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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Implement personal selling strategies to achieve banking-related targeted results 
SAQA US ID UNIT STANDARD TITLE
7361  Implement personal selling strategies to achieve banking-related targeted results 
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  10 
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 implement personal selling strategies to achieve targeted results. People credited with this unit standard are able to establish individual personal selling objectives, determine personal selling strategies and techniques, develop personal selling skills and formulate and co-ordinate individual personal selling strategies. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Demonstrated competence in identifying and interpreting trends in personal selling. 

Specific Outcomes and Assessment Criteria: 

SPECIFIC OUTCOME 1 
Establish individual personal selling objectives 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Sales management objectives are confirmed for team, individual and territory or centre operations. 

ASSESSMENT CRITERION 2 
2. Relationships are identified with marketing, production and financial strategies. 

ASSESSMENT CRITERION 3 
3. Individual personal selling objectives are developed in relation to organisation, sales management, and team and territory or centre objectives. 

ASSESSMENT CRITERION 4 
4. Goals are established for achievement of individual objectives and contribution to overall sales and marketing objectives. 
ASSESSMENT CRITERION RANGE 
May include but is not limited to - volume of sales, market share, profitability, product or brand, customer relationships and new business development.
 

SPECIFIC OUTCOME 2 
Determine personal selling strategies and techniques 
OUTCOME RANGE 
May include but is not limited to - identification of prospective clients, sales preparation, presentation, confirmation, follow-up, identification of further business opportunities. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Changes in the nature and focus of personal selling techniques are identified in reltion to product and consumer driven selling concepts. 

ASSESSMENT CRITERION 2 
2. Assessments of needs and expectations of individual clients are interpreted, and personal selling techniques are adapted in response to particular selling situations. 

ASSESSMENT CRITERION 3 
3. Assessments of the competitive environment determine the implications for personal selling strategies and techniques in relation to particular selling situations. 

ASSESSMENT CRITERION 4 
4. Personal selling strategies and techniques are differentiated for sales activities in terms of processing orders, creative selling and service selling. 

ASSESSMENT CRITERION 5 
5. Personal selling strategies and techniques are altered to match the selling circumstances and the expertise of the sales person or sales team. 
ASSESSMENT CRITERION RANGE 
May include but is not limited to structured presentations, stimulus-response statements, selling formula and interactive buyer-seller approach.
 

ASSESSMENT CRITERION 6 
6. Personal selling strategies are assessed for their contribution to achievement of targeted results. 

SPECIFIC OUTCOME 3 
Develop personal selling skills 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Internal and external sources of information are identified in relation to gaining professional assistance in assessing sales aptitude and ability. 

ASSESSMENT CRITERION 2 
2. Assessments of personal aptitude and ability identify areas for future development in terms of selling skills and associated personal development needs. 

ASSESSMENT CRITERION 3 
3. Assessments of the nature and scope of internal sales organisation training development programmes identify training opportunities relevant to individual needs. 

ASSESSMENT CRITERION 4 
4. Assessments of external training options identify training opportunities relevant to individual needs. 

ASSESSMENT CRITERION 5 
5. Personal motivation factors are identified in relation to the establishment of personal selling objectives and goals, and the development of personal selling skills. 

SPECIFIC OUTCOME 4 
Formulate and co-ordinate individual personal selling strategies 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Personal selling strategies developed are consistent with overall organisation and individual business unit or function strategies. 

ASSESSMENT CRITERION 2 
2. Personal selling strategies developed contribute to achievement of sales team, sales territory or sales centre and sales organisation goals. 

ASSESSMENT CRITERION 3 
3. Strategies developed target achievement of individual sales objectives in accordance with agreed sales performance goals. 

ASSESSMENT CRITERION 4 
4. Strategies developed are consistent with personal motivation, incentives and training and development needs. 


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:
  • Establish personal selling objectives in the context of organisation's overall sales and marketing objects
  • Determine and assess own personal selling strategies and techniques and be able to make necessary changes where required
  • Evaluate applicability of current selling operations in terms of sales objectives and strategies
  • Identify changes required to respond to direct selling opportunities 


  • Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    The learner is able to identify and solve problems when assessing direct selling strategies and techniques in relation to specific selling situations, ensuring that decisions to alter are based on sufficient information from investigations and assessments. 

    UNIT STANDARD CCFO WORKING 
    The learner is able to work effectively with others in developing personal selling skills, ensuring the achievement of personal selling objectives and organisation and business unit strategies and goals. 

    UNIT STANDARD CCFO ORGANISING 
    3. The learner is able to organise and manage his/her activities responsibly and effectively, ensuring the development of personal selling skills. 

    UNIT STANDARD CCFO COLLECTING 
    The learner is able to collect, organise and critically evaluate information when establishing personal selling objectives, ensuring that research and investigation information identifies direct selling techniques required to respond to specific situations. 

    UNIT STANDARD CCFO CONTRIBUTING 
    The learner is able to understand the relationship between direct selling factors and sales team organisation, training, and incentives to effectively implement personal selling strategies to achieve targeted results. 

    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. African Bank Ltd 
    2. Bidvest Bank 
    3. Cornerstone Performance Solutions (Pty) Ltd 
    4. Full Value Financial Services (Pty) Ltd 
    5. Nedbank Ltd 
    6. The Facilitation Workshop 
    7. 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.