NZQA Expiring unit standard
15411 version 5
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Title
Display and sell automotive parts and accessories
Level
3
Credits
6
Purpose
This unit standard is for people in the automotive parts and
accessories merchandising industry. People credited with this
unit standard are able to: demonstrate knowledge of the
personal attributes and responsibilities of a salesperson in
automotive parts and accessories merchandising; demonstrate
knowledge of automotive products offered for sale;
demonstrate knowledge of retail selling in the automotive
industry; display automotive parts and accessories for sale;
establish customer's needs for the automotive product; make a
sales presentation of the automotive product; and close the
sale.
Classification
Motor Industry > Automotive Sales
Available grade
Achieved
Explanatory notes
1
The following legislation and their amendments are
required to be consulted and followed where applicable:
– Consumer Guarantees Act, 1993
– Fair Trading Act, 1986.
2
Reference to company satisfaction and company policy means that the standard
must comply with any policies, procedures, and requirements of the company
involved, and the ethical codes of relevant professional management organisations.
3
Because of the particular nature of this unit standard, it is essential that the practical
assessment evidence is obtained from commercial jobs in the workplace under
normal workplace conditions.
Outcomes and evidence requirements
Outcome 1
Demonstrate knowledge of the personal attributes and responsibilities of a salesperson in
automotive parts and accessories merchandising.
Evidence requirements
1.1
Personal attributes of an automotive parts salesperson are identified as those
considered desirable by the company.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
1.2
15411 version 5
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The responsibilities of a salesperson under the Consumer Guarantees Act and
the Fair Trading Act are defined.
Outcome 2
Demonstrate knowledge of automotive products offered for sale.
Evidence requirements
2.1
The marketable features of the product or products are identified as those
promoted by the automotive product manufacturer.
2.2
The benefits to the customer of the product or products are defined by matching
customer needs and wants with the product's features.
2.3
Point of sale material sought by a customer is given promptly on request.
Range
manufacturer’s information, company sales information.
Outcome 3
Demonstrate knowledge of retail selling in the automotive industry.
Evidence requirements
3.1
The advantages of automotive product knowledge are identified.
Range
3.2
Methods of obtaining parts product knowledge are identified.
Range
3.3
proper demonstration of the automotive part and/or accessory,
fitting product to customer needs, customer confidence in
company.
suppliers' literature, demonstrations, seminars, trial use of product.
Techniques used to successfully sell automotive goods to a customer are
identified.
Range
attractive automotive parts and accessories displays in the parts
department, foyer, and workshop; promotional demonstrations
inhouse and at workshops; prospecting; advertising; sales; related
selling; up-selling.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
15411 version 5
Page 3 of 5
Outcome 4
Display automotive parts and accessories for sale.
Evidence requirements
4.1
The purpose of the parts for sale, and their shape, colour, and other attributes
are identified.
4.2
An automotive product display is maintained to enhance the appeal of the parts
and accessories.
Range
4.3
shelves fully stocked where goods are available, stock rotated,
stock checked for damage and damaged items removed and
reported to the supervisor, labelling and pricing correct, clean and
dust free.
The priority of the product compared with others on sale is determined, and the
display is positioned to attract the desired amount of attention.
Outcome 5
Establish customer's needs for the automotive product.
Evidence requirements
5.1
Customer is qualified.
Range
purchaser, enquirer, complainant.
5.2
Customer's buying motives are identified.
5.3
Customer's goodwill is established according to company policy.
5.4
Customer's buying signals are identified and followed during the qualification
process according to company policy.
5.5
The purchasing method is defined according to company policy.
Outcome 6
Make a sales presentation of an automotive product.
Evidence requirements
6.1
The automotive product is prepared for presentation.
Range
6.2
appearance, fully serviceable, pricing, product support information.
The automotive product presentation is made to allow the customer's selection
from the available range.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
15411 version 5
Page 4 of 5
6.3
The initial approach to the customer is timed that will establish a non-threating
environment to the customer.
6.4
Customer's participation in the presentation is achieved.
6.5
Product benefits are emphasised during the presentation.
6.6
Two advantages of value added selling are explained in terms of company
profitability and customer goodwill.
6.7
Customer's objections and resistance to sales presentations are identified and
overcome to customer and company satisfaction.
6.8
Company's standards of courtesy are met.
Outcome 7
Close the sale.
Evidence requirements
7.1
Buying signals are identified by trial closure.
7.2
After sales assurances are conveyed according to company policy and
legislation.
7.3
The sale is closed using methods consistent with company policy.
7.4
Customer satisfaction is achieved during the closing.
This unit standard is expiring. Assessment against the standard must take place by
the last date for assessment set out below.
Status information and last date for assessment for superseded versions
Process
Version Date
Last Date for Assessment
Registration
1
23 February 1999
31 December 2016
Revision
2
16 April 2003
31 December 2016
Review
3
25 June 2007
31 December 2016
Rollover
4
19 November 2010
31 December 2016
Rollover
5
18 February 2016
31 December 2020
Consent and Moderation Requirements (CMR) reference
0014
This CMR can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Please note
Providers must be granted consent to assess against standards (accredited) by NZQA, or
an inter-institutional body with delegated authority for quality assurance, before they can
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
15411 version 5
Page 5 of 5
report credits from assessment against unit standards or deliver courses of study leading
to that assessment.
Industry Training Organisations must be granted consent to assess against standards by
NZQA before they can register credits from assessment against unit standards.
Providers and Industry Training Organisations, which have been granted consent and
which are assessing against unit standards must engage with the moderation system that
applies to those standards.
Consent requirements and an outline of the moderation system that applies to this
standard are outlined in the Conesnt and Moderation Requirements (CMR). The CMR
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.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016