CERTIFICATE IN SALES -...

C E R T I F I C AT E I N S A L E S | S A L E S & T E L E S A L E S

The framework has been designed a variety of Sales roles for example Trainee Sales Advisor, Telesales Operator, Junior Sales Executive; it provides employees with an accredited pathway of qualifications which are portable as their careers develop.

This professional development programme is most suited to you if you are working in a sales role, such as:• Sales Person• Trainee Sales Advisor• Telesales Advisor• Sales Negotiator

ABOUT THE PROGRAMME

This professional development programme will enhance and hone your knowledge in:• Making outbound sales calls

• Receiving inbound sales calls

• Selling to customers face to face

• Negotiating and handling sales

• Obtaining and analysing sales

• Preparing and delivering a sales presentation

• Communicating sales related information and knowledge to customers

• Generating and qualifying sales leads

• Processing sales orders

ENGLISH AND MATHSLearners will complete Functional Skills in English and maths. Assessments are designed to measure

the competent application of skills within real-life scenarios. Learners will typically either need to

work towards Level 1 Functional Skills and achieve before completing the Apprenticeship, and then

sit their Level 2 exam, or work towards Level 2 Functional Skills and achieve before completing the

Apprenticeship. Assessments are task based with no portfolio to complete. These can be completed

on-screen, offline or paper-based. Completion of Functional Skills may not be required where evidence

of a current transferable skills qualification exists e.g. GCSE.

PROGRESSION OPPORTUNITIESThe qualifications provide opportunities for progression to other qualifications at the same or higher

levels and they support learners in meeting the knowledge and skills requirements for employment

within sales. Other qualifications can include: Sales Level 3, Team Leading, Management or Customer

Service Level 3.

LENGTH OF PROGRAMMEIt will take an average of 12 months to complete this professional development programme.

PROGRAMME DELIVERYYou will receive dedicated time with your tutor through 1 to 1 coaching, group training sessions and remote support via e-mail, phone and Skype as required. Specific programme delivery will be agreed between your employer, Babington Group and your line manager. All physical and digital course materials will also be provided, enabling you to learn anytime, anywhere.

MAXIMUM FUNDING BAND£1,500For Levy paying employers, the full cost of the training and assessment can be covered. For non-Levy paying employers, they may be required to contribute up to 10% of the cost of training and assessment.

CERTIFICATE IN SALESSALES & TELESALES - LEVEL 2

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V2 – 31 May 2017 Page 1 of 7 148 - SGA - Sales L2

Skills Gap Analysis

Programme: Sales L2

Programme Elements

Level 2 Certificate in Sales Level 2 Certificate in Principles of Selling

The framework has been designed a variety of Sales roles for example Trainee Sales Advisor, Telesales Operator, Junior Sales Executive; it provides employees with an accredited pathway of qualifications which are portable as their careers develop.

In addition, the framework provides employers with a toolkit from which they can deliver relevant teaching and learning, appropriate to their evolving business needs and/or contractual requirements. As contract delivery is increasingly outcome funded, it is critical that employers have the tools at their disposal to increase the skills of the sector through work based learning and Apprenticeships.

Functional Skills in Mathematics

Learners will complete Functional Skills in maths. Assessments are designed to measure the competent application of skills within real-life scenarios. Learners will typically either need to work towards Level 1 Functional Skills and achieve before completing the Apprenticeship, and then sit their Level 2 exam, or work towards Level 2 Functional Skills and achieve before completing the Apprenticeship. Assessments are task based with no portfolio to complete. These can be completed on-screen, offline or paper-based. Completion of Functional Skills may not be required where evidence of a current transferable skills qualification exists e.g. GCSE.

Functional Skills in English Learners will complete Functional Skills in English. Assessments are designed to measure the competent application of skills within real-life scenarios. Learners will typically either need to work towards Level 1 Functional Skills and achieve before completing the Apprenticeship, and then sit their Level 2 exam, or work towards Level 2 Functional Skills and achieve before completing the Apprenticeship. Assessments are task based with no portfolio to complete. These can be completed on-screen, offline or paper-based. Completion of Functional Skills may not be required where evidence of a current transferable skills qualification exists e.g. GCSE.

ERR in the Management and Leadership Sector

Employee Rights and Responsibilities (ERR) is a mandatory part of all Apprenticeships. It must be assessed and clearly evidenced. All apprentices must understand their rights and responsibilities with regards to equal opportunities and health and safety. It is important that all apprentices receive a thorough induction into their organisations. This induction can contribute evidence and examples towards meeting the requirements for ERR.

Duration 12 Months

Entry Requirements

Prior Attainment No prior knowledge, understanding, skills or qualifications are required for this qualification, however, it is likely that you will be seeking work within the sales sector, or you may already be employed in a sales role.


