Level 2 NVQ Certificate in Sales Complete

Transcription

1 Learner Achievement ortfolio Level 2 NVQ Certificate in Sales Complete Qualification Accreditation Number: 600/1336/9 Version AIQ005094

2 Qualification Structure Level 2 NVQ Certificate in Sales NVQ Structure The learner must achieve a minimum of 22 credits to gain the Level 2 NVQ Certificate in Sales. Learners must complete the three mandatory units in Group A (9 credits), a minimum of 4 credits must come from Group B, the remaining 9 credits can come from Group B and/ or Group C. Mandatory Units Learners must complete the three mandatory units in Group A (9 credits) GROU A Unit Accreditation Number Level 1. Time planning in sales F/502/ Complying with legal, regulatory and ethical requirements in A/502/ a sales or marketing role 3. Deliver reliable customer service J/601/ Optional Units Learners must achieve 13 credits from the optional units, a minimum of 4 credits must come from Group B, and the remaining 9 credits can come from Group B and / or Group C. Credit GROU B Unit Accreditation Number Level 4. Selling face to face L/502/ Selling by telephone (inbound)* J/502/ Selling by telephone (outbound)* J/502/ * lease note Units 5 and 6 are barred i.e. can not be taken together GROU C Unit 7. Inputting and accessing sales or marketing data in information systems Credit Accreditation Level Credit Number D/502/ rocessing sales orders M/502/ reparing and delivering a sales demonstration T/502/ Selling at exhibitions J/502/ Monitoring sales deliveries L/502/ Supporting customers in obtaining finance for purchases Y/502/ Generating and qualifying sales leads H/502/ Meeting customers after sales needs R/502/ Obtaining and analysing sales-related information R/502/ Obtaining and analysing competitor information H/502/ Buyer behaviour in sales situations K/502/ Communicating using digital marketing/sales channels T/502/ Manage personal development F/600/ articipate in meetings H/600/ Communicate information and knowledge H/600/ Copyright 2017 Active IQ Ltd. Not for resale

3 ersonal details Learner details First Name: Date of birth: Home address: Surname: lace of work: Work address: Telephone No: Mobile No: Telephone No: Fax No: Work-based assessor details First Name: Surname: Address: Telephone No: Mobile No: Active IQ wishes to emphasise that whilst every effort is made to ensure accuracy, the material contained within this document is subject to alteration or amendment in terms of overall policy, financial or other constraints. Reproduction of this publication is prohibited unless authorised by Active IQ Ltd. No part of this document should be published elsewhere or reproduced in any form without prior written permission. Copyright 2017 Active IQ Ltd. Not for resale Copyright 2017 Active IQ Ltd. Not for resale 3

4 Introduction Welcome to the Active IQ Level 2 NVQ Certificate in Sales This document is designed to assist you in gathering evidence to prove your competence against the standards in each of the following units. Your work-based Assessor will provide you with guidance and support and help you decide on the best types of evidence to produce to prove competence. What are NVQs? National Vocational Qualifications (NVQs) are work-related, competence-based qualifications. They reflect the skills and knowledge needed to do a job effectively, and show that you are competent in the area of work the NVQ framework represents. NVQs are based on national occupational standards. These standards are statements of performance that describe what competent people in a particular occupation are expected to be able to do. They cover all the main aspects of an occupation, including current best practice, the ability to adapt to future requirements and the knowledge and understanding that underpin competent performance. Within reason, NVQs do not have to be completed in a specified amount of time. They can be taken by full-time employees or by school and college Learners with a work placement or part-time job that enables them to develop the appropriate skills. There are no age limits and no special entry requirements. While NVQs technically stipulate no time limit, within reason, it is worth bearing in mind that setting time targets and limits is usually an important part of achieving goals of any sort. It is not helpful to drift aimlessly towards qualification one day or sometime in the future, which under such vague circumstances often never actually comes. The best idea is to set and agree clear achievable and staged time targets with your work-based Assessor who will assess and monitor your progress against those agreed targets. Who is Involved? You will be assigned a work-based Assessor who will support, guide and assess you throughout this qualification. You will also have an assigned Internal Verifier who will check the work of your Assessor and ensure that the Assessor is working to the required standard. You may also meet the External Verifier. This person works for Active IQ and checks that the Assessor and the Internal Verifier are working to the correct standard and that you are being assessed fairly and reliably. How are NVQs Achieved? NVQs are achieved through assessment and training. Assessment is normally through on-the-job observation and questioning. You will produce evidence to prove you have the competence to meet the NVQ standards. Assessors sign off units when they believe you are ready. The assessor tests your knowledge, understanding and work-based performance to make sure you can demonstrate competence in the workplace. When you start the qualification, your work-based assessor will usually help you to: identify what you can do already agree on the standard and level you are aiming for analyse what you need to learn choose and agree on activities that allow you to learn what you need. 4 Copyright 2017 Active IQ Ltd. Not for resale

