BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Assessment Kit
Page 1 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Table of Contents
About this RPL Kit
Page 3
The Certificate IV in Business Sales qualification
Page 4
The RPL process
Page 5
Gathering evidence
Page 6
Submitting the evidence
Page 8
Summary of Evidence (Matrix)
Page 10
Evidence Planner
Page 12
Page 2 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
1. About this RPL Kit
This kit is designed to help you compile evidence through a recognition process to
achieve this qualification. This is a formal process that is based on a portfolio of
evidence submitted by you, the student.
You are going to work through the requirements of the qualification and gather:


Evidence of prior training and qualifications Recognition of Prior Learning (RPL)


Evidence of current competence Recognition of Current Competence (RCC)
This is an “assessment only”pathway
This is an “assessment only” pathway based on designed for candidates with relevant
qualifications and/or business experience. You may be eligible for some but not all of
the units that make up the qualification. So it is possible you are mixing the recognition
process with some formal learning (components of a course).
Quality portfolio preparation takes time
We appreciate that evidence gathering and portfolio preparation takes some time. It is
in your best interest to start planning, organising and get the process under way as
quickly as possible.
Planning, organisation and presentation are important
This kit provides planning tools that guide the evidence gathering. Use these tools and
tables to build up your planned evidence. Here are some tips to putting your portfolio
together:
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Look for evidence that meets the requirements for multiple units of
competency 
If you can demonstrate evidence that covers several units of competency, it will
minimize time spent searching for and compiling multiple forms of evidence for
each unit.

Authenticity 
You need supporting evidence to authenticate that the products and processes
you are submitting are indeed your work. Third party letters or references may
be requested to support your portfolio.

Recent evidence is preferred 
The assessor is looking for currency of competence so use recent projects as
evidence. As a rule of thumb, evidence from the last two years is preferable and
do not go back more than five years. This should be discussed with the
assessor. Your academic training and qualifications may go back further than
five years to demonstrate knowledge of vocational education and training.

Label the evidence 
Complete the cover page, evidence summary matrix, provide an index and label
the evidence. The assessor will not proceed unless the cover page and summary
are submitted and the evidence is organised and labelled.

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Page 3 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit

2. Course Structure
BSB40610 Certificate IV in Business Sales
BSBPRO401A
Develop product knowledge
BSBREL402A
Build client relationships and business networks
BSBSLS407A
Identify and plan sales prospects
BSBSLS408A
Present, secure and support sales solutions
BSBSLS501A
Develop a sales plan
BSBSLS502A
Lead and manage a sales team
FNSSAM402A
Implement a sales plan
BSBMKG401B
Profile the market
BSBMKG413A
Promote products and services
BSBCUS402B
Address customer needs
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BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
3. The RPL Process
STAGE 1
1. Enquiry-call Open Training Institute on +61 (03)86282500
2. Enrolment and payment of fees
STAGE 2
1. Access RPL Kit online via My Study Centre
STAGE 3
1. Read RPL Kit thoroughly
Support Available from your
Assessor on +61 (03)86282500
2. Commence compiling your Portfolio
STAGE 4
1. Upload Evidence Planner, Summary of Evidence and your
supporting documents.
2. Portfolio assessed
DEEMED COMPETENT
(COMPLETE AND SUFFICIENT)
1. Conversation with Assessor for validity.
2. Assessor signs off
DEEMED NOT YET COMPETENT
(INCOMPLETE OR INSUFFICIENT)
1. Assessor will provide feedback and request
additional evidence or information on supporting
documents provided.
2. You submit additional evidence/information.
QUALIFICATION OR STATEMENT OF
ATTAINMENT ISSUED
Page 5 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
4. Gathering Evidence
Contact with the Assessor
If required, you can contact the Assessor by calling student services on (03) 8628 2500
to assist the evidence gathering process.
The Assessor can help to:
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interpret the units of competency 
advise on matching evidence to the competencies 
clarify ways to organise the portfolio 
clarify the underpinning knowledge and skills required 
identify ways to fill gaps in experience and learning 
What will the Assessor be looking for in the assessment of the portfolio?
The Assessor will take an integrated and holistic approach to assessment and is looking
for:
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evidence of the specific evidence requirements for each unit of competency 
evidence of valid, current products that align to the units of competency, the
performance criteria and evidence guide which can be authenticated as the work
of the candidate 
evidence of valid, current processes that aligns to the units of competency, the
performance criteria and evidence guide which can be authenticated as the work
of the candidate 
evidence of the application of required skills and key competencies/employability
skills 
What if I don’t achieve all competencies by the end of the portfolio appraisal?
On submission of your portfolio, you will receive feedback from the Assessor. If there
are gaps in evidence or a question arising from the quality of the evidence, authenticity
or currency you will be contacted and given the opportunity to resubmit further
evidence. You will have an agreed time from when you enrolled in the RPL process to
complete all assessments with reasonable adjustments depending on your
circumstances.
The Assessor will sign off on the units of competency that have been achieved and the
Statements of Attainment indicating partial completion or the full qualification will be
issued.
What sort of evidence should you provide?
The Assessor is looking for specific evidence across the units of competency.
The evidence will be made up of:
1. Products –that have been developed, documented and used by you.
2. Processes –evidence that shows “how” you do what performed tasks, conducted
research or applied required knowledge and skills
3. Required knowledge and required skills –that demonstrate your
understanding of theory, legislation, and the principles of business.
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BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Rules of Evidence
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Currency – relates to the age of collected evidence. Competency requires
demonstration of current performance – therefore the evidence collected must
be current/very recent. Try to find evidence which shows that you can perform
the competency now. If all your evidence is 5 to 10 years in the past and you
have not been active in recent years then currency of skills and knowledge is
questioned. 

