|
|
All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source. |
| SOUTH AFRICAN QUALIFICATIONS AUTHORITY |
| REGISTERED QUALIFICATION THAT HAS PASSED THE END DATE: |
| Further Education and Training Certificate: Automotive Sales and Support Services |
| SAQA QUAL ID | QUALIFICATION TITLE | |||
| 64289 | Further Education and Training Certificate: Automotive Sales and Support Services | |||
| ORIGINATOR | ||||
| SGB Retail and Wholesale | ||||
| PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY | NQF SUB-FRAMEWORK | |||
| MERSETA - Manufacturing, Engineering and Related Services Education and Training Authority | OQSF - Occupational Qualifications Sub-framework | |||
| QUALIFICATION TYPE | FIELD | SUBFIELD | ||
| Further Ed and Training Cert | Field 11 - Services | Wholesale and Retail | ||
| ABET BAND | MINIMUM CREDITS | PRE-2009 NQF LEVEL | NQF LEVEL | QUAL CLASS |
| Undefined | 147 | Level 4 | NQF Level 04 | Regular-Unit Stds Based |
| REGISTRATION STATUS | SAQA DECISION NUMBER | REGISTRATION START DATE | REGISTRATION END DATE | |
|
Passed the End Date - Status was "Reregistered" |
SAQA 06120/18 | 2018-07-01 | 2023-06-30 | |
| LAST DATE FOR ENROLMENT | LAST DATE FOR ACHIEVEMENT | |||
| 2024-06-30 | 2027-06-30 | |||
| In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise. |
This qualification replaces: |
| Qual ID | Qualification Title | Pre-2009 NQF Level | NQF Level | Min Credits | Replacement Status |
| 21003 | National Certificate: Motor Sales and Support Services | Level 4 | NQF Level 04 | 145 | Complete |
| PURPOSE AND RATIONALE OF THE QUALIFICATION |
| Purpose:
The purpose of this qualification is to provide learners, education and training providers and employers with the standards and the range of learning required to work effectively in various sub-sectors of the industry as automotive sales persons. The primary skill that is recognized in this qualification is the ability to apply the fundamental competencies of automotive sales with reference to recognizing and responding to prospective clients of the organisation within identified functional areas of sales. This qualification focuses on developing the skills and knowledge necessary to perform as a competent person in the automotive sales industry. It also provides learners who have gained relevant experience in the workplace with an opportunity to obtain credits through an RPL process. This qualification substantiates the natural progression of a journeyman into the sales industry. There is little articulation sideways with the exception of "Service Advisor" at the same level or graduating vertically into a management related qualification. A person acquiring this qualification will have the skills, knowledge and experience to: Rationale: This qualification will allow a learner in the automotive retail industry to obtain a nationally recognised qualification in and for the following functional areas, namely: Vehicle sales, parts sales, servicing sales, tyre sales, motor cycle sales (This includes but is not limited to: Motor Cycles, Tri Cycles and Quad Cycles), commercial vehicle sales, Off the Road vehicle sales (OTR includes but is not limited to: Military, Mining and Agriculture vehicle sales). It will also contribute to the up-liftment of the industry and will set a standard for professionalism in the industry. The qualification will assist in changing perceptions of the lack of integrity and business ethics of the industry. The obtainment of a qualification in all the identified functional areas of the automotive retail industry will also attract and retain quality learners and employees. This qualification will also provide for recognition of prior learning to allow for the recognition of existing, common knowledge and skills that will not only allow a learner to gain credits towards this qualification, but also to move across the functional areas. The primary skill that is recognised in this qualification is to apply the fundamentals of "automotive sales" with regard to products or stock. This capability requires an understanding of basic sales techniques, the automotive product/stock and how to read and interpret prospective client interests and concerns. The core unit standards, as well as the specialised context (functional) unit standards, provide credits that allow access to horizontally articulated qualifications. This qualification will enhance the status, productivity and employability of the learner within the industry as well as contribute to the quality, production rate and growth of all the functional areas. This allows for access, progression, portability and mobility within and between the functional areas. Through the electives component of the qualification, learners are able to demonstrate vocational skills through which they are able to engage in life skills activities, small business development, health and environmental issues. Through recognition of prior learning adult learners are encouraged to access basic education with an understanding that they already have knowledge and experience. Learners, once qualified, shall be able to apply sales skills in the different functional areas in the industry. This will allow the learner to provide a more effective service that will improve customer satisfaction. Learners will also be capable of representing products and services in the functional areas effectively and in so doing, assist customers to make an informed decision. Learners will be able to move to higher levels of functionality and learning in the different functional areas. This qualification will also allow for transformation within the retail divisions of our industry as learners will be a model for other employees/learners. This will, as mentioned earlier, attract quality people and allows for the aspiration of people to be part of the industry. The recognition of prior learning policies from the SETA/ETQA will formalise informal and non-formal learning and learners will be able to obtain a national qualification. This will improve the level of participation of employees in the industry. This qualification reflects the workplace-based needs of the retail industry that relates to automotive sales and support services that are expressed by employers and employees, both currently and for the future. This qualification provides the learner with accessibility to be employed within the many functional areas covered by the qualification for the industry, and provides the flexibility to pursue different careers in the broader industry and articulation within these functional areas and other contexts. |
| LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING |
| It is assumed that the learner attempting this qualification is competent in:
Recognition of Prior Learning: This Qualification and the entire fundamental, core and elective Unit Standards associated with it can be achieved by any learner through the recognition of prior learning, which includes learning outcomes achieved through formal, informal and non-formal learning and work experience. Learner and assessor will jointly decide on methods to determine prior learning and competence in the knowledge, skills, values and attitudes implicit in the qualification and the associated unit standards. This Recognition of Prior Learning may allow for: All Recognition of Prior Learning is subject to quality assurance by the relevant ETQA or an ETQA that has a Memorandum of Understanding with the relevant ETQA. Access to the Qualification: There is open access to this Qualification. |
| RECOGNISE PREVIOUS LEARNING? |
| Y |
| QUALIFICATION RULES |
| To be awarded the Qualification learners are required to obtain a minimum of 147 credits as detailed below.
Fundamental Component: The Fundamental Component consists of Unit Standards in: It is compulsory therefore for learners to do Communication in two different South African languages, one at NQF Level 4 and the other at NQF Level 3. All Unit Standards in the Fundamental Component are compulsory. Core Component: Elective Component: The specialisation areas are: Passenger Vehicle Sales (30 Credits): The learner must complete the following compulsory unit standards and additional unit standards from the generic electives or from the other specialisations to give a minimum of 31 credits: Tyre Sales (16 Credits): The learner must complete the following compulsory unit standards and additional unit standards from the generic electives or from the other specialisations to give a minimum of 31 credits: Parts Sales (28 Credits): The learner must complete the following compulsory unit standards and additional unit standards from the generic electives or from the other specialisations to give a minimum of 31 credits: Commercial vehicle and OTR (Off the Road) Vehicle Sales (29 credits): The learner must complete the following compulsory unit standards and additional unit standards from the generic electives or from the other specialisations to give a minimum of 31 credits: Motor Cycle Sales (20 Credist): The learner must complete the following compulsory unit standards and additional unit standards from the generic electives or from the other specialisations to give a minimum of 31 credits: Vehicle Servicing (22 Credits): The learner must complete the following compulsory unit standards and additional unit standards from the generic electives or from the other specialisations to give a minimum of 31 credits: General unit standards: |
| EXIT LEVEL OUTCOMES |
| 1. Plan quarterly sales.
2. Perform vehicle sales. 3. Apply client service standards for client satisfaction. Critical Cross-Field Outcomes: While performing automotive sales and support services activities, qualifying learners can: Identify and solve problems in which response displays that responsible decisions, using critical and creative thinking, have been made by: Work effectively with others as a member of a team, group, organisation or community by: Organise and manage oneself and one's activities responsibly and effectively by: Collect, analyse, organise and critically evaluate information by: Communicate effectively by using mathematical and/or language skills in the modes of oral and/or written presentations by: Use science and technology effectively and critically, showing responsibility towards the environment and health of others by: Demonstrate an understanding of the world as a set of related systems by recognising that problem solving contexts do not exist in isolation by: Contribute to the full personal development of each learner and the social and economic development of the society at large by: |
| ASSOCIATED ASSESSMENT CRITERIA |
| Associated Assessment Criteria for Exit-Level-Outcome 1:
1. Past experience is collated in terms of own interpretation of a specific vehicle sales sector. 2. Past sector and own sales information and performance is evaluated to make a future sales forecast. > Range: Sector may include vehicle type, make, brand, organisation or group. > Range: Past refers to a fixed period prior to the current quarterly plan. 3. Own sales performance is analysed and audited in terms of the implemented plan. > Range: Implemented plan refers to the current quarterly sales plan. Associated Assessment Criteria for Exit-Level-Outcome 2: 1. Functions of staff are explained in terms of responsibilities and authority. 2. Products are explained in terms of their application and capabilities. 3. Own relationship with role players is optimised in terms of the organisational structure. 4. A sales deal is closed in terms of interpreted buying signals and an accepted quotation. Associated Assessment Criteria for Exit-Level-Outcome 3: 1. Client information is analysed to provide innovative solutions and suggestions to clients. 2. A client is assisted in making an informed decision in terms of needs and concerns. 3. Clients are advised in terms of add-on products and after sales service options. Integrated Assessment: The applied competence (practical, foundational and reflective competencies) of this qualification will be achieved if a learner is able to achieve all outcome statements of the qualification. The identification and solving of known problems, team work, organising self, using of data, implication of actions and reactions in the world as a set of related systems must be assessed during any combination of practical, foundational and reflexive competencies assessment methods and tools to determine the whole person development and integration of applied knowledge and skills. Certain exit level outcomes are measurable and verifiable through assessment criteria assessed in one application. Applicable assessment tool(s) to establish the foundational, reflective and embedded knowledge to problem solving and application of the world as a set of related systems within the sales environment. Competence will be assessed when conducting formative and summative assessments. |
| INTERNATIONAL COMPARABILITY |
| Internationally, the Automotive Sales industry is characterised by large multinational companies which extend their influence throughout the world. The quality and scope of training is thus determined by comparing the qualifications internationally.
