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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Identify customers and generate selling opportunities 
SAQA US ID UNIT STANDARD TITLE
259917  Identify customers and generate selling opportunities 
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 
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
9844  Identify customers and generate selling opportunities  Level 4  NQF Level 04  Complete 

PURPOSE OF THE UNIT STANDARD 
This unit standard is intended for learners who will review the existing client/customer base and identify potential customers using a range of research and resource methods: Thereby generating selling opportunities. Contact all clients/customers in a professional manner, handling any objections and/or requests efficiently: Evaluate and record responses for future reference.

On achievement of this unit standard, the learner will be able to:
  • Identify potential customers.
  • Generate selling opportunity.
  • Respond to sales opportunities. 

  • 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. 

  • UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Identify potential customers. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Potential customers are identified using standard research methods. 

    ASSESSMENT CRITERION 2 
    Sales leads are gathered from a range of sources in accordance with company procedures. 

    ASSESSMENT CRITERION 3 
    Communication channels are established with purchasing decision-makers. 

    ASSESSMENT CRITERION 4 
    Existing and potential customer base is reviewed to determine new selling opportunities according to company procedures. 

    SPECIFIC OUTCOME 2 
    Generate selling opportunity. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Sales leads are pursued in accordance with company procedures. 

    ASSESSMENT CRITERION 2 
    The procedure to make contact with potential is explained according to standard company policies and procedures. 

    ASSESSMENT CRITERION 3 
    The procedure to relay information relating to a service or products to a customer is described in accordance to company policies and procedures. 

    ASSESSMENT CRITERION 4 
    Future interaction with the customer is agreed according to company policies and procedures. 

    ASSESSMENT CRITERION 5 
    Customer objections or requests for information are dealt with in accordance with company procedures. 

    SPECIFIC OUTCOME 3 
    Respond to sales opportunities. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Sales leads or contacts are evaluated against the organisations set criteria. 

    ASSESSMENT CRITERION 2 
    Sales leads or contacts are recorded according to the organisations standard procedures. 

    ASSESSMENT CRITERION 3 
    Sales leads or contacts are followed up according to company policies and 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 
  • Research methods and sources of sales.
  • Organisational structures.
  • Product knowledge in relation to customers needs.
  • Communication methods.
  • Selling Skills.
  • Negotiating skills.
  • Conflict Management Skills.
  • Customer Service. 

  • 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 in identifying the customers' needs and to generate selling opportunities. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a team in the identification of customer needs and the generation of selling opportunities. 

    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 the identification of customer needs and the generation of selling opportunities. 

    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 the identification of customers needs and the generation of selling opportunities 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 9844, "Identify customers and generate selling opportunities", Level 4, 8 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 
    Elective  48887   National Certificate: Hiring Services and Support  Level 3  NQF Level 03  Reregistered  2023-06-30  SERVICES 


    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. Barloworld South Africa (Pty) Ltd T/A Barloworld-Equipment (ISANDO) (T 
    2. BMW SA (Pty) Ltd (ROSSLYN) (TP) 
    3. BPC HR Solutions (PRETORIA) (TP) 
    4. College of Production Technology 
    5. Equal Career Services (Pty) Ltd (CENTURION) (TP) 
    6. JAGUAR LAND ROVER (SOUTH AFRICA)(PTY) LTD (Irene)(TP) 
    7. JESUA CONSULTANTS (Hartenbos) (WA) 
    8. Jesua Consultants (Pty) Ltd (MOSSEL BAY) (TP) 
    9. KwaZulu Automotive Training Services cc (KZN) (DURBAN) (TP) 
    10. Mercedes Benz South Africa (Pty) Ltd (CENTURION) (TP) 
    11. Planet Waves 237 (Pty) Ltd T/A Occupational Learning Centre (OLC) (PRE 
    12. Protea Tyres (Nelspruit) (TP) 
    13. Ronald Sewell & Associates SA (Pty) Ltd T/A Sewells (BRYANSTON) (TP) 
    14. Toyota Academy Toyota SA Motors (Pty) Ltd (SANDTON) (TP) 
    15. Volkswagen of South Africa (Pty) Ltd (CENTURION) (TP) 
    16. 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.