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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Produce and present banking-related sales solutions 
SAQA US ID UNIT STANDARD TITLE
7357  Produce and present banking-related sales solutions 
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
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 for people who are required to produce and present sales solutions. People credited with this unit standard are able to determine client needs; establish sales objectives for sales proposals; assess the internal and external sales environment; develop sales proposals and present sales proposals. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Demonstrated competence in establish and develop sales client relationships. 

Specific Outcomes and Assessment Criteria: 

SPECIFIC OUTCOME 1 
Determine client needs 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Background information on potential clients is developed in terms of personal and business profile, buying process preferences and needs for product information and support. 

ASSESSMENT CRITERION 2 
2. Internal and external contacts and processes are developed and accessed and support identification and assessment of client needs expectations and preferences in relation to products and services. 

ASSESSMENT CRITERION 3 
3. Research and investigation of client operations assess the nature of their markets in terms of profitability, demand and competition. 

ASSESSMENT CRITERION 4 
4. Investigation of client operation identifies their organisational qualities, culture and current practices and problems in relation to existing and competing products and services. 

ASSESSMENT CRITERION 5 
5. Research and investigation assess client goals in terms of product quality, price, promotion and distribution preferences and identifies implications for sales promotions. 

ASSESSMENT CRITERION 6 
6. Research and investigation of complex sales proposals assess client goals in terms of the organisation's strategic objectives and identifies implications for sales promotions. 

SPECIFIC OUTCOME 2 
Establish sales objectives for sales proposals 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Sales objectives are clarified and defined in terms of expectations of specific sales proposals for establishing, developing and maintaining sales business. 

ASSESSMENT CRITERION 2 
2. The relationship between established sales objectives and client needs is assessed in terms of implications for the development and presentation of sales proposals. 

ASSESSMENT CRITERION 3 
3. Potential conflicts and constraints for the development of proposals are identified and resolved in relation to achieving sales objectives and satisfying client needs. 

SPECIFIC OUTCOME 3 
Assess the internal and external sales environment 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. The competitive environment is assessed in terms of the nature and extent of the competing suppliers and products, and the impact and influences upon sales proposals. 

ASSESSMENT CRITERION 2 
2. The economic, legal and regulatory environment is assessed in terms of the impact and influences upon sales objectives and proposals. 

ASSESSMENT CRITERION 3 
3. Client buying motives and behaviour are assessed in terms of their implications for sales proposals. 

ASSESSMENT CRITERION 4 
4. Implications for sales proposals are identified in terms of the capacity of the sales organsiation to provide products and services to meet the needs, expectations and preferences of the client. 

SPECIFIC OUTCOME 4 
Develop sales proposals 
OUTCOME RANGE 
Evidence is required of development of sales proposals in two different, actual or simulated industry contexts or selling situations. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Sales strategy options are developed and assessed in terms of their ability to meet client needs sales objectives. 

ASSESSMENT CRITERION 2 
2. Alternatives for clients are identified and assessed in relation to sales strategy options. 

ASSESSMENT CRITERION 3 
3. Competitor reactions are assessed in relation to sales strategy options. 

ASSESSMENT CRITERION 4 
4. Sales strategies selected are consistent with achievement of client satisfaction and sales objectives. 

ASSESSMENT CRITERION 5 
5. Sales proposals developed propose course(s) of action(s), define objectives in terms of what the client wishes to achieve and provide supplementary information that meets the needs of the client. 

ASSESSMENT CRITERION 6 
6. Sales proposals developed are consistent with selected sales strategies and selling organisation priorities and requirements. 

SPECIFIC OUTCOME 5 
Present sales proposals 
OUTCOME RANGE 
Evidence is required of presentation of sales proposals in two-different, actual or simulated industry contexts or selling situations. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Presentation techniques are selected in accordance with client preferences for mode of presentation, and are consistent with the presentation style and expertise of the seller. 

ASSESSMENT CRITERION 2 
2. Presentation of proposals establishes credibility of the seller and sales organisation through the quality of the presentation and the information provided. 

ASSESSMENT CRITERION 3 
3. Presentation of proposals establishes the major features of the product and emphasises benefits and services in relation to identified client needs. 

ASSESSMENT CRITERION 4 
4. Presentation incorporates techniques for anticipating and responding to objections, and for closing sales in terms of confirming a commitment of decision to purchase. 

ASSESSMENT CRITERION 5 
5. Presentation identifies processes for post-sales follow up in terms of monitoring extent of client satisfaction, product performance identification and resolution of problems and maintenance of client and seller relationship. 


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:
  • Explain organisation specific procedures for determining client needs
  • Recall the main components and purpose of a sales proposal
  • Differentiate between various sales strategies and select an appropriate strategy to meet sales objectives
  • Comprehend the fundamentals of marketing and sales management
  • Identify products and services that will meet client needs
  • Identify and demonstrate presentation techniques for various modes of presentation 


  • Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    The learner is able to identify and solve problems when assessing the internal and external sales environment, ensuring decisions regarding sales proposals are based on complete and accurate information. 

    UNIT STANDARD CCFO COLLECTING 
    The learner is able to collect, organise and critically evaluate information when determining client needs, ensuring that research and investigation information identifies implications for sales promotions. 

    UNIT STANDARD CCFO COMMUNICATING 
    The learner is able to communicate effectively verbally when presenting sales proposals, ensuring that the credibility of the seller and the sales organisations is established. 

    UNIT STANDARD CCFO CONTRIBUTING 
    The learner is able to understand the relationship between client needs and sales, sales promotion processes and sales proposals to effectively produce and present sales solutions. 

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

    UNIT STANDARD NOTES 
    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
    Elective  61589   National Certificate: Banking  Level 5  Level TBA: Pre-2009 was L5  Reregistered  2021-06-30  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. Nedbank Ltd 
    2. The Institute of Literacy Advancement 



    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.