Validity –is when the process assesses what it claims to assess. Try to ensure
that the evidence relates clearly and directly to the elements and performance
criteria in each unit of competency. Check the overview of evidence and the
specific evidence requirements if you are not sure if the products and processes
are appropriate. 

Sufficiency –relates to the amount of evidence collected. The collection of
sufficient evidence is necessary to ensure all aspects of the competency have
been captured and to satisfy the need for repeatable performance.
Supplementary sources of evidence may be necessary. Try to present enough
evidence, not too much, not too little across the units of competency. The
specific evidence requirements in each unit will indicate the minimum amount of
evidence that must be submitted.

Authenticity –relates to ensuring the evidence is from the candidate and not
another person. The assessor needs to be satisfied the own work. Do not make
things up and do not say that work done by someone else is yours. Provide
evidence that the work is yours through third party letters of authentication or
statutory declarations. 
Range –Try to collect a number of pieces of evidence that cover a range of
contexts, locations and the times you have demonstrated the competencies. 
These explanations have been adapted from the TAA04 Training and Assessment
Training Package Glossary of Terms ©ANTA 2004
Examples of Evidence
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Curriculum Vitae and authenticated work history 
Qualifications (E.g- Vocational, Higher Education), Certificates of Attendance
(Training Seminars) or Training records 
Products, Processes and examples of work (E.g- Strategic/Business/Marketing
Plans, Procedures, Job Descriptions, Performance Appraisals, Coaching logs) 
Third party reports from verified and appropriate people, preferably from the workplace 
Work records that support your evidence (E.g- project files, emails, meeting
notes, diaries) 
Reports, Assignments 
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BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Putting the portfolio of evidence together
Step 1: Start preparing the Summary of Evidence Matrix
The matrix is an overview of your portfolio. Keep building this table as you
continue evidence gathering. The Summary of Evidence Matrix must be submitted
with the portfolio.
Step 2: Start to fill in the Evidence Planner table–by unit of competency.
Fill in the Evidence Planner table listing your evidence and explaining how it aligns
to each units of competency that it addresses. Remember, some evidence will
address more than one unit of competency. The Evidence Planner explanation will
give the Assessor a better understanding of how the documents you submit meet
the requirements of the unit and your understanding of the required knowledge
and skills across the qualification.
Read the units in detail this time clarifying your potential evidence against: the
elements, required skills/knowledge and performance criteria. Check the range of
variables to clarify the language and terms and the application of performance
criteria in your own work context.
Step 3: Review and finalise your evidence
You should now have your evidence organised and be able to see areas where the
evidence might be weak. Organise the verification and third party letters. The
Assessor will prefer to see letters on company stationery. Emails are not
acceptable. The declaration forms in this kit can also be used.
Step 4: Compile the portfolio
Check the labels and organise the evidence. Do not send originals of qualifications;
get copies certified as a true copy.
 Finalise the certified Summary of Evidence table with the explanations of

