Occupational Curriculum Document

Occupational Qualification Title NQF Level

Code

522303000 Occupational 4
Certificate:
Automotive Sales
Advisor

Name Email Phone Logo

Development Manufacturing [email protected] 010 219

Quality Engineering and rg.za 3367
Partner Related Services
Sector Education
Training Authority
(MERSETA)

Assessment Manufacturing [email protected] 010 219

Quality Engineering and rg.za 3367
Partner Related Services
Sector Education
Training Authority
(MERSETA)

______________________ ______________________

QDF Signature Date

______________________ ______________________

DQP Representative Signature Date

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 1 of 111

 TABLE OF CONTENTS

SECTION 1: CURRICULUM INFORMATION ................................................................ 4

1.Occupational Information ............................................................................................. 4
1.1Associated Occupation .............................................................................................. 4
1.2Occupation or specialisation addressed by this curriculum ........................................ 4
1.3 Alternative titles used by the industry ........................................................................ 4
2.Curriculum Information ................................................................................................ 4
2.1Curriculum Structure .................................................................................................. 4
2.2 Entry Requirements .................................................................................................. 5
3. Assessment Quality Partner Information ..................................................................... 5
4. Part Qualification Curriculum Structure ....................................................................... 5
Part Qualification: Vehicle Sales Advisor ........................................................................ 5
Part Qualification: Parts Sales Advisor ........................................................................... 7
Part Qualification: Service Advisor .................................................................................. 8
SECTION 2: OCCUPATIONAL PROFILE.................................................................... 10
1.Qualification Purpose................................................................................................. 10
2. Occupational Tasks .................................................................................................. 10
3.Occupational Task Details ......................................................................................... 10
3.1 Sell automotive vehicles to existing and/or prospective clients ............................... 10
3.2 Sell automotive parts or accessories to existing and/or prospective clients ............. 11
3.3 Sell automotive vehicle services to existing and/or prospective clients in an
automotive sales environment ...................................................................................... 12
SECTION 3: CURRICULUM COMPONENT SPECIFICATIONS .................................. 13
SECTION 3A: KNOWLEDGE MODULE SPECIFICATION .......................................... 13
List of knowledge modules for which specifications are included: ................................. 13
522303000-KM-01 Workplace safety, health, environment and quality practices, NQF
Level 2, Cr 5 ................................................................................................................. 13
522303000-KM-02 World of work fundamentals, NQF Level 2, Cr 3 ............................. 13
522303000-KM-03 Customer service, NQF Level 3, Cr 5 ............................................. 13
522303000-KM-04 Sell products and services, NQF Level 3, Cr 10 ............................. 13
522303000-KM-05 Handling stock, NQF Level 4, Cr 10 ............................................... 13
522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4, Cr 15
..................................................................................................................................... 13
522303000-KM-07 Vehicle finance, NQF Level 2, Cr 3................................................. 13

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 2 of 111

 522303000-KM-08 Finalise the sale, NQF Level 3, Cr 5 ............................................... 13
SECTION 3B: PRACTICAL SKILL MODULE SPECIFICATIONS ................................. 50
List of Practical Skill Module Specifications .................................................................. 50
522303000 PM-01 Work Safely, NQF Level 2, Cr 3 ...................................................... 50
522303000 PM-02 Sell Automotive Products and Services, NQF Level 4, Cr 10 .......... 50
522303000 PM-03 Deal with and Promote Stock, NQF Level 4, Cr 10 ......................... 50
522303000 PM-04 Control Inventory, NQF Level 4, Cr 10 ............................................ 50
522303000 PM-05 Carry out Vehicle Service Operational Activities, NQF Level 4, Cr 15
..................................................................................................................................... 50
SECTION 3C: WORK EXPERIENCE MODULE SPECIFICATION ..................................... 76
List of Work Experience Module Specifications ............................................................ 76
522303000-WM-01 New and used car sales processes, NQF Level 4 Credits 55 ........ 76
522303000-WM-02 Vehicle parts sales processes, NQF Level 4 Credits 60 ............. 76
522303000-WM-03 Stock control processes, NQF Level 4 Credits 60.......................... 76
522303000-WM-04 Vehicle service control processes, NQF Level 4 Credits 60 ........... 76
SECTION 4: STATEMENT OF WORK EXPERIENCE ....................................................... 93

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 3 of 111

SECTION 1: CURRICULUM INFORMATION

1. Occupational Information

Qualification Title: Occupational Certificate: Automotive Sales Advisor

1.1 Associated Occupation

522303: Automotive Parts Salesperson/ Automotive Sales Advisor (Automotive Sales

Advisor)

1.2 Occupation or specialisation addressed by this curriculum

522303000 Vehicle Sales Advisor

522303000 Parts Sales Advisor

522303000 Service Advisor

1.3 Alternative titles used by the industry

522303: Automotive Sales Advisor

2. Curriculum Information

2.1 Curriculum Structure

The full qualification for the Automotive Sales Advisor qualification is made up of the
following compulsory Knowledge, Practical Skills and Work Experience Modules.

This qualification comprises three (3) part-qualifications, linked to the specialisations, and as
noted above.

Knowledge Modules:

522303000-KM-01 Workplace safety, health, environment and quality practices, NQF

Level 2, Cr 5

522303000-KM-02 World of work fundamentals, NQF Level 2, Cr 3

522303000-KM-03 Customer service, NQF Level 3, Cr 5

522303000-KM-04 Sell products and services, NQF Level 3, Cr 10

522303000-KM-05 Handling stock, NQF Level 4, Cr 10

522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4, Cr 15

522303000-KM-07 Vehicle finance, NQF Level 3, Cr 3

522303000-KM-08 Finalise the sale, NQF Level 2, Cr 5

Total number of credits for Knowledge Modules: 56

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 4 of 111

Practical Skill Modules

522303000 PM-01 Work Safely, NQF Level 2, Cr 3

522303000 PM-02 Sell Automotive Products and Services, NQF Level 4, Cr 10

522303000 PM-03 Deal with and Promote Stock, NQF Level 4, Cr 10

522303000 PM-04 Control Inventory, NQF Level 4, Cr 10

522303000 PM-05 Carry out Vehicle Service Operational Activities, NQF Level 4, Credits
15

Total number of credits for Practical Skill Modules: 48

Work Experience Modules

522303000-WM-01 New and used car sales processes, NQF Level 4 Credits 30

522303000-WM-02 Vehicle parts sales processes, NQF Level 4 Credits 30

522303000-WM-03 Stock control processes, NQF Level 4 Credits 30

522303000-WM-04 Vehicle service control processes, NQF Level 4 Credits 30

Total number of credits for Work Experience Modules: 120

Total qualification credits: 224

2.2 Entry Requirements

The minimum entry level requirement is an NQF level 3 or equivalent qualification or

individuals that have the related automotive vehicle sales, parts and accessory sales and
vehicle service sales experience at the level of performance of this qualification.

3. Assessment Quality Partner Information

Name of Body: Manufacturing, Engineering and Related Services SETA (merSETA)

Address of Body:

Contact Person Name: Sibusiso Hlube

Contact person work telephone number: 010 219 3000

4. Part Qualification Curriculum Structure

Part Qualification: Vehicle Sales Advisor

Purpose: The purpose of this part qualification is to prepare the learner Vehicle Sales
Advisor to sell vehicles to existing and/or prospective clients.

The Vehicle Sales Advisor qualification is made up of the following compulsory Knowledge,
Practical Skills and Work Experience Modules:

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 5 of 111

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 6 of 111
Applicable Modules (Rules of Combination)

Knowledge Modules

522303000-KM-01 Workplace safety, health, environment and quality practices, NQF

Level 2, Cr 5

522303000-KM-02 World of work fundamentals, NQF Level 2, Cr 3

522303000-KM-03 Customer service, NQF Level 3, Cr 5

522303000-KM-04 Sell products and services, NQF Level 3, Cr 10

522303000-KM-05 Handling stock, NQF Level 4, Cr 10

522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4, Cr 15

522303000-KM-07 Vehicle finance, NQF Level 3, Cr 3

522303000-KM-08 Finalise the sale, NQF Level 2, Cr 5

Total number of credits for Knowledge Modules: 56

Practical Skill Modules

522303000 PM-01 Work Safely, NQF Level 2, Cr 3

522303000 PM-02 Sell Automotive Products and Services, NQF Level 4, Cr 10

522303000 PM-03 Deal with and Promote Stock, NQF Level 4, Cr 10

522303000 PM-04 Control Inventory, NQF Level 4, Cr 10

Total number of credits for Practical Skill Modules: 33

Work Experience Modules

522303000-WM-01 New and used car sales processes, NQF Level 4 Credits 30

522303000-WM-03 Stock control processes, NQF Level 4 Credits 30

Total number of credits for Work Experience Modules: 60

Total Vehicle Sales Advisor credits: 149

Part Qualification: Parts Sales Advisor

Purpose: The purpose of this part qualification is to prepare the learner Parts Sales Advisor
to sell automotive parts and accessories to existing and/or prospective clients

The Parts Advisor qualification is made up of the following compulsory Knowledge, Practical
Skills and Work Experience Modules:

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 7 of 111

Applicable Modules (Rules of Combination)

Knowledge Modules

522303000-KM-01 Workplace safety, health, environment and quality practices, NQF

Level 2, Cr 5

522303000-KM-02 World of work fundamentals, NQF Level 2, Cr 3

522303000-KM-03 Customer service, NQF Level 3, Cr 5

522303000-KM-04 Sell products and services, NQF Level 3, Cr 10

522303000-KM-05 Handling stock, NQF Level 4, Cr 10

522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4, Cr 15

522303000-KM-07 Vehicle finance, NQF Level 3, Cr 3

522303000-KM-08 Finalise the sale, NQF Level 2, Cr 5

Total number of credits for Knowledge Modules: 56

Practical Skill Modules

522303000 PM-01 Work Safely, NQF Level 2, Cr 3

522303000 PM-02 Sell Automotive Products and Services, NQF Level 4, Cr 10

522303000 PM-03 Deal with and Promote Stock, NQF Level 4, Cr 10

522303000 PM-04 Control Inventory, NQF Level 4, Cr 10

Total number of credits for Practical Skill Modules: 33

Work Experience Modules

522303000-WM-02 Vehicle parts sales processes, NQF Level 4 Credits 30

522303000-WM-03 Stock control processes, NQF Level 4 Credits 30

Total number of credits for Work Experience Modules: 60

Total Parts Sales Advisor qualification credits: 149

Part Qualification: Service Advisor

Purpose: The purpose of this part qualification is to prepare the learner Service Advisor to
sell services to existing and/or prospective clients

The Service Advisor qualification is made up of the following compulsory Knowledge,

Practical Skills and Work Experience Modules:

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 8 of 111

Applicable Modules (Rules of Combination)

Knowledge Modules

522303000-KM-01 Workplace safety, health, environment and quality practices, NQF

Level 2, Cr 5

522303000-KM-02 World of work fundamentals, NQF Level 2, Cr 3

522303000-KM-03 Customer service, NQF Level 3, Cr 5

522303000-KM-04 Sell products and services, NQF Level 3, Cr 10

522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4, Cr 15

522303000-KM-07 Vehicle finance, NQF Level 3, Cr 3

522303000-KM-08 Finalise the sale, NQF Level 2, Cr 5

Total number of credits for Knowledge Modules: 46

Practical Skill Modules

522303000 PM-01 Work Safely, NQF Level 2, Cr 3

522303000 PM-02 Sell Automotive Products and Services, NQF Level 4, Cr 10

522303000 PM-05 Carry out Vehicle Service Operational Activities, NQF Level 4, Credits
15

Total number of credits for Practical Skill Modules: 28

Work Experience Modules

522303000-WM-04 Vehicle service control processes, NQF Level 4 Credits 30

Total number of credits for Work Experience Modules: 30

Total Service Advisor qualification credits: 104

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 9 of 111

SECTION 2: OCCUPATIONAL PROFILE

522303 Automotive Sales Advisor

1. Qualification Purpose

The purpose of this qualification is to prepare a learner to function as an Automotive Sales

Advisor. An Automotive Sales Advisor sells automotive vehicles, accessories, spare parts
and services in an automotive wholesale and/or retail environment.

