Course Title: Sell financial products and services

Part B: Course Detail

Teaching Period: Term1 2014

Course Code: MKTG6077C

Course Title: Sell financial products and services

School: 650T TAFE Business

Campus: City Campus

Program: C4342 - Certificate IV in Banking Services

Course Contact : Doug Gourlay

Course Contact Phone: +61 3 9925-5944

Course Contact

Name and Contact Details of All Other Relevant Staff

Course coordinator

Arie Herrnstadt
9925 5897

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

This unit describes the performance outcomes, skills and knowledge required to present a sales solution and close a sale in response to a customer enquiry.

This unit has application to a variety of financial services sectors and is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements so the varying Commonwealth, State or Territory requirements should be confirmed with the relevant body.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSSAM401A Sell financial products and services


1. Identify the nature of the enquiry

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

3. Provide customer with information about the product or service

4. Confirm sale and process documentation


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.

2.1. 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.

3.1  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.

4.1. 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


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 No National Code and Course Name
                 E FNSSAM402A Implement a sales plan
                 F BSBCUS401B Coordinate implementation of customer service strategies
                 G BSBCUS403A Implement customer service standards
                 H FNSSAM401A Sell financial products and services

Weekly Schedule FNSSAM401A Sell financial products and services

 Week  Commence  Topics  Assessment      E      F    G     H 
 1 10 Feb Course Induction
Employers expectations, sales methods and barriers                                                     


1-3           1-3            1-3         
 2 17 Feb Sales plans       1-3 1-2  1-3 
 3 24 Feb Determining customer service needs, setting standards and systems   1-2  1-3 1-3  1-4
 4 3 Mch Implementing and evaluating service standards   1-3  1-3  1-4
 5 10 Mch Consultative and value versus product sales, understanding customers   1-3 1-2
 6 17 Mch Skills required to:
1. Determine client needs
2. Present information to clients 
 Task 1 due 1-2  1-3  1-2
 7 24 Mch Initial service and selling simulation practice and feedback    1-2  1-2  1-3  1-3
 8 31 Mch Initial service and selling simulation practice and feedback    1-2  1-2  1-3  1-3
 9 7 April Identify nature of enquiry    1-3 1-3
 10 14 April Determine client’s suitability   Task 2 due COB 16 April 1 2,3 2-3 
  17-23 Apr MID SEMESTER BREAK          
 11 28 Apr Present product and manage objections    1-2  1-2  2,3 
 12 5 May Confirm and close sale   2-3  2,3 
 13 12 May Dealing with complaints
Monitor and review sales plan implementation and customer service
  2-3  2-4 
 14 19 May Selling Simulation and feedback  Task 3 due 1-3  1-3  1-3  1-4 
 15 26 May Selling Simulation and feedback  Task 3 due 1-3  1-3  1-3  1-4
 16 2 June Resubmissions if necessary   1-3  1-3  1-3  1-4

Note: The teaching schedule is subject to change at the teacher’s discretion. Notification of changes can be made directly in class by the teacher, emailed to each student or via an announcement placed on the Blackboard.

Learning Resources

Prescribed Texts

No Text is prescribed, however students are encouraged to find their own resources, both printed and on-line.


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 may incorporate a variety of methods including technical requirements documentation, homework, assignments, group and/or individual projects, in class exercises, written and practical tests, problem solving exercises, presentations, direct observation of actual and simulated work practice, presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and audio files, review of products produced through work-based or course activities.

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met. You will be provided with feedback throughout the course to check your progress.

Assessment Tasks

Task 1 Group assignment (maximum 3 students) due Week 6
Full details will be provided on Blackboard, however broadly students will write a case study in report format (maximum 1200 words) regarding implementing customer services standards in a financial service company.
Students to select an organisation and one of its financial products, then:
State the target group was it aimed at, and their specific needs
The main way of promoting and selling this product
What customer service skills do staff need for this?
What activities are necessary for staff to provide these skills?
What underlying tasks are necessary for managers to support staff in providing good customer service
How can staff and managers determine whether their sales and customer service practices are successful

Task 2 Individual assignment| due Week 10

a.  due Individual one page covering letter applying for a customer service position in a financial service organisation.
b. Research report (maximum 1000 words) advising financial service staff about how to provide good customer service in various customer interaction scenarios:
• face-to-face encounters
• phone calls
• email enquiries
• dealing with customer complaints

Task 3 Sales simulation due in either Week 14 or 15

 Normally students will work in pairs, each taking turns in the role of buyer and seller. Each student will have a different customer profile and needs. When taking the role of the seller, each student will have to display good customer service skills, determine and confirm their customer’s needs and whether they are eligible for the product, select the best product for them, present this product appropriately to the customer both verbally and visually, and determine whether the customer is interested in making a contract for this product. 

Assessment 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