We have found that: Research was carried out to identify the scope, methods and trends in ETD related to automotive sales in countries such as Australia, Europe, the United Kingdom, India, the United States of America and Africa. Interestingly enough is that we have found the majority of automotive sales ETD is either in-house or in the form of short courses offered by industry associations, with only a few countries offering national qualifications contextualised to the Automotive Industry. When referencing the identified core skills of the FETC Automotive Sales qualification, it was found that it could only be related to and compared with the wholesale and retail sectors internationally. It was not possible to utilise the W&R qualification as a whole, due to the fact that the FETC Automotive Sale qualification did not constitute the W&R core grouping. When referencing automotive sales persons, it was found that although there exists, a tremendous need for the Automotive Sales person, there are so to say no contextualised qualifications available for them internationally except within SA and Australia. America: It was not possible to source any nationally registered qualification in America even though there are numerous articles and industry related findings indication a dire need for a qualified or experienced automotive sales person There does however exist, numerous and well renowned automotive sales colleges, registered with the automotive industry federation constituting all the major role players within the automotive industry. One such college is ASC (Automotive Sales College). This college presents automotive sales ETD in numerous countries outside of the USA such as, Beijing (China), Bucurest (Romania), Vancouver (Canada), Dubai (UAE) and Moscow (Russia). The curriculum of this course is, as the others are, aligned to the contents of some or other well renowned SME in the field and based on a book that has been written by that specific SME. It was found that the focus of these training initiatives are not as in SA, focussed on the generic skills but are more product aligned. These colleges therefore claim to produce floor ready and professionally trained sales and service consultants who have been taught a strategic selling game plan, which must be executed consistently on a daily basis related to a specific product. However, it is important to notice that they deem today's consumers to be sophisticated. Although the client expects knowledgeable and professional car sales people with regard to product, the dealerships research indicates the most significant factor in the decision is, the customer service and satisfaction, which has been accommodated for in the FETC Automotive Sales Qualification. Africa: Within the rest of Africa it was found that although sales figures are increasing and constitutes a major industry most of this GDP (Gross Domestic Product) is allocated to the second hand car dealerships. In Kenya they rely on what sales qualifications are available on the British NVQ and utilise a portion of the retail and wholesale skills. In Namibia, Zambia and Mozambique enquiries led to the response that SA qualifications and skills programs were used and that ETD was either sourced from the major role players within SA or that learners, were sent to SA for ETD. No other formal proof could be sourced with regard to registered qualifications for the automotive sales person wishing to follow a career in this form of industry. United Kingdom: The British National Database of Accredited Qualifications was accessed and no qualifications pertaining to Automotive Sales could be found. However, once again reference could be made to retail and wholesale. Most of the automotive sales training in the UK is delivered by the industry / product role players and is very product specific and conforms to the facts identified with America. One large provider in South Hampton and Portsmouth, although delivering ETD for specific product houses, has indicated the following content of their automotive sales training program. Automotive sales training content: 1. Cold calling 2. How to sell 3. Random Sales Thoughts 4. Sales and selling techniques 5. Sales coaching 6. Sales letters and tenders 7. Sales meetings 8. Sales product reviews 9. Sales and selling tips When carefully evaluating the FETC Automotive Sales qualification, it is found that all of the above have been covered and has been structured very well within the unit standards. Australia: Australia has been selected for detailed comparison because it seems to be the better of the three when referencing automotive sales. It has a national qualification which covers vehicle sales and has the following references and conditions in the industry are similar to those in South Africa. Qualification: Certificate III in Automotive (Sales - Vehicle) National Code: AUR31499 The 'Certificate III in