Matching and advising a prospective customer to a product or service entails understanding their needs and providing relevant information. Generating choices and options for a customer involves presenting alternatives that align with their preferences and requirements.
This unit standard aims to produce informed sales people within the automotive industry. It will be useful for learners who sell retail and commercial motor vehicles, tyres, motor bikes and vehicle parts. On achievement of this unit standard, the learner will be able to establish rapport with a prospective customer, match and advise a prospective customer to a product or service and generate choices and options for a customer.
Course Content
- Company policies and procedures appropriate to the sales are described in the context of organisational prescripts for employee’s manner and appearance
- Interactions with customers are demonstrated according to company policies and procedures
- Information is conveyed to a prospective customer with reference to a package that meets the needs of a specific customer
- Customer needs are clarified according to company policies and procedures
- A prospective customer’s needs are analysed in terms of products or services according to standard company policies and procedures
- A presentation of matching products or services is compiled to provide feedback to a prospective customer
- An explanation of associated costs is presented to a customer according to company policies and procedures
- The sales interview is conducted according to company policy and procedures
- Customer interest is maintained by demonstrating the ability to remain flexible and achieve the defined sales objective
- Add-on products or services are demonstrated by presenting these in such a way as to increase the value of the sale
- An opportunity to fully investigate the available options is given to the customer
- A selected option’s features and benefits are explained and demonstrated following company policies and procedures
- The customer’s understanding of the option is enhanced by explaining the range of products or services
- A comparison between products or services is made concerning selected options of a specific brand to similar products of a competitor
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
