Course Title: Prospect for new clients

Part A: Course Overview

Program: C4369 Certificate IV in Banking Services

Course Title: Prospect for new clients

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 identify and contact potential client prospects using networks, leads and research skills as well as cold calling. Initial contact may happen over the phone or email, in person, at conferences and presentations, or through a variety of networking opportunities.

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:

FNSSAM403 Prospect for new clients


1. Create rapport with prospective client

2. Identify prospective client's needs

3. Secure commitment

4. Manage prospective client information

Learning Outcomes

Overview of Assessment

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

Performance Evidence

 Evidence of the ability to:

  • successfully undertake cold calling, relationship building and prospecting for sales of financial products and services
  • establish a sales response and record required information

Knowledge Evidence

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

  • analyse and discuss issues relating to buyer motives
  • describe the key features of the buying and selling processes
  • discuss the key features of conflict resolution and persuasion techniques, including how to overcome buyer resistance
  • describe current industry product and service trends
  • outline the key features of organisational requirements, including policy and procedures relevant to prospecting for new clients
  • compare and contrast prospecting methods and management strategies
  • analyse a range of relevant financial products and services, including their strengths and weaknesses
  • describe the key features of sales and marketing techniques

 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.