SAQA 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 UNIT STANDARD THAT HAS PASSED THE END DATE: 

Provide sales related services within the banking sector 
SAQA US ID UNIT STANDARD TITLE
7356  Provide sales related services within the banking sector 
ORIGINATOR
SGB Banking and Micro Finance 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
BANKSETA - Banking Sector Education and Training Authority 
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 5  Level TBA: Pre-2009 was L5  15 
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 does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
People credited with this unit standard are able to identify prospective clients and establish their needs; establish and manage client base; develop and apply personal skills to sell products and services; service and administer a sales territory or sales centre; provide liaison links with distributors and maintain and develop sales business. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Demonstrated competence in establish and develop sales client relationships and communicate product information and provide product support to sales clients. 

Specific Outcomes and Assessment Criteria: 

SPECIFIC OUTCOME 1 
Identify prospective clients and establish their needs 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Sales organisation and sales person contacts and networks are developed in terms of providing information and support for identification of prospective clients. 

ASSESSMENT CRITERION 2 
2. Consultation processes established with prospective clients provide communication links to inform them of the full range of products and sales related services available, and to assist assessment and confirmation of their needs for services. 

ASSESSMENT CRITERION 3 
3. Consultation processes established with prospective clients provide opportunities for assessment and qualification of the nature and extent of their needs for products and sales related services in the short and long term. 

ASSESSMENT CRITERION 4 
4. Assessment and prospecting processes established provide for the evaluation of prospective clients and appraisal of profitability and financial stability of their operation, in relation to their needs for products and sales related services. 

SPECIFIC OUTCOME 2 
Establish and manage client base 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Information needs are established in accordance with the nature of the sales operations and the present and potential client base. 

ASSESSMENT CRITERION 2 
2. Processes are established for recording and accessing client information, and for ensuring that information is maintained and is current, in accordance with the nature of the sales operations and the present and potential client base. 

ASSESSMENT CRITERION 3 
3. The client database is established and managed to integrate client and sales information in accordance with identified information needs. 

ASSESSMENT CRITERION 4 
4. Client profile and nature of operation are assessed to identify factors in relation to the marketplace in which they operate, and the significance of market factors for products and sales related services. 

SPECIFIC OUTCOME 3 
Develop and apply interpersonal and selling skills to sell products and services 
OUTCOME RANGE 
Evidence is required of development and application of interpersonal and selling skills to sell products and services in two different, actual or simulated, industry specific contexts of selling situations. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Current product, service and client information is established and maintained in relation to sales related services. 

ASSESSMENT CRITERION 2 
2. Skills that incorporate techniques in relation to listening, observation, and questioning are developed and applied, and are consistent with the nature of the products, sales related services and the client profile. 

ASSESSMENT CRITERION 3 
3. Skills that incorporate techniques in relation to identification and qualification of potential buyers are developed and applied in terms of buyer resources, buying needs, motives, behaviour, buying process preferences and extent of authority to make the purchase decision. 

ASSESSMENT CRITERION 4 
4. Skills that incorporate sales call planning techniques are developed and applied to define objectives of the call, devise a selling strategy and formalise the timing and format of the sales call. 

ASSESSMENT CRITERION 5 
5. Skills that incorporate sales presentation techniques are developed and applied in terms of establishing the purpose of the presentation, personal credibility of the presenter, and the relationship of the product features and benefits to the buyer needs, preferences and expectations. 

ASSESSMENT CRITERION 6 
6. Skills that incorporate techniques for anticipation and handling of objections and closing sales are developed and applied in terms of confirmation of commitment or decision to purchase. 

ASSESSMENT CRITERION 7 
7. Skills that incorporate processes for follow-up with buyers are developed and applied in terms of monitoring of fulfillment of orders, measurement of extent of satisfaction with products, procedures for re-ordering and identification of further business opportunities. 

ASSESSMENT CRITERION 8 
8. Skills are developed and applied that provide processes for identification and resolution of problems and complaints in a manner that meets the needs of the buyer and the sales organisation. 

SPECIFIC OUTCOME 4 
Service and administer a sales territory or sales centre 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Sales objectives are established and agreed in relation to sales territory or sales centre and in accordance with sales management priorities and requirements. 

ASSESSMENT CRITERION 2 
2. Account load, account potential and servicing requirements are established and agreed in relation to sales territory or sales centre and in accordance with sales management priorities and requirements. 

ASSESSMENT CRITERION 3 
3. Objectives and budgets are established and agreed in terms of sales levels, profit objectives and new business targets and in accordance with sales management priorities and requirements. 

ASSESSMENT CRITERION 4 
4. Responsibility, authority and accountability for achievement of objectives and budgets for the sales territory or sales centre are defined in accordance with sales managment priorities and requirements. 

ASSESSMENT CRITERION 5 
5. Systems for calling, servicing and reporting on sales activities, to contribute to the achievement of sales objectives and budgets, are developed in accordance with sales management priorities and requirements. 

ASSESSMENT CRITERION 6 
6. Operating procedures for sales territory or sales operations that define sales quotas, reporting procedures, review and revision of sales activities and evaluation of selling results are developed in accordance with sales management priorities and requirements. 

