Course Title: SIRXSLS001A SellProd&Services
Part B: Course Detail
Teaching Period: Term1 2013
Course Code: MKTG6082C
Course Title: SIRXSLS001A SellProd&Services
School: 155T Vocational Health and Sciences
Campus: City Campus
Program: C4318 - Certificate IV in Optical Dispensing
Course Contact: Jade Cusworth
Course Contact Phone: +61 3 9925 8382
Course Contact Email: jade.cusworth@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
Jade Cusworth
+61 3 9925 8382
jade.cusworth@rmit.edu.au
Leigh Robinson
+61 3 9925 4398
leigh.robinson@rmit.edu.au
Nominal Hours: 20
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
This course is delivered concurrently with the following courses:
- HLTHIR301C Communicate and work effectively in health
- HLTCOM301C Provide specific information to clients
Course Description
This course describes the performance outcomes, skills and knowledge required to sell products and services in a retail environment. It involves the use of sales techniques and encompasses the key selling skills from approaching the customer to closing the sale. It requires a basic level of product knowledge.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
SIRXSLS001A Sell products and services |
Element: |
1. Apply product knowledge. |
Performance Criteria: |
1.1 Demonstrate knowledge of the use and application of relevant products and services according to store policy and legislative requirements. |
Element: |
2. Approach customer. |
Performance Criteria: |
2.1 Determine and apply timing of customer approach. |
Element: |
3. Gather information. |
Performance Criteria: |
3.1 Apply questioning techniques to determine customer buying motives. |
Element: |
4. Sell benefits. |
Performance Criteria: |
4.1 Match customer needs to appropriate products and services. |
Element: |
5. Overcome objections. |
Performance Criteria: |
5.1 Identify and accept customer objections. |
Element: |
6. Close sale. |
Performance Criteria: |
6.1 Monitor, identify and respond appropriately to customer buying signals. |
Element: |
7. Maximise sales opportunities. |
Performance Criteria: |
7.1 Recognise and apply opportunities for making additional sales. |
Learning Outcomes
Details of Learning Activities
1 Read topic one in the Learner Guide: SIRXSLS001A Sell Products and Services.
2 Upon completion of topic one complete the self-assessment checklist from the learning guide. Once you have done this progress to the next topic and continue until all topics are completed.
3 Once you have read all the topics and completed the self-assessments you are ready to do the online self-assessment. Please note that this is not an assessment task. The self-assessment will check your level of understanding of the unit and provide you with some feedback.
4 Refer to the Learning and Assessment Guide (LAG) items 3.1 – 3.3. Familiarise yourself with the content.
Teaching Schedule
Attend Cluster 1. Dates for your group will be posted on blackboard.
Topic 1: Apply product knowledge
Topic 2: Approach the customer
Topic 3: Gather information
Topic 4: Sell benefits
Topic 5: Overcome selling objections
Topic 6: Closing the sale
Topic 7: Maximise sales opportunities
Learning Resources
Prescribed Texts
References
Other Resources
1. Learner Guide: SIRXSLS001A Sell Products and Services
2. Learning and Assessment Guide – Year 1
3. Additional learning materials available through the Learning Hub
4. RMIT Library (www.rmit.edu.au/library)
5. Essential Knowledge Documents Spherical Lenses and Visual Physiology, Contact Lenses and Light
Overview of Assessment
Assessment may consist of examinations, quizzes, practical demonstration, work based assessment or simulation, assignments and submission of your learning and assessment guide (workplace evidence portfolio).
Assessment Tasks
Before attempting any of the assessment tasks below, ensure that you agree will all self-assessment checklists in the learner guide and that you have completed the online self-assessment quiz.
1. Complete online test titled SIRXSLS001A Sell Products and Services. This test consists of completing a series of 10 online questions. These questions may consist of true or false, multiple choice or short answer questions. In order to pass you need to correctly answer seven or more questions (7 out of 10).
2. Refer to your learning and assessment guide (LAG) and carefully read and complete) items 3.1 – 3.3. An RMIT University assessor will assess you on items 3.1 – 3.3 during a work-based assessment and during your compulsory attendance at blocks in year 1. In addition your work assessor will include a range of verbal questions to ask during these assessment. An RMIT University assessor will talk to your employer to discuss your progress and development of workplace skills.
3. During your first work-based visit you will be given a 90 minute Cluster 1 Exam to complete under the supervision of your workplace supervisor. It will consist of short answer, multiple choice, and labelling of diagrams. Please note that this exam will cover HLTOPD401C, HLTWHS300A, HLTHIR301C, BSBWOR301B, SIRXSLS001A and BSBWOR401A.
4. At the end of the semester you will be required to submit a theory assignment that will posted online after you have completed Cluster 1 and will cover HLTOPD401C, HLTWHS300A, HLTHIR301C, BSBWOR301B, SIRXSLS001A and BSBWOR401A.
The Cluster 1 assessment due dates for your group will be given to you during your Cluster 1 attendance and posted on Blackboard.
Please note that you will need to demonstrate competency in all 4 of these assessment tasks in order to achieve competency for this unit.
Assessment Matrix
Course Overview: Access Course Overview