Unit 16: Understanding how to sell services and products to customers in active leisure
Unit reference number:L/503/0783
Guided learning hours:20
This unit covers the knowledge, understanding and skills that a learner needs in relation to selling in an active leisure organisation.
Assessment requirements/evidence requirements
Learning outcomes 1 and 2
Knowledge understanding assessment involving one or a mixture of:
- written questions and answers
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
1. Understand sales in the context of active leisure
Explain the importance of sales to an active leisure organisation
Describe the sales cycle and how it helps to structure and progress sales activities
Explain different sales methods that are used in the context of active leisure
2. Understand how to sell active leisure services and products
Explain the difference between proactive and reactive selling
Explain how to assess maximum and minimum returns and the probability of sale closure
Demonstrate different verbal and non-verbal listening and questioning techniques suitable for selling face-to-face
Explain the difference between benefits and features and how to sell them effectively
Describe the range of behaviours displayed by potential customers and how to manage them effectively
Explain the importance of offering alternative services/products
Explain the types of objections that customers may have and how to manage these
Describe the process of closing a sale