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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Identify customers and generate selling opportunities 
SAQA US ID UNIT STANDARD TITLE
9844  Identify customers and generate selling opportunities 
ORIGINATOR
SGB Retail and Wholesale 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 11 - Services Wholesale and Retail 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 4  NQF Level 04 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 
2006-11-07  2008-11-26  SAQA 0160/05 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2009-11-26   2012-11-26  

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 is replaced by: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
259917  Identify customers and generate selling opportunities  Level 4  NQF Level 04  Complete 

PURPOSE OF THE UNIT STANDARD 
The learner is able of reviewing the existing and potential customer base, conducting contacts with customers in an appropriate manner, providing relevant information clearly and accurately, creating and pursuing selling opportunities, agreeing with the customer on future actions and recording details for use in future sales discussions. 

UNIT STANDARD RANGE 
Context
Research methods: databases, directories, newspapers, magazines, marketing lists
Personal contact, fellow preferences, competitors, promotions
Telephone/written/face-face

Level
A learning programme leading to the award of this unit standard should develop learners who demonstrate:
(a) A foundational knowledge base as indicated in the embedded knowledge component
(b) An understanding of the discipline/field`s fundamental terms, rules, concepts and principles
(c) Familiarity with some of the essential procedures, operations and techniques of this field
(d) An ability to use a range of procedures to solve routine problems
(e) Basic information gathering, analysis and presentation skills
(f) An ability to communicate and present information clearly and reliability following prescribed formats and conventions 

Specific Outcomes and Assessment Criteria: 

SPECIFIC OUTCOME 1 
Identify potential customers. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Potential customers are identified using the appropriate research methods. 

ASSESSMENT CRITERION 2 
2. Sales leads are gathered from a range of sources/activities. 

ASSESSMENT CRITERION 3 
3. Purchasing decision-makers are identified and communication channels. 

ASSESSMENT CRITERION 4 
4. Existing and potential customer base is reviewed to determine new selling opportunities. 

SPECIFIC OUTCOME 2 
Generate selling opportunity. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Sales leads are pursued promptly and efficiently. 

ASSESSMENT CRITERION 2 
2. Contact with customers is made at an appropriate time and through appropriate channels. 

ASSESSMENT CRITERION 3 
3. Customers are dealt with in a courteous, tactful and professional manner. 

ASSESSMENT CRITERION 4 
4. Relevant information relating to service or products is conveyed to customer clearly and accurately. 

ASSESSMENT CRITERION 5 
5. Future action is agreed with the customer following initial contact. 

SPECIFIC OUTCOME 3 
Deal with customer objections and requests. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. Customer objections or requests for information are dealt with promptly and efficiently. 

SPECIFIC OUTCOME 4 
Record, evaluate and use all leads or contacts for future practice. 

ASSESSMENT CRITERIA
 

ASSESSMENT CRITERION 1 
1. All sales leads or contacts are noted, evaluated and used to inform future practice. 


UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
The standard describes competent performance in identifying the customers` needs and to generate selling opportunities, and lay down the criteria by which competence should be judged, as well as the range of circumstances in which competence should be demonstrated.

Integrated assessment methods and tools will allow the candidate to demonstrate that she/he has acquired knowledge of and can safely and effectively apply competence identified in this unit standard.

These tools include the following:
  • In-situ (on-the-job) observations
  • Role-play simulations
  • Structured group discussions
  • Written reports (e.g. tests, exams, case studies, projects, registers, logbooks, workbooks)
  • Verbal report backs (presentations)
  • Portfolios of evidence
  • Projects (physical visits to Government Departments)
  • Experiential learning
  • Working in teams
  • Scenario sketching

    These methods must be carefully selected based on the purpose of the assessment (for example, the written method of assessing knowledge or on-job demonstration of practical competence). The assessment must integrate a number of different methods in order to give the assessor reliable and valid proof of competence and evidence of required attitudes.

    Candidates are assessed against these assessment criteria. Currently employed candidates are observed carrying out their normal work duties by an assessor. They may also be asked to carry out simulated tasks and to answer written and/or oral questions. Candidates studying towards a Unit Standard, and who are not currently employed, will also be assessed using variety of assessment tools.

    Training providers offering the qualifications, or part thereof, shall be accredited in terms of the criteria laid down by the relevant SETA/ETQA.

    Qualified Assessors will be appointed by the training institutions offering the qualifications and must be registered and accredited with the relevant SETA/ETQA.

    Requirements of a portfolio

    Valid, reliable and authentic evidence (presented as a portfolio of evidence) from past achievements and experience which serves to supplement the assessment of applied competence.

    The portfolio may include inter alia:
  • Written statements from persons (e.g. current and/or previous employer, colleague, peer, manager, external customers) confirming competence of the learner
  • Relevant certificates or awards
  • Previous assessment records
    Journals/logbook 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
    Research methods and sources of sales
    Organisational structures
    Product knowledge in relation to customers needs
    Communication methods
    Selling Skills
    Negotiating skills
    Conflict Management Skills
    Customer Service 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems in a critical and creative way in identifying the customers` needs and to generate selling opportunities. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a team in the in identification of customer`s needs and the generation of selling opportunities. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and one`s personal activities responsibly and effectively. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information relevant to the identification of customer`s needs and the generation of selling opportunities. 

    UNIT STANDARD CCFO DEMONSTRATING 
  • Understand and apply a range of office management-related techniques, procedures and experimental approaches required in the different specific programmes leading up to this qualification.
  • Understand the world as a set of related systems by recognising that the identification of customer`s needs and the generation of selling opportunities do not exist in isolation. 

  • UNIT STANDARD NOTES 
    This unit standard has been replaced by unit standard 259917, which is "Identify customers and generate selling opportunities", Level 4, 8 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  21003   National Certificate: Motor Sales and Support Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered" 
    2008-11-26  Was MERSETA until Last Date for Achievement 
    Elective  58950   National Certificate: Gas Installations  Level 3  NQF Level 03  Reregistered  2023-06-30  CHIETA 
    Elective  48887   National Certificate: Hiring Services and Support  Level 3  NQF Level 03  Reregistered  2023-06-30  SERVICES 
    Elective  48889   Further Education and Training Certificate: Hiring Operations  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 


    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. Equal Career Services (Pty) Ltd (CENTURION) (TP) 
    2. JESUA CONSULTANTS (Hartenbos) (WA) 
    3. Jesua Consultants (Pty) Ltd (MOSSEL BAY) (TP) 



    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.