BSB40607- Certificate IV in Business Sales

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

Sales Account Assistant
Sales Agent
Sales Representative

Prerequisite requirements
There are no prerequisite requirements for individual units of competency.Pathways into the qualification
Preferred pathways for candidates considering this qualification include:

after achieving the BSB30107 Certificate III in Business or other relevant qualification/s

providing evidence of competency in the majority of units required for the BSB30107 Certificate III in Business or other relevant qualification/s

with some vocational experience, in assisting sales team leaders, supervisors or managers to conduct sales activities but without a formal sales qualification

Examples of indicative job roles for candidates seeking entry based upon their vocational experience include:

Customer Service Advisor
Receptionist
Office Administration Assistant
Student Services Officer

This breadth of expertise would equate to the competencies required to undertake this qualification.

Pathways from the qualification
After achieving the BSB40607 Certificate IV in Business Sales, candidates may wish to undertake the BSB51207 Diploma of Marketing, a qualification for marketing team leaders or marketing managers who have responsibility for managing a team and for those required to manage the marketing function within an organisation, or a range of other Diploma qualifications.

Licensing, Legislative, Regulatory or Certification Considerations
There is no direct link between this qualification and licensing, legislative and/or regulatory requirements. However, where required, a unit of competency will specify relevant licensing, legislative and/or regulatory requirements that impact on the unit.

Employability Skills

The following table contains a summary of the employability skills for this qualification. This table should be interpreted in conjunction with the detailed requirements of each unit of competency packaged in this qualification. The outcomes described here are broad industry requirements that may vary depending on the packaging options. This table is a summary of employability skills that are typical of this qualification and should not be interpreted as definitive.

Communication	Being appropriately assertive when with clients/customers Establishing and using appropriate formal or informal business networks Establishing rapport and relationships with client and client representatives Using gestures, posture, body language, facial expressions and voice to create a supportive selling environment
Teamwork	Identifying and using the strengths of other sales team members to promote the attainment of sales objectives Working as an individual or as part of a sales team to conduct sales activities and to support other team members in achieving sales targets and objectives
Problem solving	Identifying and addressing reasons for reluctance to purchase by potential buyers Refining the system of recording prospect information based on an evaluation
Initiative and enterprise	Identifying and presenting options for cross-selling or up-selling Using initiative to develop sales prospects and lists of potential buyers
Planning and organising	Collecting the names of potential buyers likely to be interested in purchasing a product/service Pipelining and planning sales activities to identify sales solutions and prospects, securing sales prospects and supporting post sales activities
Self management	Establishing an individualised sales plan Managing stress, time and sales related paperwork effectively
Learning	Acquiring knowledge of products/services Obtaining feedback on the sales process and product/service satisfaction from customers
Technology	Using business technology to process orders Using the internet to obtain product information

Total number of units = 10
1 Core units
9 Elective units

At least 5 of the elective units must be selected from the sales units listed below. At least 3 of the elective units must be selected from the remaining sales units or the elective units listed below. The 1 other elective unit may be selected from the remaining elective units listed below, the BSB07 Business Services Training Package or any other currently endorsed national Training Package. Where not listed below, the unit may be selected from either a Certificate III or Diploma qualification. Elective units must be relevant to the work outcome, local industry requirements and the qualification level. Units selected from other Training Packages must not duplicate units selected from or available within the BSB07 Business Services Training Package.