your evidence in your own words.
Finalise the Evidence Planner Matrix –the ‘at a glance” summary pa the top of your
portfolio.
Open Training Institute will accept photocopies certified by anyone who is currently
employed as:
 an accountant (they must be a member of the Institute of Chartered
Accountants in Australia, the Australian Society of Certified Practising
Accountants, or the National Institute of Accountants, or the Association of
Taxation and Management Accountants or Registered Tax Agents).
 a bank manager, but not a manager of a bank travel centre
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BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
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a
a
a
a
a
a
a
a
a
barrister, solicitor or patent attorney
credit union branch manager
commissioner for declaration
Justice of the Peace
medical practitioner (doctor)
police officer in charge of a police station, or of the rank of sergeant and above
postal manager
pharmacist
principal of an Australian secondary college, high school or primary school
Step 5: Submit the portfolio
Presentation of your portfolio is important. RPL applications should be uploaded via
My Study Centre.
Copies of all parts of the applications must be retained by the applicant.
Page 9 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
6. Summary of Evidence (Matrix)
The following matrix is completed as an example. Please use the matrix provided in the following page
Evidence
Resume
BSBDIV301A
BSBSUS301A
BSBCUS301B
BSBITU301A
BSBWRT301A
BSBFLM306C
BSBINM301A
X
X
X
Certificates
Letter from
Supervisor
BSBWHS302A
X
BSBINN301A
BSBFLM309C
X
X
X
X
BSBINM302A
X
Page 10 of 35
X
X
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Certificate IV in Business Sales- Summary of Evidence Matrix
Use this summary to build a picture of your evidence across the units of competency in the Certificate IV in Business
Sales
Evidence
BSBPRO401A
BSBREL402A
BSBSLS407A
BSBSLS408A
BSBSLS501A
BSBSLS502A
FNSSAM402A
Page 11 of 35
BSBMKG401B
BSBMKG413A
BSBCUS402B
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Certificate IV in Business Sales-Evidence Planner
Use these summary tables to gather evidence that addresses the details in units of competency.
BSBCUS402B Address customer needs
Element
Assist customer to articulate
needs
Satisfy complex customer needs
Manage networks to ensure
customer needs are addressed
Performance Criteria
Evidence Provided
Ensure customer needs are fully explored, understood and
agreed
Explain and match available services and products to customer
needs
Identify and communicate rights and responsibilities of
customers to the customer as appropriate
Explain possibilities for meeting customer needs
Assist customers to evaluate service and/or product options to
satisfy their needs
Determine and prioritise preferred actions
Identify potential areas of difficulty in customer service delivery
and take appropriate actions in a positive manner
Establish effective regular communication with customers
Establish, maintain and expand relevant networks to ensure
appropriate referral of customers to products and services from
within and outside the organisation
Ensure procedures are in place to ensure that decisions about
targeting of customer services are based on up-to-date
information about the customer, and the products and services
available
Ensure procedures are put in place to ensure that referrals are
based on the matching of the assessment of customer needs and
availability of products and services
Maintain records of customer interaction in accordance with
organisational procedures
Page 12 of 35
Internal Use Only
Satisfactory
Yes
No
Critical Aspects
of Assessment
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit

