SAQA

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SOUTH AFRICAN QUALIFICATIONS AUTHORITY

REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE:

Perform external sales process for a bank product

SAQA US ID	UNIT STANDARD TITLE
7334	Perform external sales process for a bank product
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	8
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

This unit standard is intended for external sales people who sell financial services/products. A person credited with this unit standard will be able to research potential client needs, open the sales call, uncover client needs and finalise the sale.

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING

Open

UNIT STANDARD OUTCOME HEADER

Research potential client needs

Specific Outcomes and Assessment Criteria:

SPECIFIC OUTCOME 1

Research potential client needs.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. Potential client needs are identified through market segmentation.

ASSESSMENT CRITERION 2

2. Product capability is matched to the client's perceived needs.

SPECIFIC OUTCOME 2

Open the sales call.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. The client orientation is established in order to support the sales approach.

ASSESSMENT CRITERION 2

2. Social rituals are aligned to client orientation to create an appropriate climate for selling.

ASSESSMENT CRITERION 3

3. The call objectives are clearly communicated to the client.

ASSESSMENT CRITERION 4

4. To better uncover and develop buyer needs, permission is sought from the client to ask questions.

SPECIFIC OUTCOME 3

Uncover client needs by asking appropriate situational diagnostic/probing questions.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. Client needs are uncovered by asking relevant questions.

ASSESSMENT CRITERION 2

2. Client needs are developed by asking relevant questions.

ASSESSMENT CRITERION 3

3. Active listening skills are applied to better understand the buyer needs.

ASSESSMENT CRITERION 4

4. Information is sought to determine whether the customer is receptive to the product/service solution.

SPECIFIC OUTCOME 4

Finalise the sale by demonstrating the capability of the product/service.

ASSESSMENT CRITERIA

ASSESSMENT CRITERION 1

1. The appropriate features, advantages and benefits of the product offering are described so that the customer can understand.

ASSESSMENT CRITERION 2

2. Client commitment is obtained in order to conclude the sale.

ASSESSMENT CRITERION 3

3. Client satisfaction is gauged by following up according to product/service and in accordance with company specific requirements.

UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS

1. Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA.

2. 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.

3. 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.

Critical Cross-field Outcomes (CCFO):

UNIT STANDARD CCFO IDENTIFYING

To analyse information critically when establishing the client's orientation in order to support the sales approach; aligning social ritual to the client's orientation.

UNIT STANDARD CCFO COMMUNICATING

To communicate effectively when informing the client about the call objectives; seeking the client's permission to ask questions; using questioning and listening skills to uncover and develop the client's needs; determining whether the customer is receptive to the offered product/service or not; when explaining the features and benefits of the product/service offering.

REREGISTRATION HISTORY

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

UNIT STANDARD NOTES

Terminology:

Market Segmentation: Breaking up the total market into smaller segments to meet client needs.
Client Orientation refers to buyer behaviour for example: power buyer, affiliation buyer, self actualisation buyer, security buyer.

QUALIFICATIONS UTILISING THIS UNIT STANDARD:

	ID	QUALIFICATION TITLE	PRE-2009 NQF LEVEL	NQF LEVEL	STATUS	END DATE	PRIMARY OR DELEGATED QA FUNCTIONARY
Elective	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.	Chartall Business College
3.	Cornerstone Performance Solutions (Pty) Ltd
4.	Cornerstone Supreme
5.	Damelin (Pty) Ltd
6.	Felix Risk Training Consultants
7.	Plumb Line Risk Alignment
8.	Production Management Institute of Southern Africa
9.	Riverwalk Trading 151 CC trading as Culhane Consulting
10.	SIGNA ACADEMY (PTY) LTD
11.	Standard Bank Personal and Business Banking
12.	The Academy of Financial Markets
13.	The Institute of Literacy Advancement
14.	THE SHERQ CENTRE OF EXCELLENCE PTY LTD