5 At this point, you might take a course if that seems the best way to learn what you need. Or, you might agree with your employer or supervisor to do slightly different work to gain the evidence of competence you need. You will compare your performance with the standards as you learn. You look at what you have achieved, how much you still need to do and how you should go about it, until you are assessed as competent for a unit or a whole NVQ. The system is suited to those who already have skills and want to develop them. Your Assessment should follow a cyclic process: You will agree with your Assessor what is to be assessed. Assessor will complete an Assessment lan Your Assessor will give you feedback on what has been achieved and what still needs to be achieved You will gather the agreed evidence and your Assessor may carry out an observation If you have produced sufficient evidence to meet the standards, the Assessor will sign off the Unit or qualification Copyright 2017 Active IQ Ltd. Not for resale 5

6 Methods of Assessment When planning assessments assessors should intend to use a range of methods appropriate to you and required by the awarding body. Within this section we will look at the various methods of assessment that can be used to assess you against the standards. Whatever type of assessment method is used, you should always ensure they are: Valid - Is the evidence to be produced relevant to the qualification being assessed? Authentic - Can the evidence be attributed to your own work? Reliable Does the evidence come from a reliable source? Sufficient - Will the evidence to be produced be sufficient to cover fully each of the performance criteria? Direct Observation Direct observation requires the assessor to watch you physically performing the performance criteria. This can be done by either natural performance of their job or through simulation. The assessor will usually complete a report or an observation checklist, confirming how you have met the required performance criteria. Examination of roduct This method of assessment is used by an assessor to judge your ability in producing a piece of work. Remember that copies of blank documents which you use in the workplace do not prove competence; the documents need to be copies of working documents that you have been involved in completing. If a document is too large to be placed in your portfolio, the assessor will write a written statement detailing the product, the performance criteria it covers, its location and how an internal or external verifier can access it. Questioning The use of questions, either oral or written, is the main method for establishing whether you have the required knowledge and understanding required by the particular qualification. This is vital, as without knowing what exactly you are doing, why and what the possible alternatives are, there is little possibility that you will be able to transfer any skill from one situation to another. All questions and responses should be recorded, signed and dated by yourself and your assessor. 6 Copyright 2017 Active IQ Ltd. Not for resale

7 rofessional Discussion rofessional discussion gives you an opportunity to talk through, demonstrate, show and clarify aspects of your work that still need evidencing and/or for which other types of assessment are less appropriate. The assessor will plan carefully for professional discussion in order to obtain the clarification needed. The plan needs to be agreed by you and should always be led by you. rofessional discussions must be recorded in some way. One method of recording is by audiotape, as this unobtrusive method gives proof of the discussion. The assessor may also choose to take photographic evidence to augment the taped conversations. It is not necessary to transcribe the conversation. If the camera can record date and time, this is often a more acceptable form of recording live evidence than videotape, and sits well alongside an indexed audiotape. Video, ideally using a small digital recorder, can be used where it would cause no disruption to normal work activity and where you feel it would aid your demonstration of competence. The third method of recording, taking down the discussion verbatim, is the most difficult and least appropriate to do, as the assessor is less able to give you full attention, and the discussion can become stilted owing to the need to write everything down. Dictaphone recording of a professional discussion should be accompanied with a written agenda listing the topics discussed and the start point on the tape indicated by tape counter number. Witness Testimony If you think you are competent (i.e. have relevant qualifications or experience) in the work activities on which you are being assessed, you can provide a witness testimony to confirm that you can and have been working to the required standards. Witness testimony is a very useful method of assessment in this type of qualification where you have to prove competence over a period of time. The witness should write up their comments in a letter format or use a pre-designed form, the assessor will then make a decision whether to accept the evidence on face value. Simulation Although in assessment the emphasis is usually placed on you carrying out real work activities. In some cases, it is difficult to collect evidence through a real work situation, the real work environment or within an acceptable time frame and therefore, simulation may be accepted. Simulations will usually deal with contingencies such as unexpected problems, emergencies, or other incidents which will not necessarily occur frequently. Copyright 2017 Active IQ Ltd. Not for resale 7

8 Video or DVD and Audio Evidence If you choose to use video or DVD evidence of you doing the job then your evidence should meet the following guidelines: The whole session should be filmed non-stop from start to finish. You should remain in camera at all times. The video or DVD should not be edited in any way. hoto-id should be sent with the video or DVD to prove authenticity (passport or driving licence). If the filming contains children then parental consent should be given in writing prior to filming. The parental consent form should clearly state the purpose of the video or DVD and that it will be destroyed following assessment and verification. Audio Dictaphone can be used to record professional discussions or question and answer sessions. This is particularly useful if you have dyslexia. The tape should be placed in your portfolio along with an agenda clearly detailing what is recorded on the tape and at what point (use the tape counter for reference). ast Experiences and Achievements which Contribute to Assessment rocess During the assessment planning process, the assessor will encourage you to consider any past experiences or achievements which will contribute to the assessment process. This could include: prior learning which relates to part(s) of the course prior achievement of qualifications which match part(s) of the course prior experience which relates to part(s) of the course. 8 Copyright 2017 Active IQ Ltd. Not for resale

