10460 version 4
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Produce and present sales proposals
Level
5
Credits
10
Purpose
People credited with this unit standard are able to: establish objectives for
sales proposals; produce sales proposals; and present sales proposals.
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
10460 version 4
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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.
5
Evidence is required for production and presentation of sales proposals for two
different clients.
Elements and performance criteria
Element 1
Establish objectives for sales proposals.
Performance criteria
1.1
Background information is identified for potential clients.
Range
1.2
Client information is evaluated in terms of implications for sales proposals.
Range
1.3
may include but is not limited to – market demand; profitability;
competition; ability to meet client needs and expectations; fit with
the organisation’s strategic objectives; ongoing business.
Sales objectives are developed for specific clients.
Range
1.4
may include but is not limited to – contacts; personal and business
profile; organisational qualities and culture; current practices;
problems with existing and competing products; need for products,
product information and support; product quality, price, promotion,
and distribution preferences; buying process preferences.
may include but is not limited to – specific, measurable,
achievable, results focused, timebound, linked to organisation’s
strategic objectives.
Sales objectives are assessed in terms of implications for the development and
presentation of sales proposals.
Range
may include but is not limited to – potential conflicts and
constraints; resources; budget; ability to meet client needs and
expectations; client buying motives and behaviours; competitors;
economic, legal, and regulatory environment; time-frames.
Element 2
Produce sales proposals.
Performance criteria
2.1
Potential sales strategies are evaluated in terms of meeting of client needs and
achievement of sales objectives.
 New Zealand Qualifications Authority 2016
10460 version 4
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2.2
Sales strategies selected are consistent with meeting of client needs and
achievement of sales objectives.
2.3
Sales strategies for specified clients are agreed to in accordance with
organisational procedures.
2.4
Sales proposals for specified clients are developed in accordance with
organisational procedures.
Range
2.5
may include but is not limited to – consultation, targeting, drafting,
formatting, budgeting, checking, agreement, approval.
Sales proposals are consistent with agreed sales strategies and organisational
priorities.
Element 3
Present sales proposals.
Performance criteria
3.1
Potential presentation techniques are evaluated in terms of gaining client
business.
3.2
Presentation techniques selected are consistent with meeting of client needs
and achievement of sales objectives.
Range
3.3
Sales proposal is presented to meet client needs in accordance with
organisational procedures.
Range
3.4
may include but is not limited to – presentation objectives,
identification of client preferences for mode of presentation,
suitability for style and expertise of the presenter, resources,
quality standards.
may include but is not limited to – creating a suitable environment,
timeliness, establishment of credibility of presenter and sales
organisation, confirmation of requirements, client focus,
explanation and demonstration of product features and benefits,
accuracy of information, use of presentation aids, overcoming
resistance, problem solving, conflict resolution, maintaining a winwin attitude, sales pitch.
Presentation incorporates techniques for closing the sale.
Range
may include but is not limited to – use of closing techniques,
encouraging and confirming commitment or decision to purchase.
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3.5
Presentation identifies processes for post-sale follow-up.
Range
may include but is not limited to – supplying of products; invoicing;
monitoring client satisfaction; monitoring product performance;
resolving problems; offering add-on sales; maintaining client
relationships; developing future business.
3.6
Effectiveness of presentation of sales proposal is evaluated in accordance with
organisational procedures.
3.7
Procedures for improving effectiveness of presentation of sales proposals are
implemented in accordance with organisational procedures.
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.
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