Course Title: Prospect for new clients

Part B: Course Detail

Teaching Period: Term2 2017

Course Code: MKTG7952C

Course Title: Prospect for new clients

School: 650T Vocational Business Education

Campus: City Campus

Program: C4369 - Certificate IV in Banking Services

Course Contact: Callie Harvey

Course Contact Phone: +61 3 9925 5772

Course Contact Email:

Name and Contact Details of All Other Relevant Staff

Course Co-ordinator and Teacher for Semester 1, 2017:


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.

Pre-requisites and Co-requisites


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.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSSAM403 Prospect for new clients


1. Create rapport with prospective client

Performance Criteria:

1.1 Carry out prospecting and provide general introduction to products, services, organisational values and experience to potential client through range of communication methods 1.2 Use appropriate questioning and listening skills to determine prospective client's understanding of financial processes 1.3 Inform prospective client of role of advisers and organisation


2. Identify prospective client's needs

Performance Criteria:

2.1 Encourage prospective client to express needs and goals 2.2 Identify prospective client's questions and concerns, and respond appropriately, in clear and unambiguous way and in manner consistent with prospect's level of financial understanding


3. Secure commitment

Performance Criteria:

3.1 Probe reasons for resistance and identify and address in appropriate manner through strategy to manage resistance 3.2 Use range of communication and interpersonal skills to gather prospect's personal, financial and business details in accordance with relevant legislation, and map out next steps that will occur


4. Manage prospective client information

Performance Criteria:

4.1 Record prospect information in appropriate way and conduct additional product and service research to determine possible appropriate products and services to meet potential client needs, if necessary 4.2 Consider initial range of options and prepare for next contact

Learning Outcomes

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities, class discussions, debate and reviews.  It is expected that all students participate and contribute in all scheduled learning activities.

The self-paced activities will be delivered thought various technology platforms and include your contribution to wikis and discussion threads, reflective journals, quizzes and interactive sessions. The collaborative classroom based activities will include group discussion, group problem-solving activities and opportunities to practice your skills in a simulated/real workplace environment.

The delivery for this course is a  two-hour class per week and one hour of online work. Please note: You will be expected do complete an hour of online study for this course each week. This online learning should consist of reading the material within the learning hub and completing scheduled exercises.

You are also expected to undertake additional research in identifying key financial terms used in the industry and completing web based searches to assist in completion of both in class activities and assignments.  

You are expected to participate and contribute in all scheduled activities.


Teaching Schedule

Induction Session

Prior to training commencement a program level induction session will be conducted that comprises the following:

  • Program overview and requirements
  • MyRMIT/Blackboard
  • Overview of assessment requirements
  • Pre-Training Review including:
    • Recognition of Prior Learning and Credit Transfers
    • Assessment of current skills and knowledge
  • Competency/Grading Criteria
  • Plagiarism
  • Appeals
  • Extensions
  • Feedback
  • Privacy
  • Submission requirements
  • Resubmission policy
  • Where to get support
  • Student responsibilities.

The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.  Please refer to Learning Activities (above) with reference to instructions regarding work to be completed outside teaching hours.

The Teaching Schedule for this course is as follows but please note that it is subject to change.


     Week Week CommencingTopics                                                             Assessment   
 1 3/7/2017

Induction Session (please refer above)

Introduction to the course including:
• Course requirements and support documents/resources
• Course Blackboard access
• Accuracy of enrolment
• Assessment requirements/Cover Sheets
• Reminder re Plagiarism/Appeals
• Extensions/Resubmissions
• Feedback in this course
• Getting help

Course(s) Overview

Topic 1 - Introduction to Selling & Customer Service Standards

 2 10/7/2017Topic 2 - Customer Service Standards & Handling Customer Complaints 
 3 17/7/2017Topic 3 - Communication Skills 
 4 24/7/2017Topic 3 - Communication Skills 
 5 31/7/2017Topic 4 - Preparing for a Sale  Assessment 1 Due
 6 7/8/2017Topic 5 - Initial Meeting with Customers 
 714/8/2017Topic 6 - Presenting the Product and Managing Objectives 
 8 21/8/2017