9 Appeal olicy Introduction This policy is aimed at learners, who enrolled on or have taken an Active IQ approved qualification or unit. It sets out the process you should follow when submitting appeals to Active IQ and the process Active IQ will follow when responding to appeals. Wherever possible we will try to resolve disputes before they reach an appeal stage. We will undertake an initial, informal assessment of all potential dispute information and write to you with details of our decision. If we are unable to resolve a dispute in this way the appeals process will be available for you. In all instances we will ensure that the person carrying out this initial assessment will not have a personal interest in the dispute. Fees We will charge a nominal fee of 50 to cover the administration and personnel costs involved in investigating an appeal if the appeal is not upheld. In the case of group appeals, the fee per learner will be reduced, depending on the number of learners, and if the appeal is upheld, the fee waived. Where such appeals are partially upheld, the fee will be proportionately waived. Areas covered by the policy This policy covers: Appeals from learners in relation to an assessment decision on the basis that Active IQ did not apply procedures consistently or that procedures were not followed properly and fairly Appeals from learners relating to an Active IQ decision to decline a centre s request to make reasonable adjustments or give special considerations Appeals from learners in relation to the application by Active IQ of a sanction/action on a centre resulting from a verification visit or an investigation into malpractice or maladministration or a decision to amend a learner/set of learners results following a malpractice or malpractice investigation Appeals if you believe we have not applied our procedures consistently or those procedures were not followed properly, consistently and fairly. rocess for raising an appeal Learners who wish to appeal about their assessment results or about a related decision should either be supported by their centre and should have exhausted their centre s own appeals process before appealing to Active IQ. In the latter case, learners must provide Active IQ with evidence that they have first appealed to their centre. It s expected that learners will only appeal directly to Active IQ in exceptional circumstances. Learners should complete the Appeals form at the end of this policy, which is also available on our website or on request at the details stated in the contact us section of this policy. Alternatively, you may submit your own report accompanied with documents and supporting evidence. Reports must include the following: Centre name, address and contact details Learner s name and Active IQ registration number Date(s) you received notification of Active IQ s decision Title and number of the Active IQ qualification affected or nature of service affected (if appropriate) Full nature of the appeal Contents and outcome of any investigation carried out by you relating to the issue Date of the report and your name and signature. Formal appeal process Upon receipt of all appeals Active IQ s Quality Assurance Director or Lead External Verifier will Copyright 2017 Active IQ Ltd. Not for resale 9

10 acknowledge receipt of the appeal within 48 hours and aim to respond fully to the appeal within 20 days. lease note that in some cases the review processes may take longer, for example, if a centre visit is required. In such instances, we ll contact all parties concerned to inform them of the likely revised timescale. All appeal decisions will involve the following: An individual from Active IQ who has no personal interest in the decision being appealed At least one decision maker who is not an employee of Active IQ, be working as an assessor for us, or be otherwise connected to our organisation. All individuals involved in the appeal decisions must have the relevant competence to make a decision in relation to the appeal. Following the review of the appeal, Active IQ will write to you giving details of our decision to either: 1. Amend our original decision in light of the new rationale/evidence being put forward which has been reviewed 2. To confirm Active IQ stands by its original decision and in doing so the rationale for this decision and request that you confirm, within 15 days, whether you now accept this decision or if wish to proceed to our independent review appeals process. Independent review appeals process If you decided to proceed to the independent appeal stage we will arrange for an independent review to be carried out. The independent reviewer must meet the following criteria: they will not be an employee of Active IQ, be working as an assessor for us, or be otherwise connected to our organisation. they must have the relevant competence to make a decision in relation to the appeal and will not have a personal interest in the decision being appealed. The Independent Reviewer will review all the evidence which took place in the above stages and review if Active IQ applied its procedures fairly, appropriately and consistently in line with its policy. The independent review process may involve: a discussion with you and Active IQ personnel a request for further information from you or Active IQ personnel a centre visit by authorised Active IQ personnel. The Independent Reviewer s decision is final in relation to how Active IQ will consider such appeals and we ll let you know the outcome of the review within 20 days of receipt of the independent appeal. If you are is still unhappy with the outcome at this stage you are entitled to raise the matter with the relevant qualification regulator. Successful appeals In situations where an appeal has been successful Active IQ will give due consideration to the outcome and will, as appropriate, take actions such as: Amend the risk profile of the centre concerned Identify any other learners who have been affected correct or, where it cannot be corrected, mitigate as far as possible the effect of the failure (eg and amend the results for the learner(s) affected following an appropriate investigation) Review our associated processes and policies to ensure that the failure does not occur again or mitigate the situation as far as possible if the failure that occurred cannot be corrected We will also cooperate with any follow-up investigations required by the qualifications regulators and if appropriate agree any remedial action with them. Contact us If you ve any queries about the contents of the policy, please contact our support team on: E: info@activeiq.co.uk T: +44(0) Copyright 2017 Active IQ Ltd. Not for resale

