Course Title: Identify sales prospects

Part A: Course Overview

Program: C5152 Diploma of Technology (Computing)

Course Title: Identify sales prospects

Portfolio: SEH Portfolio Office

Nominal Hours: 25

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)

Course Contact: Fiona Campbell Hicks

Course Contact Phone: +61 3 9925 4536

Course Contact Email:

Course Description

This unit covers identification of potential sales prospects through application of prospecting methods.

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

BSBSLS302A Identify sales prospects


Action customer requirements

Employ prospecting methods

Identify customer requirements

Manage prospect information

Qualify prospects

Learning Outcomes

Overview of Assessment

The student must demonstrate an understanding of all elements of a particular competency 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.
Assessment will incorporate a variety of methods including technical requirements documentation, homework and in class exercises, written tests, practical problem solving exercises, presentations and practical tests. Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met.