2. Occupational Tasks

Sell automotive vehicles to existing and/or prospective clients

Sell automotive vehicle parts or accessories to existing and/or prospective clients

Sell automotive vehicle services to existing and/or prospective clients in an automotive

sales environment

3. Occupational Task Details

3.1 Sell automotive vehicles to existing and/or prospective clients

Part Qualification Purpose: Vehicle Sales Advisor

The purpose of this part qualification is to prepare the learner Vehicle Sales Advisor to sell
vehicles to existing and/or prospective clients

Products and services

 Provided customer service

 Established customer rapport

 Optimised customer relations

 Sold passenger and/or commercial and/or off the road vehicles and associated products
and services

 Vehicle sales targets are met or exceeded

 Dealt with and promoted stock

 Delivered and handed over vehicle and goods

 Finalised internal and external documentation

Occupational responsibilities

The learner will be required to:

 Sell vehicles and associated products and services

 Deal with and promote vehicle stock

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 10 of 111

 Control inventory

Occupational context

 New or used vehicle sales processes

3.2 Sell automotive parts or accessories to existing and/or prospective clients

Part Qualification Purpose: Parts Sales Advisor

The purpose of this part qualification is to prepare the learner Parts Sales Advisor to sell
automotive parts and accessories to existing and/or prospective clients

Products and services

 Safe and clean work environment

 Provided customer service

 Established customer rapport

 Optimised customer relations

 Sold automotive parts and associated products and services

 Parts and associated products and services targets are met or exceeded

 Handled and promoted stock

 Delivered and handed over goods and services

 Finalised internal and external documentation

 Settled purchase payments

Occupational responsibilities

The learner will be required to:

 Sell parts and associated products and services

 Deal with and promote vehicle stock

 Control inventory

Occupational context

 Vehicle parts sales processes

 Stock control process

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 11 of 111

3.3 Sell automotive vehicle services to existing and/or prospective clients in an
automotive sales environment

Part Qualification Purpose: Service Advisor

The purpose of this part qualification is to prepare the learner Service Advisor to sell
services to existing and/or prospective clients

Products and services

 Safe and clean work environment

 Provided customer service

 Established customer rapport

 Optimised customer relations

 Sold automotive services, parts and associated products

 Service, parts and associated products targets are met or exceeded

 Delivered and handed over goods and services

 Finalised internal and external documentation

 Settled purchase payments

Occupational responsibilities

The learner will be required to:

 Sell automotive services, parts and associated products and services

 Carry out vehicle service operational activities

Occupational context

 Vehicle service control processes

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 12 of 111

SECTION 3: CURRICULUM COMPONENT SPECIFICATIONS

SECTION 3A: KNOWLEDGE MODULE SPECIFICATION

List of knowledge modules for which specifications are included:

522303000-KM-01 Workplace safety, health, environment and quality practices, NQF Level
2, Cr 5

522303000-KM-02 World of work fundamentals, NQF Level 2, Cr 3

522303000-KM-03 Customer service, NQF Level 3, Cr 5

522303000-KM-04 Sell products and services, NQF Level 3, Cr 10

522303000-KM-05 Handling stock, NQF Level 4, Cr 10

522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4, Cr 15

522303000-KM-07 Vehicle finance, NQF Level 2, Cr 3

522303000-KM-08 Finalise the sale, NQF Level 3, Cr 5

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 13 of 111

522303000-KM-01 Workplace safety, health, environment and quality practices, NQF
Level 2, Credits 3

Purpose of the Knowledge Modules

The main focus of the learning in this knowledge module is to provide the learner with
knowledge on the broad legislative framework that governs occupational health and safety in
the workplace as well as the specific occupational safety, health, environmental and
legislative practices required within the automotive industry.

Learning in this module will enable the learners to demonstrate an understanding of:

 KM-01-KT01 General occupational health and safety governing workplaces (30%)

 KM-01-KT02 Basic health, safety and environmental principles applied in and around the
workplace (30%)

 KM-01-KT03 Housekeeping principles and practices (20%)

 KM-01-KT04 Hazard identification and risk principles (10%)

 KM-01-KT05 Fire safety and prevention (5%)

 KM-01-KT06 Basic first aid (5%)

Guidelines for Topics

KM-01-KT01 General occupational health and safety governing workplaces (30%)

Topic elements to be covered include:

 KT0101 The occupational, health and safety legislation, rules, requirements and
principles

 KT0102 Requirements and responsibilities for achieving and maintaining occupational,

health and safety compliances

 KT0103 Legal compliances and corporate governance requirements relating to the

recording and storing of documentation

 KT0104 Legal obligations of employers in training and communicating the occupational

health and safety requirements

Internal Assessment Criteria

 IAC0101 Differentiate between civil and criminal liabilities in response to the

occupational, health and safety obligations and responsibilities

 IAC0102 Describe the communication and training obligations, responsibilities and

accountabilities of the employers and employees

 IAC0103 Describe the required organisational structure and appointment requirements to

facilitate implementation and application of the requirements

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 14 of 111

 IAC0104 Describe the management controls to review, assess and achieve the required
compliances

 IAC0105 Explain the use of documents and records with reference to the legal
compliances and corporate governance

(Weight 30%)

KM-01-KT02 Basic health, safety and environmental principles in and around the
workplace (30%)

Topic elements to be covered include:

 KT0201Names and types of safety signs relevant to the automotive industry

 KT0202 Types and use of protective equipment and clothing within the workplace

 KT0203 Concepts, principles and rules relating to the environment, environmental

protection and pollution

 KT0204 Inter-relationship between workplace safety, housekeeping and a productive

work environment

 KT0205 Environmental regulations for the disposal of relevant hazardous waste

Internal Assessment Criteria

 IAC0201 Identify and describe the safety signs in terms of associated risks and safe
conduct

 IAC0203 Identify and explain the various types of protective equipment and clothing and
their uses

 IAC0204 Describe the inter-relationship between workplace safety, housekeeping and a

productive work environment

 IAC0205 Identify the types of hazardous waste and describe the impact of incorrectly
disposing of waste

 IAC0206 Describe types of pollution and ways of identifying, lowering and eradicating or
combating pollution

 IAC0207 Describe the environmental regulations for the disposal of relevant hazardous
waste

(Weight 30%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 15 of 111

KM-01-KT03 Housekeeping principles and practices (20%)

Topic elements to be covered include:

 KT0301 Types, uses and storage of chemicals, solvents, gases and explosives

 KT0302 Categories, rules and principles in identifying and responding to potentially

unsafe conditions that may occur whilst working

 KT0303 Principles and rules for keeping the workplace safe and productive,

 KT0304 Principles and rules for checking machines, tools and equipment for safety

 KT0305 Types, categories and uses of demarcated areas in the workplace

Internal Assessment Criteria

 IAC0301 Identify different machines, tools and equipment, check if they are safe for use
and explain the implications of using unsafe machines and equipment.

 IAC0302 Explain remedies for unsafe conditions and list procedure for reporting
problems

 IAC0303 Explain the purpose of demarcated areas, emergency stops, exits and first aid
stations

 IAC0304 Identify unsafe acts and conditions in the workplace and explain how to take
corrective actions to prevent accidents or injuries

(Weight 20%)

KM-01-KT04 Hazard identification and risk principles (10%)

Topic elements to be covered include:

 KT0401 Types of hazardous waste

 KT0402 Environmental regulations for the disposal of relevant hazardous waste

 KT0403 Basic risk assessment and hazard identification procedures

 KT0404 Emergency evacuation steps and requirements

 KT0405 Incident reporting rules and requirements

Internal Assessment Criteria and Weight

 IAC0401 Describe the environmental regulations for the disposal of relevant hazardous
waste

 IAC0402 Describe the basic risk assessment and hazard identification procedures

 IAC0403 Describe the emergency evacuation procedures and evacuation requirements

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 16 of 111

 IAC0404 Explain the incident reporting rules and requirements

(Weight 10%)

KM-01-KT05 Fire safety and prevention (5%)

Topic elements to be covered include:

 KT0501 Rules and requirements relating to the prevention and control of fires

 KT0502 Causes, effects and implications of fires

 KT0503 Characteristics of various types of fires

 KT0504 Location and uses of various types of fire extinguishing equipment

 KT0505 Rules, requirements and evacuating procedures in the event of a fire

Internal Assessment Criteria

 IAC0501 Explain the rules and requirements relating to the prevention and control of
fires

 IAC0502 Describe and explain the causes, effects and implications of fires

 IAC0503 Describe the characteristics of different types of fires, components of fire and
the effects of fires

 IAC0504 Identify different fire-fighting equipment and the location of the fire fighting
equipment

 IAC0505 Describe the evacuation procedures to be followed in the event of a fire

(Weight 5%)

KM-01-KT06 Basic first aid (5%)

Topic elements to be covered include:

 KT0601 Types of potential hazards and emergency situations

 KT0602 Principles of documenting emergency procedures

 KT0603 Types of injuries

 KT0604 Processes of conducting Cardio-Pulmonary Resuscitation (CPR) and Artificial

Respiration (AR)

 KT0605 Types of visible vital signs, signs of shock and first aid

Internal Assessment Criteria

 IAC0601 Identify potential hazards around an injured person, explain the reasons for
conducting a quick risk assessment and the related actions to be taken

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 17 of 111

 IAC0602 Identify and describe different injuries and conditions in terms of their severity,
cause and possible treatment.

 IAC0603 Discuss the key principles of Cardio-Pulmonary Resuscitation (CPR) and

Artificial Respiration (AR), treating bleeding wounds, checking wounds for foreign objects
and treating an injured person for shock

 IAC0604 Describe the visible vital signs to look for on an injured person and what could
be done to reassure and calm the injured person

 IAC0605 Explain the importance of not moving and injured person, having the contact
details of various emergency services available and being able to access a first aid box

(Weight 5%)

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None.

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 18 of 111

522303000-KM-02 World of work fundamentals, NQF Level 2, Credits 3

Purpose of the Knowledge Modules

The main focus of the learning in this knowledge module is to build an understanding of the
basic concepts, which underpin the workplace context; the regulatory environment that
governs the world of work and the explicit and tacit workplace rules.

