Identify and interpret trends in personal selling
People credited with this unit standard are able to: evaluate technologies; evaluate organisational factors; interpret legal, regulatory, and social trends; and interpret international and global trends; that impact on personal selling.
Retail, Distribution, and Sales
20 June 2008
Date version published
20 June 2008
Planned review date
31 December 2013
Evaluation of documentation and visit by NZQA and industry. Standard setting body (SSB)
Accreditation and Moderation Action Plan (AMAP) reference
0225 This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Evidence is required of competent performance in a sales management context.
This unit standard may be assessed against in a work-based environment, or in an education and training environment if simulated business conditions are provided, or in a combination of both environments.
Personal selling refers to retail and wholesale sales activities in which a salesperson actively presents products to customers in seeking to make a sale. Sales activities may include but are not limited to – identification of customers, development of product knowledge; marketing; promotion; prospecting; knowledge of customer service standards; gaining appointments; choosing sales approaches; meeting customers; identifying customer needs and requirements; demonstrating products; use of selling techniques; use of sales aids; making sales pitches; overcoming objections; closing sales, completing documentation, receiving payments; recording sales; using sales technologies; providing after-sales service, following up sales, sales analysis.
Product refers to goods and/or services in this unit standard.
Organisational procedures refer to instructions to staff on policy and procedures which are formally documented, or generally accepted within the workplace.
Trend refers to a general direction or tendency.
Performance of the elements of this unit standard must comply with the requirements of the following legislation: Consumer Guarantees Act 1993, Fair Trading Act 1986, Privacy Act 1993, Credit Contracts and Consumer Finance Act 2003, and the Sale of Goods Act 1908.
Elements and performance criteria
Evaluate technologies that impact on personal selling.
Communications technologies affecting personal selling are identified in terms of benefits and constraints.
communications technologies already in use, potential new communications technologies.
Transportation technologies affecting personal selling are identified in terms of benefits and constraints.
transport technologies already in use, potential new transport technologies.
Computer technologies affecting personal selling are identified in terms of benefits and constraints.
computer technologies already in use, potential new computer technologies.
Implications of communications, transport and computer technologies are evaluated in terms of effectiveness of personal selling.
Evaluate organisational factors that impact on personal selling.
Sales approaches and techniques are identified and evaluated in terms of effectiveness of personal selling.
may include but is not limited to – direct marketing, campaigning, targeting, mailout, personal contact, internet selling, telephone selling, creating a suitable environment, timeliness, building rapport, building relationships, clarifying requirements, understanding customer perspectives, identifying product gaps, use of sales aids, maximising benefits, identification of needs and motivation, meeting needs, handling unrealistic expectations, negotiating, overcoming objections,...