| CERTIFICATE III IN WHOLESALE (SIR30307) - SALES STREAM |
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| Implementation Plan |
This qualification provides the skills and knowledge for an individual to be competent in wholesale operations with the need to apply discretion and judgement. Work would be undertaken in various wholesale settings, such as trade, building, furniture, parts and equipment suppliers. Individuals may have some responsibility for others and provide or hold specific coordination or support responsibilities within a team. |
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Packaging Rules
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To achieve a Certificate III in Wholesale, 10 units must be completed:
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all 3 core units
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7 elective units:
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Job Description
Employees are responsible for selling to customers of the wholesale business, including meeting sales targets, taking orders and providing information to customers. They may hold responsibility for a particular sales 'territory' or group of customers. |
| Note: the minimum age of enrolment for this course is 18 years of age. |
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| 10 units are required for the qualification (3 core units and 7 elective units). |
| 3 core units are: |
| SIRWSLS003A (CORE) OPTIMISE CUSTOMER AND TERRITORY COVERAGE |
This unit describes the performance outcomes, skills and knowledge required to efficiently plan and service business customers within a defined territory and seek opportunities to improve territory coverage. |
- Establish coverage plan for a territory.
- Report on business visits.
- Improve customer or territory coverage.
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| SIRXCCS006A (CORE) MAINTAIN BUSINESS TO BUSINESS RELATIONSHIPS |
This unit describes the performance outcomes, skills and knowledge required to develop and maintain enduring relationships with business customers, focusing on identification of customer needs. |
- Develop techniques to maintain close contact with business customers.
- Identify business customer needs.
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| SIRXSLS004A (CORE) BUILD RELATIONSHIPS WITH CUSTOMERS |
| It describes the performance outcomes, skills and knowledge required to use advanced sales techniques in building relationships with customers and interacting with customers, applying expert product knowledge as it relates to customers, dealing with difficult customers, establishing and maintaining a customer database, and conducting sales presentations. |
- Establish rapport with customers.
- Apply expert knowledge.
- Provide post sales support.
- Plan sales presentations.
- Implement sales presentation.
- Maintain and utilise a customer database.
- Deal with difficult customers.
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| 7 elective units are: |
| ICTCC341A (ELECTIVE) PROVIDE SALES SOLUTIONS TO CUSTOMERS |
This unit applies to processing of major sales inquiries requiring complex solutions and follow up to ensure customer satisfaction. |
- Identify customer needs.
- Close sales.
- Input sales records.
- Provide sales support where required.
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| SIRXCCS003A (ELECTIVE) COORDINATE INTERACTION WITH CUSTOMERS |
This unit describes the performance outcomes, skills and knowledge required to coordinate interaction with customers. It involves implementing customer service standards, implementing store policy regarding customer complaints, communicating with management, and leading a customer service team. |
- Implement customer service standards.
- Implement store policy regarding customer complaints.
- Communicate with management.
- Lead customer service team.
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| SIRWSLS005A (ELECTIVE) ANALYSE AND ACHIEVE SALES TARGETS |
This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives. |
- Analyse sales targets.
- Determine factors affecting attainment of sales targets.
- Attain sales targets.
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| SIRXMGT002A (ELECTIVE) MAINTAIN EMPLOYEE RELATIONS |
| This unit describes the performance outcomes, skills and knowledge required to maintain employee relations. It involves identifying awards and agreements, minimising potential industrial problems, and implementing dispute and grievance procedures. |
- Identify awards and agreements.
- Identify and minimise potential industrial problems.
- Implement dispute settlement procedures.
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| SIRWSLS006A (ELECTIVE) BUILD SALES OF BRANDED PRODUCTS |
| This unit describes the performance outcomes, skills and knowledge required to promote, position and maximise the sale of branded products and services for a wholesale business in a territory. |
- Maximise sale of branded products in a territory.
- Secure effective product positioning in business outlets.
- Report on sale of branded products within a territory.
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| SIRXSLS001A (ELECTIVE) SELL PRODUCTS AND SERVICES |
| This unit describes the performance outcomes, skills and knowledge required to sell products and services in a retail environment. It involves the use of sales techniques and encompasses the key selling skills from approaching the customer to closing the sale. It requires a basic level of product knowledge. |
- Apply product knowledge.
- Approach customer.
- Gather information.
- Sell benefits.
- Overcome objections.
- Close sale.
- Maximise sales opportunities.
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| SIRXQUA001A (ELECTIVE) DEVELOP INNOVATIVE IDEAS AT WORK |
| This unit describes the performance outcomes, skills and knowledge required to systematically generate and develop innovative ideas in the workplace. |
- Interpret the need for innovation.
- Generate ideas.
- Collaborate with others.
- Analyse and reflect on ideas.
- Represent ideas.
- Evaluate ideas.
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