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

Present and demonstrate features, advantages and benefits of vehicles to customers and prospective buyers 
SAQA US ID UNIT STANDARD TITLE
9853  Present and demonstrate features, advantages and benefits of vehicles to customers and prospective buyers 
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  8 
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
259899  Present and demonstrate the features, advantages and benefits of a vehicle  Level 4  NQF Level 04  8   

PURPOSE OF THE UNIT STANDARD 
The learner is capable of qualifying and stimulating the interest of prospective buyers, by means of static presentation and dynamic demonstration of the features, advantages and benefits of the vehicle with the view to obtain customer commitment. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Knowledge:
  • Conducting sales in a Motor Sales and Support Services
  • Basic general technical knowledge of vehicles
  • Appropriate valid driver`s license

    Skills: Listening and questioning
    Attitude: Customer focus 
    		•

    UNIT STANDARD RANGE 
    Context
  • Sale of vehicles to prospective buyers
  • Demographics - Gender, age, income, occupation, family size,
  • Type of buyers - value for money or savings, safety and security, performance and practicality, pride and prestige, pleasure and comfort
  • Light commercial vehicles, passenger vehicles and recreational vehicles
  • Sale of vehicles to prospective buyers
  • Senses - sight, smell, touch, hearing.
  • Static presentation - step walk around the vehicle
  • Sale of vehicles to prospective buyers
  • Dynamic demonstration - test drive according to company policy

    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 
    Qualify needs of prospective buyers. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Through listening and probing will qualify the prospective buyer in terms of type of client, use of the vehicle, vehicle feature requirements and ownership objectives. 

    ASSESSMENT CRITERION 2 
    2. Evaluate prospective buyer's range of affordability. 

    ASSESSMENT CRITERION 3 
    3. Name types of buyers. 

    ASSESSMENT CRITERION 4 
    4. Name demographics that will influence the customer buying decision. 

    ASSESSMENT CRITERION 5 
    5. Name uses of vehicles. 

    SPECIFIC OUTCOME 2 
    Present the vehicle using the senses of the prospective buyer. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Taking the type of client and the use of the vehicle identified above identify the features, advantages and benefits of the vehicle that match the prospective buyers needs. 

    ASSESSMENT CRITERION 2 
    2. Present features and explain the advantages and the benefits while conducting step walk around the vehicle. 

    ASSESSMENT CRITERION 3 
    3. Name the senses used. 

    ASSESSMENT CRITERION 4 
    4. Identify and overcome objections. 

    SPECIFIC OUTCOME 3 
    Conduct a dynamic demonstration of the vehicle using senses of the prospective buyer. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Conduct a test drive in terms of company policy. 

    ASSESSMENT CRITERION 2 
    2. Name features and explain the advantages and the benefits while conducting a dynamic demonstration. 

    ASSESSMENT CRITERION 3 
    3. Name the senses used. 

    ASSESSMENT CRITERION 4 
    4. Overcome objections. 

    SPECIFIC OUTCOME 4 
    Identify early buying signals and act upon. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Buying signals are identified. 

    ASSESSMENT CRITERION 2 
    2. Closing questions are posed. 

    ASSESSMENT CRITERION 3 
    3. Obtain prospective buyers commitment. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    The standard describes competent performance in qualifying and stimulating the interest of prospective buyers, by means of static presentation and dynamic demonstration of the features, advantages and benefits of the vehicle, 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 
  • Types of vehicle buyers
  • Important demographics
  • Purposes of vehicles
  • Company car versus car allowance and ownership
  • Buying motives
  • Product knowledge (own and competitors)
  • Market intelligence
  • Step walk around presentation
  • Features advantages and benefits of vehicles
  • Overcome objections
  • The 4 senses relevant to vehicle sales
  • Conflict management
  • Buying psychology
  • Selling skills
  • Negotiating skills
  • Features advantages and benefits of vehicles
  • Overcome objections
  • The 4 senses relevant to vehicle sales
  • Company policy on test drives
  • Buying signals - verbal and non verbal indicators 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems in a critical and creative way in qualifying and stimulating the interest of prospective buyers, by means of static presentation and dynamic demonstration of the features, advantages and benefits of the vehicle. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others as a member of a team when qualifying and stimulating the interest of prospective buyers, by means of static presentation and dynamic demonstration of the features, advantages and benefits of the vehicle. 

    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 when qualifying and stimulating the interest of prospective buyers, by means of static presentation and dynamic demonstration of the features, advantages and benefits of the vehicle. 

    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. 

    UNIT STANDARD NOTES 
    This unit standard has been replaced by unit standard 259899, which is "Present and demonstrate the features, advantages and benefits of a vehicle", 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 


    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.