Automotive Sales is housed under Home Occupations, is vague and does not make provision for proliferation within the functional areas of expertise pertaining to the wider spectrum of automotive sales. This qualification is too generic in nature and too flexible in order to meet the needs of a range of sectors within the automotive retail industry. It offers no suggestions to the learners with regard to indicating a specific sub-sector that may lure the prospective learner with a specific automotive interest into that sub-sector field of sales. The qualification is also achieved though a design based on units of competency which are clustered into 'competency groupings' covering three areas: SA Learners, achieving competency towards any of the functional areas of the qualification being submitted to the SGB, will be able to achieve credits towards 24 of the 27 references to competencies indicated in the AUS qualification. This constitutes a 90% comparability of our qualification to theirs. However, our qualification, because of the scope that is covered offers a wider range of learning to the learner with reference to specialisation in the functional areas. We have included in our submission, The AUS qualification for those who wish to peruse it. The 'Employability Skills' defined for the 'Certificate 111' provide insight into the level of skills, knowledge and generic abilities required for this qualification. Some examples are as follows: Teamwork: work as part of a team; identify own role and responsibility within a team. Problem solving: recognise known faults that occur during the operation; identify and take action on causes of routine faults; identify non-routine process and quality problems and take appropriate action; respond to routine problems. Initiative and enterprise: determine problems needing action; report problems outside area of responsibility. Planning and organising: achieve production targets; recognise hazards and follow appropriate hazard control methods. Self-management: identify work requirements; operate within appropriate time constraints and work standards; select and use appropriate equipment, materials, processes and procedures; identify task outcomes and work role. Technology: carry out pre-operational checks on equipment; monitor equipment operation; use appropriate instruments, power tools and electrical systems; monitor and adjust machine functions. These are all accommodated for in the CCFO of our unit standards and are therefore defined per competency and not as generic as those of the AUS certificate. Conclusion: The South African qualification is very similar in content and scope to the Australian 'Certificate 111 Automotive (Sales - Vehicle). Both qualifications require an integration of theoretical learning and workplace experience, and they share a common approach to assessment. The Australian version does not specify fundamental learning of the type that the South African qualification does. The content and level of the associated 'Employability Skills' shows a close correspondence with the Critical Cross Field Outcomes embedded in the South African qualification. |
| ARTICULATION OPTIONS |
| This qualification has vertical articulation possibilities with the following qualification:
This qualification has vertical articulation possibilities with the following qualification: |
| MODERATION OPTIONS |
| CRITERIA FOR THE REGISTRATION OF ASSESSORS |
| Assessors and moderators should develop and conduct their own integrated assessment by making use of a range of formative and summative assessment methods. Assessors should assess and give credit for the evidence of learning that has already been acquired through formal, informal and non-formal learning and work experience.
Unit standards associated with the qualification must be used to assess specific and critical cross-field outcomes. During integrated assessments the assessor should make use of formative and summative assessment methods and should assess combinations of the applied competency namely, practical, foundational and reflective competencies. For an applicant to register as an assessor, the applicant needs: |
REREGISTRATION HISTORY |
| As per the SAQA Board decision/s at that time, this qualification was Reregistered in 2012; 2015. |
| NOTES |
| This qualification replaces qualification 21003, "National Certificate: Motor Sales and Support Services", Level 4, 145 credits. |
| UNIT STANDARDS: |
| ID | UNIT STANDARD TITLE | PRE-2009 NQF LEVEL | NQF LEVEL | CREDITS | |
| Core | 259879 | Describe the interaction with internal departments and external sales support structures | Level 3 | NQF Level 03 | 4 |
| Core | 259898 | Advise customers to optimise choice and benefits | Level 4 | NQF Level 04 | 7 |
| Core | 119676 | Apply the skills of customer care in a specific work environment | Level 4 | NQF Level 04 | 4 |
| Core | 259886 | Conduct sales and support services | Level 4 | NQF Level 04 | 16 |
