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Title / Sell automotive products
Level / 3 / Credits / 4
Purpose / This unit standard is for people in automotive sales areas. People credited with this unit standard are able to: demonstrate knowledge of the role and responsibilities of a salesperson in automotive retail and trade selling; demonstrate knowledge of products offered for sale; establish customer's needs; make a sales presentation; and close the sale.
Classification / Motor Industry > Automotive Sales
Available grade / Achieved
Explanatory notes
1The following legislation and amendments are required to be consulted and followed where applicable:
Consumer Guarantees Act, 1993;
Fair Trading Act, 1986.
2Reference to company satisfaction and company policy means that the standard must comply with any policies, procedures, and requirements of the company involved, and the ethical codes of relevant professional management.
Outcomes and evidence requirements
Outcome 1
Demonstrate knowledge of the role and responsibilities of a salesperson in automotive retail and trade selling.
Evidence requirements
1.1Personal attributes of a salesperson are identified in terms of those considered desirable by the company.
1.2The responsibilities of a salesperson under the Consumer Guarantees Act and the Fair Trading Act are defined.
Outcome 2
Demonstrate knowledge of products offered for sale.
Evidence requirements
2.1The marketable features of the product or products are identified in terms of those promoted by the product manufacturer.
2.2The benefits to the customer of the product or products are defined by matching customer needs and wants with the product's features.
2.3Point of sale material sought by a customer is given promptly on request.
Outcome 3
Establish customer's needs.
Evidence requirements
3.1Customer is qualified.
Rangepurchaser, enquirer, complainant.
3.2Customer's buying motives are identified.
3.3Customer's goodwill is established.
3.4Customer's buying signals are followed during the qualification process.
Rangebuying signals – verbal, non-verbal, actions.
3.5The purchasing method is defined.
Rangehire purchase, leasing, trade-in, cash, credit card, cheque, industry voucher.
Outcome 4
Make a sales presentation.
Evidence requirements
4.1The product presentation is made to allow the customer to select from the available range.
4.2The initial approach to the customer is appropriately timed.
4.3The customer is encouraged to participate during the presentation according to the type and place of the presentation.
4.4Product benefits are emphasised during the presentation.
4.5Two advantages of value added selling are identified.
4.6Customer's objections and resistance to sales presentations are identified and overcome to customer and company satisfaction.
4.7Company's standards of courtesy are met.
Outcome 5
Close the sale.
Evidence requirements
5.1Buying signals are identified by trial closure.
Rangebuying signals – verbal, non-verbal, actions.
5.2After sales assurances are conveyed, where applicable.
5.3The sale is closed using methods consistent with company policy.
5.4Customer's goodwill is maintained during the closing.
This unit standard is expiring. Assessment against the standard must take place by the last date for assessment set out below.
Status information and last date for assessment for superseded versions
Process / Version / Date / Last Date for AssessmentRegistration / 1 / 1 October 1993 / 31 December 2016
Review / 2 / 4 October 1996 / 31 December 2016
Review / 3 / 30 August 1999 / 31 December 2016
Review / 4 / 25 June 2007 / 31 December 2020
Rollover / 5 / 19 November 2010 / 31 December 2020
Rollover / 6 / 22 August 2014 / 31 December 2020
Consent and Moderation Requirements (CMR) reference / 0014
This CMR can be accessed at
Please note
Providers must be granted consent to assess against standards (accredited) by NZQA, before they can report credits from assessment against unit standards or deliver courses of study leading to that assessment.
Industry Training Organisations must be granted consent to assess against standards by NZQA before they can register credits from assessment against unit standards.
Providers and Industry Training Organisations, which have been granted consent and which are assessing against unit standards must engage with the moderation system that applies to those standards.
Requirements for consent to assess and an outline of the moderation system that applies to this standard are outlined in the Consent and Moderation Requirements (CMR). The CMR also includes useful information about special requirements for organisations wishing to develop education and training programmes, such as minimum qualifications for tutors and assessors, and special resource requirements.
NZ Motor Industry Training Organisation (Incorporated)SSB Code 101542 / New Zealand Qualifications Authority 2018