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Be able to generate sales appointments

Unit 25: Sell active leisure services and products to customers

Unit reference number: D/503/0870
QCF level: 3
Credit value: 3
Guided learning hours: 15

Unit summary

This unit assesses the competence required to sell active leisure services to customers.

Assessment requirements/evidence requirements

Learning outcomes 1-9

Evidence of performance in the workplace on more than one occasion. There should be a combination of at least two of the following:

  • observation (for example of the learner selling to customers)
  • testimony of others (for example line manager or relevant colleague)
  • products of work (for example plans or preparations for the sales meeting)
  • reflective account. Simulations are not allowed.

Assessment methodology

This unit is assessed in the workplace or in conditions resembling the workplace. Learners can enter the types of evidence they are presenting for assessment and the submission date against each assessment criterion.

Alternatively, centre documentation should be used to record this information.

Learning outcomes and assessment criteria

Learning outcomes

Assessment criteria

Evidence type

Portfolio reference

Date

1.            Be able to generate sales appointments

Follow an active leisure organisation’s procedures to identify sales leads

Follow an active leisure organisation’s procedures to make effective contact with potential customers

 

 

 

2.            Be able to prepare for a sales meeting with active leisure customers

Follow a structured plan when preparing for a sales meeting

Use available information about customers to prepare for a sales meeting

Assess the benefits and features of an active leisure organisation’s services and products

Select the resources to be used during a sales meeting

Identify potential sales objections prior to meeting with customers

 

 

 

3.            Be able to establish an effective relationship with active leisure customers

Follow an active leisure organisation’s standards of personal presentation when meeting customers

Behave in a way that is likely to develop a rapport with active leisure customers

 

 

 

4.            Be able to identify active leisure customers’ needs and expectations

Identify customer needs and expectations through the use of questioning and active listening

Confirm customer requirements by summarising their needs and expectations

 

 

 

5.            Be able to match active leisure services to customer needs and expectations

Identify services and products which match the customer’s needs and expectations

Confirm with the customer that identified services and products are appropriate to their needs and expectations

 

 

 

6.            Be able to progress a sale with active leisure customers

Communicate unique selling points to the customer

Provide the customer with opportunities to discuss and assess features and benefits of products and/or services

Interpret buying signals and act on them to progress the sale

Provide the customer with materials to support the promotion of products and/or services

 

 

 

7.            Be able to deal with sales objections from active leisure customers

Clarify objections and identify potential sales solutions

Record aspects of the service and/or product that do not meet the customer’s requirements and expectations

Resolve customer queries about the service and/or product

Reassure the customer and confirm their objections have been overcome

 

 

 

8.            Be able to close a sale with active leisure customers

Perform a trial close to establish whether or not further objections exist

Gain a commitment from the customer to close the sale

Complete the formalities of the sale following organisational procedures

 

 

 

9.            Be able to follow up unsuccessful sales

Follow an active leisure organisation’s procedures to maintain contact with potential customers

Continue to offer customers information about active leisure services and products that may be appropriate to their needs and expectations

 

 

 


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