SIR30316 – Certificate III in Business to Business Sales

This qualification reflects the role of individuals working in a position selling to another business, and particularly into retail environments. They generally have titles such as Sales Officer/Representative, or Account/Territory Representative.

Due to the retail units required for completion as Core units, it isn’t generally suitable for individuals that work selling into a non-retail setting.

Individuals at this level often spend a lot of time on the road visiting clients, but will work as part of a team of other salespersons under supervision. They have a strong focus on building and nurturing lasting relationships with clients as opposed to making sales directly to end consumers.

Delivery underpins our philosophy that work is the learning and learning is the work. We deliver a combination of formal training sessions and mentoring. We utilize a mix of on-the-job observation and questioning, and workplace based projects throughout our assessment tasks.

Participants are encouraged to challenge their existing knowledge and extend their boundaries whilst they expand their skill base.

To successfully attain the SIR30316 Certificate III in Business to Business Sales, students are required to complete a total of ten (10) units of competency, comprising of:

• 5 core units, and;
• 5 elective units, of which:
  • 3 must be taken from the elective units listed below;
  • the remaining 2 may be taken from either the elective units listed below, or may be drawn from other qualifications in the SIR Retail Services training package or any other current Training Package or accredited course.

SIR30316 Certificate III in Business to Business Sales

Core Units

SIRWSLS004 Optimise customer and territory coverage
SIRXCEG003 Build customer relationships and loyalty
SIRXCEG005 Maintain business to business relationships
SIRXIND001 Work effectively in a service environment
SIRXWHS002 Contribute to workplace health and safety

Elective Units

SIRXCEG001 Engage the customer
SIRXCEG002 Assist with customer difficulties
SIRXCOM002 Work effectively in a team
SIRXCOM003 Promote team cohesion
SIRRINV001 Receive and handle retail stock
SIRRINV002 Control stock
SIRXMGT001 Supervise and support frontline team members
SIRRMER003 Coordinate visual merchandising activities
SIRXRSK001 Identify and respond to security risks
SIRWSLS001 Process product and service data
SIRWSLS002 Analyse and achieve sales targets
SIRWSLS003 Build sales of branded products
SIRXSLS001 Sell to the retail customer