assisting customers to articulate their needs
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documenting processes used and customer satisfaction
with the products/services offered
assisting customers to address their needs
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Skills
Required
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Knowledge
Required
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communication skills to relate to people from diverse
backgrounds and people with diverse abilities.
information management skills to summarise information
verbally and non-verbally
literacy and numeracy skills to:
interpret product and service features or sales data
read a variety of texts to prepare general information and
papers
summarise information obtained from a variety of verbal
and non-verbal sources
write formal and informal text
numeracy skills to analyse data, and to compare time
lines and promotional costs against budgets
problem-solving skills to develop solutions unique to a
customer
self-management skills to:
comply with policies and procedures
seek learning and development opportunities.
key provisions of relevant legislation from all levels of
government that may affect aspects of business
operations, such as:
anti-discrimination legislation
ethical principles
codes of practice
privacy laws
environmental issues
occupational health and safety
organisational procedures and standards for customer
service relationships
Page 13 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
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detailed product and service knowledge which may:
be of significant breadth so as to propose alternative
products and services, or
of significant depth so as to propose variations within a
limited product and service range
Page 14 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBMKG401B Profile the market
Element
Segment the market
Identify the target market
Profile the target audience
Performance Criteria
Evidence Provided
Identify criteria for use in segmenting the market in accordance with the
marketing plan
Identify and access sources of information for segmenting and profiling
markets in accordance with the marketing plan
Segment the market in accordance with identified criteria
Review market segments for their usefulness in terms of factors such as
their size, potential, distinctive needs, easy identification of members or
distinctive media use patterns
Select market segments to meet marketing objectives, and choose and
apply new segmentation criteria if required
Evaluate approaches to determining and describing the total market for a
product or service
Define the target market in terms of the consumers to be included as
prospective users of a product or service, and the selected market
segments
Use segment descriptors to describe the target market
Identify available strategic marketing options and select targeting
strategies that best meet the requirements of the marketing plan
Describe the total market and selected market segments in the form of a
consumer profile
Identify consumer characteristics in standard statistical terms and/or the
descriptive terms used in media selection in the consumer profile
Use demographic and/or psychographic descriptions in the consumer
profile in accordance with the requirements of the marketing plan
Describe consumer attitudes to products or services being offered
Ensure profile meets organisational requirements in terms of language,
format, content and level of detail
Page 15 of 35
Internal Use Only
Satisfactory
Yes
No
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Critical Aspects
of Assessment
Develop a positioning strategy
Identify available positioning strategies and choose a strategy to meet
marketing requirements and consumer profile
Write a positioning implementation plan containing several options, in
accordance with organisational requirements
Submit plan to supervisor within specified time lines and make appropriate
adjustments based on feedback

developing a market positioning strategy that documents market
segmentation, consumer profiling, targeting and strategies relevant
to a product or service being offered to the marketplace

creativity and innovation skills to select targeting and positioning
strategies that meet organisation's requirements
culturally appropriate communication skills to relate to people from
diverse backgrounds and people with diverse abilities
key provisions of relevant legislation from all forms of government,
codes of practice and national standards that may affect aspects of
business operations such as:
Australian Direct Marketing Association (ADMA) Direct Marketing
Code of Practice
Free TV Australia Commercial Television Industry Code of Practice
privacy laws
sweepstakes regulations
Trade Practices Act
literacy skills to prepare reports and to interpret internal and
external marketing information
research skills to identify and analyse market segments and target
markets
Australian Marketing Institute Code of Professional Conduct

data collection and analysis techniques
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industry knowledge including:
components of the marketing mix
elements of marketing planning
marketing communications concepts and processes
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Skills
Required
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Knowledge
Required
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Page 16 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
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organisational structures, roles, responsibilities, business and
marketing plans
product and service standards and best practice models
relevant legislation from all forms of government that may affect
aspects of business operation in addition to those listed above,
especially in relation to occupational health and safety,
environmental issues, equal opportunity, industrial relations and
anti-discrimination
statistical terms used by the Australian Bureau of Statistics
Page 17 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBMKG413A Promote products and services
Element
Plan promotional activities
Coordinate promotional activities
Review and report on promotional
activities
Performance Criteria
Evidence Provided
Identify and assess promotional activities to ensure compatibility with
organisational requirements
Plan and schedule promotional activities according to the marketing needs
of the organisation
Determine overall promotional objectives in consultation with designated
individuals and groups
Ensure that time lines and costs for promotion of activities are realistic and
consistent with budget resources
Develop action plans to provide details of products and services being
promoted
Ensure personnel and resources to support promotional activities are
identified and prepared to facilitate the achievement of promotional goals
Identify and agree roles and responsibilities for delivery of promotional
services and allocate to relevant personnel
Establish and conduct relationships with targeted groups in a manner
which enhances the positive image of the organisation
Use networks to assist in the implementation of promotional activities
Analyse audience feedback and data to determine the impact of the
promotional activity on the delivery of products and services
Assess effectiveness of planning processes to identify possible
improvements in future activities
Collect feedback and provide to personnel and agencies involved in
promotional activity
Analyse costs and time lines to evaluate the benefits accruing from the
promotional activities
Prepare conclusions and recommendations from verifiable evidence and
provide constructive advice on future directions of promotional activities
Page 18 of 35
Internal Use Only
Satisfactory
Yes
No
Critical Aspects of
Assessment
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit

designing and delivering promotional presentations

evaluating promotional impacts

presenting and advocating promotional strategies within the
organisation
assessing and reporting on customer satisfaction
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literacy skills to read a variety of texts; to prepare general
information and papers; and to write formal and informal letters
according to target audience
technology skills to select and use technology appropriate to a task
problem-solving skills to manage contingencies in promotional
activities
numeracy skills to analyse data and to compare time lines and
promotional costs against budgets.
key provisions of relevant legislation from all levels of government
that may affect aspects of business operations, such as:
anti-discrimination legislation
ethical principles
codes of practice
privacy laws
environmental issues
occupational health and safety (OHS)
planning processes for organising promotional activities

