Course Title: Sell financial products and services
Part B: Course Detail
Teaching Period: Term1 2010
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
Nil
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
Details of Learning Activities
Lectures, practical lab and tutorial sessions (and out-of-class research and homework)
Teaching Schedule
Week No. | Topics / Learning Activities Covered for 1 session of 2 hours |
Assessment Tasks / Elements |
1 – 8th Feb | Intro to Consultative selling | Elements 1 - 4 |
2 – 15th Feb | Understanding Buyers: perceptions, influences and motivators | Element 1.3 |
3 – 22nd Feb | Ethics: complying with legislation and codes of practice | Element 1.3-4, 2.3-5 |
4 – 1st March | Receiving information: Listening and questioning skills | Element 1.1-3, 2.2, 3.2, 4.1-2 |
5 – 8th March | Giving information: planning and presentation skills | Element 2.1, 3.1 |
6 – 15th March | Simulation 1 | Assessment 1 |
7 – 22nd March | Simulation 1 | |
8 – 29th March | Traditional versus consultative selling | |
9 – 12th April | Presenting self and product(s) | Element 1.1-3, 2.1, 3.1 |
10 – 19th April | Managing buyers’ objections | Element 3.2-3 |
11 – 26th April | Confirming and closing the sale | Element 4.1-4 |
12 – 3rd May | Customer loyalty and follow-up | Element 4.5 |
13 – 10th May | Preparation of field work report | Elements 1 - 4 |
14 – 17th May | Field work presentation/report | Assessment 2 |
15 – 24th May | Sales simulation 2 | Assessment 3 |
16 – 31st May | Simulation 2 and test revision | |
17 – 7th June | Graded Assessment - Test | Assessment 4 – 100% |
Learning Resources
Prescribed Texts
Nil |
References
Other Resources
Nil
Overview of Assessment
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 will be provided with feedback throughout the course to check their progress.
Assessment 1 – Questionnaire on communication skills relevant to selling financial products
Assessment 2 – Sales simulation using communication and sales skills
Assessment 3 – Responding to written customer enquiries
Assessment 4 – Sales simulation using communication and sales skills
Assessment 5 – Final graded test/exam
Assessment Tasks
Assessment 1: Simulation 1 CA
Assessment 2: Field work presentation/report CA
Assessment 3: Sales simulation 2 CA
Graded Assessment Test 100%
Assessment Matrix
Assessment and Week No | Assessment Description | Maximum % grade allocated |
Assessment 1 - Weeks 6 and 7 | Sales Simulation 1 | CA |
Assessment 2 - Week 14 | Field work presentation/report | CA |
Assessment 3 - Weeks 15 + 16 | Sales Simulation 2 | CA |
Assessment 4 - Week 17 | Graded Test: theory and practical | 100% |
Other Information
Competency and grading requirements:
Assessment methods have been designed to measure achievement of each competency in the first three assessments. To be deemed competent students must demonstrate an understanding of all elements of a competency.
Students are advised that they will be asked to personally demonstrate their assessment work or competency (verbally and/or in writing) to their teacher to ensure that the relevant competency standards are being met.
The three assessments for this course must be completed to achieve CA (Competency Achieved).
Students with a NYC (Not Yet Competent) will only be given one more opportunity to demonstrate and achieve competency for any or all of the three assessments, within a week of the initial assessment, or at a time specified by the teacher.
An optional final test will be offered to students seeking grading (from Pass to High Distinction). This will only be available to students who have achieved a CA in all of the first three assessments.
Course Overview: Access Course Overview