11 Appeals Form Centre No Centre name Qualification Title or nature of the service that is the focus of the appeal/ enquiry The learner(s) affected by the appeal or enquiry about a result (please state learner(s) registration number) Learner No: Learner name Learner No: Learner No: Learner No: Learner No: Learner No: Learner name Learner name Learner name Learner name Learner name Nature and detail of the appeal/enquiry Supporting evidence is attached If so, please specify Yes / No Declaration: I am satisfied that the information provided is accurate and fully support the application. Head of centre/ Date Exams officer Name (lease print) Signature For office use Copyright 2017 Active IQ Ltd. Not for resale 11

12 Building your ortfolio Follow this step by step process to building your portfolio of evidence. Your Assessor should guide you through the process to begin with until you feel confident at referencing your evidence into each unit. Step 1 Your Assessor will guide you towards the type of evidence you need to produce and you will have signed an Assessment lan which clearly details how you are to be assessed and the evidence you need to produce. Step 2 lace your evidence into the back of this portfolio and give the evidence a reference number Always remember to sign and date every piece of evidence Step 3 Refer to the Assessment lan and the unit numbers to which the evidence refers. Check to see that it does meet the assessment criteria. Step 4 With the unit/assessment criteria in front of you, reference each piece of evidence into the evidence referencing grids and place a tick next to the criteria you feel the evidence covers Step 5 Your Assessor will check the referencing and may ask you questions to clarify your understanding once your Assessor is happy that all the criteria have been met he/ she will sign off the unit. 12 Copyright 2017 Active IQ Ltd. Not for resale

13 Witness/Assessor Status List lease ensure anybody who has made an assessment decision or provided a witness testimony within your portfolio has completed the witness/ assessor list Witness Name and address Status of Witness (See key below) Relationship to learner Signature Witness Status Key: 1. Qualified Assessor, occupationally competent and familiar with standards 2. Qualified Assessor, not occupationally competent or familiar with standards 3. Occupationally competent, not an assessor (eg line manager) 4. Not occupationally competent, familiar with learner (eg customer) Copyright 2017 Active IQ Ltd. Not for resale 13

14 Record of Achievement Unit Name Date Completed Assessor Signature IV Signature (if sampled) Date EV Signature (if sampled) Date Mandatory GROU A Time planning in sales Complying with legal, regulatory and ethical requirements in a sales or marketing role Deliver reliable customer service GROU B Selling face to face Selling by telephone (inbound)* Selling by telephone (outbound)* 14 Copyright 2017 Active IQ Ltd. Not for resale

15 GROU C Inputting and accessing sales or marketing data in information systems rocessing sales orders reparing and delivering a sales demonstration Selling at exhibitions Monitoring sales deliveries Supporting customers in obtaining finance for purchases Generating and qualifying sales leads Meeting customers after sales needs Copyright 2017 Active IQ Ltd. Not for resale 15

16 Obtaining and analysing sales-related information Obtaining and analysing competitor information Buyer behaviour in sales situations Communicating using digital marketing/sales channels Manage personal development articipate in meetings Communicate information and knowledge *lease note Units 5 & 6 are barred i.e. can not be taken together 16 Copyright 2017 Active IQ Ltd. Not for resale

17 Assessment Documents The following documents have been provided for the assessment of this qualification. Your Assessor may also have copies of the documents or similar types of documents which may also be used. The documents included are: Assessment lan Each planned assessment is recorded on one of these documents to remind you what types of evidence you are expected to produce, when and where the assessment is due to take place and if there are any others involved in the assessment process. Review and Action lan Following the planned assessment, your Assessor will review your progress towards the qualification as a whole and will agree an action plan for your continued development towards achieving the full award. Assessor Report Your assessor will complete an assessor report during observed assessments. Assessor Question Sheet Following assessment, your assessor may need to question you to check your underpinning knowledge all questions and your responses should be recorded. Following questioning, your assessor will give you feedback on your performance, this should also be recorded. Copyright 2017 Active IQ Ltd. Not for resale 17

