AURSCA103 — Apply sales procedures in an automotive workplace

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What an assessment for AURSCA103 must cover

43 assessable components: 4 elements (11 performance criteria), 2 performance evidence and 25 knowledge evidence requirements, plus 5 foundation skills. An audit-defensible tool maps every question and task back to these — that mapping is the coverage matrix Auditori generates alongside the assessment.

Elements & performance criteria

1 Develop product and sales knowledge

1.1Research and clarify use, features and application of products and services according to workplace procedures
1.2Research customer buying behaviour
1.3Consult experienced sales staff or product information guides to increase and confirm knowledge of products, services and sales techniques

2 Approach customer and address product or service requirements

2.1Approach customer according to workplace standards and customer behaviour
2.2Determine customer buying motives and requirements, and guide customer to suitable product, service or specialist as required
2.3Respond to routine customer questions about features and benefits of product or service, or refer to more experienced sales staff

3 Identify and resolve objections

3.1Identify and acknowledge customer objections
3.2Analyse solutions to objections in line with category of objection
3.3Offer solutions to objections within scope of own responsibility and according to workplace procedures

4 Close sale

4.1Monitor, identify and respond to customer buying signals
4.2Select and apply method of closing sale to encourage customer purchase decision according to workplace procedures

Performance evidence

engage with at least three potential automotive customers and respond to their enquiries regarding product and service features in line with workplace customer service standards
sell automotive products or services to at least three different customers

Knowledge evidence

methods to locate and interpret information required to apply sales procedures in an automotive workplace, including: information provided by customer and supervisors
methods to locate and interpret information required to apply sales procedures in an automotive workplace, including: manufacturer specifications and procedures or equivalent documentation
workplace procedures required to apply sales procedures in an automotive workplace including: documentation procedures
product and service knowledge applicable to automotive workplace, including: specific product knowledge for area or section including use and safety requirements
product and service knowledge applicable to automotive workplace, including: specific product knowledge for area or section including company merchandise and service range
product and service knowledge applicable to automotive workplace, including: specific product knowledge for area or section including stock databases and service delivery calendar
product and service knowledge applicable to automotive workplace, including: specific product knowledge for area or section including equipment safety features
product and service knowledge applicable to automotive workplace, including: specific product knowledge for area or section including warranties and conditions
product and service knowledge applicable to automotive workplace, including: specific product knowledge for area or section including price and discounts available
customer types and needs, including: customer behaviour and cues
customer types and needs, including: customer buying motivations, including functional and emotional motivation
customer types and needs, including: demographics, lifestyle and income
customer types and needs, including: individual and cultural differences
key features of automotive industry codes of practice and statutory requirements that are reflected in workplace procedures relating to: sale of products and services
key features of automotive industry codes of practice and statutory requirements that are reflected in workplace procedures relating to: consumer rights and protection
sales techniques relating to selling products and services in an automotive workplace, including: techniques for opening and closing a sale
sales techniques relating to selling products and services in an automotive workplace, including: recognising buying signals
overcoming customer objections, including those relating to: characteristics and feature of merchandise
overcoming customer objections, including those relating to: price of merchandise
overcoming customer objections, including those relating to: strategies to focus customers on specific merchandise
common workplace procedures relating to: analysing individual and workplace sales performance
common workplace procedures relating to: approaching customers, including: greeting customer according to workplace conventions and customer service standards
common workplace procedures relating to: approaching customers, including: conveying a positive impression to encourage customer interest
common workplace procedures relating to: approaching customers, including: interpreting customer non-verbal communication cues
common workplace procedures relating to: approaching customers, including: handling customer complaints

Foundation skills

Learning: Locates required source of information efficiently.
Numeracy: Uses mathematical operations, including addition, subtraction, multiplication, division and percentages, to calculate price and discounts.
Oral communication: Conveys positive and welcoming approach to customers Uses questioning techniques and listening skills to determine customer requirements.
Reading: Interprets product and service information in workplace and manufacturer literature.
Technology: Uses digital systems and tools.

Unit content sourced from training.gov.au — © Commonwealth of Australia, licensed under CC BY 4.0. Auditori is not affiliated with the Department of Employment and Workplace Relations.

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Questions about assessing AURSCA103

What does an assessment tool for AURSCA103 need to cover?

To satisfy the Principles of Assessment and Rules of Evidence, an assessment for AURSCA103 needs to address all 43 unit components: 4 elements with 11 performance criteria, 2 performance evidence requirements, 25 knowledge evidence requirements, and the foundation skills. A coverage matrix mapping each question and task to these components is what an auditor looks for.

How does Auditori generate an assessment tool for AURSCA103?

Auditori pulls the current release of AURSCA103 from training.gov.au and generates a complete package: candidate assessment, assessor guide with model answers and observation criteria, and a coverage matrix mapping every component. A suitably qualified person then reviews and approves the draft in a built-in workflow — consistent with ASQA's guidance on AI use in VET — before export as branded PDF and editable Word.

Is the first assessment tool really free?

Yes. Every new account includes one free credit — enough to generate the complete assessment tool for AURSCA103 — with no card and no subscription required. After that it's pay-as-you-go per unit.

Can I check my existing AURSCA103 assessment instead of generating a new one?

Yes — upload your existing assessment or learner guide and Auditori maps it against every element, performance criterion, PE and KE of AURSCA103, showing exactly what's covered and what's missing. Mapping costs a quarter of a credit.

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