Certificate IV in Business Sales (BSB40610)

Qualification Description

This qualification reflects the role of individuals who use well-developed business sales skills and a broad knowledge base in a wide variety of business sales contexts. They apply solutions to a defined range of unpredictable problems, and analyse and evaluate information from a variety of sources. They may provide leadership and guidance to others and have limited responsibility for the output of others, however they typically report to a more senior business sales practitioner.

Job Roles

Job roles and titles vary across different industry sectors. Possible job titles relevant to this qualification include:

• sales account assistant
• sales agent
• sales representative

Note: the minimum age of enrolment for this course is 18 years of age. 

10 units are required for the qualification (4 core unit and 6 electives):

BSBOHS407A (Elective) Monitor a safe workplace

• Provide information to the workgroup about OHS policies and procedures. 
• Implement and monitor participative arrangements for the management of OHS. 
• Implement and monitor the organisation\'s procedures for providing OHS training. 
• Implement and monitor procedures for identifying hazards and assessing risks. 
• Implement and monitor the organisation\'s procedures for controlling risks. 
• Implement and monitor the organisation\'s procedures for maintaining OHS records for the team.

BSBMGT403A (Elective) Implement continuous improvement 

• Implement continuous improvement systems and processes. 
• Monitor and review performance. 
• Provide opportunities for further improvement

BSBREL402A (Core) Build client relationships and business networks 

• Initiate interpersonal communication with clients. 
• Establish client relationship management strategies. 
• Maintain and improve ongoing relationships with clients. 
• Build and maintain networks.

BSBPRO401A (Core) Develop product knowledge

• Acquire knowledge of products in a specified area. 
• Convert product knowledge into benefits
• Evaluate competitors products

BSBCUS402A (Elective) Address customer needs

• Assist customer to articulate needs
• Satisfy complex customer needs
• Manage networks to ensure customer needs are addressed

BSBMKG413A (Elective) Promote products and services

• Plan promotional activities
• Coordinate promotional activities 
• Review and report on promotional activities

BSBSLS502A (Elective) Lead and manage a sales team

• Plan sales operations
• Direct sales team 
• Evaluate sales team performance

BSBWOR401A (Elective) Establish effective workplace relationships

• Collect analyse and communicate information and ideas 
• Develop trust and confidence
• Develop and maintain networks and relationships
• Manage difficulties into positive outcomes

BSBSLS407A (Core) Identify and plan sales prospects

• Employ prospecting methods and qualify prospects
• Manage prospect information
• Establish and individualized sales plan
• Complete sales paperwork and reports
• Organise workload effectively

BSBSLS408A (Core) Present, secure and support sales solutions

• Prepare for a sales presentation
• Present a sales solution
• Respond to buyer signals
• Negotiate and finalise the sale
• Support post-sales activities