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

Demonstrate knowledge and understanding of the sales process in Short Term insurance 
SAQA US ID UNIT STANDARD TITLE
120112  Demonstrate knowledge and understanding of the sales process in Short Term insurance 
ORIGINATOR
SGB Insurance and Investment 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Finance, Economics and Accounting 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 4  NQF Level 04  3 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "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
10379  Demonstrate knowledge and understanding of the sales process in short term insurance  Level 4  NQF Level 04  5   

PURPOSE OF THE UNIT STANDARD 
This Unit Standard is intended for Intermediaries who market Short Term insurance products. It will be useful for Marketers, Channel Marketers, Telemarketers, and learners in personal and commercial lines.

The qualifying learner is capable of:
  • Explaining the planning required of a Short Term Insurance Intermediary.
  • Explaining techniques for prospecting in Short Term insurance.
  • Describing how to access a potential Short Term insurance client.
  • Propose a financial solution in response to a client's needs. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    It is assumed that learners are competent in Communication and Mathematical Literacy at Level 3. 

    UNIT STANDARD RANGE 
    The typical scope of this Unit Standard is:
  • Income includes, but is not limited to, commission, renewal income, incentive targets, salary and bonuses.
  • Questions in different situations include occupation, type of work, description of risk and type of risk.
  • Contacts include, but are not limited to, phone calls, presentations and personal contacts.
  • Techniques for identifying potential clients include, but are not limited to, cold canvassing, centres of influence, referrals and prospecting letters. 
    		•

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Explain the planning required of a Short Term Insurance Intermediary. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The income and expenditure needs of an intermediary are indicated in order to achieve set targets and/or goals. 

    ASSESSMENT CRITERION 2 
    A work programme or diary is set up indicating contacts planned for a month. 

    ASSESSMENT CRITERION 3 
    A work programme is assessed and an indication is given of whether the plan could achieve the set targets and/or goals. 

    SPECIFIC OUTCOME 2 
    Explain techniques for prospecting in Short Term insurance. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Techniques for identifying potential clients are explained with reference to when each is appropriate. 

    ASSESSMENT CRITERION 2 
    Three different sources of prospective clients are identified and the positive and negative outcomes of working each source are indicated with authentic examples. 

    SPECIFIC OUTCOME 3 
    Describe how to access a potential Short Term insurance client. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The importance of communication with a prospective client is explained with reference to verbal and non-verbal communication. 

    ASSESSMENT CRITERION 2 
    The importance of thorough preparation, self-discipline and business attitude is explained and an indication is given of why it is important to be precise with a client. 

    ASSESSMENT CRITERION 3 
    Responses for overcoming specific objections are demonstrated with or without a script. 

    SPECIFIC OUTCOME 4 
    Propose a financial solution in response to a client's needs. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Questions are asked to elicit the required information and assess a prospective client's buying motive and needs. 

    ASSESSMENT CRITERION 2 
    An appropriate solution is matched to a product and to the needs, value system and wants of the prospective client. 

    ASSESSMENT CRITERION 3 
    A solution is negotiated with a specific client. 

    ASSESSMENT CRITERION 4 
    Administrative procedures to complete a contract are explained for a specific insurer and with due regard for compliance. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • Anyone assessing a candidate against this Unit Standard must be registered as an assessor with the relevant ETQA or ETQA where a Memorandum of Understanding (MOU) exists with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this Unit Standard must be accredited as a provider through the relevant ETQA or ETQA where a Memorandum of Understanding (MOU) exists with the relevant ETQA.
  • Moderation of assessment will be overseen by the relevant ETQA according to the moderation guidelines and the agreed ETQA procedures. 
    		•

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
    N/A 

    UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Learners are able to identify and solve problems in recommending appropriate products to prospective clients. 

    UNIT STANDARD CCFO ORGANISING 
    Learners are able to organise and manage themselves effectively in identifying and planning a work programme or diary. 

    UNIT STANDARD CCFO COLLECTING 
    Learners are able to collect, organise and critically evaluate information in gathering evidence and identifying a Short Term insurance solution. 

    UNIT STANDARD CCFO COMMUNICATING 
    Learners are able to communicate effectively in asking questions to elicit the required information and assessing a prospective client's buying motive and needs. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Learners are able to demonstrate an understanding of the world as a set of related systems by matching products to the needs, wants, and value system of a prospective client. 

    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 10379, "Demonstrate knowledge and understanding of the sales process in short term insurance", Level 4, 5 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Elective  66610   Further Education and Training Certificate: Short Term Insurance  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  57613   Further Education and Training Certificate: Short-Term Risk Management  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2012-06-30  INSETA 


    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. BRC Solutions (Pty) Ltd 
    2. CKP Development Agency (Pty) Ltd 
    3. De Vries Management & Training Services cc 
    4. Faisit (Pty) Ltd 
    5. Ripple Effect 4 (Pty) Ltd 
    6. The Graduate Institute of Financial Sciences (Pty) Ltd 


    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.