Course Title: Sell financial products and services

Part A: Course Overview

Program: C4369 Certificate IV in Banking Services

Course Title: Sell financial products and services

Portfolio: BUS Portfolio Office

Nominal Hours: 30

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.


Course Code




Learning Mode

Teaching Period(s)


City Campus


650T Vocational Business Education

Face-to-Face or Internet

Term1 2016,
Term2 2016,
Term1 2017,
Term2 2017

Course Contact: Callie Harvey

Course Contact Phone: +61 3 9925 5772

Course Contact Email:

Course Description

This unit describes the skills and knowledge required to present a sales solution and close a sale in response to a client enquiry.

Within their level of authority, individuals apply specialised knowledge and make judgements and recommendations based on detailed analysis of information.

It applies to individuals who provide specialised product knowledge and use a range of interpersonal, communication and promotional skills when interacting with clients. Work functions in the occupational areas where this unit may be used are subject to regulatory requirements. Refer to the FNS Implementation Guide Companion Volume or the relevant regulator for specific guidance on requirements.

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

FNSSAM401 Sell financial products and services


1. Identify nature of enquiry

2. Determine suitability of client for financial product or service

3. Provide client with information about product or service

4. Confirm sale and process documentation

Learning Outcomes

Overview of Assessment

In order to achieve competency in this unit, you must provide:

Performance Evidence

 Evidence of the ability to:

  • interact with clients, collect the necessary information and match client needs to company products or services
  • sell products and services, including matching client requirements to company products and services
  • finalise and record the sale, completing relevant documentation as required

Knowledge Evidence

To complete the unit requirements safely and effectively, you must:

  • identify the basic structure and operation of the financial services industry
  • identify the key features of services and products within the financial services industry
  • describe the key features of company policy and procedures for interacting with clients and solving problems
  • describe the key requirements of relevant legislation and regulations impacting on the financial services industry in relation to selling products and services
  • compare and contrast selling techniques
  • describe the key features of the range of products and services available from an organisation including terms, interest rates, special packages and other conditions

 Assessment Conditions

Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the sales and marketing field of work and include access to:

  • financial services product information
  • relevant software system and data
  • organisational policy and procedures
  • common office equipment, technology, software and consumables.

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.


Feedback will be provided throughout the semester in class and/or online discussions.  You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.

You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course.