organisational marketing plan and associated budgets.
Skills
Required
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Knowledge
Required
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Page 19 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBPRO401A Develop product knowledge
Element
Acquire knowledge of products in
a specified area
Convert product knowledge into
benefits
Critical Aspects of
Assessment
Evaluate competitors' products
Performance Criteria
Evidence Provided
Identify information sources about products in a specified area and
evaluate them for reliability and validity
Identify product purpose/s and use/s
Identify key features of the product/s
Identify product strengths and weaknesses
Articulate guarantees and warranties and identify service support details
Identify features of the product which have potential buyer appeal
Present features of the product which have buyer appeal as benefits to the
buyer
Present product benefits within the context of organisational requirements
and legislation
Use a range of information sources to identify competitors' products
Compare features, benefits, strengths and weaknesses of competitors'
products with own products
Establish relative standing of the organisation's product with the
competitors' product/s and communicate differences to the buyer

comparison of the key features and benefits of product/s with
competitor offerings

demonstration of product knowledge offered by an organisation

presentation of key features and benefits of own product/s.
Page 20 of 35
Internal Use Only
Satisfactory
Yes
No
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Skills
Required
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
Knowledge
features, benefits, strengths and weaknesses of own organisation's
and competitors' products
industry competitors, trends and developments

organisational structure/s, roles and responsibilities, policies,
procedures, product labelling and descriptions
potential buyer markets

processes used when buying and selling products and services

identification and overview knowledge of key provisions of relevant
legislation from all levels of government that affects business
operations, codes of practice and national standards, such as:
anti-discrimination
consumer protection
contract law legislation
ethical principles
privacy laws
Trade Practices Act

Required
information management skills to summarise information verbally
and non-verbally
literacy and numeracy skills to interpret sales data and to
summarise information obtained from a variety of verbal and nonverbal sources.
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Page 21 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBREL402A Build client relationship and business networks
Element
Performance Criteria
Evidence Provided
Identify and use preferred client communication styles and methods
Initiate interpersonal
communication with clients
Establish client relationship
management strategies
Maintain and improve ongoing
relationships with clients
Build and maintain networks
Establish rapport with clients using verbal and non-verbal communication
processes
Investigate and act upon opportunities to offer positive feedback to clients
Use open questions to promote two-way communication
Identify and act upon potential barriers to effective communication with
clients
Initiate communication processes which relate to client needs, preferences
and expectations
Develop client loyalty objectives focussing on the development of long
term business partnerships
Assess client profile information to determine approach
Develop client loyalty strategies to attract and retain clients in accordance
with the business strategy
Identify and apply client care and client service standards
Develop strategies to obtain ongoing feedback from clients to monitor
satisfaction levels
Develop strategies to elicit feedback which provide information in a form
that can be used to improve relationships with clients
Obtain feedback to develop and implement strategies which maintain and
improve relationships with clients
Allocate time to establish and maintain business contacts
Participate in business associations and/or professional development
activities to establish and maintain a network of support for the business
and to enhance personal knowledge of the market
Establish communication channels to exchange information and ideas
Page 22 of 35
Internal Use Only
Satisfactory
Yes
No
Provide, seek and verify information to the network

establishing and maintaining relationships with a range of clients
related to the candidate's business

participating in and providing, an active contribution to a business
related network

Skills
Required
Critical Aspects of
Assessment
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit



