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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED QUALIFICATION: 

Higher Occupational Certificate: Information and Communication Technology: Business Development Consultant 
SAQA QUAL ID QUALIFICATION TITLE
120749  Higher Occupational Certificate: Information and Communication Technology: Business Development Consultant 
ORIGINATOR
Development Quality Partner -MICT SETA 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY NQF SUB-FRAMEWORK
QCTO - Quality Council for Trades and Occupations  OQSF - Occupational Qualifications Sub-framework 
QUALIFICATION TYPE FIELD SUBFIELD
Higher Occupational Cert  Field 03 - Business, Commerce and Management Studies  Marketing 
ABET BAND MINIMUM CREDITS PRE-2009 NQF LEVEL NQF LEVEL QUAL CLASS
Undefined  120  Not Applicable  NQF Level 05  Regular-ELOAC 
REGISTRATION STATUS SAQA DECISION NUMBER REGISTRATION START DATE REGISTRATION END DATE
Registered  EXCO 0614/23  2023-03-08  2028-03-08 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2029-03-08   2031-03-08  

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 qualification does not replace any other qualification and is not replaced by any other qualification. 

PURPOSE AND RATIONALE OF THE QUALIFICATION 
Purpose:
The purpose of this qualification is to prepare a learner to function as an Information and Communication Technology: Business Development Consultant.

An Information and Communication Technology (ICT) Business Development Consultant identifies and generates new ICT business opportunities to further improve market share; uses non-verbal communication cues as well as technical skills to gain an understanding of customers' ICT needs; promote goods and services to these customers; works closely with business domain experts and subject matter experts to close sales opportunities and facilitate implementation. ICT Business Development Consultants build relationships with experts, clients and partners in building market share. A competent learner shall demonstrate among others the following attributes: honesty, integrity, punctuality, business acumen, self-motivation, responsibility, accountability, interpersonal relations, ethical behaviour, well organised, self-confidence, etc.

A qualified learner will be able to:
  • Apply an understanding of technology and service offerings in the ICT space.
  • Analyse and interpret trends in the ICT services environment in order to create new business.
  • Establish and maintain customer relationships in the ICT industry.
  • Sell and Market ICT products and services.
  • Perform Sales Administration.

    Rationale:
    The Information and Communication Technology (ICT): Business Development Consultant occupation has been serviced by an entry level Business Analysis Support qualification. It developed competencies to elicit, analyse and communicate Information and Communication Technology requirements for a business. It however fell short on the business development skills that are for entry level practitioners to enter the ICT sector. The Higher Occupational Certificate: ICT Business Development Consultant qualification has therefore expanded the scope to include market growth and sales.

    The qualification will benefit society by providing for recognition of prior learning to those employed and have acquired knowledge and skills sets at a level of the qualification. Qualified learners shall gain access to a career pathway leading to Key Accounts Manager in ICT sector and other related industries.

    The qualification will benefit the economy by creating a sustainable pipeline for rounded qualified entrants into ICT sector. In addition, it will contribute towards freelance work and self-employment, thus create jobs and grow the economy.

    The typical learners for this qualification will be school leavers and existing ICT industry employees who wish to qualify or equip individuals wishing to reskill. Information and Communication Technology business development shall enhance economic competitiveness of South Africa to the global stage. The qualification was developed in collaboration with the Information Communication Technology sector. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    Recognition of Prior Learning (RPL):
  • Learners will gain access to the qualification through RPL for Access as provided for in the QCTO RPL Policy.
    RPL for access is conducted by accredited education institution, skills development provider or workplace accredited to offer that specific qualification /part qualification.
  • Learners who have acquired competencies of the modules of a qualification or part qualification will be credited for modules through RPL.

    RPL for access to the external integrated summative assessment:
    Accredited providers and approved workplaces must apply the internal assessment criteria specified in the related curriculum document to establish and confirm prior learning. Accredited providers and workplaces must confirm prior learning by issuing a statement of result.

    Entry Requirements:
    An NQF Level 4 qualification. 
    		•

    RECOGNISE PREVIOUS LEARNING? 
    Y 

    QUALIFICATION RULES 
    This qualification is made up of compulsory Knowledge, Practical Skills and Work Experience Modules:

    Knowledge Modules
  • 243402-000-00-KM-01, The role of Information and Communication Technology in the Economy, NQF Level 5,
    7 Credits.
  • 243402-000-00-KM-02, Sales Research, Level 5, 9 Credits.
  • 243402-000-00-KM-03, Stakeholder Relationships, Level 5, 6 Credits.
  • 243402-000-00-KM-04, ICT Solution Marketing and Sales, Level 5, 18 Credits.
  • 243402-000-00-KM-05, Sales Administration, Level 4, 6 Credits.