18 Assessment lan Learner Name Location Assessor Name Date and Time of lanned Assessment Key for Assessment Methods OQ - Oral Questioning, O Observation,WT - Witness Testimony, S - Simulation, D - rofessional Discussion,WQ Written Questions, A - Assignment/roject, W - Work roject CS - Case Study, RA Reflective Account Brief description of what is to be assessed Assessment Methods Assessment Criteria Covered Any others who need to be involved in or informed of this assessment (give details) Learner s signature: Assessor s Signature: Date: 18 Copyright 2017 Active IQ Ltd. Not for resale

19 Review and Action lan Learner Name Assessor Name Date of Actual Assessment Time: Location: Feedback on rogress Against the lanned Assessment Action lan to Achieve Outstanding Assessment Criteria Learner s signature: Assessor s Signature: Date: Copyright 2017 Active IQ Ltd. Not for resale 19

20 Assessor Report Learner Name Assessor Name Date of Actual Assessment Time: Location: What was Assessed Assessment Criteria Covered Learner s signature: Assessor s signature: Date: Date: 20 Copyright 2017 Active IQ Ltd. Not for resale

21 Assessor Question Sheet Learner Name Assessor Name Date of Actual Assessment Time: Location: Questions Asked Assessment Criteria Covered Learner s signature: Assessor s signature: Date: Date: Copyright 2017 Active IQ Ltd. Not for resale 21

22 Master Evidence Index Evidence Number 1. Description Copyright 2017 Active IQ Ltd. Not for resale

23 Unit 1 Title: Time planning in sales Level: 2 Credit value: 2 Learning outcomes 1. Understand how to manage and prioritise time in a sales role 1.1 Explain the importance of time management and its impact on sales objectives 1.2 Describe how a sales team member uses and measures the use of time 1.3 Describe best practice time management techniques 1.4 Explain how to review the use of time spent on sales activities 2. Be able to plan own time in a sales role 2.1 Identify own long-term sales commitments and immediate goals 2.2 Identify work-related priorities 2.3 Identify the differences between tasks that are urgent and tasks that are important 2.4 Consolidate tasks to reduce workload and time wastage 2.5 Identify opportunities to gain support from others to complete work 2.6 Develop a time plan or weekly schedule, prioritising all tasks in order of relative importance and urgency Copyright 2017 Active IQ Ltd. Not for resale 23

24 Learning outcomes 3. Be able to evaluate time planning in a sales role 3.1 Identify unnecessary tasks that are not directly related to own objectives 3.2 Use feedback from colleagues to identify strengths and weaknesses in the use of own time 3.3 Identify productive periods of time 3.4 Identify the opportunities for improving the use of time Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. 24 Copyright 2017 Active IQ Ltd. Not for resale

25 Unit 2 Title: Complying with legal, regulatory and ethical requirements in a sales or marketing role Level: 2 Credit value: 2 Learning outcomes 1. Understand the legal, regulatory and ethical requirements in a sales or marketing role 1.1 Explain the legal requirements of a sales or marketing role 1.2 Explain the regulatory requirements of a sales or marketing role 1.3 Explain the ethical requirements of a sales or marketing role 1.4 State organisational procedures for raising legal, regulatory and ethical concerns relating to a sales or marketing role 1.5 Identify to whom non-compliance issues should be referred 1.6 Explain when and how to refer legal, regulatory and ethical concerns to others 1.7 Describe the possible consequence of non-compliance with legal, regulatory or ethical requirements Copyright 2017 Active IQ Ltd. Not for resale 25

26 Learning outcomes 2. Be able to comply with organisational policies and procedures for legal, regulatory and ethical requirements in a sales or marketing role 2.1 Behave in a way that meets organisational ethical procedures, policies and standards 2.2 Identify areas where legal, regulatory or ethical issues may arise 2.3 Obtain advice on matters where legal, regulatory or ethical issues might exist 2.4 Work within the limits of responsibility and authority in a sales or marketing role 2.5 Report issues, problems and actions relating to legal, regulatory or ethical matters in the agreed format Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. 26 Copyright 2017 Active IQ Ltd. Not for resale

27 Unit 3 Title: Deliver reliable customer service Level: 2 Credit value: 5 Learning outcomes 1. repare to deal with customers 1.1 keep their knowledge of their organisation s services or products up-to-date 1.2 ensure that the area they work in is tidy, safe and organised efficiently 2. Give consistent service to customers 1.3 prepare and arrange everything they need to deal with customers before their shift or period of work commences 2.1 make realistic customer service promises to customers 2.2 ensure that their promises balance the needs of their customers and their organisation 2.3 keep their promises to customers 2.4 inform their customers if they cannot keep their promises due to unforeseen circumstances 2.5 recognise when their customers needs or expectations have changed and adapt their service to meet the new requirements 2.6 keep their customers informed if delivery of the service needs to involve passing them on to another person or organisation Copyright 2017 Active IQ Ltd. Not for resale 27

