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CERTIFICATE IV IN BUSINESS SALES (BSB40607)
 
This qualification reflects the role of individuals who use well-developed business sales skills and a broad knowledge base in a wide variety of business sales contexts. They apply solutions to a defined range of unpredictable problems, and analyse and evaluate information from a variety of sources. They may provide leadership and guidance to others and have limited responsibility for the output of others, however they typically report to a more senior business sales practitioner.

Job Roles

Job roles and titles vary across different industry sectors. Possible job titles relevant to this qualification include:

  • Sales Account Assistant

  • Sales Agent

  • Sales Representative.
Note: the minimum age of enrolment for this course is 18 years of age.

10 units are required for the qualification (1 core unit and 9 electives):
1 core unit is:

BSBOHS407A (CORE) MONITOR A SAFE WORKPLACE
  This unit describes the performance outcomes, skills and knowledge required to implement and monitor the organisation's occupational health and safety (OHS) policies, procedures and programs in the relevant work area to meet legislative requirements. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Provide information to the workgroup about OHS policies and procedures.
  • Implement and monitor participative arrangements for the management of OHS.
  • Implement and monitor the organisation's procedures for providing OHS training.
  • Implement and monitor procedures for identifying hazards and assessing risks.
  • Implement and monitor the organisation's procedures for controlling risks.
  • Implement and monitor the organisation's procedures for maintaining OHS records for the team.
   
For NEW ENTRANT to a business sales career, 9 elective units are:
BSBPRO401A (ELECTIVE) DEVELOP PRODUCT KNOWLEDGE
  This unit describes the performance outcomes, skills and knowledge required to develop product knowledge in preparation for the sales process. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Acquire knowledge of products in a specified area.
  • Convert product knowledge into benefits.
  • Evaluate competitors' products.
   
BSBREL402A (ELECTIVE) BUILD CLIENT RELATIONSHIPS AND BUSINESS NETWORKS
  This unit describes the performance outcomes, skills and knowledge required to establish, maintain and improve client relationships, and to actively participate in networks to support attainment of key business outcomes. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Initiate interpersonal communication with clients.
  • Establish client relationship management strategies.
  • Maintain and improve ongoing relationships with clients.
  • Build and maintain networks.
   
BSBSLS402A (ELECTIVE) IDENTIFY SALES PROSPECTS
  This unit describes the performance outcomes, skills and knowledge required to identify of potential sales prospects through application of prospecting methods.
 
  • Employ prospecting methods.
  • Qualify prospects.
  • Manage prospect information.
   
BSBSLS403A (ELECTIVE) PRESENT A SALES SOLUTION
  This unit describes the performance outcomes, skills and knowledge required to present a sales solution which responds to the specific buying needs of the client.
 
  • Prepare for presentation.
  • Present a sales solution.
  • Manage buyer resistance.
   
BSBSLS404A (ELECTIVE) SECURE PROSPECT COMMITMENT
  This unit describes the performance outcomes, skills and knowledge required to use sales processes associated with securing prospect commitment to proceed with a sale. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Respond to buying signals.
  • Negotiate the sale.
  • Finalise the agreement.
   
BSBSLS405A (ELECTIVE) SUPPORT POST-SALE ACTIVITIES
  This unit describes the performance outcomes, skills and knowledge required to attend to post sale activities that build and strengthen the partnership between a salesperson and the client, and enhance the prospect of future sales. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Process order.
  • Deliver support to agreed expectations.
  • Handle client feedback.
  • Strengthen client relationships.
  • Offer additional benefits to clients.
   
BSBSLS406A (ELECTIVE) SELF-MANAGE SALES PERFORMANCE
  This unti describes the performance outcomes, skills and knowledge required to self manage sales performance through establishing an individualised sales plan, and through managing stress, time and sales related paperwork.
 
  • Establish an individualised sales plan.
  • Organise workload effectively.
  • Allocate time effectively.
  • Complete sales paperwork and reports.
   
BSBCMM401A (ELECTIVE) MAKE A PRESENTATION
  This unit convers the performance outcomes, skills and knowledge required to prepare, deliver and review a presentation to a target audience.This unit applies to individuals who may be expected to make presentations for a range of purposes, such as marketing, training, promotions etc. They contribute well developed communication skills in presenting a range of concepts and ideas.
 