The learning will enable learners to demonstrate an understanding of:

 KM-02-KT01 Employment (20%)

 KM-02-KT02 Organisation of work (20%)

 KM-02-KT03 Employer-Employee relationships (20%)

 KM-02-KT04 Concepts related to the performance of work (20%)

 KM-02-KT05 Ethics at work (20%)

Guidelines for Topics

KM-02-KT01 Employment (20%)

Topic elements to be covered include:

 KT0101 Nature of employment relations in small, medium, large and micro enterprises
and the principles, rules and requirements that govern such relations

 KT0102 Principles, rules, requirements and implications of the Employment Equity Act
(55/1998)

 KT0103 Principles, rules, requirements and implications of the Labour Relations Act
(66/1995)

 KT0104 Principles, rules, requirements and implications of the Basic Conditions of

Employment Act (75) of 1997

 KT0105 Principles, rules, requirements and implications of the Workmen’s

Compensation Act (30) of 1941

 KT0106 Concepts, principles, rules and requirements relating to an employee's legal

rights, role and responsibilities

 KT0107 Concepts, principles, rules and requirements relating to an employer’s legal

rights, role and responsibilities

 KT0108 Role of organised labour in business and union organisation, structures, types
and processes

 KT0109 Concepts, principles, rules and requirements for effective labour relations in the
workplace

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 19 of 111

 KT0110 Structure and types of labour relation related organisations and the roles of the
Department of Labour, the Commission for Conciliation, Mediation and Arbitration
(CCMA) and the Labour Court

Internal Assessment Criteria

 IAC0101 Define and describe the concepts which underpin employment relationships
and employment related legislation

 IAC0102 Explain the significance of effective employer and employee relations in the
workplace and the positive impact on the organisation and the wider stakeholder
environment such as communities, labour sending areas, investor interest, the South
African economy

 IAC0103 Describe the processes which govern employment, disputes and other labour
relations issues in the workplace

(Weight 20%)

KM-02-KT02 Organisation of work (20%)

Topic elements to be covered include:

 KT0201 Concepts, principles and requirements relating to work as a set of value adding
products, services, processes and the value adding chains such as internal and external
customers, products and services

 KT0202 Concepts, principles and requirements relating to organisations as sets of teams

and work as collaborations such as the role of teams in work processes, functioning of
teams and the flow of information in teams and team meetings

 KT0203 Concepts, principles, rules and requirements relating to organisation structures

and organisation hierarchies in large, medium and small companies

 KT0204 Concepts, principles, rules and requirements relating to organisation protocols

such as meeting protocols for a variety of meeting types, including formal meetings and
informal "stand-up" meetings

Internal Assessment Criteria

 IAC0201 Define work and describe the concepts which underpin work and working
relationships

 IAC0202 Describe the organisation’s structures, hierarchy and processes which governs
work in the workplace

 IAC0203 Explain the significance of following protocol in the workplace and the positive
or negative effects on work, the workplace and the wider organisation where due
processes and protocols are not adhered to

(Weight 20%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 20 of 111

KM-02-KT03 Employer-Employee relationships (20%)

Topic elements to be covered include:

 KT0301 Structure, types and nature of employment contracts and learning contracts,
including learnerships, apprenticeships, internships

 KT0302 Concepts, principles and requirements relating to the organisation’s mandates,

vision, mission, organisational values, policies and procedures

 KT0303 Regulated requirements, codes of conduct and ethics that govern employer-
employee relations and the available labour relations processes and structures to
facilitate adherence to fair labour relations practices, including disciplinary hearings,
grievance, strikes, lock outs, negotiation, conciliation, mediation and arbitration

Internal Assessment Criteria

 IAC0301 Describe the significance of employment and learning contracts for both
employers and the employees and the positive effects on the business and the wider
stakeholder groupings such as the surrounding labour sending areas, communities,
business in general and the South African economy

 IAC0302 Describe the significance of creating employer-employee relationships through

shared visions, mission statements, values, culture and processes and the positive
impact thereof on all internal and external stakeholders

 IAC0303 Describe the rules, principles, structures, processes and requirements to

facilitate fair and equitable labour relations practices between employers and employees

(Weight 20%)

KM-02-KT04 Concepts related to the performance of work (20%)

Topic elements to be covered include:

 KT0401 Principles and requirements for planning, organising and scheduling work to
promote employee’s performance in the workplace

 KT0402 Requirements and guidelines for measuring the employee’s performance such
as the performance plan, personal development plan, key performance indicators and
targets

 KT0403 Requirements and guideline for measuring work performance such as cost,
waste, productivity and efficiency

 KT0404 Guidelines and requirements for continuous improvements in the workplace

such as product improvements, quality and quality systems, health safety and
environmental systems and housekeeping

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 21 of 111

 Internal Assessment Criteria

 IAC0401 Define and describe the concepts related to the performance of work

 IAC0402 Describe the employer’s responsibility in planning and scheduling work for
employees and the employees’ responsibility in responding to the work plans and
schedules

 IAC0403 Describe the relationship between performance of work and productivity in the
workplace, the requirements and measures to improve productivity in the workplace

(Weight 20%)

KM-02-KT05 Ethics at work (20%)

Topic elements to be covered include:

 KT0501 Concepts, principles, rules, the significance of ethical behaviour in the

workplace and the code of conduct in the world of work such as integrity, honesty, fair
dealing, respecting diversity

 KT0502 Principles and requirements relating to unwritten but expected behaviours such
as reliability, accountability, time keeping, respect for others

 KT0503 Principles relating to the lapses in ethical behaviour, including sexual

harassment, racism, bullying, theft, and abuse of company property, rules, time and sick
leave and the impact or consequences of the lapses of ethical behaviours on the
employees, co-workers, the organisation and the wider stakeholders

 KT0504 Principles, definitions, guidelines and examples of conflicts of interest, including

primary and secondary interests, the impact on individuals and organisations, and the
link to corruption

Internal Assessment Criteria

 IAC0501 Define and describe the concepts, issues and examples of ethical and
unethical conduct

 IAC0502 Describe the need for ethical behaviour in the workplace and the impact or
consequences of lapses in ethical behaviour on the organisation and individuals in the
organisation

 IAC0503 Describe the processes which employer organisations use to support ethical
conduct in the workplace

(Weight 20%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 22 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None.

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 23 of 111

522303000-KM-03 Customer service, NQF Level 3, Credits 5

Purpose of the Knowledge Modules

The main focus of the learning in this knowledge module is to build an understanding of
providing excellent customer service to existing and prospective customers.

The learning will enable learners to demonstrate an understanding of:

 KM-03-KT01 Creating a positive image in a sales environment (40%)

 KM-03-KT02 Communicating with internal and external customers/stakeholders (40%)

 KM-03-KT03 Handling customer queries and complaints (20%)

Guidelines for Topics

KM-03-KT01 Creating a positive image in a sales environment (40%)

Topic elements to be covered include

 KT0101 Principles and guidelines for creating a positive sales environment image

 KT0102 Principles, rules and guidelines for creating a positive self-image in the customer
service process and the effects of personal appearance and grooming in presenting a
positive image to customers

 KT0103 Relationship between product knowledge mastery and the creation of a positive
sales environment

 KT0104 Relationship, importance and impact of housekeeping on the sales environment

and the related role of the sales person

Internal Assessment Criteria

 IAC0101 Explain the principles and effects of first impressions in a sales environment

 IAC0102 Describe the effect that personal appearance and grooming has in presenting a
positive image to customers in a sales environment

 IAC0103 Explain the importance and impact of housekeeping on the sales environment
and the related role of the sales person in general housekeeping

(Weight 40%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 24 of 111

KM-03-KT02 Communicating with internal and external customers/stakeholders (40%)

Topic elements to be covered include

 KT0201 General categories of customers and stakeholders, the interrelationship and

impact of each type on the business and the sales process

 KT0202 Specific categories, types and expectations of customers encountered in a sales

environment such as confident customer, detailed customers, indecisive, big picture, in a
hurry customer

 KT0203 Relationship between customers, stakeholders, service excellence and

importance of building customer relationships

 KT0204 Forms of communication such as one way, two-way, verbal, nonverbal,

personal, interpersonal, telephonic, direct, indirect, oral and written communication

 KT0205 Categories of communication used with the sales environments to communicate

with customers such as signage, branded marketing tools

 KT0206 Generally accepted ways in which to enhance and promote effective

communication such as personal zone awareness, telephone etiquette and use of
professional language

 KT0207 Generally accepted rules and requirements for optimizing relationships between
the different categories of stakeholders

 KT0208 Generally accepted ways of acknowledging different types of customers such as

high response and low response customers

 KT0209 Generally accepted ways of interacting with and greeting diverse customers
professionally and the benefits of acknowledging unattended customers

Internal Assessment Criteria

 IAC0201 Differentiate between and explain the different types of stakeholders and
customers encountered in a sales environment and the ways in which to meet the
customers and stakeholders’ expectations

 IAC0202 Describe the generally accepted ways in which to optimise customer

relationships and the impact thereof on the business

 IAC0203 Describe the principles and impact of approaching, acknowledging, greeting

and servicing customers as per their diverse styles

 IAC0203 Describe the use of the different forms of communication in promoting effective
communication and minimizing barriers to communication with the customers.

(Weight 40%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 25 of 111

KM-03-KT03 Handling customer queries and complaints (20%)

Topic elements to be covered include

 KT0301 Difference between a customer complaint and a query

 KT0302 Categories of customers in the query and complaint stages

 KT0303 Generally accepted types of customer queries and related ways in which to
respond to and resolving customer queries

 KT0304 Types of customer complaints, the generally accepted ways in which to handle
customer complaints and the effects of resolving customer complaints

 KT0305 Principles, requirements and guidelines for escalating customer queries and
complaints and the impact of the Consumer Protection Act on handling customer
complaints

Internal Assessment Criteria

 IAC0301 List examples of generally recognized customer queries and complaints that
occur within an automotive sales environment

 IAC0302 Differentiate between and explain the generally accepted ways of responding to
and resolving customer queries and complaint

 IAC0303 Explain the importance of responding to customer queries and the positive
effects on the business in resolving and/or escalating customer queries and complaints

(Weight 20%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 26 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None.

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 27 of 111

522303000-KM-04 Sell products and services, NQF Level 3, Credits 10

Purpose of the Knowledge Modules

The main focus of the learning in this knowledge module is to master the fundamental
principles of optimizing customer relationships by applying the generally accepted service
excellence standards and advanced sales skills for the purposes of selling vehicles, parts or
services to customers.

The learning will enable learners to demonstrate an understanding of:

 KM-04-KT01 Service environments and service excellence (20%)

 KM-04-KT02 Managing own sales targets (20%)

 KM-04-KT03 Sales cycle (20%)

 KM-04-KT04 Advanced selling skills (20%)

 KM-04-KT05 Building customer relations (20%)

Guidelines for Topics

KM-04-KT01 Service environments and service excellence (20%)

Topic elements to be covered include:

 KT0101 Nature, categories and types of service environments such as online shopping,
in-store experience, partial service and full-service businesses

 KT0102 Relationship between service environment types of customer services offered

 KT0103 Service standards of an organisation

 KT0104 Concept, principles, rules and requirements in applying all aspects of the service
cycle in providing customer service

 KT0105 Effects of good and poor customer service on sales and the business’s
performance

 KT0106 Principles, guidelines and impact of Consumer Protection Act on the sales

 KT0107 Rules, requirements and awareness of product knowledge and promotions on

customer service

Internal Assessment Criteria

 IAC0101 Describe the similarities and differences between the different types of service
environments and the relationship thereof on the types of customer services offered

 IAC0102 Explain the difference between customer service and service excellence and
the importance of adhering to service standards of an organisation

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 28 of 111

 IAC0103 Describe the circle of service when providing customer service and the impact
of good and/or poor service at each stage of the cycle on sales and the businesses’
performance

 IAC0104 Describe the impact of product knowledge, awareness of stock availability and
promotions on the level of service excellence and sales performance

 IAC0105 Explain relationship between providing excellent customer service and the
impact that the Consumer Protection Act on sales

(Weight 20%)

KM-04-KT02 Managing own sales targets (20%)

Topic elements to be covered include:

 KT0201 Concept, principles, requirements and impact of sales targets on the sales
advisor

 KT0202 Categories of sales targets such as team targets and personal sales targets

 KT0203 Principles, guidelines and generally accepted types of planning to achieve set
sales targets through self-management, self-motivation and commitment to the target

Internal Assessment Criteria

 IAC0201 Explain the difference between or compare and contrast between team targets
and personal sales targets and the impact of sales targets on the Automotive Sales
Advisor

 IAC0202 Describe generally accepted ways in which to plan to achieve set sales targets
through self-management, self-motivation and commitment to the target

