CONDUCT SALES AND SUPPORT SERVICES

A Learner is capable of conducting sales in a specific industry by presenting the products and services to the customer in such a way that is conducive to a successful sale. A Learner is capable of acting in such a manner to enhance the image of the specific retail industry.

• Unit 1: Identify early buying signals and act thereupon.

  • The characteristics of early buying signals are described, as is applicable to a specific industry.
  • The reaction to early buying signals is demonstrated according to organisational procedures in a structured scenario. 
  • The standard company sales procedures are explained in terms of obtaining a prospective buyer's commitment.

  Unit 2: Negotiate and/or agree to the terms and conditions of the sale.

  • Items requiring agreement are identified to the satisfaction of the customer and organisation.
  • An agreement on the supply of the product/service is concluded that meets the requirement of all parties.
  • Agreements are formalised and documented according to organisational requirements.

  Unit 3: Prepare quotations according to organisational standard policies and procedures.

  • Conditions of the sale are defined in terms of company procedures and legislative framework.
  • The commitment of, internal and external departments are formalized to meet the requirements of the quotation.
  • Quotation is presented according to organisational and legislative and legal requirements. 

  Unit 4: Handle and deal with customer objections and concerns.

  • The method of clarifying and addressing concerns and objections of customers are described in terms of organisational policies.
  • A proposal to address customer objections and concerns is formulated in terms of company policies and procedures. 
  • The procedures to deal with unresolved objections and concerns are described in terms of company policy.

   

• Unit 5: Describe the current state of a specific industry.

  • Divisions of a specific industry are described with reference to the role and contribution of each division to the industry.
  • Industry specific information is analysed to determine trends and availability.
  • The purpose of specific Legislation relating to an industry division is described in terms of the objectives. 
  • The consequences of non-compliance to industry specific legislation are described in terms of the legislation.