ASSESSMENT CRITERION 7 
7. Processes that provide for coordination of sales activities with production, marketing, logistics distribution and other business functions are developed in accordance with organisation priorities and requirements. 

ASSESSMENT CRITERION 8 
8. Systems that provide for the management of sales territory or sales centre resources are established in accordance with organisation policies and requirements. 

SPECIFIC OUTCOME 5 
Provide liaison links with distributors of products and services 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Needs of distributors in relation to products, support services and distribution strategies are established and evaluated in terms of their ability to meet identified needs. 

ASSESSMENT CRITERION 2 
2. Distribution and sales strategies are assessed in terms of implications for meeting sales objectives and distribution needs. 

ASSESSMENT CRITERION 3 
3. Communication processes that provide for feedback from distributors are established on the extent of satisfaction with sales related services. 

ASSESSMENT CRITERION 4 
4. Liaison links with distributors, that recognise the role of distribution in establishing and maintaining the product quality and value chain, are established in relation to optimisation of sales business. 

SPECIFIC OUTCOME 6 
Maintain and develop sales business 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Needs for existing and new products and services are identified and assessed in accordance with sales and marketing strategies, and strategic objectives of the organisation. 

ASSESSMENT CRITERION 2 
2. Sales operations and activities are developed in accordance with sales and marketing strategies, and incorporate processes and requirements for identification of demand for existing and new products and services. 

ASSESSMENT CRITERION 3 
3. Competition for provision of existing and new products and services is identified and assessed in terms of impact upon sales and marketing strategies. 

ASSESSMENT CRITERION 4 
4. Sales operation and activities are developed in accordance with sales and marketing strategies, and incorporate processes and requirements for identification of opportunities for diversification of existing and new products and services. 


UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
Accreditation process (including moderation):
  • Anyone assessing a learner against this unit standard must be registered as an assessor 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.
  • Moderation of assessment will be overseen by the relevant ETQA according to the moderation guidelines in the relevant qualification and the agreed ETQA procedures.

    Therefore anyone wishing to be assessed against this unit standard may apply to be assessed by any assessment agency, assessor or provider institution which is accredited by the relevant ETQA. 
    		•

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
    Learners are able to:
  • Comprehend the fundamentals of marketing management
  • Analyse and evaluate products and services in relation to prospective and existing client needs and expectations
  • Collect and analyse client base information
  • Recognise and select appropriate interpersonal and selling techniques to sell products and services
  • Demonstrate effective sales presentation skills
  • Formulate, implement and manage sales objectives, targets and budgets 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    The learner is able to identify and solve problems when servicing and administering a sales territory or sales centre, ensuring the maintenance and development of sales business. 

    UNIT STANDARD CCFO WORKING 
    The learner is able to work effectively with others when developing sales operations and activities, ensuring the efficient provision of sales related services. 

    UNIT STANDARD CCFO COLLECTING 
    The learner is able to collect, organise and critically evaluate information when servicing and administering a sales territory or sales centre, ensuring an established and managed client based in relation to the marketplace. 

    UNIT STANDARD CCFO COMMUNICATING 
    The learner is able to communicate effectively verbally when applying interpersonal and selling skills to sell products and services. 

    UNIT STANDARD CCFO CONTRIBUTING 
    The learner is able to understand the relationship between prospective clients and their needs and the importance of networking to effectively provide sales related services. 

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

    UNIT STANDARD NOTES 
    Legal requirements:

    Code of Banking Practice

    Assessment against unit standard:

    Assessment practices against this unit standard should meet the requirements of established assessment principles, such as validity, reliability and fairness. Assessment activities and tools, which are appropriate to the context in which learners are working, should be used. The assessment should ensure that all the specific outcomes, critical cross-field outcomes, and essential embedded knowledge are assessed. Learners are required to demonstrate that they can perform the specific outcomes with understanding and reflexivity and, where applicable, within all the situations and circumstances defined by the range statement(s). 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Fundamental  61589   National Certificate: Banking  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  As per Learning Programmes recorded against this Qual 


    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. AFRICAN BANK LTD 
    2. Amandla Obunye Training Academy 
    3. Chartall Business College 
    4. CHARTER ACADEMY 
    5. Cornerstone Performance Solutions (Pty) Ltd 
    6. Cornerstone Supreme 
    7. Damelin (Pty) Ltd 
    8. Felix Risk Training Consultants 
    9. Legal Practice Academy 
    10. Novia One Group (Pty) Ltd 
    11. Plumb Line Risk Alignment 
    12. Production Management Institute of Southern Africa 
    13. Riverwalk Trading 151 CC trading as Culhane Consulting 
    14. SIGNA ACADEMY (PTY) LTD 
    15. Standard Bank Personal and Business Banking 
    16. The Academy of Financial Markets 
    17. The Graduate Institute of Financial Sciences (Pty) Ltd 
    18. The Institute of Literacy Advancement 
    19. THE SHERQ CENTRE OF EXCELLENCE PTY LTD 
    20. Trainers Without Borders 


    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.