28 Learning outcomes 3. Check customer service delivery 3.1 check that the service they have given meets their customers needs and expectations 3.2 identify when they could have given better service to customers and how their service could have been improved 4. Know how to deliver reliable customer service 3.3 share information with colleagues and service partners to maintain and improve their standards of service delivery 4.1 describe their organisation s services or products 4.2 explain their organisation s procedures and systems for delivering customer service 4.3 describe methods or systems for measuring an organisation s effectiveness in delivering customer service 4.4 explain their organisation s procedures and systems for checking service delivery 4.5 explain their organisation s requirements for health and safety in their area of work Evidence Requirements 1. Your evidence should be collected when carrying out a real job, whether paid or voluntary, and when dealing with real customers, whether internal or external to the organisation. However, for this Unit, evidence collected in a realistic working environment or a work placement is permissible. Simulation is not allowed for any performance evidence within this Unit. (Guidelines for a Realistic Working Environment can be found in the Assessment Strategy for Customer Service S/NVQs at Levels 1,2,3 and 4 February 2010) 2. You may collect the evidence for the Unit through work in a private sector organisation, a not-for-profit organisation or a public services organisation. 3. You must provide evidence that shows you have done this over a sufficient period of time with different customers on different occasions for your assessor to be confident that you are competent. 4. You must provide evidence that you have worked with different customers who have different needs and expectations. 28 Copyright 2017 Active IQ Ltd. Not for resale

29 Unit 4 Title: Selling face to face Level: 2 Credit value: 4 Learning outcomes 1. Understand how to sell to customers face to face 1.1 Explain the differences between proactive and reactive selling 1.2 Explain how techniques such as cross-selling, up-selling and the sale of add-ons can be applied when selling in face to face situations 1.3 Describe the types of listening and questioning techniques used for selling in face to face situations 1.4 Explain how to interpret non-verbal behaviour in face to face sales situations 1.5 State the differences between benefits and features 1.6 Describe the different methods used to sell benefits 2. Be able to prepare for the sale 1.7 Explain how to involve the prospect in reaching solutions to sales problems 2.1 Develop a structured sales plan for the meeting that makes effective use of the time available 2.2 Select resources to be used during contact with the customer that are consistent with the plan Copyright 2017 Active IQ Ltd. Not for resale 29

30 Learning outcomes 3. Be able to conduct a face to face sales meeting with the customer 3.1 Follow organisational standards of personal presentation when meeting customers 3.2 Work within social and cultural constraints relating to the sector/industry and/or customer 3.3 Behave in a way that is likely to develop a rapport with the customer 3.4 Identify customer requirements through the use of questioning and active listening 3.5 Confirm customer requirements by summarising their buying needs and interests 3.6 Identify products and/or services which match the customer s needs and confirm with the customer that they are suitable 3.7 Communicate unique selling points to the customer 3.8 rovide the customer with opportunities to discuss and assess features and benefits of products and/or services 3.9 Interpret buying signals and act on them to progress the sale 3.10 rovide the customer with materials to support the promotion of products and/or services 30 Copyright 2017 Active IQ Ltd. Not for resale

31 Learning outcomes 4. Be able to deal with sales objections during face to face sales situations 4.1 Identify sales objections prior to dealing with the customer 4.2 Clarify objections and identify potential sales opportunities from them 4.3 Evaluate potential trade-offs that will be mutually beneficial to the customer and to the organisation 4.4 Record any area in which the product and/or service does not meet the customer s requirements 4.5 Resolve customer queries about the product and/or service 5. Be able to close the sale 4.6 Reassure the customer and confirm their objections have been overcome 5.1 erform a trial close to establish whether or not further objections exist 5.2 Gain a commitment from the customer to close the sale 5.3 Complete the formalities of the sale following organisational procedures Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. Copyright 2017 Active IQ Ltd. Not for resale 31

32 Unit 5 Title: Selling by telephone (inbound) Level: 2 Credit value: 4 Learning outcomes 1. Understand how to sell by telephone (inbound) 1.1 Describe the advantages and disadvantages of selling by inbound telephone sales calls 1.2 Describe when the following techniques can be applied when selling by inbound telephone sales calls: cross-selling, up-selling and selling add-ons 1.3 Describe the listening and questioning techniques used for selling during inbound telephone sales calls 2. Understand how to close the sale during inbound telephone sales calls 1.4 Describe the different methods used to sell benefits during inbound telephone sales calls 2.1 Explain how to manage customer behaviour during inbound telephone sales calls 2.2 Describe methods for closing sales during inbound telephone sales calls 2.3 Explain how to evaluate and measure the success of inbound telephone sales calls 2.4 Describe interactive ICT options available to support telephone sales activities 32 Copyright 2017 Active IQ Ltd. Not for resale