(Weight 20%)

KM-04-KT03 Sales cycle (20%)

Topic elements to be covered include:

 KT0301 Generally accepted ways of preparing for sales

 KT0302 Categories of customers, assumptions and generalisations of customers buying

behaviours (why customers buy) and the kinds of approaches to different types of buying
customers

 KT0303 Principles of qualifying customer needs through the use of questioning

 KT0304 Principles, importance and sources of product knowledge

 KT0305 Concepts, principles and guidelines for using product features, advantages and
benefits in demonstrating products throughout the sales cycle

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 29 of 111

 KT0306 Types of objections experienced during the sales cycle and the generally
accepted ways of overcoming objections

 KT0307 Principles, rules and guidelines for identifying positive and negative customer
buying signals and the generally accepted ways of closing the sale

 KT0308 Principles, rules and requirements for providing after sales service in the
different types of service sales environments

 KT0309 Rules and requirements for applying the psychology of selling through the sales
cycle

Internal Assessment Criteria

 IAC0301 Describe the psychology of selling through the sales cycle and the generally
accepted ways of preparing for sales

 IAC0302 Explain the importance of understanding customers buying motives, qualifying

customer needs and the related ways to approach the varying buying customers

 IAC0303 Describe the importance of applying the appropriate product knowledge,

product features, advantages and benefits when demonstrating products in the sales
cycle

 IAC0304 Describe positive and negative customer buying signals, the generally
accepted way of overcoming objections experienced during the sales cycle and the
related ways in which to close a sale

 IAC0305 Explain the importance of providing after sales service in the different types of
sales service environment

(Weight 20%)

KM-04-KT04 Advanced selling (20%)

Topic elements to be covered include:

 KT0401 Principles and the importance of selling-up and associated products and
services

 KT0402 Impact that add-on sales and up- selling has on the sales person and the
business

 KT0403 Concept, principles and requirements for selling alternative products

 KT0404 Types of supplementary services offered in an automotive sales environment

Internal Assessment Criteria

 IAC0401 Explain the principles and importance of selling-up and add-on sales during a
sale and the impact thereof on the sales person and the business

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 30 of 111

 IAC0402 Explain the concept of selling alternative products and the types of
supplementary services to be offered in an automotive environment

(Weight 20%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 31 of 111

KM-04-KT05 Building customer relationships (20%)

Topic elements to be covered include:

 KT0501 Principles, nature and requirements for building professional customer

relationships

 KT0502 Natures and types of customer services offered

 KT0503 Nature effect and interrelationship of customer service experience on future

business

 KT0504 Categories, types and requirements for prospecting customers

 KT0505 Cause, effect and interrelationship between healthy customer relationships and
business performance

 KT0506 Organisational tools or strategies used for encouraging continued customer

support and loyalty

 KT0507 Guidelines and requirements for following up on and building healthy customer
relationships

Internal Assessment Criteria

 IAC0501 Explain the difference between building customer relationships and offering
customer service and the generally accepted ways of building professional customer
relationships

 IAC0502 Explain the interrelationship and importance of prospecting customers, building

customer relationships and the effects on the business’s performance

 IAC0503 Describe the impact of following up on existing customers and providing

superior customer service experience to build healthy customer relationships and the
impact thereof on the Automotive Sales Advisor or the business

 IAC0504 Describe generally accepted automotive organisational tools or strategies used

for encouraging continued customer support and loyalty

(Weight 20%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 32 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 33 of 111

522303000-KM-05 Handling stock, NQF Level 4, Credits 10

Purpose of the Knowledge Modules

The main focus of the learning in this knowledge module is to build an understanding of the
basic concepts in undertaking and assisting with the ongoing management of stock.

The learning will enable learners to demonstrate an understanding of:

 KM-05-KT01 Stock handling (25%)

 KM-05-KT02 Shrinkage and loss control (25%)

 KM-05-KT03 Asset management and maintenance (25%)

 KM-05-KT04 Product/Stock procurement (25%)

Guidelines for Topics

KM-05-KT01 Stock handling (25%)

Topic elements to be covered include:

 KT0101 Concepts, principles, guidelines for receiving stock

 KT0102 Concepts, principles, guidelines for processing stock

 KT0103 Concepts, principles, guidelines for binning stock

 KT0104 Concepts, principles, guidelines for counting stock

Internal Assessment Criteria

 IAC0101 Differentiate between the stock receiving, processing, binning and counting
stages and describe the impact and relationship to shrinkage and minimizing stock
losses

 IAC0102 Describe the requirements for maintaining and controlling the assets/stock
throughout the business

(Weight 25%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 34 of 111

KM-05-KT02 Shrinkage and loss control (25%)

 KT0201 Concepts, principles, types of shrinkage and loss control and the impact thereof
of the business

 KT0202 Requirements for detecting, minimizing and calculating shrinkage

 KT0203 Relationship between store layout and design and the merchandising policy on
minimizing shrinkage and losses

 KT0204 Guidelines for detecting and preventing shoplifting, customer theft and
employee theft and the related legal requirements for apprehending suspects

Internal Assessment Criteria

 IAC0201 Describe the various types of shrinkage in an automotive retail business and
the methods of detecting and preventing shoplifting and theft

 IAC0202 Calculate and describe the impact of shrinkage on an automotive retail

business

 IAC0203 Describe and explain the manner in which the floor layout and merchandising
policy plays as role in minimizing shrinkage and losses

(Weight 25%)

KM-05-KT03 Asset management and maintenance (25%)

Topic elements to be covered include:

 KT0301 Concepts, purpose and principles of assets and asset management

 KT0302 Concepts purposes and principles of assets and asset management

 KT0303 Requirements for asset planning in an automotive retail business

 KT0304 Calculating operational asset expenses

 KT0305 Requirements for maintaining and controlling the assets/stock throughout the
business

Internal Assessment Criteria

 IAC0301 Describe the concept of assets in a retail environment

 IAC0302 Explain the purpose and key principles of asset management

 IAC0303 Calculate asset turnover and the expenses related to operational assets

 IAC0304 Describe the management of assets in a retail store

 IAC0305 Identify the common maintenance areas for a retail store

(Weight 25%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 35 of 111

KM-05-KT04 Product/Stock procurement (25%)

Topic elements to be covered include:

 KT0401 Principles, rules and requirements for establishing sources of stock supply and
sourcing thereof

 KT0402 Principles, requirements and guidelines for vetting, approving and establishing
relationships with suppliers

 KT0403 Stock replenishment principles, requirements and guidelines

 KT0404 Principles, guidelines and requirements for issuing orders for stock
replenishment

 KT0405 Stock acquisition criteria and guidelines

 KT0406 Negotiation and procurements policies, principles, criteria and guidelines

 KT0407 Requirements for calculating stock levels

Internal Assessment Criteria

 IAC0401 Describe the requirements for sourcing suppliers of stock and for negotiating
profitable purchasing conditions

 IAC0402 Describe the requirements for developing relationships with suppliers that will
ensure effective supply of stock

(Weight 25%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 36 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 37 of 111

522303000-KM-06 Merchandise, market and promote vehicle stock, NQF Level 4,
Credits 15

Purpose of the Knowledge Subject

The main focus of the learning in is to build an understanding of the basic concepts of
automotive retail marketing and promotions such as retail marketing, advertising and
promotions, merchandising and the product mix and range.

The learning will enable learners to demonstrate an understanding of:

 KM-06-KT01 Retail marketing (15%)

 KM-06-KT02 Marketing of value-added or add on products and services (10%)

 KM-06-KT03 Advertising and promotions (20%)

 KM-06-KT04 Merchandising (10%)

 KM-06-KT05 Market analysis (15%)

 KM-06-KT06 Pricing (5%)

 KM-06-KT07 Visual merchandising (10%)

 KM-06-KT08 Managing product mix and range (15%)

Guidelines for Topics

KM-06-KT01 Retail marketing (15%)

Topic elements to be covered include:

 KT0101 Principles, rules, guidelines for retail marketing

 KT0102 Marketing mix and the relationship with the most basic retail marketing strategy

 KT0103 Product decision and selection criteria for the required promotions and
marketing strategies

 KT0104 Concepts, principles and requirements for presenting products, services,

promotional materials and related goods in an automotive retail business

 KT0105 Nature and process of budgeting for automotive retail marketing

Internal Assessment Criteria

 IAC0101 Describe the marketing mix and the relationship with the marketing strategy

 IAC0102 Describe and discuss the marketing principles needed to prepare a retail
marketing strategy

 IAC013 Describe and explain the construction of a basic budget for a retail marketing
plan

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 38 of 111

 IAC014 Describe and explain the development of a strategic marketing plan as a series
of logical steps

(Weight 15%)

KM-06-KT02 Marketing of value-added or add on products and services (10%)

Topic elements to be covered include:

 KT0201 Concepts, principles, models, trends and challenges relating to value added
service marketing

 KT0202 Value added service marketing processes

 KT0203 Advertising concepts, principles, strategies, promotional methods and media

used to promote value-added products and services

Internal Assessment Criteria

 IAC0201 Describe and explain the characteristics of, models and trends in value added
service marketing

 IAC0202 Distinguish between value added service marketing and customer service

 IAC0203 List and discuss the five dimensions of value-added service quality

(Weight 10%)

KM-06-KT03 Advertising and promotions (20%)

Topic elements to be covered include:

 KT0301 Retail advertising and promotional methods and media

 KT0302 Nature and role of marketing publicity in retail promotions

 KT0303 Principles of sales and sales management in an automotive retail business

 KT0304 Principles of sales promotion in a retail business

 KT0305 Nature and process of budgeting for retail communications

Internal Assessment Criteria

 IAC0301 Describe and explain the process of constructing a retail promotional strategy

 IAC0302 Describe and explain key advertising concepts and principles and interpret the
strategic aspects of a retail promotion

 IAC0303 Differentiate between types of selling processes and the importance thereof in
a retail environment and the process of managing the selling processes in a retail
business

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 39 of 111

 IAC0304 Describe the various methods of customer communication and their relevant
strengths and weaknesses

 IAC0305 Describe the various methods of preparing a communication budget

(Weight 20%)

KM-06-KT04 Merchandising and promotions (10%)

Topic elements to be covered include:

 KT0401 Concepts, principles and requirements for presenting products, services,

promotional materials and related goods in a retail business

 KT0402 Requirements for marketing and displaying products and the impact and
advantage of merchandising allied products

 KT0403 Concepts, principles and requirements for marking and maintaining products
and related goods with the relevant marketing/display information

 KT0404 Requirements for evaluating the effectiveness of the displayed products and
related goods and services

 KT0405 Role of the supplier when planning and executing a promotion

Internal Assessment Criteria

 IAC0401 Describe and explain key merchandising concepts and principles, the various
criteria to be considered when selecting a product for a promotion and the impact of
these criteria on a marketing strategy

 IAC0402 Describe the organisation procedures for marking, promoting and displaying
goods and services to achieve maximum promotional value and sales

 IAC0403 Describe the various methods of merchandising a product on promotion

 IAC0404 Assess the methodology, the impact and the advantage of merchandising allied
products within the context of a promotion

 IAC0405 Describe the housekeeping procedures for maintaining display of products,

services and related goods and provide reasons thereof

 IAC0406 Describe the success or failures of the merchandising and promotional displays
with reference to the intended merchandising and display policies, strategies and
objectives

 IAC0407 Describe and explain the roles of suppliers in the merchandising of promotional
products

(Weight 10%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 40 of 111

KM-06-KT05 Market analysis (15%)

Topic elements to be covered include:

 KT0501 Concepts, principles and purpose of market analysis

 KT0502 Elements of a market environment and trends

 KT0503 Using the SWOT analysis process to understand the markets and the
competition

