10465 version 4
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Identify, interpret, and apply direct selling techniques and strategies
Level
5
Credits
5
Purpose
People credited with this unit standard are able to: investigate factors
affecting direct selling; differentiate direct selling techniques and strategies
for specific sales situations; evaluate direct selling opportunities in specific
sales situations; and apply direct selling techniques and strategies.
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
10465 version 4
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Direct selling refers to selling methods where there is direct sales contact between
buyer and seller in the buyer’s environment rather than in a retail store environment.
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 direct selling to different clients on two occasions.
Elements and performance criteria
Element 1
Investigate factors affecting direct selling.
Performance criteria
1.1
Factors affecting direct selling are identified in accordance with organisational
procedures.
Range
1.2
may include but is not limited to – business goals and objectives;
markets, economic environment; communications; technologies;
locations; travel; legislation; public relations; market perception;
contacts; prospecting approaches; customers; product range and
type; product storage, supply, and distribution; organisational
structure; sales strategies; skills, motivation and makeup of sales
team; incentives; administration; receipt of payments; invoicing;
follow-up.
Implications of factors affecting direct selling are identified and evaluated in
accordance with organisational procedures.
Range
effect on direct selling techniques, effect on direct selling
strategies.
Element 2
Differentiate direct selling techniques and strategies for specific sales situations.
Performance criteria
2.1
Direct selling techniques and strategies are evaluated in terms of effectiveness
in specific sales situations.
Range
may include but is not limited to – markets, products, customers
and their expectations, sales environment, location.
 New Zealand Qualifications Authority 2016
10465 version 4
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2.2
Direct selling techniques and strategies are matched to specific sales situations
in accordance with organisational procedures.
Range
may include but is not limited to – achievement of goals and
objectives, customer service, responsiveness, competitiveness,
profitability, ongoing business.
Element 3
Evaluate direct selling opportunities in specific sales situations.
Performance criteria
3.1
Potential for implementation of direct selling strategies is evaluated in
accordance with organisational procedures.
Range
3.2
may include but is not limited to – products, markets, customers,
sales volume, market share, profit, viability, product or brand
recognition, customer relationships, new business, repeat
business, coverage, achievement of goals and objectives, meeting
of targets.
Adjustments in direct selling techniques and strategies required to take
advantage of specific opportunities are identified and implemented in
accordance with organisational procedures.
Range
may include but are not limited to – policies, procedures,
approaches, methods, personnel, skills, attitudes, resources,
incentives, motivation.
Element 4
Apply direct selling techniques and strategies.
Performance criteria
4.1
Direct selling techniques and strategies are applied in specific sales situations
in accordance with organisational procedures.
4.2
Effectiveness of direct selling techniques and strategies is monitored and
evaluated in accordance with organisational procedures.
Range
may include but are not limited to – responsiveness to customer
needs, making of sales, achievement of goals and objectives,
market perceptions, relationships.
 New Zealand Qualifications Authority 2016
10465 version 4
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4.3
Procedures for improving direct selling techniques and strategies are
implemented in accordance with organisational procedures.
Range
may include but is not limited to – setting development objectives;
upskilling; training; coaching; motivating; encouraging; providing
resources; providing incentives; seeking feedback; providing
professional advice and assistance; linking with mentor; adjusting
policies, procedures, teams, approaches.
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