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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Establish, negotiate and communicate business initiatives within agreed parameters 
SAQA US ID UNIT STANDARD TITLE
10091  Establish, negotiate and communicate business initiatives within agreed parameters 
ORIGINATOR
SGB Marketing 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Marketing 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 6  Level TBA: Pre-2009 was L6  52 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 		 2005-09-13  2008-09-13  SAQA 0160/05 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2009-09-13   2012-09-13  

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 unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
This unit standard is a core standard and forms part of the qualification, National First Degree, and is registered at Level 6 on the National Qualifications Framework (NQF). Learners working towards this standard will be learning towards the full qualification, or will be working within a Marketing Environment, specialising in either Marketing Communication, Marketing Management, Market Research or Customer Management, where the acquisition of competence against this standard will add value to one's job.
This standard will also add value to learners who are starting their own business and recognises that Marketing forms an integral component of any business.

The qualifying learner is capable of:
  • Developing a proposal / presentation to meet customer's needs and expectations
  • Proposal is presented to customers in order to enhance acceptance
  • Securing agreement for the proposal
  • Monitoring, reviewing and evaluating presentation acceptance 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    Learners accessing this qualification, will have demonstrated competency against the standards in the qualification, National Diploma in Customer Management or equivalent at NQF Level 5. 

    UNIT STANDARD RANGE 
  • Proposals including sales proposals, marketing proposals, advertising proposals, promotional proposals, give-aways.
  • Marketing including all forms of marketing communication, direct marketing, relationship marketing, sponsorship and event marketing, sales promotions, public relations and alternative strategies 
    		•

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Develop a proposal / presentation to meet customer's needs and expectations 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Customer needs, objectives and expectations are reviewed in terms of understanding these needs, objectives and expectations. 

    ASSESSMENT CRITERION 2 
    2. Variables in terms of possible negotiation are identified from own and customers point of view. 

    ASSESSMENT CRITERION 3 
    3. A "Wish List" in terms of desired outcome of the presentation is identified. 

    ASSESSMENT CRITERION 4 
    4. Features, advantages and benefits of customer proposal are identified and listed. 

    ASSESSMENT CRITERION 5 
    5. Processes for the evaluation of performance against agreed objectives are identified and implemented to ensure assessment takes place. 

    ASSESSMENT CRITERION 6 
    6. Proposal/ presentation facts, purposes, and benefits are identified and clarified to facilitate communication of proposal/presentation to all stakeholders. 

    ASSESSMENT CRITERION 7 
    7. Proposal/presentation is prepared and includes methods of building customer loyalty, and building partnerships that have mutual benefits for customers and the organisation. 

    ASSESSMENT CRITERION 8 
    8. Proposal/presentation is developed in line with target audience. 

    SPECIFIC OUTCOME 2 
    Proposal is presented to customers in order to enhance acceptance 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Communication channels are established and processes are initiated to clarify requirements and to identify participants' needs and requirements. 

    ASSESSMENT CRITERION 2 
    2. Communication strategy options are selected to optimise communication with target audience to enhance retention and acceptance. 

    ASSESSMENT CRITERION 3 
    3. Presentation is clear, concise and maintains customer interest and contributes toward mutual trust and co-operation. 

    ASSESSMENT CRITERION 4 
    4. Opportunities to foster relationships are identified and pursued in a positive manner to influence target audience. 

    ASSESSMENT CRITERION 5 
    5. Presentation techniques are achieved and demonstrated through the management of the presentation to enhance listener participation and gain attention. 

    SPECIFIC OUTCOME 3 
    Secure agreement for the proposal 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Objections are managed using appropriate techniques. 

    ASSESSMENT CRITERION 2 
    2. Questioning and listening techniques are applied. 

    ASSESSMENT CRITERION 3 
    3. Negotiation techniques are applied to secure own wish list. 

    ASSESSMENT CRITERION 4 
    4. Agreed variables are not compromised 

    ASSESSMENT CRITERION 5 
    5. The discussion is closed by recognising buying signals from the customers 

    ASSESSMENT CRITERION 6 
    6. Agreement is ensured which secures win-win situations for both parties. 

    SPECIFIC OUTCOME 4 
    Monitor, review and evaluate presentation acceptance 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Processes for monitoring and reviewing proposal acceptance are incorporated to allow for feedback and questions from individuals and groups. 

    ASSESSMENT CRITERION 2 
    2. Monitoring and review processes are developed to maintain an awareness of customer needs and to identify changes in their requirements. 

    ASSESSMENT CRITERION 3 
    3. Monitoring, review and evaluation are carried out on a planned basis, consistent with the proposal plan, to improve acceptance thereof. 

    ASSESSMENT CRITERION 4 
    4. Procedures to monitor the achievement of the proposal objectives are developed and evaluated to enhance success. 

    ASSESSMENT CRITERION 5 
    5. Changes and variations to communication of proposals are recommended if objectives and criteria are not being achieved. 

    ASSESSMENT CRITERION 6 
    6. Satisfaction of interest groups and individuals are monitored and reviewed to identify areas of concern and to recommend alternative proposals. 

    ASSESSMENT CRITERION 7 
    7. Follow-up/review sessions are held with the customer. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    Providers offering learning towards this standard will be accredited by the Educational &Training Quality Assurance Body (ETQA) of the services SETA and/or by GENFETQA. 

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
    A demonstrated understanding of:
  • A broad understanding of principles and techniques for effective negotiations.
  • A comprehensive understanding of techniques and methods for developing proposals and presentations
  • A general understanding of techniques and methods for verbal, written and visual presentations.
  • A basic understanding of techniques for monitoring audiences reaction and listening potential.
  • A broad understanding of corporate and organisational business and marketing strategies.
  • A broad understanding of methods and techniques for developing and presenting proposals
  • An all rounded and generic understanding of the industry, the product and the industry role players.

    Range: This knowledge will apply to the particular economic sector in which the learner is learning. Moderation of this aspect will therefore need to be carried out jointly by the relevant educating and training quality assurance body (ETQA) and the services ETQA. 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems pertaining to the development and presentation of proposals. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others in order to ensure that all business initiatives are applied, monitored and complied with. 

    UNIT STANDARD CCFO ORGANISING 
    Organise oneself and one's activities so that alternative proposals exist in the event of current proposals being rejected or failing or there are insufficient resources available to implement proposals. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, evaluate, organise and critically evaluate information so that proposals prepared are accurate and inline with organisational requirements. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicate effectively when presenting proposals so that all stakeholders correctly interpret and accept information. 

    UNIT STANDARD CCFO SCIENCE 
    Understand the world as a set of related systems whereby the needs of the customer has an impact on the requirements of the proposal. 

    UNIT STANDARD CCFO CONTRIBUTING 
    Be culturally sensitive across a range of social contexts when developing sales proposals, so that these are appropriate and acceptable. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Elective  20909   National First Degree: Customer Management  Level 6  Level TBA: Pre-2009 was L6  Passed the End Date -
    Status was "Reregistered"     		 2018-06-30   


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    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.