33 Learning outcomes 3. Be able to prepare for the inbound telephone sales call 4. Be able to identify customer needs during inbound telephone sales calls 5. Be able to present products and/ or services to the customer during inbound telephone sales calls 6. Be able to deal with sales objections during inbound telephone sales calls 3.1 Identify objectives for selling products and/or services by inbound telephone sales calls 3.2 Organise materials for a call in accordance with the sales call plan 4.1 Greet and respond to callers in accordance with organisational procedures 4.2 Obtain information from customers about their needs 4.3 Assess the potential value of calls and customers 4.4 Identify products and/or services with features and functions that customers need or want 4.5 Identify opportunities for further sales and/or sales of other products and/or services 5.1 Explain the benefits and features of products and/or services offered 5.2 Interpret the customer s reaction and decide how to progress the sale 6.1 Identify sales objections prior to dealing with the customer 6.2 Clarify objections and identify potential sales opportunities from them 6.3 Deal with customer queries and objections with clear and accurate responses Copyright 2017 Active IQ Ltd. Not for resale 33

34 Learning outcomes 6. Be able to deal with sales objections during inbound telephone sales calls 6.4 Resolve customer queries about the product and/or service 6.5 Reassure the customer to confirm their objections have been overcome 7. Be able to close the sale during inbound telephone sales calls 6.6 Develop a positive relationship with the customer and identify and pursue further customer contact 7.1 erform a trial close to establish whether or not further objections exist 7.2 Gain commitment from the customer to close the sale 7.3 Complete the formalities of the sale following organisational procedures 7.4 rovide customer feedback and reaction to products and/or services to appropriate people in own organisation Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. lease note Units 5 & 6 are barred i.e. can not be taken together 34 Copyright 2017 Active IQ Ltd. Not for resale

35 Unit 6 Title: Selling by telephone (outbound) Level: 2 Credit value: 4 Learning outcomes 1. Understand how to sell by telephone (outbound) 1.1 Describe the advantages and disadvantages of selling by outbound telephone sales calls 1.2 Describe when the following techniques can be applied when selling by outbound telephone sales calls: crossselling, up-selling and selling add-ons 1.3 Describe the listening and questioning techniques used for selling during outbound telephone sales calls 2. Understand how to close the sale during outbound telephone sales calls 1.4 Describe the different methods used to sell benefits during outbound telephone sales calls 2.1 Explain how to manage customer behaviour during outbound telephone sales calls 2.2 Describe methods for closing sales during outbound telephone sales calls 2.3 Explain how to evaluate and measure the success of outbound telephone sales calls 2.4 Describe interactive ICT options available to support telephone sales activities Copyright 2017 Active IQ Ltd. Not for resale 35

36 Learning outcomes 3. Be able to prepare for the outbound telephone sales call 4. Be able to identify customer needs during outbound telephone sales calls 5. Be able to present products and/ or services to the customer during outbound telephone sales calls 3.1 Identify objectives for selling products and/or services by outbound telephone sales calls 3.2. Use agreed call lists or leads to plan sales calls 3.3. Organise materials for the call in accordance with the sales call plan 4.1 Assess the potential value of calls and customers 4.2 rioritise calls according to likely customer value and probability of closure 4.3 Obtain information from customers about their needs 4.4 Identify products and/or services with features and functions that customers need or want 4.5 Identify opportunities for further sales and/or sales of other products and/or services 5.1 Explain the benefits and features of products and or services offered 5.2 Interpret the customer s preferred solution and decide how to progress the sale 36 Copyright 2017 Active IQ Ltd. Not for resale

37 Learning outcomes 6. Be able to deal with sales objections during outbound telephone sales calls 6.1 Identify likely sales objections prior to dealing with the customer 6.2 Clarify objections and identify potential sales opportunities from them 6.3 Deal with customer queries and objections with clear and accurate responses 6.4 Resolve customer queries about the product and/or service 6.5 Reassure the customer to confirm their objections have been overcome 7. Be able to close the sale during outbound telephone sales calls 6.6 Develop a positive relationship with customers and identify and pursue further customer contact 7.1 erform a trial close to establish whether or not further objections exist 7.2 Gain a commitment from the customer 7.3 Complete the formalities of the sale following organisational procedures 7.4 rovide customer feedback and reaction to products or services to appropriate people in own organisation Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. lease note Units 5 & 6 are barred i.e. can not be taken together Copyright 2017 Active IQ Ltd. Not for resale 37