    Total number of credits for Knowledge Modules: 46

    Practical Skill Modules
  • 243402-000-00-PM-01, Apply Knowledge of ICT in Economic Sectors, Level 5, 3 Credits.
  • 243402-000-00-PM-02, Applying Sales Research Tools, Level 5, Credits 9.
  • 243402-000-00-PM-03, Organisational Structure and Roles to Better Establish Relationships, Level 5, 4 Credits.
  • 243402-000-00-PM-04, Applying the ICT Sales Cycle, Level 5, 18 Credits.
  • 243402-000-00-PM-05, Applying Sales Administration, Level 5, 6 Credits.

    Total number of credits for Practical Skills Modules: 40

    Workplace Experience Modules
  • 243402-000-00-WM-01, The ICT Market, Level 5, 9 Credits.
  • 243402-000-00-WM-02, The ICT Regulatory Environment, Level 5, 5 Credits.
  • 243402-000-00-WM-03, The Internal Organisation Structure, Processes and Roles, Level 5, 4 Credits.
  • 243402-000-00-WM-04, The Sales Cycle, Level 5, 10 Credits.
  • 243402-000-00-WM-05, The Organisation Administration system, Level 4, 6 Credits.

    Total number of credits for Work Experience Modules: 34 
    		•

    EXIT LEVEL OUTCOMES 
    1. Analyse, assess and evaluate the ICT needs within an economic sector.
    2. Apply change drivers (trends, challenges and legislation) to identify new ICT business development opportunities.
    3. Apply product knowledge and professional conduct to manage relationships with customers.
    4. Conduct phases of the ICT sales process.
    5. Develop and communicate report on sales. 

    ASSOCIATED ASSESSMENT CRITERIA 
    Associated Assessment Criteria for Exit Level Outcome 1:
    ELO1: Analyse, assess and evaluate the ICT needs within an economic sector.
  • Explain and discuss the economic sector, its services and products.
  • Research technologies in the economic sector and use credible reference sources.
  • Analyse and explain the impact of 4IR (advantages and disadvantages) on the sector.

    Associated Assessment Criteria for Exit Level Outcome 2:
    ELO2: Apply change drivers (trends, challenges and legislation) to identify new ICT business development opportunities.
  • Analyse Internal Strengths, Weaknesses, Opportunities and Threats (SWOT) for the client-company.
  • Conduct External Political, Economic, Social, Technological, Legal and Environmental (PESTLE) analysis for the economic subsector.
  • Identify the ICT business development opportunities in the sector based on the SWOT and PESTLE analysis.

    Associated Assessment Criteria for Exit Level Outcome 3:
    ELO3: Apply product knowledge and professional conduct to manage relationships with customers.
  • Develop, update and implement customer engagement frameworks.
  • Develop a communication matrix for engaging with stakeholders at different levels, using appropriate platforms or communication mechanisms.
  • Apply company code of conduct and professional business practice to the client engagement process.

    Associated Assessment Criteria for Exit Level Outcome 4:
    ELO4: Conduct phases of the ICT sales process.
  • Use appropriate marketing tools to find new business opportunities and justified marketing mix.
  • Explain and apply the critical steps in the process to finalise an ICT sale.
  • Develop a costing sheet based on company offerings.
  • Create draft proposal displaying creative, analytical and problem-solving skills.
  • Prepare and deliver presentations appropriate to the target audience.

    Associated Assessment Criteria for Exit Level Outcome 5:
    ELO5: Develop and communicate report on sales.
  • Identify, explain and apply business tools used to capture and organise required sales information.
  • Collate and analyse sales information.
  • Generate and present a sales report.
  • Identify, discuss, analyse and compare different documents generated from the procurement process.

    INTEGRATED ASSESSMENT
    Integrated formative assessment.
    The skills development provider will use the curriculum to guide them on the stipulated internal assessment criteria and weighting. They will also apply the scope of practical skills and applied knowledge as stipulated by the internal assessment criteria. This formative assessment together with work experience leads to entrance in the integrated external summative assessment.

