Cambodian Skills Delivery Model

SEAL National Course Catalogue · MLVT / National Training Board

Sector Frameworks

1,164

Qualifications

15,161

Competency Units

10,938

Elements

41,782

Learning Outcomes

2,822

Assessment Packages

Apply sales procedures in an automotive workplace

KHU-AUT-0350

Australian Equivalent

AURSCA103

Elements

Learning Outcomes

This unit describes the skills and knowledge required to effectively apply sales procedures when selling a range of automotive products and services. It involves approaching customers, conveying product and service knowledge, overcoming customer objections, and closing off a sale. The unit applies to those working in the automotive sales and service industry. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of publication.

Elements & Learning Outcomes

E1Develop product and sales knowledge

0350.E1.O1Research and clarify use, features and application of products and services according to workplace procedures

0350.E1.O2Research customer buying behaviour

0350.E1.O3Consult experienced sales staff or product information guides to increase and confirm knowledge of products, services and sales techniques

E2Approach customer and address product or service requirements

0350.E2.O1Approach customer according to workplace standards and customer behaviour

0350.E2.O2Determine customer buying motives and requirements, and guide customer to suitable product, service or specialist as required

0350.E2.O3Respond to routine customer questions about features and benefits of product or service, or refer to more experienced sales staff

E3Identify and resolve objections

0350.E3.O1Identify and acknowledge customer objections

0350.E3.O2Analyse solutions to objections in line with category of objection

0350.E3.O3Offer solutions to objections within scope of own responsibility and according to workplace procedures

E4Close sale

0350.E4.O1Monitor, identify and respond to customer buying signals

0350.E4.O2Select and apply method of closing sale to encourage customer purchase decision according to workplace procedures