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: 

Sell products and services to corporate fleet owners 
SAQA US ID UNIT STANDARD TITLE
9871  Sell products and services to corporate fleet owners 
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 5  Level TBA: Pre-2009 was L5  16 
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
259959  Sell products to corporate fleet owners  Level 5  Level TBA: Pre-2009 was L5  12   

PURPOSE OF THE UNIT STANDARD 
The learner is capable of identifying and making contact with potential corporate fleet owners, providing information clearly and accurately, carrying out presentations of proposals, providing fleet purchasing options, creating and pursuing sales opportunities, agreeing on future actions with the customer, and recording details for use in future sales discussions. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Knowledge:
  • Conducting sales in a Motor Sales and Support Services
  • Financing calculations
  • Basic computer literacy

    Skills: Listening, questioning

    Attitude: Initiative, self esteem 
    		•

    UNIT STANDARD RANGE 
    Context
  • Sale of vehicles to corporate fleet owners in industrial, commercial and public service sectors
  • Sources for leads: Handbooks, directories, newspapers, magazines, marketing lists, database
  • Sale of vehicles to corporate fleet owners in industrial, commercial and public service sectors
  • Call objectives - Introduction, establishment of fleet needs, sales, identification of decision makers, establishment of selling opportunities
  • Sale of vehicles to corporate fleet owners in industrial, commercial and public service sectors
  • Brochures, promotional material, prices, company profile, newsletters, website and business cards
  • Sale of vehicles to corporate fleet owners in industrial, commercial and public service sectors
  • Purchasing options - full maintenance lease, operating lease, straight lease, lease with maintenance contract, and instalment sale
  • Sale of vehicles to corporate fleet owners in industrial, commercial and public service sectors
  • Prepare a presentation containing:
  • Introduction
  • Main body with features advantages and benefits and costs, options
  • Conclusion
  • Agreement can include - straight forward offer to purchase, to elaborate agreement containing maintenance agreements, operating costs

    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 
    Seek own corporate prospects. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. From referred and non-referred leads identify corporate prospects in a specific area. 

    ASSESSMENT CRITERION 2 
    2. Name types of sources of leads. 

    ASSESSMENT CRITERION 3 
    3. Describe research methods related to the identifications of corporate prospects. 

    SPECIFIC OUTCOME 2 
    Make contact with corporate prospects via telephone canvassing. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Telephonically contact the corporate prospects. 

    ASSESSMENT CRITERION 2 
    2. Secure appointments. 

    ASSESSMENT CRITERION 3 
    3. Identify, list and name call objectives. 

    ASSESSMENT CRITERION 4 
    4. Explain the action to follow in the case of an unsuccessful call. 

    ASSESSMENT CRITERION 5 
    5. Identify purchasing decision makers. 

    SPECIFIC OUTCOME 3 
    Meet decision makers of corporate prospects face-to-face. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Meet the prospect and obtain information about the fleet requirements or present status of this corporate prospect. 

    ASSESSMENT CRITERION 2 
    2. Give information about own organisation, product and services relevant to the corporate prospect's requirements. 

    SPECIFIC OUTCOME 4 
    Establish appropriate corporate prospect's purchasing options. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Determine financial position of corporate prospect. 

    ASSESSMENT CRITERION 2 
    2. Establish corporate prospects most viable purchasing options. 

    SPECIFIC OUTCOME 5 
    Prepare and present a proposal with quotation to the corporate prospect. 
    OUTCOME NOTES 
    Prepare and present a proposal with quotation to the corporate prospect so as to influence the customer's decision making. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Prepare and deliver a sales presentation. 

    ASSESSMENT CRITERION 2 
    2. Recommend purchasing options. 

    ASSESSMENT CRITERION 3 
    3. Deal with concern and overcome objections. 

    SPECIFIC OUTCOME 6 
    Obtain necessary approval to conclude the deal. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Approval from prospective customer and management is obtained. 

    ASSESSMENT CRITERION 2 
    2. Learner is able to negotiate terms and conditions for further dealings. 

    ASSESSMENT CRITERION 3 
    3. Agreement is obtained from the prospective customer. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    The standard describes competent performance in identifying and making contact with potential corporate fleet owners to sell products and services to them, 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 
  • How to identify potential prospects via referred or non-referred leads
  • Types of sources
  • Research methods related to the identification of corporate prospects
  • Product knowledge
  • Market intelligence
  • Techniques for telephone canvassing
  • Sales pitch
  • Call objectives
  • Actions to follow in the case of unsuccessful calls
  • Concept of self esteem
  • Product/service features, advantages and benefits in relation to potential customer needs
  • Overcoming objections
  • Important fleet information
  • Company car versus car allowance
  • Call objectives
  • Features, advantages and benefits of own organisation, products and services
  • Taxation
  • Purchasing options
  • Interpretation of financial statements
  • Financial calculations
  • Presentation techniques
  • Visual aids
  • Promotional materials
  • Overcoming objections
  • Features, advantages and benefits of own organisation, products and services
  • Operating costs estimates 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems in a critical and creative way in identifying and making contact with potential corporate fleet owners to sell products and services to them. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a team when identifying and making contact with potential corporate fleet owners to sell products and services to them. 

    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 in identifying and making contact with potential corporate fleet owners to sell products and services to them. 

    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 when identifying and making contact with potential corporate fleet owners to sell products and services to them does not exist in isolation. 
    		•

    UNIT STANDARD NOTES 
    This unit standard has been replaced by unit standard 259959, which is "Sell products to corporate fleet owners", Level 5, 16 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Elective  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 


    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.