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: 

Conduct a sales visit in a professional environment 
SAQA US ID UNIT STANDARD TITLE
259359  Conduct a sales visit in a professional environment 
ORIGINATOR
SGB Pharmacy 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 09 - Health Sciences and Social Services Curative Health 
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 
The learner credited with this qualification will be able to conduct a sales call in a professional environment.

The learner who has successfully completed this unit standard will be capable of:
  • Preparing for a sales call.
  • Making the sales call.
  • Following up on the sales call.

    Unit Standard Range Statement: Techniques include, but are not limited to: questioning, listening, observing, and presenting. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
  • Communication at NQF Level 4 or equivalent.

    Recognition of Prior Learning:

    A learner may be accredited against this unit standard in terms of recognition of prior learning, based on accreditable evidence of competence in all the required specific outcomes of this, and all the unit standards specified under the heading Learning Assumed to be in Place; and in accordance with the requirements of the relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA. 
    		•

    UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Preparing for a sales call. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Call objectives are set by reviewing outcome of the previous call and/or reviewing relevant information. 

    ASSESSMENT CRITERION 2 
    Information and/or materials are selected to meet the call objective. 

    SPECIFIC OUTCOME 2 
    Making the sales call. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Needs of the customer are identified and qualified by applying selected techniques during the call. 

    ASSESSMENT CRITERION 2 
    Sales presentation is made by applying selected techniques to address customer-specific needs. 

    ASSESSMENT CRITERION 3 
    Customer objections are identified and handled by using selected techniques. 

    ASSESSMENT CRITERION 4 
    Selected techniques are utilised to verify that customer needs have been met. 

    ASSESSMENT CRITERION 5 
    Closing signals are identified and the call is closed by applying selected techniques. 
    ASSESSMENT CRITERION RANGE 
    Techniques include, but are not limited to: questioning, listening, observing, and presenting.
     

    SPECIFIC OUTCOME 3 
    Following up on the sales call. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Call objectives are reviewed and evaluated to determine the actual outcome of the call. 

    ASSESSMENT CRITERION 2 
    Processes for follow up with the customer are applied by monitoring ongoing sales and client relationships. 
    ASSESSMENT CRITERION RANGE 
    Processes include but are not limited to:
  • Monitoring sales data, competitor information, reviewing research.
     
    		•

    ASSESSMENT CRITERION 3 
    The post-call report is compiled and stored future use. 
    ASSESSMENT CRITERION RANGE 
    The report incorporates appropriate purpose, structure, format and content.
     


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • Anyone assessing the learner against this unit standard must be accredited as an assessor with the relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA.
  • Any provider offering learning that will enable achievement of this unit standard must be registered with the relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA.
  • The moderation of this standard will be conducted according to the requirements of relevant ETQA or ETQA that has a Memorandum of Understanding in place with the relevant ETQA. 
    		•

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • A comprehensive understanding of selling principles, methods and techniques (Including listening, observing, questioning, objection handling and closing the sale).
  • A broad and general understanding of follow up techniques. 
    		•

    UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Solving problems and making decisions are found in selling techniques. 

    UNIT STANDARD CCFO ORGANISING 
    Organising and managing self and activities responsibly and effectively are found in all three of the specific outcomes. 

    UNIT STANDARD CCFO COLLECTING 
    Collecting, analysing, organising and evaluating information are found in the preparation for, making and following up a sales call. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicating effectively is demonstrated in the making of the sales call. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Understanding the world as a set of related systems is demonstrated in all three of the specific outcomes. 

    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 
    Integrated Assessment:

    Assessment will be based on, inter alia:
  • Written assessment achievements.
  • Portfolio of evidence demonstrating achievements.
  • Simulated scenarios.
  • Peer assessment.

    The learner should demonstrate the ability to explain concepts in a clear and understandable manner and in language that is appropriate for the target audience.

    Credit Justification:
  • Classroom Learning, 20 hours, 2 credits
  • Self directed learning, 20 hours, 2 credits
  • Experiential learning, 40 hours, 4 credits 
    		•

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Fundamental  63969   National Certificate: Pharmaceutical Sales Representation  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  CHIETA 


    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.
     
    NONE 


    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.