Business Sales Certificate IV BSB40615

Subject Choices
offered under the Certificate IV in Business Sales

3 - 5 electives are required (depending on subjects chosen)

• Develop Product Knowledge

  This subject focuses on the skills and knowledge required to develop knowledge of products and services in preparation for customer engagement in an inbound or outbound sales or service role. This subject requires you to undertake product research and answer case studies to demonstrate awareness of product features and competitive advantages.

  • Unit(s):

  • BSBPRO401 Develop product knowledge

• Prospecting for Sales Leads

  This subject covers key concepts in sales and marketing, prospecting, qualifying prospects and approaching the prospect. Other topics covered are how to efficiently manage your client data; developing your personal sales plan; and managing your time.

  • Unit(s):

  • BSBSLS407 Identify and plan sales prospects

• Build Client Relationships

  This subject has been structured to progressively develop the students skill and knowledge in the building, managing and maintaining of customer relationships to support business outcomes. It explains the difference between customer service and customer relationship building; with an emphasis on the skills required for longer term relationship building. This includes considering a range of client relationship strategies and also how to use networking effectively.

  • Unit(s):

  • BSBREL402 Build client relationships and business networks

  • BSBCUS402 Address customer needs

• Present Sales Pitches

  Presenting your sales pitch to a customer involves the skills to make a targeted and persuasive presentation, and to respond to buyer signals and overcome objections. As a key part of closing the sale you are also required to ensure post sales support is provided where applicable. This subject requires a SKYPE or similar sales role play to be undertaken as part of the assessment.

  • Unit(s):

  • BSBSLS408 Present, secure and support sales solutions

• Essential Selling Skills (E)

  Essential sales skills include identifying the customers needs and the features of the product or service that will most benefit them. This requires good interpersonal and communication skills as well as the ability to be accurate when processing the sale. This subject covers these essential sales skills.

  • Unit(s):

  • FNSSAM301 Identify opportunities for cross-selling products and services

  • BSBCUE304 Provide sales solutions to customers

• Meetings and Business Travel (E)

  This subject provides the skills and knowledge required to organise effective meetings including the preparation and distribution of meeting related documents such as agendas and minutes. It also covers skills and knowledge required to organise business travel, including preparing travel related documentation and making travel bookings.

  • Unit(s):

  • BSBADM405 Organise meetings

  • BSBADM406 Organise business travel

• Participate in Networking Events (E)

  This is a practical subject that examines the skills and techniques needed to make business networking effective. It covers communication approaches when meeting new contacts; negotiating and problem solving; and how to maintain positive client relationships. You must attend a face to face networking event and actively participate in a social media network as part of the assessment requirements.

  • Unit(s):

  • BSBREL401 Establish networks

• Co-ordinate Customer Service Delivery (E)

  Providing good service to your internal and external customers is a critical responsibility for senior staff, team leaders and managers. Learn how to identify the key aspects of service delivery important to your customers, and the customer service system needed to achieve your service standards.

  • Unit(s):

  • BSBCUS401 Coordinate implementation of customer service strategies

  • BSBCUS403 Implement customer service standards

• Marketing Promotions (E)

  This subject covers market segmentation, marketing messages and the promotional mix. Students prepare a marketing plan for 2 different market segments which involves designing a specific promotional activity as well as evaluating the proposal. Spam laws and important consumer laws are covered to ensure relevant laws are addressed in your marketing efforts.

  • Unit(s):

  • BSBMKG413 Promote products and services

  • BSBMKG414 Undertake marketing activities

• Presentation Delivery (E)

  In this subject you will learn to prepare a presentation including session planning and delivery skills. You will learn the importance of considering the target audience and dealing with questions, as well as preparing quality visual aids and content. Students are required to record an actual presentation they deliver and submit to the College for practical assessment and feedback.

  • Unit(s):

  • BSBCMM401 Make a presentation

• Sales Planning (E)

  This subject takes you through developing sales plans, budgets and KPIs, as well as achieving sales budget requirements, understanding sales management techniques, promotional activities and working with teams to implement sales plans. It includes topics such as team consultation, team motivation and mentoring as well as cost consciousness.

  • Unit(s):

  • BSBSLS501 Develop a sales plan

  • FNSSAM402 Implement a sales plan

• Team Effectiveness (E)

  Teams need sound leadership to prosper. This important subject breaks down the art of leading effective teams into the key elements of inspiring trust, effective communication, setting targets and building relationships. Special attention is given to teaching leaders how to successfully manage both individual and team conflict and improve team performance.

  • Unit(s):

  • BSBLDR403 Lead team effectiveness

  • BSBLDR402 Lead effective workplace relationships

• Keeping Your Work Team Safe (E)

  Supervisors and team leaders have strict legal obligations under safety legislation. Learn what these are, as well as the practical skills to identify, risk assess and resolve safety concerns. This subject also teaches how to better understand safety statistics and identify factors that can reduce injuries, and ensure the business is productive and profitable.

  • Unit(s):

  • BSBWHS401 Implement and monitor WHS policies, procedures and programs to meet legislative requirements

• Spreadsheets - Advanced. (E)

  This advanced subject allows you to build on the basics of working with excel and creating formulas. You will learn how to best layout and show information and create charts, as well as save and store workplace documents safely, efficient computing and hazard identification. You will also learn time saving functions such as named ranges, linking and consolidating data, data tables, array formulas, data validation, macros, templates and cell protection.

  • Unit(s):

  • BSBITU402 Develop and use complex spreadsheets