NZQA Expiring unit standard
Title
Sell automotive products
Level
3
385 version 6
Page 1 of 4
Credits
4
Purpose
This unit standard is for people in automotive sales areas.
People credited with this unit standard are able to: demonstrate
knowledge of the role and responsibilities of a salesperson in
automotive retail and trade selling; demonstrate knowledge of
products offered for sale; establish customer's needs; make a
sales presentation; and close the sale.
Classification
Motor Industry > Automotive Sales
Available grade
Achieved
Explanatory notes
1
The following legislation and 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.
Outcomes and evidence requirements
Outcome 1
Demonstrate knowledge of the role and responsibilities of a salesperson in automotive
retail and trade selling.
Evidence requirements
1.1
Personal attributes of a salesperson are identified in terms of those considered
desirable by the company.
1.2
The responsibilities of a salesperson under the Consumer Guarantees Act and
the Fair Trading Act are defined.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
385 version 6
Page 2 of 4
Outcome 2
Demonstrate knowledge of products offered for sale.
Evidence requirements
2.1
The marketable features of the product or products are identified in terms of
those promoted by the 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.
Outcome 3
Establish customer's needs.
Evidence requirements
3.1
Customer is qualified.
Range
purchaser, enquirer, complainant.
3.2
Customer's buying motives are identified.
3.3
Customer's goodwill is established.
3.4
Customer's buying signals are followed during the qualification process.
Range
3.5
buying signals – verbal, non-verbal, actions.
The purchasing method is defined.
Range
hire purchase, leasing, trade-in, cash, credit card, cheque, industry
voucher.
Outcome 4
Make a sales presentation.
Evidence requirements
4.1
The product presentation is made to allow the customer to select from the
available range.
4.2
The initial approach to the customer is appropriately timed.
4.3
The customer is encouraged to participate during the presentation according to
the type and place of the presentation.
4.4
Product benefits are emphasised during the presentation.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
385 version 6
Page 3 of 4
4.5
Two advantages of value added selling are identified.
4.6
Customer's objections and resistance to sales presentations are identified and
overcome to customer and company satisfaction.
4.7
Company's standards of courtesy are met.
Outcome 5
Close the sale.
Evidence requirements
5.1
Buying signals are identified by trial closure.
buying signals – verbal, non-verbal, actions.
Range
5.2
After sales assurances are conveyed, where applicable.
5.3
The sale is closed using methods consistent with company policy.
5.4
Customer's goodwill is maintained 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
1 October 1993
31 December 2016
Review
2
4 October 1996
31 December 2016
Review
3
30 August 1999
31 December 2016
Review
4
25 June 2007
31 December 2020
Rollover
5
19 November 2010
31 December 2020
Rollover
6
22 August 2014
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,
before they can 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.
NZ Motor Industry Training Organisation
(Incorporated)
SSB Code 101542
 New Zealand Qualifications Authority 2016
NZQA Expiring unit standard
385 version 6
Page 4 of 4
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.
Requirements for consent to assess and an outline of the moderation system that applies
to this standard are outlined in the Consent 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