Course Title: Develop, present and negotiate client solutions

Part B: Course Detail

Teaching Period: Term2 2014

Course Code: BAFI5198C

Course Title: Develop, present and negotiate client solutions

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

Michael Elliot

Contact Number: 99255519


Nominal Hours: 50

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 satisfy the training requirements for authorisation by an Australian ASIC registered License (AFSL) holder to provide advice on deposit products, non-cash payment facilities and general insurance products at Tier 2 level.

This unit is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements including legislation administered by ASIC.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSASIC302C Develop, present and negotiate client solutions


1. Develop appropriate strategies and solutions

Performance Criteria:

1.1. An appropriate strategy to provide for identified needs and outcomes is determined from analysis of products, client risk profile and assessment of their needs

1.2. Relevant research, analysis and product modelling is conducted and an appropriate solution, plan, policy or transaction is drafted for presentation to the client demonstrating understanding of the ASIC identified generic and specialist knowledge relevant to the products being offered


2. Present appropriate strategies and solutions to client

Performance Criteria:

2.1. The proposed transaction is explained and discussed with the client in a clear and unambiguous way demonstrating product knowledge appropriate for the service or product offered

2.2. Relevant details, terms and conditions of product or service are reinforced to client with impacts and possible risks of the solution disclosed in a clear and concise manner

2.3. Client is provided with written supporting documentation and guided through the key aspects of the documentation


3. Negotiate financial plan, policy or transaction with client

Performance Criteria:

3.1. Concerns or issues the client has regarding the proposed plan, policy or transaction are discussed and clarified

3.2. Confirmation is sought from client that they understand the proposed plan, policy or transaction


4. Coordinate implementation of agreed plan, policy or transaction

Performance Criteria:

4.1. The client's formal agreement to the proposed plan, policy or transaction is gained

4.2. Associated fee and cost structures and timeframes for execution and processing are clearly explained and confirmation of understanding gained from the client


5. Complete and maintain necessary documentation

Performance Criteria:

5.1. Proposal and all other statutory and transactional documents are completed and signed off by the client

5.2. Copies of appropriate documentation and the signed agreement are exchanged


6. Provide ongoing service where requested by client

Performance Criteria:

6.1. Type and form of ongoing service including reporting on performance and review of plan, policy or transaction is agreed with the client

6.2. Fees and costs for ongoing and specifically defined service are clearly explained and confirmation of understanding gained from the client

6.3. Ongoing service is provided as required

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.

Teaching Schedule


17 July

 Familiarisation with Course, Blackboard, Course requirements, Overview of assessment requirements, Where to get support, Student responsibilities

Submission Guidelines as outlined in course guide.

Task 1 - Individual Assignment


214 July Introduction to finance 
321 July Banking products and services – Personal loans 
428 July Banking products and services – Personal loans

Task 1- Individual Assignment Due 

You will receive the feedback in week 6.

54 Aug Introduction to personal financial statements 
611 Aug Introduction to personal financial statements

Task 2 - Group Assignment distributed


718 Aug Personal Bank Overdrafts 
825 Aug Mortgage loans 
98 Sept Assessment Task 2: Students will work on assessment task 2 in class / seek feedback on work in progress

Task 2  - Group Assignment Due

You will receive feedback in week 12.

1015 Sept . Deposit taking products - Part A 
1122 Sept . Deposit taking products - Part B 
1229 Sept Concepts of General Insurance, General Insurance Contracts, Insurance Products 
136 Oct Sum Insured, Excesses, Taxes & Levies, Stamp Duty, Fine Service Levy (FSL), Goods and Services Tax (GST). 
1413 Oct In class Assessment

Task 3 -  In- class Assessment due

You will receive feedback in week 16.

1520 Oct Resits 
1627 Oct Feedback on assessment You will receive the overall course  feedback in week 16

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.

Learning Resources

Prescribed Texts


Other Resources

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

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

This course is co - delivered with the following competencies:

ACCT5323C Develop  and maintain in-depth knowledge of products and services used by an organisation or sector
BAFI 5197C Establish client relationship and analyse needs
BAFI 5196c Assess credit applications

Critical aspects of assessment

Evidence of the ability to:

  • interpret and comply with industry regulations and codes of practice including, for insurance products, the required approval or authority to accept the transfer of risk
  • explain the characteristics, benefits and impacts of financial products and services to clients
  • present appropriate financial products and services to clients and negotiate a plan, policy or transaction successfully.

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

TASK 1  - Individual Assignment  (28 July: Week 4)

For this assessment task you will be undertaking an individual assessment that will assess your knowledge of Financial Industry Terms and characteristics of investment instruments.

TASK 2 - Group Assignment (8 Sept: Week  9 )

For this assessment task you will be undertaking a Group Assignment on Customer Service Skills and Product Comparison and Recommendation.

TASK 3 - In - Class Assessment (13 October: Week 14)

For this assessment task you will be undertaking a  two hour in class assessment during your scheduled class, consisting of Short Answer questions and Financial Calculations based on all Instructional Topics taught throughout the semester.

Assessment Matrix

Other Information

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.

Course Overview: Access Course Overview