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
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Learning outcomes
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Assessment criteria
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Evidence type
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Portfolio reference
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Date
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1. Be
able to generate sales appointments
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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
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2. Be
able to prepare for a sales meeting with active leisure customers
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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
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3. Be
able to establish an effective relationship with active leisure customers
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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
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4. Be
able to identify active leisure customers’ needs and expectations
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Identify customer needs and expectations through the use
of questioning and active listening
Confirm customer requirements by summarising their needs
and expectations
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5. Be
able to match active leisure services to customer needs and expectations
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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
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6. Be
able to progress a sale with active leisure customers
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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
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7. Be
able to deal with sales objections from active leisure customers
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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
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8. Be
able to close a sale with active leisure customers
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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
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9. Be able to follow
up unsuccessful sales
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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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