Job Role Duties The qualification has been designed for a variety of Sales roles, for example Sales Person, Trainee Sales Advisor, Telesales Advisor & Sales Negotiator

Duties can include:

Making outbound sales calls

Receiving inbound sales calls

Selling to customers face to face

Negotiating and handling sales

Obtaining and analysing sales

Preparing and delivering a sales presentation

Communicating sales related information and knowledge to customers

Generating and qualifying sales leads

Processing sales orders

Delivery Methods

Off the Job Training It is expected that Apprentices spend 20% of the total duration of their programme undergoing off the job training. Off-the-job training is defined as learning which is undertaken outside of the normal day-to-day working environment and leads towards the achievement of an apprenticeship. This can include training that is delivered at the apprentice’s normal place of work but must not be delivered as part of their normal working duties. Off the Job training may include all the following (non-exclusive) activities:

Individual and Group teaching

Practical training; shadowing; mentoring; industry visits and attendance at competition

Coaching

Distance learning

e-learning

Feedback and Assessment

Guided study

Learning with peers/networked or collaborative learning

Apprentices may be required to attend their nearest accredited centre to undertake examinations.

On the job Training On the job guided learning hours refers to the time taken to develop the practical skills applied in the context of a job role. It can be seen as the time the apprentice spends being guided whilst undertaking normal activities as part of their job role, and which provide opportunities to learn, develop and practice skills.


Progression Opportunities The qualifications provide opportunities for progression to other qualifications at the same or higher levels and they support learners in meeting the knowledge and skills requirements for employment within sales. Other qualifications can include: Sales Level 3, Team Leading, Management or Customer Service Level 3.

Skills Gap Analysis | Sales An apprenticeship is a genuine job with an accompanying skills development programme. Through their apprenticeship, apprentices gain the technical knowledge, practical experience and wider skills they need for their immediate job and future career. The apprentice gains this through a wide mix of learning in the workplace, formal off-the-job training and the opportunity to practise new skills in a real work environment. Apprentices must have a job role (or roles) with an employer that provides the opportunity for them to gain the knowledge, skills and behaviours needed to achieve their apprenticeship. For Babington to access funding from an employer’s digital account or from government-employer co-investment we must assess that it is the most appropriate learning programme and have evidence that the apprentice is either in a new job role or if in an existing job role, there is a need for significant new knowledge and skills. By completing the Skills Gap Analysis below this will support Babington in ensuring that the apprentice is suitable and eligible for programme. Scoring Rules Yes: Indicates you are fully confident in your skills, knowledge and behaviours regarding the unit and/or learning outcome. Requires further development: Indicates you have some skills, knowledge and behaviours regarding the unit and/or learning outcome, but require further support and development as part of your On or Off the Job Training. No: Indicates you have no skills, knowledge and behaviours regarding the unit and/or learning outcome, and should this unit be chosen, could be completed as part of your Off the Job Training.


Mandatory Units Group A

Unit Title

Can the learner demonstrate skills, knowledge and behaviours in this unit?

Cre

dit

s

Guided discussion Comments Yes

Requires further development

No

Time planning in Sales

☐ ☐ ☐ 2

Complying with legal, regulatory and ethical requirements in a sales and marketing role

☐ ☐ ☐ 2

Deliver reliable customer service

☐ ☐ ☐ 5

Optional Units Group B

Unit Title


Cre

dit

s Guided discussion Comments

Yes Requires further

development No

Selling face to face

☐ ☐ ☐ 4

Selling by telephone (inbound) *

☐ ☐ ☐ 4

Selling by telephone (outbound) *

☐ ☐ ☐ 4

Optional Units Group C

Unit Title


Cre

dit

s



No

Inputting and accessing sales or marketing data in information systems

☐ ☐ ☐ 2

Processing Sales orders

☐ ☐ ☐ 2


Selling at exhibitions

☐ ☐ ☐ 5

Preparing and delivering a sales demonstration

☐ ☐ ☐ 3

Monitoring sales deliveries

☐ ☐ ☐ 2

Supporting customers in obtaining finance for purchases

☐ ☐ ☐ 3

Generating and qualifying sales leads

☐ ☐ ☐ 2

Meeting customers’ after sales needs

☐ ☐ ☐ 3

Obtaining and analysing sales-related information

☐ ☐ ☐ 4

Obtaining and analysing competitor behaviour

☐ ☐ ☐ 3

Buyer behaviour in sales situations

☐ ☐ ☐ 3

Communicating using digital marketing/sales channels

☐ ☐ ☐ 4

Manage personal development

☐ ☐ ☐ 4

Participate in meetings

☐ ☐ ☐ 2

Communicate information and knowledge

☐ ☐ ☐ 3


Certificate in Principles of Selling

Unit Title


Cre

dit

s



No

Understanding legal, regulatory and ethical requirements in sales or marketing

☐ ☐ ☐ 2

Understanding the sales environment

☐ ☐ ☐ 3

Understanding sales techniques and processes

☐ ☐ ☐ 5

Sales targets ☐ ☐ ☐ 2

Principles of presentations and demonstrations in sales

☐ ☐ ☐ 2

Principles of personal responsibilities and working in a business environment

☐ ☐ ☐ 4


Results of the Skills Gap Analysis Scores

Yes Requires further

development No

Totals:

Score Percentage:

Do the above results show that the learner requires further development or above on at least

50% of criteria?

Any score above 50% demonstrates the learner requires significant development in their skills, knowledge and

behaviours.

Yes ☐ No ☐

;

Summaries of discussion

Learner Comments

Employer Comments

Provider Comments

Learner Name:

Learner Signature: Date:

Provider Name:

Provider Signature: Date:

CERTIFICATE IN SALES -...

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