Course Title: Sell financial products and services

Part B: Course Detail

Teaching Period: Term1 2013

Course Code: MKTG6077C

Course Title: Sell financial products and services

School: 650T TAFE Business

Campus: City Campus

Program: C4297 - Certificate IV in Banking 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

There are no pre-requisites to this course but it is co-delivered with:

BSBCUS403A - Implement customer service standards
FNSSAM402A - Implement a sales plan
BSBCUS401A - Coordinate implementation of customer service strategies
FNSBNK406A - Manage customer visits

Course Description

By the conclusion of this course you will be able to provide your customers with information about the products or services you offer which suit them, confirm sale and process the documentation.

You will also be able to Identify the nature of the client’s enquiry, determine the suitability of the financial product or service for the client, provide the client with information about that product or service.

If you are undertaking this course in Melbourne from semester 2, 2012 onwards your teacher will advise you if you require access to a computer for the course. It is recommended that you have access to a mobile computing device to allow greater flexibility in terms of where you can work on campus outside class times.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSSAM401A Sell financial products and services


1. Identify the nature of the enquiry

Performance Criteria:

1.1 Rapport with the customer and the reason for the enquiry are established to allow a suitable response.
1.2 Needs of the customer are determined by questioning.
1.3 Check is carried out to see whether the enquiry is within personal authorities or should be referred to appropriate personnel. 


2. Determine the suitability of the customer for the financial product or service

Performance Criteria:

2.1 Products and/or services that might satisfy the customer's needs are identified
2.2 All information required to determine the eligibility of the customer for the product or service is obtained with predetermined risk assessment criteria applied in accordance with product or service requirements
2.3 Business proposal is prepared in compliance with legislation, regulations and codes of practice and personal authorities and if the business proposal is outside the defined guidelines, it is referred to appropriate personnel for further action.


3. Provide customer with information about the product or service

Performance Criteria:

3.1 Business proposal is presented to the customer and all product information is supplied
3.2 Customer queries are discussed and proposal clarified if required with follow-up arrangements made.


4. Confirm sale and process documentation

Performance Criteria:

4.1 Suitability of product and price are confirmed with the customer and agreement to proceed with the sale is obtained.
4.2 Documentation is issued in accordance with organisation policy and procedures
4.3 Payment details are processed without delay and record systems updated promptly and accurately.

Learning Outcomes

Upon the conclusion of this course you will understand the provision of information about the products or services you offer to your customers. You will identify the products which suit your clients, be able to confirm the sale and process documentation.

You will also identify the nature of client enquiries, determine the suitability of the financial product or service for the client and provide the client with information about that product or service.

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.

The activities will be delivered though various technology platforms, quizzes and interactive sessions.

The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment.

We expect you to constructively participate and contribute in all scheduled learning activities.

Teaching Schedule

Students are expected to check their student email and myRMIT online at least weekly for messages. If absent from class you are also responsible for keeping up with any changes and for downloading and reading notes that you have missed.

The nominal hours and topic sequence below is are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.


Schedule Column NoNational Code and Course Name
                 EFNSSAM402A Implement a sales plan
                 GBSBCUS401A Coordinate implementation of customer service strategies
                 HBSBCUS403A Implement customer service standards
                  IFNSSAM401A Sell financial products and services

Weekly Schedule

 Week Commence Topics Assessment     E      F   G   H    I 
 1 11 FebIndustry expectations, sales targets, ingredients, methods and barriers                                                      


         1-3          1-3           1-3         
 2 18 FebSales plans and targetsTask 1 distributed     1-3 1-2 1-3 
 3 25 FebDetermining customer service needs, setting, standards and systemsTask 1 due 1-2  1-31-3 1-4
 4 4 MchImplementing and evaluating service standardsTask 2 distributed 1-3 1-3 1-4
 5 11 MchUnderstanding customers, consultative and value selling versus product sales  1-3 1-2
 6 18 MchSkills for:
1. Determining client needs,
2. Presenting information. 
  1-2 1-3 1-2
 7 25 MchService and sales practice Task 2 due1-2  1-2 1-3 1-3
 8 8 AprService and sales practice  1-2  1-2 1-3 1-3
 9 15 AprIdentify nature of enquiry   1-31-3
 10 22 AprDetermine client suitability  1 2,32-3 
 11 29 AprPresent product and manage objections  1-2  1-2 2,3 
 12 6 MayConfirm and close sale, offer cross sell and complete documentation 2-3  2,3 
 13 13 MayComplaint management, review sales and service implementation Task 3 distributed 2-3 2-4 
 14 20 MaySales simulation and feedback Task 31-3  1-3 1-3 1-4 
 15 27 MaySales simulation and feedback Task 31-3  1-3 1-3 1-4
 16 3 JuneSimulation resits and assignment resubmittions 1-3  1-3 1-3 1-4