| Core | 242655 | Demonstrate knowledge and application of ethical conduct in a business environment | Level 4 | NQF Level 04 | 4 |
| Core | 259918 | Evaluate personal sales performance in the retail industry | Level 4 | NQF Level 04 | 5 |
| Core | 259917 | Identify customers and generate selling opportunities | Level 4 | NQF Level 04 | 8 |
| Core | 259959 | Sell products to corporate fleet owners | Level 5 | Level TBA: Pre-2009 was L5 | 12 |
| Fundamental | 119472 | Accommodate audience and context needs in oral/signed communication | Level 3 | NQF Level 03 | 5 |
| Fundamental | 119457 | Interpret and use information from texts | Level 3 | NQF Level 03 | 5 |
| Fundamental | 119467 | Use language and communication in occupational learning programmes | Level 3 | NQF Level 03 | 5 |
| Fundamental | 119465 | Write/present/sign texts for a range of communicative contexts | Level 3 | NQF Level 03 | 5 |
| Fundamental | 9015 | Apply knowledge of statistics and probability to critically interrogate and effectively communicate findings on life related problems | Level 4 | NQF Level 04 | 6 |
| Fundamental | 119462 | Engage in sustained oral/signed communication and evaluate spoken/signed texts | Level 4 | NQF Level 04 | 5 |
| Fundamental | 119469 | Read/view, analyse and respond to a variety of texts | Level 4 | NQF Level 04 | 5 |
| Fundamental | 9016 | Represent analyse and calculate shape and motion in 2-and 3-dimensional space in different contexts | Level 4 | NQF Level 04 | 4 |
| Fundamental | 119471 | Use language and communication in occupational learning programmes | Level 4 | NQF Level 04 | 5 |
| Fundamental | 7468 | Use mathematics to investigate and monitor the financial aspects of personal, business, national and international issues | Level 4 | NQF Level 04 | 6 |
| Fundamental | 119459 | Write/present/sign for a wide range of contexts | Level 4 | NQF Level 04 | 5 |
| Elective | 259885 | Demonstrate knowledge of automotive vehicle tyres and wheels | Level 3 | NQF Level 03 | 7 |
| Elective | 259883 | Identify tyre applications for agricultural machinery | Level 3 | NQF Level 03 | 4 |
| Elective | 259880 | Maintain stock in the automotive sales retail industry | Level 3 | NQF Level 03 | 8 |
| Elective | 259897 | Merchandise and display products, services and related goods | Level 3 | NQF Level 03 | 6 |
| Elective | 259887 | Appraise and valuate used vehicles | Level 4 | NQF Level 04 | 8 |
| Elective | 259884 | Control workflow in an automotive service environment | Level 4 | NQF Level 04 | 3 |
| Elective | 259877 | Demonstrate automotive vehicle product knowledge | Level 4 | NQF Level 04 | 4 |
| Elective | 120344 | Demonstrate knowledge and understanding of relevant current occupational health and safety legislation | Level 4 | NQF Level 04 | 4 |
| Elective | 242584 | Demonstrate knowledge and understanding of the Financial Advisory and Intermediary Services Act 2002 (FAIS) (Act 37 of 2002) as it impacts on a specific financial services sub-sector | Level 4 | NQF Level 04 | 2 |
| Elective | 120014 | Demonstrate knowledge and understanding of warranty as a class of insurance | Level 4 | NQF Level 04 | 3 |
| Elective | 119260 | Explain credit life insurance | Level 4 | NQF Level 04 | 2 |
| Elective | 242593 | Explain South African money laundering legislation and the implications for accountable institutions in transacting with clients | Level 4 | NQF Level 04 | 3 |
| Elective | 259878 | Handover a serviced vehicle | Level 4 | NQF Level 04 | 4 |
| Elective | 259957 | Make appointments and control flow of customer vehicles | Level 4 | NQF Level 04 | 10 |
| Elective | 259881 | Prepare and deliver a purchased vehicle to a customer | Level 4 | NQF Level 04 | 8 |
| Elective | 259899 | Present and demonstrate the features, advantages and benefits of a vehicle | Level 4 | NQF Level 04 | 8 |
| Elective | 259919 | Process vehicle service or repair requests | Level 4 | NQF Level 04 | 8 |
| Elective | 259958 | Processing of automotive orders and payments | Level 4 | NQF Level 04 | 8 |
| Elective | 259888 | Procure and buy stock in a specific retail industry | Level 4 | NQF Level 04 | 4 |
| Elective | 259882 | Apply the fundamentals of vehicle finance | Level 5 | Level TBA: Pre-2009 was L5 | 12 |
| Elective | 259889 | Specify heavy vehicles options and add-on products | Level 5 | Level TBA: Pre-2009 was L5 | 7 |
| LEARNING PROGRAMMES RECORDED AGAINST THIS QUALIFICATION: |
| When qualifications are replaced, some (but not all) of their learning programmes are moved to the replacement qualifications. If a learning programme appears to be missing from here, please check the replaced qualification. |
| NONE |
| PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS QUALIFICATION: |
| This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here. |
| NONE |
| All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source. |