Course Title: SIRXSLS001A SellProd&Services

Part B: Course Detail

Teaching Period: Term2 2015

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:

Name and Contact Details of All Other Relevant Staff


Timothy Haigh


+61 3 9925 4846


Leigh Robinson


+61 3 9925 4398


Ralph Richter


+61 3 9925 4783


Ludmila Keightley


+61 3 9925 4722

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


1. Apply product knowledge.

Performance Criteria:



Demonstrate knowledge of the use and application of relevant products and services according to store policy and legislative requirements.


Develop product knowledge by accessing relevant sources of information.


2. Approach customer.

Performance Criteria:



Determine and apply timing of customer approach.


Identify and apply effective sales approach.


Convey a positive impression to arouse customer interest.


Demonstrate knowledge of customer buying behaviour.


3. Gather information.

Performance Criteria:



Apply questioning techniques to determine customer buying motives.


Use listening skills to determine customer requirements.


Interpret and clarify non-verbal communication cues.


Identify customers by name where possible.


Direct customer to specific merchandise.


4. Sell benefits.

Performance Criteria:



Match customer needs to appropriate products and services.


Communicate knowledge of products features and benefits clearly to customers.


Describe product use and safety requirements to customers.


Refer customers to appropriate product specialist as required.


Answer routine customer questions about merchandise accurately and honestly or refer to senior sales staff.


5. Overcome objections.

Performance Criteria:



Identify and accept customer objections.


Categorise objections into price, time and merchandise characteristics.


Offer solutions according to store policy.


Apply problem solving to overcome customer objections.


6. Close sale.

Performance Criteria:



Monitor, identify and respond appropriately to customer buying signals.


Encourage customer to make purchase decisions.


Select and apply appropriate method of closing sale.


7. Maximise sales opportunities.

Performance Criteria:



Recognise and apply opportunities for making additional sales.


Advise customer of complementary products or services according to customer's identified need.


Review personal sales outcomes to maximise future sales.

Learning Outcomes

Details of Learning Activities

• Read topic one in the Learner Guide: SIRXSLSOO1A. Upon completion of topic one complete the self-assessment checklist from the learner guide. Once you have done this progress to the next topic and continue until all topics are completed.
• Once you have read all of the topics and completed the self-assessments you are ready to do the online self-assessment task. The self-assessment will check your level of understanding of the unit and provide you with some feedback.

A combination of activities will support students learning in this course, such as:
• Face to face and or online lectures to cover theoretical and practical concepts for each topic in the course
• Students will learn to apply their skills and knowledge to work integrated learning (WIL), during simulations and classroom based learning
• Observations of performance in the workplace and industry placement or simulated environment will be a valuable part of your learning experience
• Tutorial activities (individually and in teams) to discuss, debate, critique and consolidate your ideas and extend your understanding around key concepts within specific topics
• Online discussion and activities support you to collaborate with other students in your course and debate and debate and discuss ideas
• Self directed study time to enhance and strengthen your knowledge and understanding of theoretical concepts
• To further facilitate learning, students are strongly encouraged to use a range of communication tools between themselves and their course instructor as well as between themselves and fellow students by using the online learning platform

Teaching Schedule

• Students who come for blocks of learning at RMIT City campus will be required to attend Cluster 2 week beginning 16th November 2015
• Students who are part of the Full Time Program have already completed this unit and do not need to enrol 

Students who form part of the SpecSavers group are required to complete RPL Documentation by 1st September 2015.

WEEK StartingTuesdayWednesdayThursday

Topic 1: Apply product knowledge
Topic 2: Approach the customer
Topic 3: Gather information
Topic 4: Sell benefits
Topic 5: Overcome buying objections

Topic 6: Closing the sale

Topic 7: Maximise sales opportunities

Learning Resources

Prescribed Texts

No prescribed text


Learner Guide: SIRXSLS001A Sell products and services

Other Resources

• Learner Guide SIRXSLS001A Sell products and services
• PowerPoint Summary
• Additional learning materials available through Learning Hub
• RMIT Library (
Students should also make note of the Student Services and Study and Learning Centre that are available to all enrolled students (

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 Formal Quiz. 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) You must complete the quiz by the date publish on Blackboard.
2. Work Based Assessment will be carried out in the workplace or in a simulated environment to assess this unit

SpecSavers Due Dates: All RPL Documentation must be completed by 1st September 2015.

OP43/44: Online Quiz and Work Based Assessment due 3rd August 2015

OP45: Online Quiz and Work Based Assessment due 3rd August 2015

Please note that you will need to demonstrate competency in all these assessments tasks in order to achieve competency for this unit.

Assessment Matrix



National Unit Title:                                                                                        

                       Sell products and services

National Unit Code:  SIRXSLS001A

Assessment Tasks

Elements/ PCs

Required Knowledge


Required Skills


Critical aspects of assessment










 Work Based Assessment


 1.1, 1.2


  2.1, 2.2, 2.3, 2.4 

3.1, 3.2, 3.3, 3.4, 3.5

4.1, 4.2, 4.3, 4.4, 4.5

5.1, 5.2, 5.3, 5.4, 5.5

6.1, 6.2, 6.3

7.1, 7.2, 7.3



8.1, 8.2

1.1 - 7.3


1, 2, 3, 4, 5, 6, 7

Online Quiz



2.1, 2.2, 2.3, 2.4

 3.1, 3.2, 3.3, 3.4, 3.5,

4.1, 4.2, 4.3, 4.4, 4.5

 5.1, 5.2, 5.3, 5.4

 6.1, 6.2, 6.3

 7.1, 7.2, 7.3


1, 2, 3, 4, 5, 6, 7, 8  

 1.1 - 7.3

1, 2, 3, 4, 5, 6, 7

































Course Overview: Access Course Overview