 KT0504 Guidelines, methods and tools used to conduct market research

 KT0505 Consumers and their needs, behaviours and buying patterns

Internal Assessment Criteria

 IAC0501 Describe and explain the purpose and the key concepts and principles of
market analysis

 IAC0502 Analyse the current state of the market

 IAC0503 Describe and explain relevant controllable and uncontrollable elements of a

retail market

 IAC0504 Describe and discuss factors and elements that could pose a threat to
automotive retailers as well as create opportunities

 IAC0505 Explain criteria required to perform a competitor analysis

 IAC0506 Describe the processes required to research market size and quantify potential
market share

 IAC0507 Describe and explain examples of consumer characteristics and their relevant
needs

(Weight 15%)

KM-06-KT06 Principles of pricing (5%)

Topic elements to be covered include:

 KT0601 Concepts, principles and role of pricing in a retail environment

 KT0602 Pricing strategies and pricing adjustments

 KT0603 Relationship between pricing, product and promotion

 KT0604 External influences on pricing and the effects of pricing on the organization’s
bottom line

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 41 of 111

Internal Assessment Criteria

 IAC0601 Describe and explain the key concepts and principles of pricing and interpret
the roles that various different price strategies play in a retail strategy

 IAC0602 Describe and explain the various pricing strategies and their advantages and
disadvantages

 IAC0603 Analyse the factors that influence making pricing adjustments

(Weight 5%)

KM-06-KT07 Visual merchandising (10%)

Topic elements to be covered include:

 KT0701 Concepts, principles and purpose of visual merchandising

 KT0702 Basic concepts of shop floor design and layout and the principles of space
allocation and proportionate layout

 KT0703 Guidelines and requirements for visually merchandising and presenting products
and services

Internal Assessment Criteria

 IAC0701 Define visual merchandising and explain and describe the key visual
merchandising concepts and principles

 IAC0702 Describe and explain the basic concepts of space design and layout of an
automotive retail business and the factors to be considered when drawing up a space
planogram

 IAC0703 Evaluate the factors to be considered when designing the interior and exterior
of an automotive shop floor, and explain the impact of these factors on the company’s
image

 IAC0704 Describe and explain ways of using the company’s image to communicate with
customers

(Weight 10%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 42 of 111

KM-06-KT08 Managing product mix and range (15%)

Topic elements to be covered include:

 KT0801 Requirements and guidelines for planning of merchandise assortment

 KT0802 Principles for setting model stocks and determining open to buy

 KT0803 Principles behind price setting

 KT0804 Principles of category management

 KT0805 Stock performance measures

 KT0806 Principles and factors influencing sales forecasting

 KT0807 Product specification

Internal Assessment Criteria

 IAC0801 Describe and explain the factors that need to be considered when planning a
range assortment for an automotive sales environment

 IAC0802 Explain the principles behind setting model stocks and determining an open to
buy

 IAC0803 Describe and explain the principles that need to be considered when applying
price setting principles

 IAC0804 Describe and explain the key principles of category management

 IAC0805 Explain and interpret the stock ratios required to analyse stock performance

 IAC0806 Describe and explain the key principles for developing sales forecasts

(Weight 15%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 43 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 44 of 111

522303000-KM-07 Vehicle finance, NQF Level 3 Credits 3

Purpose of the Knowledge Modules

The main focus of the learning in this knowledge module is to provide the learner with
knowledge on the finances and related services available within an automotive sales
environment.

Learning in this module will enable the learners to demonstrate an understanding of:

 KM-07-KT01 Appraisal of used vehicles (50%)

 KM-07-KT2 Vehicle finance (30%)

 KM-07-KT03 Warranties (20%)

KM-07-KT01 Appraise used vehicles (50%)

 KT0701 Principles, rules and requirements for verifying the status of used vehicles

 KT0702 Principles, rules and requirements preparing an offer for the used vehicle

 KT003 Principles, rules and requirements for agreeing to final offer to purchase

Internal Assessment Criteria

 IAC0701 Describe the principles, rules and requirements for verifying the status on as
used vehicle

 IAC0702 Describe the principles, rules and requirements for preparing the offer and
finalising the offer to purchase

 IAC0703 Interpret and apply the vehicle appraisal principles and requirements for
affordability purposes

(Weight 50%)

KM-07-KT02 Vehicle finance (30%)

Topic elements to be covered include:

 KT0101 Concepts, principle and rules of accessing vehicle finance

 KT0102 Rules, requirements for applying and directing customers to applying for vehicle
finance

 KT0103 Requirements and process for settling an outstanding amount owed to the bank
on behalf of the customer

 KT0104 Recording and reporting on exception transactions such as cash payments

 KT0105 Consequences of non-compliances

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 45 of 111

Internal Assessment Criteria

 IAC0101 Describe and explain the principles and requirements of the vehicle financing
legislation, the associated risks and as it relates to the sales function

 IAC0102 Describe the minimum financial requirements and needed customer

documentation for vehicle financing

(Weight 30%)

KM-07-KT03 Warranties (20%)

Topic elements to be covered include:

 KT0201 Warranties

 KT0202 Liability under warranty

 KT0203 Concepts, principles and requirements of the Consumer Protection Act as it

relates to warranties

 KT0204 Categories and types of warranties such as Original Equipment Manufacturer

(OEM) and the related warranty requirements

Internal Assessment Criteria

 IAC0201 Describe the different types of warranties and claims

 IAC0202 Describe the limits of liability in terms of the Consumer Protection Act with
regards to warranties in an auto sales environment

(Weight 20%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 46 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 47 of 111

522303000-KM-08 Finalise the sale, NQF Level 2, Credits 5

Purpose of the Knowledge Subject

The main focus of the learning in this module is to build an understanding of the basic point
of sales concepts, principles and requirements.

The learning will enable learners to demonstrate an understanding of:

 KM-08-KT01 Finalising the sale (100%)

KM-08-KT01 Finalising the sale (100%)

Guidelines for Topics

Topic elements to be covered include:

 KT0101 Point of sale concepts and principles

 KT0102 Point of sale displays

 KT0103 Point of sale customer handling

 KT0104 Point of sale software systems

 KT0105 Point of sale hardware (scanners)

 KT0106 Point of sale service delivery

 KT0107 Purpose of point of sale information disclosure

 KT0108 Requirements for finalising the deal documentation

Internal Assessment Criteria

 IAC0101 Describe and explain key point of sale concepts and principles

 IAC0102 Describe and explain the basic concepts of point of sale displays

 IAC0103 Describe and explain the basic concepts of point of sale customer handling

 IAC014 Discuss and describe the use of point of sale hardware and software systems

 IAC0105 Describe and explain the key elements of point of sale service delivery

 IAC0106 Explain the reasons for and importance of point of sale information disclosure

 IAC0107 List and describe the requirements for compiling the deal documentation

(Weight 100%)

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 48 of 111

Provider Programme Accreditation Criteria for the Knowledge Module

Physical Requirements:

Demonstrate access to:

 An automotive sales and service environment

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Curriculum – Version 1 Page 49 of 111

SECTION 3B: PRACTICAL SKILL MODULE SPECIFICATIONS

List of Practical Skill Module Specifications

522303000 PM-01 Work Safely, NQF Level 2, Cr 3

522303000 PM-02 Sell Automotive Products and Services, NQF Level 4, Cr 10

522303000 PM-03 Deal with and Promote Stock, NQF Level 4, Cr 10

522303000 PM-04 Control Inventory, NQF Level 4, Cr 10

522303000 PM-05 Carry out Vehicle Service Operational Activities, NQF Level 4, Cr 15

522303000 Automotive Sales Advisor Page 50 of 111

522303000 PM-01 Work Safely NQF Level 2, Cr 3

Purpose of the Practical Skills Module

The focus of the learning in this module is on providing the learner with the opportunity to
develop safe working practices in an automotive sales and service environment.

The learner will be required to:

 PM-01-PS-01: Read and respond to safety signage

 PM-01-PS-02: Respond to an emergency situation

 PM-01-PS-03: Inspect the work site and conduct safety assessment

 PM-01-PS-04: Respond to unsafe conditions

Guidelines for practical skills

PM-01-PS-01: Read and respond to safety signage

Scope of Practical Skill

Given a range of general, prohibitive, fire safety and exits, warning, mandatory, machinery
and equipment and overhead signage, the learner must be able to:

 PA0101 Read and describe the purpose of various types of safety signage

 PA0102 Interpret the precautions or actions to be taken in response to each safety sign

 PA0103 Interpret the implications and consequences of not responding correctly to

safety signage

 PA0104 Respond to safety signs

Applied Knowledge

 AK0101 Purpose of warning, mandatory, statutory and informative signs

 AK0102 Workplace safety, health and environmental principles and procedures

 AK0103 Specified requirements pertaining to employers' and employees' duties

concerning occupational safety and health

 AK0104 Consequences of not obeying safety signage

522303000 Automotive Sales Advisor Page 51 of 111

Internal Assessment Criteria

 IAC0101 All signs are correctly and immediately recognised, and their purposes
interpreted and explained

 IAC0102 Correct relevant actions or precautions in response to safety signs are

described and explained

 IAC0103 Implications and consequences of not responding to safety signage are

described

PM-01-PS02: Respond to an emergency situation

Scope of Practical Skill

Given a simulated emergency situation in an automotive sales and service environment,

occupational health and safety signage, access and safety exit points, personal protective
equipment, the learner must be able to:

 PA0201 Identify the potential hazards and risks related to automotive sales and service
emergency situations, list the appropriate responses and take action

 PA0202 Communicate with relevant site/safety personnel

 PA0203 Determine the nearest and safest exit points

 PA0204 Isolate tools, machinery and equipment using lock out procedures

 PA0205 Safely move to nearest exit points and on instruction exist the automotive sales
and service areas

Applied Knowledge

 AK0201Precautions related to machines, tools, equipment and automotive sales and

service operation stoppages

 AK0202 Precautions relating to machine lock out procedures

 AK0203 Hazards associated with automotive sales and service operations during an
emergency situation

 AK0204 Relevant safety procedures in exiting automotive sales and service environment

 AK0205 Techniques and methods for the safe emergency response

Internal Assessment Criteria

 IAC0201 Hazards and risks associated with automotive sales and service operations
during an emergency situation are identified and appropriate actions taken as per
procedures

 IAC0202 Verbal communication skills and relevant protocols are applied as per
procedures

522303000 Automotive Sales Advisor Page 52 of 111

 IAC0203 Appropriate method for evacuating the automotive sales and service area is
identified and applied as per standard conventions

PM-01-PS03: Inspect the work site and conduct safety assessment

Scope of Practical Skill

Given work instructions, checklists, work area, activity documents, any templates, forms,
safety, health, environmental, risk and quality principles, equipment and materials, standard
operating procedures and the Occupational Health and Safety Act (85) of 1993, the learner
must be able to:

 PA0301 Assess the automotive sales and service area and verify suitability for carrying
out duties

 PA0302 Identify the potential safety hazards associated with the required automotive
sales and service area, list the appropriate responses and take action

 PA0303 Isolate tools and equipment

 PA0304 Compile site safety assessment report

 PA0305 Communicate with relevant site/safety personnel

 PA0306 Sign off pre-work checklist prior to commencing duty

 PA0307 Communicate concerns/issues prior to commencing duty

Applied Knowledge

 AK0301 Methods and techniques for working with guidelines, South African National
Standard, other governmental regulations

 AK0302 Safety precautions and application of safety principles

 AK0303 Housekeeping procedures

 AK0304 Relevant safety, health, environmental, risk and quality policies and procedures

