Review of Sales Transactions




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Page of

Field Service Sector
Review of Sales Transactions unit standard 379


Subfield

Domain

ID

Retail, Distribution, and Sales

Sales Transactions

379

The Retail Institute has completed the review of the unit standard above.


Date new versions published March 2011
Planned review date December 2015
Summary
In view of its planned review cycle, the standard listed above has been reviewed by the Retail and the Sales Advisory Groups to take account of feedback from industry, providers, other Industry Training Organisations who assess against this standard, Training Advisors, Assessors, resource writers and from the moderation of this standard.
The reviewed standard was replaced by a new standard in Sales negotiation. The Retail Institute also developed other new standards for registration in the domain of Sales.
Main changes


  • Standard 379 has been replaced with the new Sales standard 26862.


Category C unit standard will expire at the end of December 2014.
Impact on existing accreditations


Current Accreditation for

Accreditation extended to

Nature of accreditation

Classification or ID

Level

Nature of accreditation

ID

Level

Domain

Sales Transactions

3

Standard

26862

3

Standard

379

3


Impact on registered qualifications


Key to type of impact

Affected

The qualification lists a reviewed classification (domain or subfield) in an elective set

The qualification lists a standard that has changes to level or credits

The qualification lists a C or D category standard


Not materially affected

The qualification lists a standard that has a new title

The qualification lists a standard that has a new classification


The following table identifies qualifications developed by other SSBs that are affected by the outcome of this review. The SSBs have been advised that the qualifications require revision.




Ref

Qualification Title

ID

SSB Name

1254

National Certificate in Rural Servicing (Level 3)

379

Agriculture Industry Training Organisation

1481

National Certificate in Travel (Level 3) with strands in Retail Travel, and Wholesale Travel

379

Aviation, Tourism and Travel Training Organisation

643

National Certificate in Contact Centre Operations (Level 3)

379

ElectroTechnology Industry Training Organisation

1340

National Certificate in Industrial Textile Fabrication (Level 3) with strands in Canvas Fabrication; Sailmaking; and Vehicle Trimming and Upholstery

379

NZ Motor Industry Training Organisation (Incorporated)

1380

National Certificate in Motor Industry (Sales and Service) with strands in Automotive Parts and Accessories, Automotive Service Reception, Service Station, and Vehicle Sales

379

0748

National Certificate in Dairy Manufacturing (Sales and Service) (Level 3)

379

New Zealand Industry Training Organisation


Detailed list of unit standards – classification, title, level, and credits
All changes are in bold.


Key to review category

A

Dates changed, but no other changes are made - the new version of the standard carries the same ID and a new version number

B

Changes made, but the overall outcome remains the same - the new version of the standard carries the same ID and a new version number

C

Major changes that necessitate the registration of a replacement standard with a new ID

D

Standard will expire and not be replaced

Service Sector > Retail, Distribution, and Sales



ID

Domain

Title

Level

Credit

Review Category

379
26862

Sales Transaction

Sales

Sell goods and/or services over the telephone

Negotiate sales in one-on-one situations

3
3

3
4

C


Service Sector > Retail, Distribution, and Sales > Sales




ID

Title

Level

Credit

Review Category

26857

Apply knowledge of target markets, buyer behaviour and marketing mix to sales situations

3

10

New

26858

Examine sales roles and produce a personal development plan for a career in sales

3

4

New

26859

Apply knowledge of business performance measures to sales situations

3

4

New

26860

Manage buyer resistance in sales situations

3

4

New

26861

Apply sales skills and tools to sales situations

3

10

New

26863

Demonstrate knowledge of business ethics and corporate social responsibility as they apply to sales professionals

3

4

New

26864

Apply knowledge of the sales process to sales situations

3

6

New

26865

Apply knowledge of customer focused business relationships to sales situations

3

4

New

26866

Manage and facilitate sales negotiations

4

6

New

26867

Analyse customer decision making processes and communicate with the Decision Making Unit (DMU) in sales situations

4

4

New

26868

Apply knowledge of customer segmentation techniques to sales situations

4

3

New

26869

Analyse and apply process and relationship sales methodologies

4

6

New

26870

Search for, analyse and apply sales related information

4

5

New

26871

Improve business performance in sales roles

4

8

New

26872

Manage a sales territory

4

4

New

26873

Develop, submit and evaluate sales proposals

4

6

New

26874

Assist customers to obtain finance in sales situations

4

3

New

26875

Use prospecting to develop new business and use a sales pipeline effectively

4

3

New

26876

Prepare and conduct sales meetings with prospects or clients

4

4

New




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