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

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


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


FNSICSAM401B/01Identify the nature of the enquiry

Performance Criteria:

1.Rapport with customer established.
2.Reasons for the enquiry are established to allow a suitable response.
3.Needs of the customer are established.
4.Check is carried out to see whether the enquiry is within personal authorities, refer enquiry to appropriate personnel.


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.
2.All information required to determine the eligibility of the customer or service is obtained.
3.Predetermined risk assessment criteria are applied in accordance with product or service requirements.
4.Business proposal is prepared in compliance with legislation, regulations, and codes of practice and personal authorities.
5.If business proposal is outside the defined guidelines, it is referred to appropriate personnel for further action.


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.
2.Customer queries are discussed and proposal clarified if required.
3.Follow up arrangements are made


FNSICSAM401B/04Confirm sale and process documentation

Performance Criteria:

1.Suitability of product and price are confirmed with the customer.
2.Agreement to proceed with the sale is obtained.
3.Documentation is issued in accordance with organisation policy and procedures.
4.Payment details are processed without delay.
5.Record systems are updated promptly and accurately

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 FebUnderstanding Buyers: perceptions, influences and motivators                                                           Element 1.3
3 – 22nd FebEthics: complying with legislation and codes of practiceElement 1.3-4, 2.3-5
4 – 1st MarchReceiving information: Listening and questioning skills                                                           Element 1.1-3, 2.2, 3.2, 4.1-2
5 – 8th MarchGiving information: planning and presentation skillsElement 2.1, 3.1
6 – 15th MarchSimulation 1Assessment 1
7 – 22nd March                                      Simulation 1 
8 – 29th MarchTraditional versus consultative selling 
9 – 12th AprilPresenting self and product(s)Element 1.1-3, 2.1, 3.1
10 – 19th AprilManaging buyers’ objectionsElement 3.2-3
11 – 26th AprilConfirming and closing the saleElement 4.1-4
12 – 3rd MayCustomer loyalty and follow-upElement 4.5
13 – 10th MayPreparation of field work reportElements 1 - 4
14 – 17th MayField work presentation/reportAssessment 2
15 – 24th MaySales simulation 2Assessment 3                                                                  
16 – 31st MaySimulation 2 and test revision 
17 – 7th JuneGraded Assessment - TestAssessment 4 – 100%

Learning Resources

Prescribed Texts



Other Resources


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 7Sales Simulation 1CA
Assessment 2 - Week 14Field work presentation/reportCA
Assessment 3 - Weeks 15 + 16Sales Simulation 2CA
Assessment 4 - Week 17Graded Test: theory and practical100%

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.

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