  • Prepare a presentation.
  • Deliver a presentation.
  • Review the presentation.
   
BSBWOR401A (ELECTIVE) ESTABLISH EFFECTIVE WORKPLACE RELATIONSHIPS
  This unit describes the performance outcomes, skills and knowledge required to collect, analyse and communicate information and to use that information to develop and maintain effective working relationships and networks, with particular regard to communication and representation. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Collect, analyse and communicate information and ideas.
  • Develop trust and confidence.
  • Develop and maintain networks and relationships.
  • Manage difficulties into positive outcomes.
   
For BUSINESS SALES PROFESSIONALS, 9 elective units are:
BSBPRO401A (ELECTIVE) DEVELOP PRODUCT KNOWLEDGE
  This unit describes the performance outcomes, skills and knowledge required to develop product knowledge in preparation for the sales process. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Acquire knowledge of products in a specified area.
  • Convert product knowledge into benefits.
  • Evaluate competitors' products.
   
BSBREL402A (ELECTIVE) BUILD CLIENT RELATIONSHIPS AND BUSINESS NETWORKS
  This unit describes the performance outcomes, skills and knowledge required to establish, maintain and improve client relationships, and to actively participate in networks to support attainment of key business outcomes. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Initiate interpersonal communication with clients.
  • Establish client relationship management strategies.
  • Maintain and improve ongoing relationships with clients.
  • Build and maintain networks.
   
BSBCUS401A (ELECTIVE) COORDINATE IMPLEMENTATION OF CUSTOMER SERVICE STRATEGIES
  This unit describes the performance outcomes, skills and knowledge required to advise on, carry out and evaluate customer service strategies, including the design of improvement strategies based on feedback. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Advise on customer service needs.
  • Support implementation of customer service strategies.
  • Evaluate and report on customer service.
   
BSBREL401A (ELECTIVE) ESTABLISH NETWORKS
  This unit describes the performance outcomes, skills and knowledge required to develop and maintain effective work relationships and networks. It covers the relationship building and negotiation skills required by workers within an organisation as well as freelance or contract workers.
 
  • Develop and maintain business networks.
  • Establish and maintain business relationships.
  • Promote the relationship.
   
BSBSLS404A (ELECTIVE) SECURE PROSPECT COMMITMENT
  This unit describes the performance outcomes, skills and knowledge required to use sales processes associated with securing prospect commitment to proceed with a sale. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Respond to buying signals.
  • Negotiate the sale.
  • Finalise the agreement.
   
BSBSLS501A (ELECTIVE) DEVELOP A SALES PLAN
  This unit describes the performance outcomes, skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets.
 
  • Identify organisational strategic direction.
  • Establish performance targets.
  • Develop a sales plan for a product.
  • Identify support requirements.
  • Monitor and review sales plan.
   
BSBSLS406A (ELECTIVE) SELF-MANAGE SALES PERFORMANCE
  This unti describes the performance outcomes, skills and knowledge required to self manage sales performance through establishing an individualised sales plan, and through managing stress, time and sales related paperwork.
 
  • Establish an individualised sales plan.
  • Organise workload effectively.
  • Allocate time effectively.
  • Complete sales paperwork and reports.
   
BSBWOR401A (ELECTIVE) ESTABLISH EFFECTIVE WORKPLACE RELATIONSHIPS
  This unit describes the performance outcomes, skills and knowledge required to collect, analyse and communicate information and to use that information to develop and maintain effective working relationships and networks, with particular regard to communication and representation. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Collect, analyse and communicate information and ideas.
  • Develop trust and confidence.
  • Develop and maintain networks and relationships.
  • Manage difficulties into positive outcomes.
   
BSBMGT403A (ELECTIVE) IMPLEMENT CONTINUOUS IMPROVEMENT
  This unit describes the performance outcomes, skills and knowledge required to implement the organisation's continuous improvement systems and processes. Particular emphasis is on using systems and strategies to actively encourage the team to participate in the process, monitoring and reviewing performance, and identifying opportunities for further improvements. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 
  • Implement continuous improvement systems and processes.
  • Monitor and review performance.
  • Provide opportunities for further improvement.
   
   
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