Course Title: Sell financial products and services

Part B: Course Detail

Teaching Period: Term1 2015

Course Code: MKTG6077C

Course Title: Sell financial products and services

School: 650T Vocational Business Education

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
Phone:  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

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


Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities. The self-paced activities will be delivered thought various technology platforms and include your contribution to wikis and discussion threads, reflective journals, 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 participate and contribute in all scheduled learning activities.

Teaching Schedule

Induction Session

Prior to training commencement a program level induction session will be conducted that comprises the following:
• Program overview and requirements
• MyRMIT/Blackboard
• Overview of assessment requirements
• Pre-training Review including: Recognition of Prior Learning and Credit Transfers and Assessment of current skills and knowledge
• Competency/grading criteria
• Plagiarism
• Appeals
• Extentions
• Feedback
• Privacy
• Submission Requirements
• Resubmission policy
• Where to get support
• Student responsibilities

The nominal hours associated with this 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
                 EBSBCUS401B Coordinate implementation of customer service strategies
                 FBSBCUS403A Implement customer service standards
                 GFNSSAM401A Sell financial products and services

Weekly Schedule FNSSAM401A Sell financial products and services codelivered with the other courses above

 Week Commence Topics Assessment   E   F    G
 19 FebIntroduction to the Course including:
• Course requirements
• Course support documents Course Blackboard access
• Accuracy of enrolment
• Assessment requirements/cover sheets including RPF & credit
• Reminder re Plagiarism
• Reminder re Appeals
• Extensions and Resubmissions
• Feedback in the course
• Reminder re re submission requirements
• Getting help

Employers’ customer service needs. Effect on their staff service and sales skills requirements                                                     





























 216 FebDefinitions of quality customer service. Setting standards and systems, including customer complaint handling skills.     1-2 1-3 
 323 FebImplementing, monitoring and evaluating customer service standards 1-31-3 1-4
 42 MarchConsultative and value versus product sales, understanding customers 1-3 1-3 1-4
 59 MarchSkills required to:
1. Determine client needs
2. Present information to clients
Task 1 due1-2
 616 MarchInitial service and selling simulation practice and feedback 1-2 1-3 1-2
 723 MarchInitial service and selling simulation practice and feedback  1-2 1-3 1-3
 8a30 MarchPreparing to meet the customer 1-2 1-3 1-3
8b9-10 AprilUnsupervised self learning    
 913 AprilIdentify nature of enquiryTask 2 due2,32-3 
 1020 AprilDetermine client’s suitability  1-22
 1127 AprilPresent product and manage objections  1-2 2,3 
 124 MayConfirm and close sale 2,3 
 1311 MayConfirm & close sale, briefing for final simulation 2-3 2-4 
 1418 MaySelling Simulation and feedbackTask 3 due1-3 1-3 1-4 
 1525 MaySelling Simulation and feedback 1-3 1-3 1-4
 161 JuneResubmissions if necessary 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

Other materials will be placed on the Blackboard and will be used when directed so by your teacher.

Financial product sales and disclosure 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

Co-delivered and Co-assessed courses:

This competency is co-delivered with the following courses:

MKTG7841C - Implement customer service standards;

MKTG6088C - Coordinate implementation of customer service strategies

Critical aspects of Assessments:

Evidence of the following is also essential:

  • interact with customers, collect the necessary information and match customers’ needs to company products or service
  • sell products and services including matching customers’ requirements to company products and services and finalise and record the sale.

You are required to complete 3 three tasks. You must successfully complete all three tasks to be deemed competent in this unit.

Task 1 Individual Assignment due Week 5

For this assessment task you are required to use at least one social media or customer service feedback site such as TripAdvisor to write a report on customer service experience.  This assignment will focus on the quality of delivery of organisation’s customer service, not the quality of the products it sells.

The report will cover the following:
1. Customers’ main reasons for criticising the customer service provided by five service provider organisations and their staff.
2. Customers’ main reasons for praising the customer service provided by five service organisations and their staff.
Do not assume that the organisations listed in 1 and 2 above will all be different. Often you will find customers provide criticism and compliments of the same organisation, however there should be five organisations used for each category.
3. Any policy issues or practices that contributed to or caused the criticism or praise about the quality of customers’ experience of the firms’ customer service.
4. Whether management and staff responded to and followed up feedback on the site, whether this response was appropriate and the reasons for your positive or negative assessment.
5. Based on this feedback and further relevant research about customer service, students are to:
a. State their recommendations to staff and management to improve the quality of customer service in a financial services organisation.
b. Prepare four easy to read checklists for servicing customers, one each for the following situations: face-to-face, telephone, email, and complaint interactions with customers.
c. Recommend action enabling the organisation to lift and/or maintain consistently high levels of customer service across the whole organisation.
d. Discuss the resources necessary to achieve the aim in part (c) above.

Task 2 Individual Assignment due Week 9

For this assessment task you are required to prepare an email string in response to an email enquiry or complaint from a customer.
This email must be presented in an appropriate manner in accordance with the organisation’s requirements. Specifically this means:
• It must be written in such a way that the purpose and explanation to the customer are clear and easy to understand
• No spelling and grammatical errors
• The original email requiring response is underneath the response
• Subject title is appropriate
• Email is paragraphed appropriately, with consistent white space left between each paragraph
• Any attachments to the email are also mentioned in the body of the email
• The email reply is polite and positive
• Email ends with appropriate signature information stating writer’s name, organisation and alternative contact details.

Task 3 Sales simulation due in Week 14

For this assessment task you are to pair with another student and participate in a role play scenario as consecutively both a buyer and seller. Each one of you will have a different customer profile and needs. When taking the role of the seller, you 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.
Using your checklist, as a customer you will also evaluate yourself and your partner and give your partner feedback about their customer service skills. One of the requirements in the simulation is that as the seller you use the customer service feedback in your interaction with your customer.

Submission Requirements

You should:

  • Ensure that you submit assessments on or before the due date. 
  • Always retain a copy of your assessment tasks. (hard copy and soft copy)
  • When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
  • Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.

Late Submission Procedures

You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.

If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.
More Information:
Form to use:

Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.
More Information:;ID=g43abm17hc9w
Form to use:

Resubmissions (VET Programs):

If you are found to be unsuccessful in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.
If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.

Adjustments to Assessment

In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
More Information:;ID=7usdbki1fjf31


Marking Guide (Competency):

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:
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