcomes
Conditions
Mandatory
or Optional
1
Recommended standards:
Optional
Select and apply sales tactics
using knowledge of the market,
customer and business processes
Level 4
26868
26870
15 credits
2
Develop sales proposals that meet
specific sales situations
Recommended standard:
Optional
26873
Level 4
15 credits
3
Manage a sales portfolio
Recommended standard:
Level 4
26872
Optional
15 credits
4
Manage a sales process
Recommended standard:
Level 4
26871
Optional
20 credits
5
Use communication styles and
practices to influence customers
and meet business needs
Recommended standard:
Optional
16612
Level 4
Qualification Reference 2238
© New Zealand Qualifications Authority 2013
Page 3 of 4
10 credits
6
Graduates with the optional strand
will also be able to:
Recommended standard:
Optional
26875
Plan and implement new sales
opportunities with potential
customer
Level 4
15 credits
Transition information
Replacement information
This qualification replaced the National Certificate in Sales (Level 4) [Ref:
1650].
Trainees currently enrolled in programmes leading to the replaced qualification may either complete the
requirements by 31 December 2018 or transfer to New Zealand Certificate in Sales (Level 4) with an
optional endorsement in Sales Prospecting [Ref: 2238].
The last date for entry into programmes leading to the replaced qualification is 31 December 2016. The
last date for award of the replaced qualification is 31 December 2018, at which time it will be designated
as discontinued.
It is the intention of ServiceIQ that no existing trainee should be disadvantaged by these transition
arrangements. Any person who considers they have been disadvantaged may appeal to:
ServiceIQ
PO Box 25522
Wellington 6146
Telephone
0800 863693
Fax
04 8175399
Email
intel@serviceiq.org.nz
Republication Information
Version 1 of this qualification was republished in March 2015 to update the Evidence requirements for
managing consistency
Qualification Reference 2238
© New Zealand Qualifications Authority 2013
Page 4 of 4