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PCFCT Ver.1.0 1/14
Annexure 1
SALES CONSULTANT LEVEL 4
SYLLABUS
Submitted by
PREMIER CENTER FOR COMPETENCY
TRAINING (PCFCT)
PCFCT Ver.1.0 2/14
Contents 1. Introduction to the Course ......................................................................................3
2. Synopsis of Course Duration ..................................................................................9
3. Detailed Syllabus ....................................................................................................9
4. Minimum General Requirements to conduct practical .........................................12
5. Internship ..............................................................................................................12
6. Qualification and Experience of Skill Development Executive (Trainer) ..........13
7. Training Calendars(Not Applicable now) ............................................................13
PCFCT Ver.1.0 3/14
1. Introduction to the Course
Course Specifications
Name of Course Sales Consultant Qualification Pack & NOSASC /
Q1005
Sector / Industry- Automotive Sales TSP : PCFCT
On completion of the course the candidates will have skills and competencies to work as
Sales Consultant in Automotive industry.
The course lays foundation for diverse kinds of skills and competencies relevant for the
specific job-role. The course is designed as per standards set by industry National Skill
Development Corporation (NSDC) / Sector Skill Council / ASAP (Tick as applicable).
Key Objectives of the Course:
M1 : Introduction to Automobiles
To know about each other and to understand the objective
of the programme
M2 : TECHNICAL KNOWLEDGE
& ENGINE FUNCTIONS
To Know Introduction to Automobile Technology
M3 : Field Visit to Showroom
To carry out field Visit of Cars & record data
M4 : Automotive Standard Selling
Process
To Know Preparation and Opening
PCFCT Ver.1.0 4/14
M5: Assessment
To Know Internal Assessment
M6: Value Added Services
To Know Brief on VAS -Finance & Benefits to Customers
M7: Sales
To Know What is sales
M8: Competitive Knowledge
To Know Automotive Manufacturers
M9:Telephone Etiquette
To Know What is Telephone Etiquette
M10:Team Work
To Know Functions of High Performance Team
M11: SOPs & Forms
To Know Preliminary Information Sheet
M12:Safety & Security To Know Safety & Security : What are Accidents
PCFCT Ver.1.0 5/14
M13: Dealer Sales Function
To Know Organisation Chart
M14: Career Definition & Interview
To Know Interview Questions for sales
Key competencies to be developed:
To trainees will know about each other and understand the objective of the programme