Knowledge
Required

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communication skills to determine client needs and preferences
through active listening and presenting ideas clearly and precisely
culturally appropriate communication skills to relate to people from
diverse backgrounds and people with diverse abilities
interpersonal skills to establish rapport, and to build and maintain
relationships with clients.
key provisions of relevant legislation from all forms of government,
codes of practice and national standards that may affect aspects
business operations, such as:
anti-discrimination legislation
consumer laws including appropriate state/territory legislation
ethical principles
marketing code of practice
privacy laws
Trade Practices Act
marketing communications concepts and processes
principles and techniques for effective communication and
networking
sources of business related networks
Page 23 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBSLS407A Identify and plan sales prospects
Element
Employ prospecting methods and
qualify prospects
Manage prospect information
Establish an individualised sales
plan
Complete sales paperwork and
reports
Performance Criteria
Evidence Provided
Identify, consider and evaluate the strengths and limitations of a range of
primary and secondary prospecting methods
Select prospecting methods to match the market to which the product or
service is targeted
Target present, previous and new clients through chosen prospecting
methods
Research and establish criteria for qualifying leads according to buyer
accessibility, buyer motives, product affordability, purchase authority, legal
compliance and return for the seller
Ensure the established criteria represent a standard against which the
buying potential of individuals and groups is gauged
Develop and implement a system for recording prospect information
Monitor and evaluate the effectiveness of the system for recording
prospect information
Refine the system for recording prospect information based on evaluation
Establish individual sales goals and quotas to focus work activities based
on organisational sales and marketing objectives
Establish consultation and communication structures with clients and
supervisors
Plan and document an individualised sales plan to achieve sales goals and
quotas within a work system that is constructed against clear timeframes
Monitor and adjust sales plan in relation to established goals and quotas
Evaluate sales plan and adjust where necessary
Establish a system to collect, record and organise data associated with the
sales process
Complete routine reports at regular intervals according to organisational
requirements
Use available technology to facilitate record keeping and production of
sales reports
Page 24 of 35
Internal Use Only
Satisfactory
Yes
No
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Assessment
Critical Aspects of
Organise workload effectively
Establish routines to provide structure for work and to manage workload
Allocate time for specific work tasks and unanticipated events and activities
Conduct an analysis of the time spent on work-related activities and adjust
time spent on tasks if required
Apply time-management strategies to minimise non-productive sales
activities
Monitor symptoms of stress and establish a plan to reduce stress Delegate
tasks to individuals or sales team members to share workload as
appropriate

demonstration of the use and management of different prospecting
methods targeting a present, previous and new client

research and establishment of criteria used in qualifying leads
identified through prospecting methods

recording, storage and retrieval of prospect information






Skills
Required






development and documentation of a sales plan for a specified time
period, including:
sales goals
quotas
monitoring and evaluation strategies
organisation of own workload
learning skills to evaluate effectiveness of sales plan and make
improvements to contribute to the organisation's operations and
outcomes
literacy and information management skills to collect, record and
organise data to:
establish a sales plan
complete sales reports
planning skills to establish, monitor and adjust sales plan as
required
research and data analysis skills to determine prospect
requirements
self-evaluation skills to identify symptoms of negative stress
Page 25 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit











overview knowledge to identify key provisions of relevant
legislation, codes of practice and national standards that affect
business operations as they relate to sales, such as:
anti-discrimination
ethical principles
consumer protection
contract law
privacy laws
Trade Practices Act
prospecting methods used in the sales process

principles of buyer motives

strategies and techniques to prevent and manage stress
Knowledge

Required
technological skills to use a range of software and business
equipment to:
collect and record prospect and sales information
design and record formats to facilitate information storage and
retrieval
self-management skills to manage own performance and set
priorities
time-management skills to:
meet sales time lines
sequence tasks
set priorities
information management strategies used to manage prospect and
sales data
key principles associated with self-management






Page 26 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBSLS408A Present, secure and support sales solutions
Element
Prepare for a sales presentation
Present a sales solution
Respond to buyer signals
Negotiate and finalise the sale
Performance Criteria
Evidence Provided
Obtain and organise products, ideas and services for use within a sales
presentation
Review product information to ensure familiarity with products
Identify sales tactic options, and assess and choose them in terms of their
ability to meet the needs and preferences of the prospect
Consider a variety of sales solutions and prepare to meet buyer needs
Identify and select sales aids
Identify alternatives for prospects and assess them in relation to
anticipated buyer needs
Use gestures, posture, body language, facial expressions and voice to
create a supportive selling environment
Use listening skills and open-ended questions to identify buyer needs,
preferences, motives and objections
Adjust presentation to match the needs and preferences of the buyer
Use persuasive communication techniques to secure buyer interest
Ensure the presentation demonstrates and communicates the key features
of the product and emphasises benefits in relation to identified buyer
needs
Obtain and present proof of benefits through product purchase
Use sales aids to build buyer understanding of how the product is aligned
with needs
Identify and assess verbal and non-verbal buying signals
Use probing to identify source of buyer resistance
Identify the strengths and limitations of buyer resistance strategies
Select and implement a strategy for managing buyer resistance
Use trial closes strategically during different stages of the sales process
Initiate formal close to the sales process following one or more trial closes
Select a strategy to close the sale and use supportive and confirming
language to support the closure of the sales process
Negotiate conditions of the agreement, outline a summary of the
Page 27 of 35
Internal Use Only
Satisfactory
Yes
No
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Critical Aspects
of Assessment
Support post-sale activities
agreement to the buyer, and confirm the buyer’s decision
Provide advice on financing arrangements if required
Prepare and complete sales documents, and process and monitor client
order
Identify and present cross-selling opportunities to the buyer
Ensure contact is made with the buyer post-sale to ensure agreed
expectations have been met
Provide technical assistance or advice and assist clients to access
appropriate after-sales support
Use feedback solicitation methods on the sales process and product
satisfaction
Address and resolve service problems and difficulties identified through
feedback
Develop and implement client loyalty strategies to secure buyer loyalty and
facilitate ongoing contact
Offer and implement additional sales solutions and benefits to clients when
opportunities arise

