SELL PRODUCTS AND SERVICES TO CORPORATE FLEET OWNERS

1. SCOPE

This unit standard is intended for learners who will review the existing client/customer base and identify potential customers using a range of research and resource methods: Thereby generating selling opportunities. Contact all clients/customers in a professional manner, handling any objections and/or requests efficiently: Evaluate and record responses for future reference.

On achievement of this unit standard, the learner will be able to:

    • Identify potential customers.
    • Generate selling opportunity.
    • Respond to sales opportunities.

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.

This unit standard makes provision for the automotive retail industry with special reference to the fundamentals of selling products to corporate fleet owners in the following categories: Light commercial vehicles, passenger vehicles, recreational vehicles, Motor cycles, Tri-cycles, Quad cycles, Boats, light and heavy commercial vehicles, agricultural vehicles and Off Road (ATR) vehicles.

On achievement of this unit standard, the learner will be able to:

    • Source new corporate prospects.
    • Make contact with corporate prospects.
    • Meet with decision makers of corporate prospects.
    • Present a proposal/quotation to the corporate prospect.
    • Obtain necessary approval to conclude the deal.

2. PROGRAMME ENTRY REQUIREMENTS / LEARNING ASSUMED TO BE IN PLACE

It is assumed that a learner will be competent in:

    • Communication at NQF Level 4.
    • Mathematical Literacy at NQF Level 3.
    • Identify customers and generate selling opportunities NQF Level 4.

3. DURATION

8 Days

4. UNIT STANDARDS REFERENCE

259917    Identify customers and generate selling opportunities    NQF 4   8 credits

259959    Sell products to corporate fleet owners    NQF 5   12 credits

5. COST

Please refer to office for formal quotation.