 AK0305 Hazards associated with the automotive sales and service environments

 AK0306 Precautions relating to automotive sales and services

Internal Assessment Criteria

 ICA0301 Automotive sales and service area is assessed, and compatibility verified prior
to carrying out duties

 ICA0302 Safety hazards and risks associated with site/area specific requirements are
identified, appropriate actions taken and reported where applicable

 ICA0303 Compliances are verified according to Occupational Health and Safety Act (85)
of 1993

522303000 Automotive Sales Advisor Page 53 of 111

 ICA0304 Pre-work/pre-data collection checklist completed to specification

 ICA0305 Verbal and written communication skills applied as per procedures

PM-01-PS04: Respond to unsafe conditions

Scope of Practical Skill

Given work instructions, checklists, work area, activity documents, templates, forms, safety,
health, environmental, risk and quality principles, work safety equipment and materials,
personal protective equipment, standard operating procedures and the relevant legislation
such as the Occupational Health and Safety Act (85) of 1993, the learner must be able to:

 PA0401 Assess/inspect the automotive sales and service area for any dangerous or
unsafe situations

 PA0402 Identify the potential safety hazards associated with the required automotive
sales and service area, list the appropriate responses and take action

 PA0403 Isolate the work area

 PA0404 Compile site safety assessment report

 PA0405 Communicate concerns/issues prior to resuming work

 PA0406 Fit the appropriate personal protective clothing and equipment

 PA0407 Communicate concerns/issues prior to executing tasks

Applied Knowledge

 AK0401 Methods and techniques for inspecting/assessing the work area for any
dangerous or unsafe situations

 AK0402 Safety precautions and application of safety principles

 AK0403 Relevant safety, health, environmental, risk and quality policies and procedures

 AK0404 Hazards and precautions associated with unsafe work areas

Internal Assessment Criteria

 IAC0401 Automotive sales and service area is assessed for unsafe conditions prior to
collection of data

 IAC0402 Safety hazards and risks associated with the specific site/area is identified,
appropriate actions taken and reported where applicable

 IAC0403 Own life and the lives of others are saved as per the standard operating
procedures

522303000 Automotive Sales Advisor Page 54 of 111

Provider Programme Accreditation Criteria for the Practical Skills Module

Physical Requirements:

Demonstrate access to:

 Documentation, systems, materials and equipment as specified within the practical skills

 An automotive sales and service environment for the learner to assess the area and the
application of the relevant occupational health and safety legislation as specified in the
scope statement

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

 In a practical training centre, the maximum coach to learner ratio 1 to 20.

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Page 55 of 111

522303000 PM-02 Sell automotive products and services, NQF Level 4, Cr 10

Purpose of the Practical Skills Module

The focus of the learning in this module is on providing the learner with the opportunity to
sell automotive products and services such as vehicles, parts, services and associated
products and services in an automotive sales and service environment.

The learner will be required to:

 PM-02-PS01: Prospect for sales

 PM-02-PS02: Sell products and services to customers

 PM-02-PS03: Provide customer service

 PM-02-PS04: Build and maintain customer relations

Guidelines for practical skills

PM-02-PS01: Prospect for sales

Scope of Practical Skill

Given an analysis of the market trends, customer profiles, standard operating policies and
procedures, database of prospective clients and access to communication technologies
such as computers, telephones and access to the internet, the learner must be able to:

 PA0101 Evaluate sales and selling performance

 PA0102 Present a positive image of the automotive sales environment, products and
services and self

 PA0103 Advise customer on optimal product and service choices and benefits

 PA0104 Respond to sales opportunities or requests

 PA0105 Generate leads or referrals

 PA0106 Maintain required documentation

Applied Knowledge

 AK0101 Information search techniques

 AK0102 Data collection techniques and methods

 AK0103 Data capturing techniques and methods

 AK0104 Interpersonal communication and oral presentation techniques and procedures

 AK0105 Interview techniques

 AK0106 Negotiation skills

522303000 Automotive Sales Advisor Page 56 of 111

 AK0107 Problem identification and problem-solving techniques

 AK0108 Stakeholder engagement techniques and methods

 AK0109 Methods for assessing stakeholder inputs

 AK0110 Report writing techniques

 AK0111 Procedures for using computer software and data decision making software
tools

 AK0112 Document presentation techniques

Internal assessment criteria

 IAC0101 Previous own sales performance is monitored and evaluated against the
market factors and the company’s sales forecast

 IAC0102 Potential customers are searched for, mined from internal and external reliable
sources and qualified as prospects per customer category in accordance with their
personal and budget requirements

 IAC0103 Potential customers are approached, customer requirements addressed,

customer needs are identified and matched to the company’s products and services as
per the generally accepted customer service standards

 IAC0104 Customer rapport is created as per the generally accepted customer service
standards

 IAC0105 Communication skills and relevant protocols are applied as per procedures

 IAC0106 Positive image of sales environment and self is presented to internal and
external customer in accordance with standard operating procedures

 IAC0107 Leads are generated for potential marketing with internal and external
stakeholders

 IAC0108 Documentation is maintained in accordance with the standard operating

procedures

522303000 Automotive Sales Advisor Page 57 of 111

PM-02-PS02: Sell Products and Services

Scope of Practical Skill

Given the product and/or product specifications, price lists, marketing and sales materials,
standard documentation, forms and/or files, document retrieval and storage system,
standard operating policies and procedures, relevant legislation and access to
communication technologies such as computers and telephones, the learner must be able
to:

 PA0201 Generate selling opportunities

 PA0202 Determine customer requirements

 PA0203 Interact with internal and external customers

 PA0204 Sell products and services to a customer

 PA0205 Present static and dynamic demonstration of products

 PA0206 Sell associated non-financial products and services

 PA0207 Close and finalise the sale / deal

 PA0208 Generate referrals and follow up

 PA0209 Maintain required documentation

Applied Knowledge

 AK0201 Interpersonal communication and oral presentation techniques and procedures

 AK0202 Interview techniques

 AK0203 Negotiation skills

 AK0204 Problem identification and problem-solving techniques

 AK0205 Data collection techniques and methods

 AK0206 Data capturing techniques and methods

 AK0207 Stakeholder engagement techniques and methods

 AK0208 Methods for assessing stakeholder inputs

 AK0209 Report writing techniques

 AK0210 Procedures for using computer software and data decision making software
tools

 AK0211 Document presentation techniques

522303000 Automotive Sales Advisor Page 58 of 111

Internal assessment criteria

 IAC0201 Potential internal and external customers are identified, the related selling
opportunities are determined per customer category and customer requirements are
addressed/responded to in accordance with standard operating procedures

 IAC0202 Positive image of sales environment and self is presented to internal and
external stakeholders in accordance with standard operating procedures

 IAC0203 Customers are advised on the products such as the product range, price,
delivery, warranties, product use and product care for improved customer service

 IAC0204 Product features, advantages and benefits are presented and demonstrated to
the customers through static demonstrations and dynamic demonstrations of the product

 IAC0205 Product knowledge and customer service standards are described and
explained as per the approved manuals

 IAC0206 Customer needs are confirmed, specific ratings are matched to the customers
specification and the needs and specifications for additional associated products and
services are determined, calculated and communicated with the customers in
accordance with standard operating procedures

 IAC0207 Early buying signals are identified, terms and conditions of the sale negotiated,
and customer objections handled in accordance with the standard operating procedures

 IAC0208 Customer satisfaction identified, and the products and services sold to meet
customer needs in accordance with the company’s standard operating procedures

 IAC0209 Communication skills and relevant protocols are applied as per procedures

 IAC0210 Documentation is maintained in accordance with the standard operating

procedures

522303000 Automotive Sales Advisor Page 59 of 111

PM-02-PS03: Provide customer service / Carry out after sales and support services

Scope of Practical Skill

Given the product and/or product specifications, standard operating policies and procedures,
customer information systems, customer service scenarios, relevant legislation and access
to communication technologies such as computers and telephones, the learner must be able
to:

 PA0301 Interact/Liaise with internal and external customers

 PA0302 Maintain a professional self-image and associated behaviours

 PA0303 Maintain clean, safe and secure sales environment

 PA0304 Promote and maintain brand loyalty

 PA0305 Carry out after sales services such as deal with customer complaints and
queries, deal with returned goods

 PA0306 Control workflow required by internal customers / stakeholders

 PA0307 Prepare and deliver purchased products and services to the customer

 PA0308 Conduct after sales follow-up programme

 PA0309 Maintain required customer information and documentation

Applied Knowledge

 AK0301 Interpersonal communication and oral presentation techniques and procedures

 AK0302 Interview techniques

 AK0303 Negotiation skills

 AK0304 Problem identification and problem-solving techniques

 AK0305 Data collection techniques and methods

 AK0306 Data capturing techniques and methods

 AK0307 Stakeholder engagement techniques and methods

 AK0308 Methods for assessing stakeholder inputs

 AK0309 Report writing techniques

 AK0310 Procedures for using computer software and data decision making software
tools

 AK0311 Document presentation techniques

522303000 Automotive Sales Advisor Page 60 of 111

Internal assessment criteria

 IAC0301 Fundamental customer service standards and principles are described and
explained

 IAC0302 Interaction with internal and external customers meets the accepted and
approved customer service standards

 IAC0303 Products and services for delivery are quality assured and prepared for delivery
and handed over in accordance with the standard operating procedures

 IAC0304 Client is familiarised with the vehicle functioning and documentation is

completed and signed on delivery and as per the standard operating procedures

 IAC0305 Customer complaints, queries and returned goods are handled following the
standard operating procedures

 IAC0306 Communication skills and relevant protocols are applied as per procedures

 IAC0307 Work to be done with internal customers / stakeholders is allocated and

workflow is controlled in accordance with the standard operating procedures

 IAC0308 Documentation and customer information is prepared and maintained by

following the standard operating procedures

 IAC0309 Approval on any exceptions such as added accessories, extra service work,
different parts are confirmed with the customer in accordance with the standard
operating procedures

 IAC0310 Documentation is maintained in accordance with the standard operating

procedures

PM-02-PS04: Build and maintain customer relations

Scope of Practical Skill

Given the product and/or product specifications, standard operating policies and procedures,
customer information systems, customer service scenarios, relevant legislation and access
to communication technologies such as computers and telephones, the learner must be able
to:

 PA0401 Maintain the customer retention strategy/plan

 PA0402 Evaluate / Analyse customer information

 PA0403 Generate new leads/opportunities and referral business

 PA0404 Advise customer on optimal product and service choice and benefits

 PA0405 Respond to customer enquiries and queries

 PA0406 Build / manage customer relationships

522303000 Automotive Sales Advisor Page 61 of 111

 PA0407 Recommend innovative solutions to improve customer service

 PA0408 Maintain customer information on the customer management information

system

 PA0409 Retain customer loyalty

Applied Knowledge

 IAC0401 Interpersonal communication and oral presentation techniques and procedures

 IAC0402 Interview techniques

 IAC0403 Negotiation skills

 IAC0404 Problem identification and problem-solving techniques

 IAC0405 Data collection techniques and methods

 IAC0406 Data capturing techniques and methods

 IAC0407 Stakeholder engagement techniques and methods

 IAC0408 Methods for assessing stakeholder inputs

 IAC0409 Report writing techniques

 IAC0410 Procedures for using computer software and data decision making software
tools

 IAC0411 Document presentation techniques

Internal assessment criteria

 IAC0401 Documentation and customer information is prepared and maintained in

accordance with the standard operating procedures

 IAC0402 Positive image of sales environment and self is presented to internal and
external stakeholders in accordance with standard operating procedures

 IAC0403 Customer retention strategy/plan is confirmed, implemented and maintained

following the standard operating procedures

 IAC0404 Communication skills and relevant protocols are applied as per procedures

 IAC0405 Lead generation and referrals translate in customer retention as per the
retention strategy and plan

 IAC0406 Customer relations and customer loyalty is developed and maintained as per
the retention strategy and plan

522303000 Automotive Sales Advisor Page 62 of 111

Provider Programme Accreditation Criteria for the Practical Skills Module

Physical Requirements:

Demonstrate access to:

 Documentation, systems, materials and equipment as specified within the practical skills

 An automotive sales and service environment for the learner to assess the area and the
application of the relevant occupational health and safety legislation as specified in the
scope statement

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

 In a practical training centre, the maximum coach to learner ratio 1 to 20.