demonstration of principles of effective sales presentation mix and
sales closure techniques through presentation of a sales solution

demonstration of support for post-sale activities

Skills
Required







learning skills to develop and maintain knowledge of products,
ideas and services for use within a sales presentation
literacy and numeracy skills to:
prepare sales documentation
process sales transactions
calculate financing arrangements
keep client sales records
use sales statistics to support a verbal argument
organisational and time-management skills to schedule follow-up
contacts
Page 28 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit

verbal communication skills to:
demonstrate how product benefits and key features fulfil buyers’
needs
develop rapport and build relationships with clients
manage conflict and customer dissatisfaction
negotiate to manage buyer resistance
question clients to determine client needs and preferences
use persuasive and assertive language in promoting product
features and benefits
technological skills to use equipment to assist in presenting sales
information.
detailed product knowledge, including product:
advantages and disadvantages
features
service benefits
identification and overview knowledge of key provisions of relevant
legislation and codes of practice that relate to sales, for example:
anti-discrimination
ethical principles
consumer protection
contract law
privacy laws
materials and aids that support presentations

Competition and Consumer Act 2010


organisational policies and procedures relating to orders and client
services
principles of achieving an effective sales presentation mix

statistical methods to demonstrate sales performance

strategies to manage client accounts, to build client goodwill and to
develop client loyalty













Knowledge
Required





Page 29 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBSLS501A Develop a sales plan
Element
Identify organisational strategic
direction
Establish performance targets
Develop a sales plan for a product
Identify support requirements
Performance Criteria
Evidence Provided
Obtain and analyse assessment of market needs and strategic planning
documents
Review previous sales performance and successful approaches to identify
factors affecting performance
Analyse information on market needs, new opportunities, customer profiles
and requirements as a basis for decision making
Determine practical and achievable sales targets
Establish realistic time lines for achieving targets
Determine measures to allow for monitoring of performance
Ensure objectives of the sales plan and style of the campaign are
consistent with organisational strategic objectives and corporate image
Describe approaches to be used to meet sales objectives
Identify additional expertise requirements and allocate budgetary
resources accordingly
Identify risks and develop risk controls
Develop advertising and promotional strategy for product
Identify appropriate distribution channels for product
Prepare a budget for the sales plan
Present documented sales plan to appropriate personnel for approval
Identify and acquire staff resources to implement sales plan
Develop an appropriate selling approach
Train staff in the selling approach selected
Develop and assess staff knowledge of product to be sold
Page 30 of 35
Internal Use Only
Satisfactory
Yes
No
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
Skills
Required
Critical Aspects
of Assessment
Monitor and review sales plan
Monitor implementation of the sales plan
Record data measuring performance versus sales targets
Make adjustments to sales plan as required to ensure required results are
obtained

development of a sales plan for a product sold by an organisation

knowledge of organisational strategic direction and objectives.


communication and negotiation skills to determine sales needs, and
to refine and modify sales plans in consultation with relevant
organisational personnel
creativity and innovation skills to develop and evaluate new sales
approaches
research and data collection skills to gather information to develop
a sales plan
identification and overview knowledge of key provisions of relevant
legislation from all levels of government that affects business
operations, codes of practice and national standards, such as:
anti-discrimination
ethical principles
consumer protection
contract law
privacy laws
Competition and Consumer Act 2010
industry, organisation, product

methods for monitoring sales outcomes

organisational strategic direction and objectives

principles and techniques for selling

statistical techniques for analysing sales and market trends.