The trainees will get to know Introduction to Automobile Technology
The trainees will get to know Field Visit Cars
The trainees will get to know Preparation and Opening
The trainees will get to know Internal Assessment
The trainees will get to know Brief on VAS -Finance & Benefits to Customers
The trainees will get to know What is sales
The trainees will get to know Automotive Manufacturers
The trainees will get to know What is Telephone Etiquette
The trainees will get to know Impact in a Team & Team Work Effectiveness
The trainees will get to know Preliminary Information Sheet
The trainees will get to know Safety & Security : What are Accidents
The trainees will get to know Organisation Chart
The trainees will get to know Interview- Steps in Job Interview Process
PCFCT Ver.1.0 6/14
Particulars Description
Course name as assigned by
ASAP
SALES CONSULTANT
Code of course assigned by
ASAP
ASC / N1001
Duration of the course
160 Hrs..
QP reference
ASC / Q1005
Level of the Course
4
Job role after training
Handle potential customer leads, present value
proposition for vehicles retail sales
Job role defines a unique set of function that
together from a unique employment opportunity in
an organization
Eligibility criteria for
admission
1.Minimum Educational Qualification: Graduate
degree/diploma in any discipline
2.Minimum age: Above 16+
3.Experience [0 years if ASDC Sales Consultant
Level 4 or Post graduate degree/diploma in
business administration]
Training delivery model
1. Desirable for ASDC Sales Consultants level
4 certificate or post graduate degree/ diploma
in business administration
2. Compulsory for all other qualifications
Assessment of trainees
[to be in conformity with
quality framework of ASAP]
Please refer annexure no. II
for quality framework of
ASAP
1. Methodology: Group discussion, Seminar, Class
room,
2. Tools: PPT Projector, laptop, LCD
3.Weightages
The total weightage assigned to various modules or
units should conform to the following distribution
and the same to be specified in the questionnaires
by mentioning A/B/C against the questions:
PCFCT Ver.1.0 7/14
Particulars Description
A. Vital [very important]modules / units
:70%
B. Essential [important] modules / units
:20%
C. Desirable [nice to know] modules /
units:10%
The total weight age assigned to various modules
or units should conform to the following
distribution and the same to be specified in the
questionnaires by mentioning A/B/C against the
questions:
A. Vital [very important]modules / units
:70%
B. Essential [important] modules / units
:20%
C. Desirable [nice to know] modules /
units:10%
Internal Assessment (please
refer annexure V)
The final theory test to be conducted by an
independent Assessment Agency empanelled by
NSDC/SSC; the agency can be fixed in
consultation with ASAP and requirement of test
parameters may be intimated to Assessment agency
in advance. Online/Offline tests or Paper-Pencil
tests can be used for the final assessment]
External (please refer
annexure v)
PCFCT Ver.1.0 8/14
Further learning opportunities
List of courses which the students may be able to join after successful completion
of the present training:
1. SALES CONSULTANT,
2. CRE,
3. SPARE PARTS SALES,
4. AUTOMOBILE SALES BUSINESS,
5. TYRE SALES,
6. AUTOMOBILE ACCESORIES SALES
Further Job opportunities / Occupations
List the existing and emerging job opportunities / occupations which students will
be able to join:
SALES CONSULTANT,
CRE,
SPARE PARTS SALES,
AUTOMOBILE SALES BUSINESS,
TYRE SALES,
AUTOMOBILE ACCESORIES SALES,
ANY SALES RELATED JOB,
SALES ADVISOR,
TRAINER,
SALES MANAGER,
SALES HEAD,
MARKETING MANAGER,
CEO,
ENTERPRENEUR
PCFCT Ver.1.0 9/14
2. Synopsis of Course Duration
Particulars Duration ( Hrs.)
Institution-based training:
1. Theory Sessions 70
2. Practical Sessions 90
Industry-based training:
3. Internship 150
Total 310
3. Detailed Syllabus
The syllabus is to be provided in detail in the table given below.
Sl.
No.
Module and Units Theory /
Practical
Content in terms
of Key Learning
Outcomes*
Theory [
Hrs.]
Practi
cal [
Hrs.]
Total
duratio
n [ Hrs.]
NOS
code
1 M1 : Introduction to
Automobiles
M1/U1 : Introduction
to Automobiles
Theory /
Practical
Knowledge &
IDEA ABOUT
ASAP & PCFCT
1 HRS. 1 HR ASC /
N1001
2 M2 : TECHNICAL
KNOWLEDGE
&ENGINE
FUNCTIONS
M2/U1 : Basics of Auto
Technology
Theory /
Practical
Best practices
which is a winning
formula for
interview success
3 HRS. 8
HRS. 11 HRS.
ASC /
N1001
3 M3 : Field Visit to
Showroom
M3/U1 : Field Visit
Module 1
Theory /
Practical
Trainees will learn
the Competitive
benefits, features,
Advantages
3 HRS. 6
HRS.
9 HRS. ASC /
N1001
PCFCT Ver.1.0 10/14
4 M4 : Automotive
Standard Selling
Process
M4/U1 : Introduction
to Automotive Standard
Selling Process (ASSP)
Theory /
Practical
Emphasizing the
importance of
attitude not only
professional life
also in personal life
5 HRS. 8
HRS. 13 HRS.
ASC /
N1001
5 M5: Assessment
M5/U1 : 1st Internal
Test
Theory /
Practical
The complete
understanding of
who is a customer
5 HRS. 5
HRS.
10 HRS. ASC /
N1001
6 M6: Value Added
Services
M6/U1 : Finance
Theory /
Practical
Trainees will
understand the
actual consumer
behaviour in the
automotive
segment
7 HRS. 8
HRS. 15 HRS.