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Page 63 of 111

522303000 PM-03 Deal with and promote vehicle stock, NQF Level 4, Cr 10

Purpose of the Practical Skills Module

The focus of the learning in this module is on providing the learner with the opportunity to
market and promote stock in an automotive sales and service environment.

The learner will be required to:

 PM-03-PS01: Merchandise stock

 PM-03-PS02: Maintain stock levels

Guidelines for practical skills

PM-03-PS01: Merchandise and promote products and service

Scope of Practical Skill

Given stock, product and/or product specifications, standard operating policies and
procedures, pricelists, access to product and stock related information systems, standard
documentation, forms and/or files, document retrieval and storage system, customer
information systems and access to communication technologies such as computers and
telephones, the learner must be able to:

 PA0101 Identify target market

 PA0102 Determine the product mix, stock and price levels for products and services to
be sold

 PA0103 Identify stock related issues such as shortages, damages and returns

 PA0104 Mark /oversee marking and maintain products and related goods with relevant
marketing/display information

 PA0105 Evaluate the effectiveness of the displayed products, services and related
goods

 PA0106 Present products, services, promotional materials and related goods

 PA0107 Promote products and services using various methods and media

 PA0108 Prepare sold good for delivery / receipt

 PA0109 Maintain required documentation

522303000 Automotive Sales Advisor Page 64 of 111

Applied Knowledge

 AK0101 Merchandising techniques

 AK0102 Marketing and promotions methods and techniques including new/digital media
and methods

 AK0103 Procedures for arranging the display of products and services

 AK0104 Techniques for marking products, services and related goods

 AK0105 Document management methods and techniques

 AK0106 Manufacturers’ procedures and specifications

 AK0107 Relevant safety, health, environmental, risks and quality policies and
procedures

 AK0108 Safety and housekeeping, procedures, requirements and standards relating to

merchandizing of stock

 AK0109 Typical hazards and risks associated with merchandising and promoting stock

Internal assessment criteria

 IAC0101 Products, services or promotional materials are arranged and demonstrated as

per the organisational policies and procedures

 IAC0102 Promotional information is communicated to the customer maximising the

promotional value and sales and taking into consideration the ethical and legal
requirements of the specific methods and media used for promotional purposes

 IAC0103 Effectiveness of the displayed products, goods and services are evaluated as
per the company’s standard criteria and guidelines with recommendation to optimise
sales

 IAC0104 The product mix, stock and price levels for goods to be sold are determined as
per the identified target markets

 IAC0105 Sold goods and services are quality assured, wrapped, presented and
delivered as per the standard operating procedures

 IAC0106 Target market and the related networking opportunities are identified and
explored as per the standard operating procedures

 IAC0107 Documentation is maintained in accordance with the standard operating

procedures

522303000 Automotive Sales Advisor Page 65 of 111

PM-03-PS01: Maintain stock levels

Scope of Practical Skill

Given stock, product and/or product specifications, standard operating policies and
procedures, pricelists, access to product and stock related information systems, standard
documentation, forms and/or files, document retrieval and storage system, customer
information systems and access to communication technologies such as computers and
telephones, the learner must be able to:

 PA0201 Collect and analyse critical stock information

 PA0202 Determine internal saleable stock levels

 PA0203 Source required stock

 PA0204 Appraise and evaluate received stock

 PA0205 Maintain required documentation

Applied Knowledge

 AK0201 Techniques for calculating stock levels

 AK0203 Techniques for confirming approved suppliers

 AK0204 Techniques and procedures for monitoring suppliers’ performances

 AK0205 Vehicle appraisal techniques and procedures

 AK0206 Relevant safety, health, environmental, risks and quality policies and
procedures

 AK0207 Safety and housekeeping, procedures, requirements and standards relating to

maintaining stock levels

 AK0207 Typical hazards and risks associated with maintaining stock levels

Internal assessment criteria

 IAC0201 Supply of stock is sourced, negotiated and replenished from the recommended
and listed suppliers as per the supply agreement/conditions

 IAC0202 Purchasing documentation for the acquisition of stock is identified and prepared
in according to standard operating procedures

 IAC0203 Received stock and trade ins are appraised as per the standard operating
procedures

 IAC0204 Defect products and services such as damaged vehicles, damaged parts,
obsolesces parts, returns and warranty claims are dealt with in according to standard
operating procedures

522303000 Automotive Sales Advisor Page 66 of 111

 IAC0205 Stock levels are maintained on the relevant management information systems
to minimise and manage stock losses

 IAC0206 Documentation is maintained in accordance with the standard operating

procedures

Provider Programme Accreditation Criteria for the Practical Skills Module

Physical Requirements:

Demonstrate access to:

 Documentation, systems, materials and equipment as specified within the practical skills

 An automotive sales and service environment for the learner to assess the area and the
application of the relevant occupational health and safety legislation as specified in the
scope statement

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

 In a practical training centre, the maximum coach to learner ratio 1 to 20.

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Page 67 of 111

 522303000 PM-04 Control Inventory, NQF Level 4, Cr 10

Purpose of the Practical Skills Module

The focus of the learning in this module is on providing the learner with the opportunity to
market and promote stock in an automotive sales and service environment.

The learner will be required to:

 PM-04-PS01: Receive stock

 PM-04-PS02: Control inventory

 PM-04-PS03: Procure/buy stock

Guidelines for practical skills

PM-04-PS01: Receive and store stock

Scope of Practical Skill

Given stock, product and/or product specifications, standard operating policies and
procedures, pricelists, access to product and stock related information systems, standard
documentation, forms and/or files, document retrieval and storage systems, customer
information systems, access to communication technologies such as computers and
telephones, relevant legislation, personal protective clothing (PPE) and the relevant stock
related machines, tools and equipment, the learner must be able to:

 PA0101 Receive stock

 PA0102 Assess received stock

 PA0103 Process stock

 PA0104 Bin / store stock

 PA0105 Carry out stock housekeeping

 PA0106 Maintain stock documentation

Applied knowledge

 AK0101 Techniques for reading stock orders, electronic data instruments, stock
specification, work instruction, standard operating procedures and checklists

 AK0102 Techniques for receiving, counting, labelling, binning, labelling and processing
stock

 AK0103 Shrinkage and loss monitoring methods and techniques

 AK0104 Manufacturers’ procedures and specifications

 AK0105 Relevant safety, health, environmental, risks and quality policies and
procedures

522303000 Automotive Sales Advisor Page 68 of 111

 AK0106 Safety and housekeeping, procedures, requirements and standards

 AK0107 Typical hazards and risks associated with receiving stock

Internal assessment criteria

 IAC0101 Stock is received, quality checked, secured, categorised and reconciled in

accordance with the standard operating procedures

 IAC0102 Stock is counted, and discrepancies recorded as per the standard operating
procedures

 IAC0103 Stock is unpacked, checked and processed to minimise shrinkage and stock
losses in accordance with the standard operating procedures

 IAC0104 Stock is binned, stored and rotated as per the stock demarcation policy and the
standard operating procedures

 IAC0105 Defect products are identified, processed and reported in accordance with the
standard operating procedures

 IAC0106 Communication skills and relevant protocols are applied as per procedures

 IAC0107 Documentation is maintained in accordance with the standard operating

procedures

PM-04-PS02: Control inventory

Scope of Practical Skill

Given stock, product and/or product specifications, standard operating policies and
procedures, pricelists, access to product and stock related information systems, standard
documentation, forms and/or files, document retrieval and storage systems, customer
information systems, relevant legislation and access to communication technologies such as
computers and telephones, the learner must be able to:

 PA0201 Collect and analyse critical stock information

 PA0202 Undertake or assist with the ongoing management of stock such as random bin
audit quantities on hand or cycle counts

 PA0203 Participate in stock takes

 PA0204 Maintain internal saleable stock levels

 PA0205 Maintain stock selling targets or budget

 PA0206 Carry out stock housekeeping

 PA0207 Return stock such as aging stock, unsaleable stock

 PA0207 Maintain stock documentation

522303000 Automotive Sales Advisor Page 69 of 111

Applied Knowledge

 AK0201 Techniques for calculating stock levels

 AK0202 Techniques for vetting and approving suppliers

 AK0203 Techniques and procedures for monitoring suppliers’ performances

 AK0204 Vehicle and/or products appraisal techniques and procedures

 AK0205 Relevant safety, health, environmental, risks and quality policies and
procedures

 AK0206 Safety and housekeeping, procedures, requirements and standards relating to

inventory control

 AK0207 Typical hazards and risks associated with inventory control

Internal assessment criteria

 IAC0201 Stock levels are maintained on the relevant management information systems
to minimise and manage stock losses

 IAC0202 Defect products and services such as damaged vehicles, damaged parts,
obsolesces parts, returns and warranty claims are dealt with in according to standard
operating procedures

 IAC0203 Documentation is maintained in accordance with the standard operating

procedures

PM-04-PS03: Procure/buy stock

Scope of Practical Skill

Given stock, product and/or product specifications, standard operating policies and
procedures, pricelists, access to product and stock related information systems, standard
documentation, forms and/or files, document retrieval and storage systems, customer
information systems, relevant legislation and access to communication technologies such as
computers and telephones, the learner must be able to:

 PA0301 Establish source of stock supply

 PA0302 Issue an order for stock

 PA0303 Negotiate conditions for procurement of stock

 PA0304 Evaluate current suppliers against negotiated standards

 PA0305 Evaluate the required stock for procurement

 PA0306 Procure/buy stock

 PA0307 Assess received stock

522303000 Automotive Sales Advisor Page 70 of 111

 PA0308 Maintain stock documentation

Applied Knowledge

 AK0301 Techniques for calculating stock levels

 AK0302 Techniques for vetting and approving suppliers

 AK0303 Techniques and procedures for monitoring suppliers’ performances

Internal assessment criteria

 IAC0301 Supply of stock is sourced, negotiated and replenished from the recommended
and listed suppliers as per the supply agreement/conditions.

 IAC0302 Purchasing documentation for the acquisition of stock is identified, prepared

and maintained according to standard operating procedures

 IAC0303 Order for stock replenishment is issued as per the company’s standard
operating procedures

 IAC0304 A supply of stock is negotiated in compliance with policies and procedures

 IAC0305 Suppliers are recommended or rejected following the standard operating

procedures

 IAC0306 Acceptable supplies are negotiated with profitable purchasing conditions

following the company’s standard operating procedures

522303000 Automotive Sales Advisor Page 71 of 111

Provider Programme Accreditation Criteria for the Practical Skills Module

Physical Requirements:

Demonstrate access to:

 Documentation, systems, materials and equipment as specified within the practical skills

 An automotive sales and service environment for the learner to assess the area and the
application of the relevant occupational health and safety legislation as specified in the
scope statement

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

 In a practical training centre, the maximum coach to learner ratio 1 to 20.

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Page 72 of 111

522303000 PM-05 Carry out vehicle service operational activities, NQF Level 4, Cr 15

Purpose of the Practical Skills Module

The focus of the learning in this module is on providing the learner with the opportunity to
carry out service-related operational activities in an automotive sales and service
environment.