Learning Resources

Prescribed Texts


Other Resources

Access via computer to Blackboard for student notes and activities
Relevant websites
Relevant financial services documents such as promotional pamphlets

Overview of Assessment

Assessment incorporates a variety of methods including a group assignment and final sales simulation.

The group assignment requires students to research customer service in the finance industry and provide specific guidelines in a manual for other staff.

Students will demonstrate their competency to their teacher to ensure the relevant requirements and standards are being met. Students will be provided with periodic feedback to check their progress.

Assessment Tasks

TASK 1 Individual Assignment due Week 6
This will be on customer service expectations and sources.

TASK 2 Group Assignment due Week 14
Using industry examples students, in groups of up to three per group, will develop a sales plan and manual specifying the support and skills staff need to be competent in servicing the needs of financial services customers.

TASK 3 Individual Sales Simulation due Weeks 14 and 15
Sales simulation involving selling a financial services product to your partner. In turn your partner will simulate selling you a financial product with different requirements.

Assignment Submission Requirements

Assessment tasks must be submitted via the course Blackboard and though Turnitin, a plagiarism checking tool. Turnitin will assess your work in approximately one minute, and return a colour coded response for the originality of the text. For information on Turnitin see:

Student FAQ,
Student procedures and account setup (pdf),
Turnitin student information page,

  • Always retain a copy of your assessment tasks (hard and soft copy)
  • Ensure that you submit assessments on or before the due date. If your performance is affected by unexpected circumstances, you should consider applying for Special Consideration. Information on the process and application forms is available at;ID=ls0ydfokry9rz .
  • When submitting any individual or group work for assessment at RMIT University you must complete, sign and submit a cover sheet in which sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet is available on blackboard.
  • Each page of your assessment should include a footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, s324567, Task 2, MKTG6077C Sell financial products, Page 1 of 10.
  • Please note that to confirm your competency you may be questioned on any aspect of an assignment you submitted, either as an individual or as part of a group. In the case of a group assignment you may be questioned about any aspect of the assignment, even parts of it you may not have directly prepared.

Marking Guide (competency):

Vocational Education and Training (VET) is based on current industry needs and the focus on preparing you for the workplace. Because VET courses are informed by practical application of knowledge and skills, they are based on a system known as ‘competency based training’ (CBT). So when you are assessed in VET it is about whether you are competent to do the job, as well as having a firm grasp of the knowledge and skills required to do that job, as opposed to traditional curriculum based education settings that are often based on knowledge retention.

You need to demonstrate you are competent in each element of the unit of competency you are studying.

You will receive feedback on each assessment task that will state whether you are competent or not and how well you are performing. Once competent in all elements of the unit you receive a competency grading.

Please refer to the Final Grades table below.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit; this gives you the opportunity to have the level of your performance formally recognised against industry standards and employability skills.

The grading is according to the following criteria:

Demonstrates a high level of ability to complete all tasks independently as per the specifications, a high level of initiative in interacting with a customer and selling a financial product.

Demonstrates depth of understanding of the key concepts and knowledge required in interacting with a customer and selling a financial product.

Shows understanding of the kinds of problems that can arise in interacting with a customer and selling a financial product. and how these may be addressed.

Demonstrates effective planning, manage and organise time through appropriately using a diary, submitting their assessments within deadlines.

Contribute constructively and clearly to relevant group and class discussions, also demonstrate good techniques in collecting and providing information to appropriately sell products within the employer’s guidelines.

Final Grades Table:
CHD Competent with High Distinction
CDI Competent with Distinction
CC Competent with Credit
CAG Competency Achieved – Graded
NYC Not Yet Competent
DNS Did Not Submit for assessment

Further information regarding the application of the grading criteria will be provided by your teacher.

Assessment Matrix

Course Overview: Access Course Overview