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

Sell products to corporate fleet owners 
SAQA US ID UNIT STANDARD TITLE
259959  Sell products 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  12 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 		 2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

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 replaces: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
9871  Sell products and services to corporate fleet owners  Level 5  Level TBA: Pre-2009 was L5  16   

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.

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. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    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. 
    		•

    UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Source new corporate prospects. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The objectives for a corporate interface are explained with reference to company policy and procedures. 
    ASSESSMENT CRITERION RANGE 
    The call objectives may include but are not limited to listing and naming them as an introduction, establishment of fleet needs and condition, identification of decision makers and the establishment of selling opportunities.
     

    ASSESSMENT CRITERION 2 
    Corporate prospects in a specific area are identified from referred and non-referred leads. 
    ASSESSMENT CRITERION RANGE 
    Specific areas may include but are not limited to corporate fleet owners in industrial, commercial and public service sectors.
     

    ASSESSMENT CRITERION 3 
    Methods to research source leads are described with reference to the identification of related corporate prospects. 
    ASSESSMENT CRITERION RANGE 
    Research methods may include but are not limited to sourcing information from directories, newspapers, magazines, client and company advertising campaigns and the internet.
     

    ASSESSMENT CRITERION 4 
    A database of potential corporate prospects is compiled to inform decisions. 

    ASSESSMENT CRITERION 5 
    Source leads are listed with reference to possible corporate clients. 
    ASSESSMENT CRITERION RANGE 
    Sources for leads may include but are not limited to handbooks, directories, newspapers, magazines, marketing lists and current client database.
     

    SPECIFIC OUTCOME 2 
    Make contact with corporate prospects. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The most viable purchasing options are established in terms of the corporate prospects financial position and in accordance with company procedures. 
    ASSESSMENT CRITERION RANGE 
    Purchasing options may include but is not limited to a maintenance lease, operating lease, straight lease, lease with maintenance contract and or instalment sale.
     

    ASSESSMENT CRITERION 2 
    Different methods of contacting corporate prospects are explained in terms of pros and cons and research done on the prospective client. 
    ASSESSMENT CRITERION RANGE 
    Methods of contact may include but are not limited to brochures, promotional material, prices, company profile, newsletters, website and business cards.
     

    ASSESSMENT CRITERION 3 
    An appointment with the decision makers is secured in accordance with company policies and procedures. 

    ASSESSMENT CRITERION 4 
    Information is recorded with reference to the requirements and/or present status of the corporate fleet. 

    ASSESSMENT CRITERION 5 
    Information on own organisation is and products relevant to the corporate prospects requirements are presented in accordance with company policy and procedures. 
    ASSESSMENT CRITERION RANGE 
    A presentation may include but is not limited to preparing a presentation containing an introduction, a main body with features advantages, benefits, costs, options and a conclusion.
     

    ASSESSMENT CRITERION 6 
    The financial position of a corporate prospect is established in terms of the envisaged sale and in accordance with company policies and procedures. 

    ASSESSMENT CRITERION 7 
    Decision makers of prospective clients are identified prior to a sales intervention with reference to who can make a purchasing decision. 

    SPECIFIC OUTCOME 3 
    Present a proposal/quotation to the corporate prospect. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Concerns and objections are addressed in accordance with company policy and procedure. 

    ASSESSMENT CRITERION 2 
    Viable purchasing options are formulated and presented to the client in terms of covering a range of financial commitments. 
    ASSESSMENT CRITERION RANGE 
    Purchasing options must display the ability to influence the decision making process.
     

    ASSESSMENT CRITERION 3 
    A sales presentation is compiled according to company policies and procedures within the financial capabilities of the prospective client. 
    ASSESSMENT CRITERION RANGE 
    The presentation must include but is not limited to addressing the most urgent of the prospective client needs.
     

    SPECIFIC OUTCOME 4 
    Obtain necessary approval to conclude the deal. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    Obtain necessary approval to conclude the deal. 

    ASSESSMENT CRITERION 2 
    Proof of approval for the deal is presented in terms of obtaining approval from the prospective customer and own management. 

    ASSESSMENT CRITERION 3 
    The terms and conditions for further dealings are compiled according to company policy and procedures. 

    ASSESSMENT CRITERION 4 
    Agreement is obtained from the prospective customer to conclude the deal. 
    ASSESSMENT CRITERION RANGE 
    An agreement may include but is not limited to a straight forward offer to purchase or an elaborate agreement containing maintenance agreements and operating costs.
     


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • An individual wishing to be assessed against the unit standard (including through RPL) may apply to an assessment agency, assessor or provider institution accredited by the relevant Education and Training Quality Assurance body (ETQA), or one with an appropriate memorandum of understanding (MOU) with the relevant ETQA.
  • Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this unit standard, or assessing this unit standard, must be accredited as a provider with the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Moderation of assessment will be conducted by the relevant ETQA, or one with an appropriate MOU with the relevant ETQA.
  • Moderation should include both internal and external moderation where applicable. 
    		•

    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.
  • 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. 
    		•

    UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    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 ASSESSOR CRITERIA 
    N/A 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    UNIT STANDARD NOTES 
    This unit standard replaces unit standard 9871, "Sell products and services 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
    Core  64289   Further Education and Training Certificate: Automotive Sales and Support Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  MERSETA 


    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.