ASC /
N1001
7 M7: Sales
M7/U1 : Sales
Theory /
Practical
Trainees will learn
the engine
functions in a car
8 HRS. 5
HRS.
13 HRS. ASC /
N1001
8 M8: Competitive
Knowledge
M8/U1 : Competitive
Knowledge
Theory /
Practical
Trainees will
understand &
explain the
required charges
before service
4 HRS. 5
HRS. 9 HRS.
ASC /
N1001
9 M9:Telephone
Etiquette
M9/U1:Telephone
Etiquette
Theory /
Practical
Complete structure
of the business
operations
5 HRS. 5
HRS. 9 HRS.
ASC /
N1001
10 M10:Team Work
M10/U1 :Team Work
Theory /
Practical
Emphasizing the
importance of
attitude not only
professional life
also in personal life
5 HRS. 6
HRS. 11 HRS.
ASC /
N0002
PCFCT Ver.1.0 11/14
Total Each Category
70 90 150
Total Course Duration 310 Hrs.
11 M11: SOPs & Forms
M11/U1:SOPs &
Forms
Theory /
Practical
Participants will
gain confidence in
attending an
interview
confidently & get
the job as early as
possible.
5 HRS. 5
HRS. 10 HRS.
ASC /
N1001
13 M12:Safety & Security
M12/U1:Safety &
Security
Theory /
Practical
Who is who 5 HRS. 7
HRS. 12 HRS.
ASC /
N0003
14 M13: Dealer Sales
Function
M13/U1: Dealer Sales
Function
Theory /
Practical
Best practices
which is a winning
formula for
interview success
5 HRS. 6
HRS. 11 HRS.
ASC /
N0001
15 M14: Career Definition
& Interview
M14/U1: Career
Definition & Interview
Theory /
Practical
How to function in
a dealership &
effectively use the
expertise of other
depts. in a
dealership
6 HRS. 8
HRS. 14
HRS.
ASC /
N0001
PCFCT Ver.1.0 12/14
1. Minimum General Requirements to conduct practical
Category Description
Infrastructure
1. Classroom: ROLE PLAY/EXERCISES
2. Laboratory: Components, Construction models and
Wall Charts
3. Workshop: Factory/ Dealership visit
Equipment
1. Components, Sub-Assemblies, Construction models
2. Demo Car
Teaching-learning
material
Trainer manuals, handbooks for trainees, manuals for
laboratory / practical workshop guide/ worksheets /
exercise sheets / models]
2. Internship
Particulars Description
Duration of internship 30 days/ 150 Hrs.
Prospective
organizations
[with whom
collaborative
arrangements are
made by TSP]
Sn. Organisation Product / Service
Indus Sales
Popular
Marikar Motors
Job roles to be
included
Attend sales meetings, conferences and events
• Handle clients in a professional manner
• Deal with customer issues
• Process customer orders
• Keep up to date with product developments
• Call the client
• Devise new sales or marketing strategies
• Work with other departments
• Schedule appointments, calls, and meetings
PCFCT Ver.1.0 13/14
Specific skills to be
focused
Core skills / Generic Skills/Presentation skills/
Communication skills
Mode of placement Full Day / Hourly / Shifts / Any other [please specify]
Time of placement After Course Completion
3. Qualification and Experience of Skill Development Executive (Trainer)
Sl.
No. Qualification
Experience [ years]
Total Industry Teaching /
Training
GRADUATE/DIPLOMA 2 AUTOMOTIVE
SALES
I YEAR/1YEAR
4. Training Calendar (Not Applicable now)
Illustrative formats for the calendars are provided below. The TSP may modify the
same as required.
Format for Training Calendar:
Day Module / Unit Theory / Practical Time [From – To]
1
2
Rows to be added as required
Format for Calendar of Internship: (Not Applicable now)
Dates / Month
[From - To]
Industry Tasks assigned by the industry
Rows to be added as required
Format for Calendar of Tests / Examination (Not Applicable now)