38 Unit 7 Title: Inputting and accessing sales or marketing data in information systems Level: 2 Credit value: 2 Learning outcomes 1. Understand how to input and access sales or marketing data in information systems 1.1 Explain the uses of IT in the sales or marketing function 1.2 Identify why information is needed for sales or marketing activities 1.3 Describe how sufficient, valid and reliable sources of sales or marketing information can be gathered 1.4 Explain the reasons for using an established data storage system 1.5 Describe the role, advantages and disadvantages of manual and computerised systems 2. Understand the use of sales or marketing information sources and systems 1.6 Explain ways of classifying sales or marketing information and the protocol for data storage 2.1 Explain methods of presenting sales or marketing information 2.2 Describe the features of software and hardware used to manage sales or marketing information 2.3 Describe how to plan and organise searches for sales or marketing information 2.4 Explain the implications of entering incorrect sales or marketing data 38 Copyright 2017 Active IQ Ltd. Not for resale

39 Learning outcomes 2. Understand the use of sales or marketing information sources and systems 2.5 Explain why certain types of sales or marketing information are confidential 2.6 Explain the scope of own authority and responsibility when using sales or marketing information and databases 3. Be able to input and use databases to support sales or marketing activities 2.7 Explain the actions to be taken in the case of a breach of confidentiality 3.1 Gather sales or marketing information 3.2 Identify potential information sources that are likely to support planned sales or marketing activities 3.3 Follow organisational procedures to report concerns about security/confidentiality 3.4 Use sales information gathered to support specified sales or marketing activities 3.5 Input and update sales or marketing information on the database so that it can be accessed and used to support sales activities in the future Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. Copyright 2017 Active IQ Ltd. Not for resale 39

40 Unit 8 Title: rocessing sales orders Level: 2 Credit value: 2 Learning outcomes 1. Understand how to process and follow up sales orders 1.1 Explain the importance of sales order processing 1.2 Describe organisational processes for ordering products and/ or services 1.3 Describe different sources of information used to check customer credit 1.4 Describe the different payment methods accepted by sales orientated organisations 1.5 Explain the role of the despatch function 1.6 Describe service standards relating to sales order completion 1.7 Explain the importance of storing information securely 40 Copyright 2017 Active IQ Ltd. Not for resale

41 Learning outcomes 2. Be able to process sales orders 2.1 Identify customer sales order requirements 3. Be able to follow up sales order processing 2.2 Check that the credit status of the customer meets organisational standards 2.3 Confirm the availability of products and/or services to the customer 2.4 Ensure that information given to the customer about delivery, timing and price is accurate 2.5 Ensure that the sale is authorised following the organisation s procedures 2.6 Finalise the transaction in accordance with organisational procedures 2.7 Ensure that the customer is aware of the terms and conditions of sale 2.8 Ensure that the customer s requirements are communicated to those responsible for fulfilling sales orders 2.9 Identify who to go to when in need of support with sales order processing problems 3.1. Keep the customer informed of the sales order progress and any problems with the sale order 3.2. Advise the customer of current discounts and special offers 3.3. Check all information is stored securely Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. Copyright 2017 Active IQ Ltd. Not for resale 41

42 Unit 9 Title: reparing and delivering a sales demonstration Level: 2 Credit value: 3 Learning outcomes 1. Understand how to prepare and deliver a sales demonstration 1.1 Explain how the demonstration will contribute to the achievement of business goals and objectives 1.2 Describe the features and benefits of the products and services being demonstrated 1.3 Explain how to provide demonstrations of products and services in a manner and style which is suitable to different audiences 1.4 Explain the importance of rehearsing demonstrations 2. Be able to prepare for a sales demonstration 1.5 Describe equipment and accommodation requirements of the demonstration 2.1 Identify the sales targets for own area of responsibility 2.2 Identify customer needs and wants in relation to the products and/or services being demonstrated 2.3 Agree the objectives, length, content and method of the demonstration and who will be present 2.4 Identify resources for the demonstration and plan the demonstration in a structured way 42 Copyright 2017 Active IQ Ltd. Not for resale

43 Learning outcomes 2. Be able to prepare for a sales demonstration 2.5 Anticipate problems, constraints or objections that could be raised in response to the demonstration and prepare possible responses 3. Be able to deliver a sales demonstration 2.6 repare supporting materials that are consistent with the demonstration 3.1 romote the features and benefits of the products and/or services 3.2 Deliver the demonstration in a style and manner that achieves the objectives and engages the audience 3.3 rovide the customer/audience with opportunities to ask questions and raise objections 3.4 Respond to questions and objections in a manner that is likely to further sales 3.5 Gain commitment to progress or close the sale 4. Be able to evaluate the sales demonstration 4.1 Evaluate the sales demonstration against agreed objectives 4.2 rovide feedback to colleagues to improve the planning of future demonstrations and/or to enhance products and/or services Evidence Requirements Assessment of NVQ (competence based) units may be based on either the learners performance at work or through simulation, where necessary. If a unit or part of a unit at any level is simulated, it must be undertaken in a realistic working environment (RWE). RWEs must provide an environment which replicates the key characteristics of the workplace in which the skill to be assessed is normally employed. Copyright 2017 Active IQ Ltd. Not for resale 43