Course Title: Sell products and services

Part A: Course Overview

Program: C4375 Certificate IV in Optical Dispensing

Course Title: Sell products and services

Portfolio: SEH Portfolio Office

Nominal Hours: 20

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


155T Vocational Health and Sciences

Face-to-Face or Internet or Workplace

Term2 2016


City Campus


174T School of VE Engineering, Health & Science

Face-to-Face or Internet or Workplace

Term1 2017

Course Contact: Jade Cusworth

Course Contact Phone: 03 9925 8382

Course Contact Email:

Course Description

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 key selling skills, from approaching the customer to closing the sale.  It requires a basic level of product knowledge and the recognition and demonstration of verbal and non‑verbal communication skills to determine customer requirements, sell the benefits of products and services, overcome objections and close sales.

Personal evaluation is used to maximise sales, according to industry codes of practice, relevant legislation and store policy.



Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

SIRXSLS201 Sell products and services


1. Develop and apply product knowledge

2. Approach customer

3. Gather and respond to information

4. Sell benefits

5. Overcome objections

6. Close sale

7. Maximise sales opportunities

Learning Outcomes

See elements above

Overview of Assessment

 You must demonstrate Performance and Knowledge Evidence of the unit in order to be deemed competent.
Assessment methods have been designed to measure achievement of each competency in a flexible manner over a range of assessment tasks.
You may be assessed by:
• Oral or written questioning
• Oral presentations
• Assignments and projects
• Direct observation of actual work practice
• Presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and/or audio files
• Work-based activities
• Third-party feedback from a work supervisor/employer
Primary assessment involves on-going practical and applied assessment in a clinical workplace or simulated environment such as a supervised student clinic or at a Work Integrated Learning (WIL) placement activity.

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