Knowledge
Required





Page 31 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
BSBSLS502A Lead and manage a sales team
Element
Performance Criteria
Evidence Provided
Set sales teams objectives
Plan sales operations
Direct sales team
Evaluate sales team performance
Prepare sales plan and budget to support attainment of objectives
Develop objectives related to the nature of the sales operation which are
consistent with marketing and sales strategies
Determine the size and structure of the sales team
Recruit, select and induct sales team members on an ongoing basis in
accordance with job analysis and sales team objectives
Provide sales team members with initial training using appropriate training
methods
Establish sales team compensation methods and levels
Establish sales territories, sales targets and performance standards
Implement strategies to encourage, motivate and support sales team
members
Coach or mentor sales team members to facilitate attainment of sales
targets
Model client-focused tactics for sales team members
Allocate resources in accordance with organisational policies and
procedures to support attainment of sales targets
Analyse sales volume, conversion rate data and cross-selling ratios to
monitor sales performance
Monitor the ethical and social conduct of the sales team in accordance with
legal requirements, professional expectations and organisational policy
Establish systems to evaluate sales effectiveness against performance
standards
Offer sales team members constructive feedback on their performance
Recognise and reward superior sales team member performance
Take corrective action where sub-standard sales team member
performance is identified
Adjust sales team planning in light of evaluation processes
Page 32 of 35
Internal Use Only
Satisfactory
Yes
No
Skills
Knowledge
Required
Required
Critical Aspects of
Assessment
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit

management and development of a personal sales team to attain sales
targets

knowledge of the principles of equal opportunity, equity, diversity and
anti-discrimination.

communication skills to effectively work with a team

financial management skills to manage a sales budget

interpersonal skills to mentor, coach and apply training and
development strategies

leadership skills to gain trust and confidence of colleagues and clients

literacy skills to interpret and explain complex, formal documents.

budgeting processes

human resource management strategies

principles of equal opportunity, equity, diversity and anti-discrimination

identification and overview knowledge of key provisions of relevant
legislation from all levels of government that affects business
operations, codes of practice and national standards, such as:
anti-discrimination


ethical principles
consumer protection
contract law
privacy laws
Trade Practices Act

sales target and territory planning and management




Page 33 of 35
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit
FNSSAM402A Implement a sales plan
Element
Performance Criteria
Evidence Provided
Sales plan is analysed to clarify strategy and sales targets
Implement promotional strategy
Prepare distribution channels
Critical
Aspects of
Assessment
Monitor and review sales plan
implementation
Promotional package is created to meet the requirements of the sales plan
and enhance the business corporate image and satisfy all relevant
legislation, regulations and codes of practice
Promotional strategy is implemented within budget and in the timeframes
specified
Distribution channels are identified and agreements for selling products
and/or services are reached
Training of personnel is undertaken to develop product and service
knowledge and to ensure quality customer service is maximised
Promotional materials are distributed to sales people through established
distribution channels within appropriate timeframes
Criteria to measure the effectiveness of the promotional strategy and
performance criteria for sales staff and distribution channels are
established so attainment of forecast sales target can be monitored
Adjustments to the promotional strategy or product and service distribution
are made, as necessary, to ensure the required result is being obtained
Feedback on the implementation of the sales plan and promotional
strategy is contributed to the sales planning process

successfully develop a sales plan based on analysis of the market

implement a sales strategy including putting appropriate sales training
in place

evaluate and make necessary adjustments to ensure the success of a
sales plan
Page 34 of 35
Internal Use Only
Satisfactory
Yes
No
BSB40610 Certificate IV in Business Sales
Recognition of Prior Learning (RPL) Kit

communication skills to:



Skills
Required


IT skills for accessing and using appropriate software such as
spreadsheets and databases and using internet information
well-developed literacy skills to:


Required
Knowledge
determine and confirm sales planning requirements, using
questioning and active listening as required
liaise with others, share information, listen and understand
use language and concepts appropriate to cultural differences
analyse information and products to ensure appropriateness to
client needs, currency and accuracy
draft clear and accurate sales plans and supporting documentation

problem solving skills to address product or service selling issues

teamwork skills and skills to identify training needs and opportunities

organisational skills, including the ability to plan and sequence work

marketing skills

marking techniques and market trends

products and services provided by the organisation

sales and promotion techniques

training strategies
Page 35 of 35