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Provide sales related services
Level
5
Credits
10
Purpose
People credited with this unit standard are able to: identify prospective clients
and establish their needs; establish and manage client base; service and
administer client base; and evaluate and develop sales business.
Subfield
Retail, Distribution, and Sales
Domain
Wholesale
Status
Registered
Status date
20 June 2008
Date version published
20 June 2008
Planned review date
31 December 2013
Entry information
Open.
Accreditation
Evaluation of documentation and visit by NZQA and
industry.
Standard setting body (SSB)
ServiceIQ
Accreditation and Moderation Action Plan (AMAP) reference
0225
This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Special notes
1
Evidence is required of competent performance in a sales management context.
2
This unit standard may be assessed against in a work-based environment, or in an
education and training environment if simulated business conditions are provided, or
in a combination of both environments.
3
Definitions
Product refers to goods and/or services in this unit standard.
Organisational procedures refer to instructions to staff on policy and procedures
which are formally documented, or generally accepted within the workplace.
Agreed indicates a course of action that is accepted between two or more people
(including the candidate) and which follows organisational procedures.
 New Zealand Qualifications Authority 2016
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4
Performance of the elements of this unit standard must comply with the requirements
of the following legislation: Consumer Guarantees Act 1993, Fair Trading Act 1986,
Privacy Act 1993, Credit Contracts and Consumer Finance Act 2003, and the Sale of
Goods Act 1908.
Elements and performance criteria
Element 1
Identify prospective clients and establish their needs.
Performance criteria
1.1
Contacts and networks are developed to identify prospective clients.
1.2
Prospective clients are evaluated in terms of potential business.
Range
1.3
may include but is not limited to – relevance of products; ability to
meet needs; capability for delivery of products; previous sales;
potential sales; opportunities for growth; appraisal of client
profitability and financial stability.
Communication with prospective clients enables accurate establishment of their
needs.
Range
may include but is not limited to – provision of information on
products; identification of nature and extent of needs;
establishment of requirements; evaluation of ability to meet needs;
confirmation of needs.
Element 2
Establish and manage client base.
Performance criteria
2.1
Requirements of client base are established and agreed in accordance with
organisational procedures.
Range
2.2
may include but is not limited to – information, technology, access,
security, administration, maintenance, communication, relevance
for nature of the sales operation, meeting needs of current and
potential users.
Client base is established to meet agreed requirements in accordance with
organisational procedures.
Range
may include but is not limited to – ease of access, use and
maintenance; efficient recording of client and sales information;
accurate and current information; security.
 New Zealand Qualifications Authority 2016
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2.3
Client base is maintained to meet agreed requirements in accordance with
organisational procedures.
Range
2.4
may include but is not limited to – accessing and updating client
information, accessing and updating sales information; ensuring
currency and accuracy of information; ensuring relevance for
present and potential client base.
Client base is evaluated for effectiveness in accordance with organisational
procedures.
Range
may include but is not limited to – efficiency, accuracy, relevance
for organisation and clients, cost effectiveness, usefulness, ease
of use, maintenance, value, fit with organisational policies and
procedures.
Element 3
Service and administer client base.
Performance criteria
3.1
Servicing requirements for client base are established and agreed to in
accordance with organisational procedures.
Range
3.2
Operating procedures for client base are established and agreed to in
accordance with organisational procedures.
Range
3.3
may include but is not limited to – meeting needs of management,
sales staff, clients, suppliers, distributors; fit with organisational
objectives, priorities, targets, policies and procedures; monitoring
of workloads, account potential, resources, situations.
may include but is not limited to – procedures for planning;
consulting; organising; coordinating; monitoring; reviewing;
establishing objectives; setting targets; allocating clients;
communicating; prospecting; selling; liaising; recording; reporting;
updating; giving and receiving feedback; invoicing; paying;
supporting; ensuring availability of resources; managing accounts;
maintaining client, supplier and distributor relationships; evaluating
products, approaches, policies, procedures and results.
Client base is administered in accordance with agreed servicing requirements
and operating procedures.
 New Zealand Qualifications Authority 2016
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Element 4
Evaluate and develop sales business.
Performance criteria
4.1
Product mix is evaluated in accordance with organisational procedures.
Range
4.2
Sales activities are evaluated in accordance with organisational procedures.
Range
4.3
may include but is not limited to – image, goals, vision, purpose,
objectives, planning, prospecting, consultation, client base, client
profile, sales information, marketing strategies, sales strategies,
communication, processing of sales, administration, follow-up,
relationships.
Sales team is evaluated in accordance with organisational procedures.
Range
4.4
may include but is not limited to – existing products, new products,
competitor’s products, diversification, market trends, client
demand, client feedback.
may include but is not limited to – image, mix, roles, presentation
skills, selling skills, qualifications, training, communication skills,
relationships, development.
Sales business is developed in accordance with organisational procedures.
Range
may include but is not limited to – developments in product mix,
sales activities, sales team.
Please note
Providers must be accredited by NZQA, or an inter-institutional body with delegated
authority for quality assurance, before they can report credits from assessment against
unit standards or deliver courses of study leading to that assessment.
Industry Training Organisations must be accredited by NZQA before they can register
credits from assessment against unit standards.
Accredited providers and Industry Training Organisations assessing against unit standards
must engage with the moderation system that applies to those standards.
Accreditation requirements and an outline of the moderation system that applies to this
standard are outlined in the Accreditation and Moderation Action Plan (AMAP). The
AMAP also includes useful information about special requirements for organisations
wishing to develop education and training programmes, such as minimum qualifications for
tutors and assessors, and special resource requirements.
 New Zealand Qualifications Authority 2016
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Comments on this unit standard
Please contact the ServiceIQ qualifications@serviceiq.org.nz if you wish to suggest
changes to the content of this unit standard.
 New Zealand Qualifications Authority 2016