Topic 6 - Presenting the Product and Managing Objectives


Mid Semester Break - 28th of August to 3rd of September

 94/9/2017Topic 7 - Prospect for New Clients 
1011/9/2017Topic 7 - Prospect for New Clients  (Class Revision for Assessment 2) Assessment 2 Due
1118/9/2017Course Revision and Summary & Assessment 3 Discussion  
1225/9/2017Topic 8 - Simulation Practice for Assessment 3 Role Play Exercises 
132/10/2017 Topic 8 - Simulation Practice for Assessment 3 Role Play Exercises 
149/10/2017 Topic 8 - Simulation Practice for Assessment 3 Role Play Exercises 
1516/10/2017  Role Play Simulation Assessments Assessment 3


Re-Assessments/Re-Submissions (if necessary)

Please note:

1. The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes bit also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

2. The teaching schedule is subject to change at the teacher’s discretion. Notification of changes can be made directly in class by the teacher, emailed to each student or via an announcement placed on the Blackboard.

3. This cluster is delivered face to face for two hours per week and 1 hour per week via structured online learning for 16 weeks.


Learning Resources

Prescribed Texts


Other Resources

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.

Assessment Tasks

Overview of Assessment

This course is co-delivered and co-assessed with the following competencies:

MKTG 7950C - Sell financial products and services and MKTG 7949C - Implement customer service standards. 

Refer to the separate course guide on the Program Shell for the Performance and Knowledge Evidence requirements for these two courses.

This course is clustered with two others, those being, MKTG 7950C - "Sell financial services and products" and MKTG 7949C - "Implement customer service standards".  As a result, the three courses will be taught, delivered and assessed holistically

Critical Aspects of Assessment

The critical aspects of assessments are described above in the Performance Evidence requirements for this course.The assessments for this course have been designed to allow participants to apply their learning to particular simulated work scenarios and demonstrate their competence in a variety of ways.

You are required to complete 3 tasks in this cluster of three courses. You must successfully complete all three tasks to be achieve competency in these courses.

 TASK 1 - Individual Assignment (Due end of Week 5)

For this Assessment task you are to select one social media or customer feedback site and write a report on customers’ customer service experience. The report must include:
• Customers complaints about a service
• Customers praise about a service
• Management policies and staff practices in response to the complaints and praises
• Staff management/staff responses to the complaints and praises
• A ckecklist for servicing financial services customers.

TASK 2 - Individual Assignment (Due end of Week 10)

For this assessment task you are required to write a business report on how to prospect for new clients. You may select a bank or another financial institution that sells to clients a new product or service such as credit cards, home and personal loans. The report must include:
• How to build a rapport with customers, identify their needs and build a relationship
• How to secure a commitment from a client and manage their information
• A thorough knowledge of the product or service being sold to the client
• How to secure more than one product or service to the client, where possible.

TASK 3 - Simulation Role Play (Week 15)

For this assessment task you will work in with your teacher or in pairs and role play (each) the parts of a buyer and seller of a bank's banking products and services.
Once you have completed the written assessment you will be required to demonstrate your knowledge and communication skills and present your recommendations, responses and research to a client (teacher) in an interview.

Students will be required to prepare a brief/profile about the client and will also be given a Seller Role Checklist to assist with the type of questions the buyer can expect in the role play assessment. Students will practice in class with their teacher before the assessment date in order to prepare themselves for the actual assessment.
You will be expected to clearly answer a series of questions based on the answers that you have provided in your project.

The purpose of these three assessment tasks is to provide you with the skills and knowledge required to find new clients, sell them products and services, provide good customer service to these clients and how the quality of customer service can consistently be improved across an organisation. 

Assessment Matrix

Other Information

Submission Requirements

You should:

• Ensure that you submit assessments on or before the due date.
• Always retain a copy of your assessment tasks. (hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Callie Harvey, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.

Late Submission Procedures

You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.

If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.

More Information:

Form to use:

Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.

More Information:;ID=g43abm17hc9w

Form to use:

Resubmissions (VET Programs):

If you are found to be unsuccessful in a particular Course Assessment Task (or you do not submit/attend) you will be allowed one resubmission.  Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. 

If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.

Grading & re-submissions

Re-submissions do not contribute to your overall grade for the course.

Adjustments to Assessment

In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
More Information:;ID=7usdbki1fjf31

Marking Guide (Competency):

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:

Final Grades table:

CHD - Competent with High Distinction
CDI - Competent with Distinction
CC - Competent with Credit
CAG - Competency Achieved – Graded
NYC - Not Yet Competent
DNS - Did Not Submit for assessment.

Further information regarding the application of the grading criteria will be provided by your teacher.

Course Overview: Access Course Overview