4948 version 4
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Provide support for telecommunications sales activities
Level
4
Credits
4
Purpose
This unit standard is for people who currently work, or intend to work, in jobs
providing pre and post-sales support for the sales function.
People assessed as competent in this unit standard are able to provide
technical literature and propose solutions to customer requirements; process
sales orders; and administer and coordinate delivery and installation details.
Subfield
Telecommunications
Domain
Telecommunications - Service Delivery
Status
Registered
Status date
28 July 1995
Date version published
25 January 2008
Planned review date
31 December 2012
Entry information
Open.
Accreditation
Evaluation of documentation and visit by NZQA and
industry.
Standard setting body (SSB)
ElectroTechnology Industry Training Organisation
Accreditation and Moderation Action Plan (AMAP) reference
0003
This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Special notes
None.
 New Zealand Qualifications Authority 2016
4948 version 4
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Elements and performance criteria
Element 1
Provide pre-sales support for sales activities.
Performance criteria
1.1
Pre-sales support is comprehensive and reliable, and is provided in timeframes
to maximise advantage to the organisation.
Range
1.2
Product information available to sales persons and customers is current,
reliable, and comprehensive.
Range
1.3
technical information – product specifications, capability,
integration with other products.
Sales presentation package is supported by graphics relevant to potential sale,
is accurate and complete, and optimises success of sales opportunity.
Range
1.6
current equipment, sites, rent or purchased, credit rating,
management decision structure.
Customer requirements for specific sales opportunity are identified, and
technical information relevant to requirements is received by salesperson in
agreed timeframe.
Range
1.5
brochures, technical specifications, supply status, lead time.
Customer profile is identified and is received by salesperson by agreed time.
Range
1.4
product information, solutions, customer information, technical
information, presentation material.
presentation package – customer need, technical, cost-effective,
aesthetic solution;
graphics – wall charts, overhead transparencies.
Documentation of pre-sales support is accurate and complete, is filed in the
correct place, and is available to authorised persons within constraints of
commercial confidentiality.
Range
authorised persons – managers, technical specialists, marketing.
 New Zealand Qualifications Authority 2016
4948 version 4
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Element 2
Develop solutions to meet customer requirements.
Performance criteria
2.1
Range of solutions to meet customer requirements optimises use of
organisation standard products, and is developed in compliance with
organisation policy and procedures and within agreed timeframes.
2.2
Proposed solution to meet customer requirements is consistent with
organisation profit margins, is accurate and complete, and is agreed by
authorised persons within a specified timeframe.
Range
proposed solution – technology, costs, labour, lead times, risks,
opportunities;
authorised persons – management, specialists.
2.3
Agreed proposed solution to meet customer requirements is received by
customer by agreed time.
2.4
Organisation of meetings between representatives of customer and organisation
promotes and develops goodwill, and details of arrangements are received by
relevant persons within agreed timeframes.
Range
2.5
representatives – technical and/or financial specialists, CEO’s;
arrangements – purpose, date, time place, agenda, briefing
papers.
Contract specifications are agreed with interested parties, and action to develop
agreed solution is initiated in a timeframe which satisfies customer.
Range
interested parties – customer, relevant managers, specialists.
2.6
Contract document is agreed and signed by authorised representatives of the
contracting organisations, is accurate and complete, filed in correct place, and
available to authorised persons.
2.7
Documentation of development of solution to meet customer requirements is
accurate and complete, is filed in the correct place, and is available to
authorised persons.
Range
authorised persons – managers, sales, marketing, technical
specialists.
 New Zealand Qualifications Authority 2016
4948 version 4
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Element 3
Provide post-sales support for sales activities.
Performance criteria
3.1
Post-sales support is comprehensive and reliable, and is provided in timeframes
to maximise advantage to the organisation.
Range
3.2
Reports of variations from standard pricing for prescribed services comply with
legislation, and are received by external authority within prescribed timeframe.
Range
3.3
sales administration, draft contracts, coordination of delivery and
installation.
external authority – Commerce Commission.
Equipment and services required to meet contract specifications are identified,
ordered, billed to correct account and contracted for delivery, installation, and
connection as specified and at agreed time.
Range
equipment and services – products, cables, fixings, modules,
manuals, consumables, wiring, network connections, retail,
wholesale;
contracts – internal, external.
3.4
Delivery, installation, and connection of product are implemented within agreed
timeframes, complies with work orders and contract specifications, and meet
customer requirements.
3.5
Invoicing for product and associated costs identifies agreed method of payment,
complies with contract, and is accurate and complete.
Range
method of payment – time payment; lease;
associated costs – installation, maintenance, disbursements, GST.
3.6
Contingencies are identified and agreed action is implemented to optimise
customer relationship.
3.7
Customer profile is current, accurate, and complete and available to authorised
persons within constraints of commercial confidentiality.
Range
3.8
relevant managers, authorised sales personnel.
Opportunities to optimise sales support performance are identified and actioned
promptly.
 New Zealand Qualifications Authority 2016
4948 version 4
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3.9
Documentation of sales and of post-sales activities is accurate and complete,
filed in the correct place, and is available to authorised persons.
Range
sales – includes name of salesperson;
authorised persons – managers, human resource personnel,
marketing personnel.
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 ElectroTechnology Industry Training Organisation
reviewcomments@etito.co.nz if you wish to suggest changes to the content of this unit
standard.
 New Zealand Qualifications Authority 2016