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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Conduct sales and support services 
SAQA US ID UNIT STANDARD TITLE
259886  Conduct sales and support services 
ORIGINATOR
SGB Retail and Wholesale 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 11 - Services Wholesale and Retail 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 4  NQF Level 04  16 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Reregistered  2018-07-01  2023-06-30  SAQA 06120/18 
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 unit standard replaces: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
9848  Conduct sales in motor sales and support services  Level 4  NQF Level 04  16  Complete 

PURPOSE OF THE UNIT STANDARD 
A Learner is capable of conducting sales in a specific industry by presenting the products and services to the customer in such a way that is conducive to a successful sale. A Learner is capable of acting in such a manner to enhance the image of the specific retail industry.

On achievement of this unit standard, the learner will be able to:
  • Identify early buying signals and act thereupon.
  • Negotiate and/or agree to the terms and conditions of the sale.
  • Prepare quotations according to organisational standard policies and procedures.
  • Handle and deal with customer objections and concerns.
  • Describe the current state of a specific industry.
  • Close the deal and obtain customer commitment. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    It is assumed that a learner will be competent in:
  • Communication at NQF Level 3.
  • Mathematical Literacy at NQF Level 3. 

  • UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Identify early buying signals and act thereupon. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    The characteristics of early buying signals are described, as is applicable to a specific industry. 

    ASSESSMENT CRITERION 2 
    The reaction to early buying signals is demonstrated according to organisational procedures in a structured scenario. 

    ASSESSMENT CRITERION 3 
    The standard company sales procedures are explained in terms of obtaining a prospective buyer's commitment. 

    SPECIFIC OUTCOME 2 
    Negotiate and/or agree to the terms and conditions of the sale. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Items requiring agreement are identified to the satisfaction of the customer and organisation. 

    ASSESSMENT CRITERION 2 
    An agreement on the supply of the product/service is concluded that meets the requirement of all parties. 
    ASSESSMENT CRITERION RANGE 
    All parties may include but is not limited to the client; external suppliers and the retailer.
     

    ASSESSMENT CRITERION 3 
    Agreements are formalised and documented according to organisational requirements. 
    ASSESSMENT CRITERION RANGE 
    Organisational requirements may include but are not limited to legal prescripts.
     

    SPECIFIC OUTCOME 3 
    Prepare quotations according to organisational standard policies and procedures. 
    OUTCOME RANGE 
    The above specific outcome must take cognisance of any impacting legislation. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Conditions of the sale are defined in terms of company procedures and legislative framework. 

    ASSESSMENT CRITERION 2 
    The commitment of, internal and external departments are formalized to meet the requirements of the quotation. 

    ASSESSMENT CRITERION 3 
    Quotation is presented according to organisational and legislative and legal requirements. 

    SPECIFIC OUTCOME 4 
    Handle and deal with customer objections and concerns. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    The method of clarifying and addressing concerns and objections of customers are described in terms of organisational policies. 

    ASSESSMENT CRITERION 2 
    A proposal to address customer objections and concerns is formulated in terms of company policies and procedures. 

    ASSESSMENT CRITERION 3 
    The procedures to deal with unresolved objections and concerns are described in terms of company policy. 

    SPECIFIC OUTCOME 5 
    Describe the current state of a specific industry. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Divisions of a specific industry are described with reference to the role and contribution of each division to the industry. 

    ASSESSMENT CRITERION 2 
    Industry specific information is analysed to determine trends and availability. 

    ASSESSMENT CRITERION 3 
    The purpose of specific Legislation relating to an industry division is described in terms of the objectives. 

    ASSESSMENT CRITERION 4 
    The consequences of non-compliance to industry specific legislation are described in terms of the legislation. 

    SPECIFIC OUTCOME 6 
    Close the deal and obtain customer commitment. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    The Customer's commitment to purchase is formalised and a cause of action agreed according to organisation policies and procedures. 

    ASSESSMENT CRITERION 2 
    The ability to secure a future relationship with the customer is demonstrated in terms of company policies and procedures. 

    ASSESSMENT CRITERION 3 
    The process to distribute the different documents is explained according to company procedures. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • An individual wishing to be assessed against the unit standard (including through RPL) may apply to an assessment agency, assessor or provider institution accredited by the relevant Education and Training Quality Assurance body (ETQA), or one with an appropriate memorandum of understanding (MOU) with the relevant ETQA.
  • Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this unit standard, or assessing this unit standard, must be accredited as a provider with the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Moderation of assessment will be conducted by the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Moderation should include both internal and external moderation where applicable. 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • Presentation skills related to the retail industry.
  • Product knowledge, FABs (Features and benefits), communication skills.
  • Selling skills (buying psychology).
  • Add on products and services.
  • Negotiation skills related to product, price, terms and conditions.
  • Organisational policies and procedures.
  • Legislative requirements.
  • Organisational policies/Trading concessions.
  • Market intelligence.
  • Basic financial and business skills.
  • Conflict handling skills.
  • Identification of buying signals.
  • Features Advantages Benefits. 

  • UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems in a critical and creative way when presenting products and services to the customer in such a way that is conducive to a successful sale. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a sales team in the automotive industry. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and one's personal activities responsibly and effectively. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information relevant to conducting sales in the automotive vehicles. 

    UNIT STANDARD CCFO DEMONSTRATING 
  • Understand and apply a range of office management-related techniques, procedures and experimental approaches required in the different specific programmes leading up to this qualification.
  • Understand the world as a set of related systems by recognising that conducting sales in the automotive industry do not exist in isolation. 

  • UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    UNIT STANDARD NOTES 
    This unit standard replaces unit standard 9848, "Conduct sales in motor sales and support services", Level 4, 16 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  64289   Further Education and Training Certificate: Automotive Sales and Support Services  Level 4  NQF Level 04  Reregistered  2023-06-30  MERSETA 


    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.
     
    1. BMW SA (Pty) Ltd (ROSSLYN) (TP) 
    2. BPC HR Solutions (PRETORIA) (TP) 
    3. College of Production Technology 
    4. JESUA CONSULTANTS (Hartenbos) (WA) 
    5. Jesua Consultants (Pty) Ltd (MOSSEL BAY) (TP) 
    6. KwaZulu Automotive Training Services cc (KZN) (DURBAN) (TP) 
    7. McCarthy Automotive Artisans Academy (PINETOWN) (TP) 
    8. Ronald Sewell & Associates SA (Pty) Ltd T/A Sewells (BRYANSTON) (TP) 
    9. Toyota Academy Toyota SA Motors (Pty) Ltd (SANDTON) (TP) 
    10. Volkswagen of South Africa (Pty) Ltd (CENTURION) (TP) 
    11. Ziphi Nkomo Training Services 



    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.