Course Title: Sell financial products and services
Part B: Course Detail
Teaching Period: Term1 2009
Course Code: MKTG5748C
Course Title: Sell financial products and services
School: 650T TAFE Business
Campus: City Campus
Program: C4210 - Certificate IV in Financial Services
Course Contact : Arie Herrnstadt
Course Contact Phone: +61 3 9925 5897
Course Contact Email:arie.herrnstadt@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
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
None
Course Description
Sell financial products and services. This unit covers the skills and knowledge required to present a sales solution and close a sale in response to a customer enquiry.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
FNSICSAM401B Sell financial products and services |
Element: |
FNSICSAM401B/01Identify the nature of the enquiry |
Performance Criteria: |
1.Rapport with customer established |
Element: |
FNSICSAM401B/02Determine the suitability of the customer for the financial product or service |
Performance Criteria: |
1.Products and or services that might satisfy the customer’s needs are identified |
Element: |
FNSICSAM401B/03Provide customer with information about the product or service |
Performance Criteria: |
1. Business proposal is presented to the customer and all product information is supplied |
Element: |
FNSICSAM401B/04Confirm sale and process documentation |
Performance Criteria: |
1. Suitability of product and price are confirmed with the customer |
Learning Outcomes
Refer to performance elements and performance criteria.
Details of Learning Activities
Learning Activities
Simulated workplace activities, assignments, working in groups, completion of reports and analysis of written work (articles and reports)
Competency Based Assessment
Students will be provided with more than one opportunity to demonstrate competence. Competency based assessment is detailed below in “Assessment Tasks" and “Assessment Matrix”.
Teaching Schedule
Week Beginning | Topics | Assessment |
Week 1 – 9 Feb | 1. Introduction: Consultative selling, factors and importance | |
Week 2 – 16 Feb | 2. Understanding buyers and their perceptions | |
Week 3 – 23 Feb | 3. Complying with legislation & codes of practice: legal and ethical issues | |
Week 4 – 2 Mar | 4. Preparing for sales, especially of financial services products | |
Week 5 – 9 Mar | 5. Persuading (1): getting customers to talk | Simulation exercise 5% |
Week 6 – 16 Mar | Persuading (2): effectively presenting to customers | Simulation/Evaluation |
Week 7 – 23 Mar | Selling simulation 1: 10% | |
Week 8 – 30 Mar |
Selling simulation 1: | Class Test 15% |
Week 9 – 6 & 13 April | Test 1: 20% | |
Easter Break - 9th to 15th April inclusive | ||
Week 10 – 20 April | 6. Differences between traditional and consultative sales presentations | |
Week 11 – 27 April | 7. Managing and answering buyers’ objections and concerns | |
Week 12 – 4 Mayl | 8. Closing the sale: getting buyer committment | |
Week 13 – 11 May | 9. Customer loyalty and follow-up | |
Week 14 – 18 May | Group presentation: 10% | |
Week 15 – 25 May | Final sales simulation: 30% | Sales Simulation 30% |
Week 16 – 1 June | Final sales simulation | Sales Simulation |
Week 17 – 8 June | Test 2: 30% | Final Test 50% |
Please note: the above schedule is a guide only and may change. Students, even if absent, are expected to accurately inform themselves of and follow up any changes that may occur.
Learning Resources
Prescribed Texts
Text Book |
References
Relevant websites/URLs, newspaper articles, books |
Other Resources
Students are required to access the larning hub.
Overview of Assessment
Assessment will incorporate a variety of methods: homework and in class exercises, written tests/exam, practical problem solving exercises, presentations and reports. 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.
You will receive ongoing feedback on your progress in the course. Feedback on assessment will be given in a timely manner. You will be informed about how to improve your performance in the competency/course and what you need to do to be deemed competent or to gain a pass in the assessment.
Assessment Tasks
Assessment will consist of the following tasks:
•Practical tests 1 and 2 require students to complete a simulated work place activity which will include individual and group work.
•Written Test 1 is closed book, will comprise: multiple choice, written and problem solving questions. Duration 1.25 hours.
•Group presentation (maximum 3 students) will be a PowerPoint observation and evaluation of a sale worth at least $500.
•The Final Test/exam, is closed book, and examines all materials covered in the course. It will comprise: multiple choice, written questions and practical/problem solving questions. Duration 2 Hours.
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: homework and class exercises, written tests/exam, practical problem solving exercises, presentations and reports. 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.
Students are assessed against all the performance elements of the course and must demonstrate an understanding of all elements to be deemed competent. To receive a pass for this course a student must also achieve 50% overall.
Assessment Matrix
Performance Elements | Group Presentation |
Sales Simulations |
Tests |
Identify the nature of the enquiry | Y | Y |
Y |
Determine the suitability of the customer for the financial product or service | Y | Y | Y |
Provide customer with information about the product or service | Y |
Y | Y |
Confirm sale and process documentation | Y |
Y | Y |
Other Information
The above schedule is a guide only. Changes may be made as required. Any such changes will be communicated to students during class and via email and/or the Learning Hub.
Students should be aware that the use of mobile phones during tests is not permitted, even for conducting calculations.
Course Overview: Access Course Overview