    Integrated summative assessment.
    An external integrated summative assessment, conducted through the relevant QCTO Assessment Quality Partner is required for the issuing of this qualification. The external integrated summative assessment will focus on the exit level outcomes and associated assessment criteria.

    The external summative assessment will be conducted through an evaluation of practical tasks and theoretical questions at an assessment centre accredited by the QCTO and conducted by an assessor registered by the AQP. The assessment will take place over a minimum of one (1) day.

    Qualifying for external assessment
    To qualify for an external assessment, learners must provide proof of completion of all required modules by means of a statement of results and statement of work experience as well as proof of successful completion of all the subjects and modules or alternative qualifications where applicable. 
    		•

    INTERNATIONAL COMPARABILITY 
    International comparability was conducted using qualifications from Australia and Canada.

    Country: Australia
    Institution: Original Campus
    The BSB50120 Diploma of Business in Business Development is a twelve (12) month qualification offered by Original Campus. It provides learners with end-to-end business development skills. Throughout the studies, learners engage in practical activities. There are templates, discussions, activities and action planning. Learners benefit real-world knowledge, industry connections and critical business concepts that are applicable to work and a clear plan that is actionable.

    Learners shall:
  • Learn the art of communication.
  • Identify viable business opportunities.
  • Develop impactful marketing strategies.
  • Acquire finance and risk management skills.
  • Learn to manage key business relationships and stakeholders.
  • Learn how to increase social media engagement.

    Similarities
    Both qualifications have the same duration, practical components and competencies.

    Differences
    The Australian qualification is general and applies to any sector.

    Country: Canada
    Institution: Conestoga College
    Conestoga College offers a one (1) year Certificate in Business Development and Sales. Good salespeople are expert communicators, passionate problem-solvers, and the engine behind a company's success. The Business Development and Sales Graduate Certificate qualification prepares learners for a dynamic career in business-to-business sales of products, services and ideas. Students learn the guiding principles of professional selling and complex negotiations, as well as strategies for customer relationship management and strategic account management success. Courses in finance, communication, and business-to-business marketing ensure a strong foundation while courses in sales technology and social selling address the leading edge of the profession. Students will learn how to approach the multi-dimensional world of business development in organizations. The program provides opportunities for students to practice their selling and business development skills in ongoing live role-plays and real-world case studies.

    The certificate covers the following modules:
  • Principles of Business-to-Business Sales,
  • Introduction to Business Development,
  • Finance for Sales,
  • Business-to-Business Marketing,
  • Customer Relationship Management,
  • Sales Technology, Professional Selling,
  • Social Selling,
  • Strategic Account Management,
  • Integrated Business Development and Sales,
  • Negotiations and Sales Trends and Analytics

    Similarities
    The purpose, content and duration of the South African ICT Business Development Consultant is comparable to the Canadian qualification. Both qualifications have application.

    Differences
    The Canadian qualification is general and has no work experience.

    Conclusion
    The ICT Business Development Consultant compares well with the Australian and Canadian qualifications in terms of purpose, content, duration and application. 
    		•

    ARTICULATION OPTIONS 
    This qualification allows possibilities for horizontal and diagonal articulation.

    Horizontal Articulation
  • Occupational Certificate: Small Business Consultant, NQF Level 5.
  • Higher Certificate in Information Technology in Business Applications, NQF Level 5.

    Vertical Articulation
  • Diploma in Information and Communications Technology in Business Analysis, NQF Level 6. 
    		•

    NOTES 
    Qualifying for External Assessment:
    To qualify for an external assessment, learners must provide proof of completion of all required modules by means of a statement of results and statement of work experience as well as proof of successful completion of the following subjects and modules or alternative programmes where applicable including Foundational Learning Competence.

    Additional Legal or Physical Entry Requirements:
    None.



    Criteria for the Accreditation of Providers:
    Accreditation of providers will be done against the criteria as reflected in the relevant curriculum on the QCTO website.
    The curriculum title and code are Information and Communication Technology Business Development Consultant: 243402-000-00

    Encompassed Trades:
  • This is not a trade qualification.

    Assessment Quality Partner:
  • MICT SETA. 
    		•

    LEARNING PROGRAMMES RECORDED AGAINST THIS QUALIFICATION: 
     
    NONE 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS QUALIFICATION: 
    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.