The learner will be required to:

 PM-05-PS01: Control flow of service vehicles

Guidelines for practical skills

Control flow of serviced vehicle

Scope of Practical Skill

Given service core process, standard operating procedures, documentation, forms and/or
files, document retrieval and storage systems, customer information systems, vehicle
information system, relevant legislation and access to communication technologies such as
computers and telephones, the learner must be able to:

 PA0101 Schedule services

 PA0102 Prepare customer quotations, invoices and job cards

 PA0103 Book in an automotive service and/or repair

 PA0104 Attend to customer queries and enquiries

 PA0105 Quality assure a vehicle for delivery/ Prepare vehicle for delivery

 PA0106 Process customer payments

 PA0107 Hand over the vehicle

 PA0108 Conduct an after sales follow-up programme

 PA0109 Maintain customer vehicle service documentation / customer service index

information

Applied Knowledge

 AK0101 Information search techniques

 AK0102 Data collection techniques and methods

 AK0103 Data capturing techniques and methods

 AK0104 Interpersonal communication and oral presentation techniques and procedures

 AK0105 Interview techniques

522303000 Automotive Sales Advisor Page 73 of 111

 AK0106 Negotiation skills

 AK0107 Problem identification and problem-solving techniques

 AK0108 Stakeholder engagement techniques and methods

 AK0109 Methods for assessing stakeholder inputs

 AK0110 Procedures for using computer software and data decision making software
tools

 AK0111 Document presentation techniques

Internal assessment criteria

 IAC0101 Service order is prepared, quotations / invoice prepared, service scheduled,

and job cards prepared using the available clerical systems and in accordance with the
service manual and the customer needs

 IAC0102 Appropriate service jobs are allocated to identified specific technical staff, extra
/additional work required is identified and approval / authorisation gained from customer
for extra work in accordance with the standard operating procedures

 IAC0103 Invoices prepared and payments for goods and services accepted by a variety
of payment methods and procedures

 IAC0104 Customer service index improved, and customer relations maintained as per
the generally accepted customer service standards

 IAC0104 Vehicle is quality assured and handed over for delivery in accordance with the
standard operating procedures

 IAC0105 Vehicle service and repair documentation prepared and maintained using the
specific management information tracking systems and in accordance with the standard
operating procedures

522303000 Automotive Sales Advisor Page 74 of 111

Provider Programme Accreditation Criteria for the Practical Skills Module

Physical Requirements:

Demonstrate access to:

 Documentation, systems, materials and equipment as specified within the practical skills

 An automotive sales and service environment for the learner to assess the area and the
application of the relevant occupational health and safety legislation as specified in the
scope statement

 Facilitation aids, media, learning materials, assessment instruments.

Human Resource Requirements:

 Be current in the sales practices, operations, technology and legal requirements

 Minimum of two (2) years’ sales experience or sales training experience where subject
matter experience can be established

 Having successfully completed a formal course in facilitation and assessment practices

 The maximum facilitator to learner ratio in a classroom setting is 1 to 20

 In a practical training centre, the maximum coach to learner ratio 1 to 20.

Legal Requirements:

 Accredited with the Quality Council for Trades and Occupations

Critical topics to be assessed externally for the practical skills module

 No practical activities need to be re-assessed externally.

Exemptions

 None

522303000 Automotive Sales Advisor Page 75 of 111

SECTION 3C: WORK EXPERIENCE MODULE SPECIFICATION

List of Work Experience Module Specifications

522303000-WM-01 New and used car sales processes, NQF Level 4 Credits 55

522303000-WM-02 Vehicle parts sales processes, NQF Level 4 Credits 60

522303000-WM-03 Stock control processes, NQF Level 4 Credits 60

522303000-WM-04 Vehicle service control processes, NQF Level 4 Credits 60

522303000 Automotive Sales Advisor Page 76 of 111

522303000-WM-01 New and used vehicles sales processes, NQF Level 4, Credits 30

Purpose of the Work Experience Modules

The focus of the work experience is on providing the learner an opportunity to experience the full
range of activities to sell automotive vehicles to existing and/or prospective clients for a minimum
period of 6 weeks

The learner will be required to:

 WM-01-WE01: Observe and assist a Vehicle Sales Advisor sell automotive vehicles to existing
and/or prospective clients for a minimum period of 1 weeks

 WM-01-WE02: Sell automotive vehicles to existing and/or prospective clients under direct
guidance and assistance of a Vehicle Sales Advisor for a minimum period of 2 weeks

 WM-01-WE03: Independently sell automotive vehicles to existing and/or prospective clients

under supervision of a Vehicle Sales Advisor for a minimum period of 3 weeks

Guidelines for Work Experience

WM-01-WE01: Observe and assist a Vehicle Sales Advisor sell automotive vehicles to
existing and/or prospective clients for a minimum period of 1 week

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0101 Attend induction within the respective department/business unit

 WA0102 Observe and assist a Vehicle Sales Advisor apply the legislative requirements as part
of the sales process

 WA0103 Observe and assist a Vehicle Sales Advisor generate leads and qualify potential
customers

 WA0104 Observe and assist a Vehicle Sales Advisor sell the vehicle

 WA0105 Observe and assist a Vehicle Sales Advisor complete the dynamic demonstration

 WA0106 Observe and assist a Vehicle Sales Advisor offer and/or complete the static
demonstration

 WA0107 Observe and assist a Vehicle Sales Advisor appraise a used vehicle

 WA0108 Observe and assist a Vehicle Sales Advisor close the sale

 WA0109 Observe and assist a Vehicle Sales Advisor finalise the sales transaction

 WA0110 Observe and assist a Vehicle Sales Advisor prepare vehicle and hand over

 WA0111 Observe and assist a Vehicle Sales Advisor compile the deal file

 WA0112 Observe and assist a Vehicle Sales Advisor complete sales administration and
documentation

522303000 Automotive Sales Advisor Page 77 of 111

 WA0113 Observe and assist a Vehicle Sales Advisor maintain customer relations

Supporting evidence

 SE0101 Department/business unit induction register

 SE0102 Deal file

 SE0103 Customer feedback

 SE0104 Unit and profit targets

WM-01-WE02: Sell automotive vehicles to existing and/or prospective clients under direct
guidance and assistance of a Vehicle Sales Advisor for a minimum period of 2 weeks

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0201 Apply the legislative requirements as part of the sales process under direct guidance
and assistance of a Vehicle Sales Advisor

 WA0202 Generate leads and qualify potential customers under direct guidance and assistance
of a Vehicle Sales Advisor

 WA0203 Sell the vehicle under direct guidance and assistance of a S Vehicle ales Advisor

 WA0204 Complete the dynamic demonstration under direct guidance and assistance of a
Vehicle Sales Advisor

 WA0205 Offer and/or complete the static demonstration under direct guidance and assistance
of a Vehicle Sales Advisor

 WA0206 Appraise a used vehicle under direct guidance and assistance of a Vehicle Sales
Advisor

 WA0207 Close the sale under direct guidance and assistance of a Vehicle Sales Advisor

 WA0208 Finalise the sales transaction under direct guidance and assistance of a Vehicle
Sales Advisor

 WA0209 Prepare vehicle and hand over under direct guidance and assistance of a Vehicle
Sales Advisor

 WA0210 Compile the deal file under direct guidance and assistance of a Vehicle Sales Advisor

 WA0211 Complete sales administration and documentation under direct guidance and
assistance of a Vehicle Sales Advisor

 WA0212 Maintain customer relations under direct guidance and assistance of a Vehicle Sales
Advisor

522303000 Automotive Sales Advisor Page 78 of 111

Supporting evidence

 SE0201 Department/business unit induction register

 SE0202 Deal file

 SE0203 Customer feedback

 SE0204 Unit and profit targets

WM-01-WE03: Independently sell automotive vehicles to existing and/or prospective clients

under supervision of a Vehicle Sales Advisor for a minimum period of 3 weeks

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0301 Apply the legislative requirements as part of the sales process

 WA002 Generate leads and qualify potential customers

 WA0303 Sell the vehicle

 WA0304 Complete the dynamic demonstration

 WA0305 Offer and/or complete the static demonstration

 WA0306 Appraise a used vehicle

 WA0307 Close the sale

 WA0308 Finalise the sales transaction

 WA0309 Prepare vehicle and hand over

 WA0310 Compile the deal file

 WA0311 Complete sales administration and documentation

 WA0312 Maintain customer relations

Supporting evidence

 SE0301 Department/business unit induction register

 SE0302 Deal file

 SE0303 Customer feedback

 SE0304 Unit and profit targets

522303000 Automotive Sales Advisor Page 79 of 111

Contextualised Workplace Knowledge

 Organisational policies, guidelines and standards

 Relevant legislation and regulations relating to the sale of automotive vehicles

 Processes for selling automotive vehicles

 Guidelines, specifications and related technical information

 Sales and customer management information systems

 Occupational, health and safety legislation and regulations

Contextualised Workplace Experience

The sale of new and/or used automotive vehicles is performed in one of the following contexts:

 Urban

 Peri-urban and

 Rural areas

Criteria for Workplace Approval

Physical Requirements:

 Computer processing unit and tools and equipment such as word processing and spreadsheet
and as specified in the scope of the work experience

 All relevant policies and procedures and the required management information systems

Human Resource Requirements:

 An Automotive Sales Advisor with at least two (2) years’ experience

 A relevant legislation and learner ratio of 1: 5

Legal Requirements:

 Compliance with relevant occupational health, safety and environmental regulations

 A quality management system

 Management information system

 Compliance with the Labour Relations Act, Workmen’s Compensation Act and the Tax and
Payroll Laws

 General liability cover

Additional Assignments to be Assessed Externally

 None

522303000 Automotive Sales Advisor Page 80 of 111

522303000-WM-02 Vehicle parts sales processes, NQF Level 4, Credits 30

Purpose of the Work Experience Modules

The focus of the work experience is on providing the learner an opportunity to experience the full
range of activities in selling automotive parts and accessories to existing and/or prospective clients
for a minimum period of 6 weeks

The learner will be required to:

 WM-02-WE01: Observe and assist a Parts Sales Advisor sell automotive parts and
accessories to existing and/or prospective clients for a minimum period of 1 weeks

 WM-02-WE02: Sell automotive parts and accessories to existing and/or prospective clients
under direct guidance and assistance of a Parts Sales Advisor for a minimum period of 2
weeks

 WM-02-WE03: Independently sell automotive parts and accessories to existing and/or

prospective clients under supervision of a Parts Sales Advisor for a minimum period of 3
weeks

Guidelines for Work Experience

WM-02-WE01: Observe and assist a Parts Sales Advisor sell automotive parts and
accessories to existing and/or prospective clients for a minimum period of 1 week

Scope of work

The person will be expected to engage in the following work activities

 WA0101 Attend induction within the respective department/business unit

 WA0102 Observe and assist a Parts Sales Advisor apply the legislative requirements relevant
to the parts processes

 WA0103 Observe and assist a Parts Sales Advisor generate leads and qualify potential
customers

 WA0104 Observe and assist a Parts Sales Advisor sell parts and accessories

 WA0105 Observe and assist a Parts Sales Advisor finalise the sales transaction

 WA0106 Observe and assist a Parts Sales Advisor prepare parts and accessories for the client

 WA0107 Observe and assist a Parts Sales Advisor complete sales administration and
documentation

 WA0108 Observe and assist a Parts Sales Advisor maintain customer relations

Supporting evidence

 SE0101 Department/business unit induction register

 SE0102 Sales and stock turn over report

522303000 Automotive Sales Advisor Page 81 of 111

 SE0102 Stock maintenance report

 SE0103 Internal and external customer feedback

 SE0104 Sales and profit targets

WM-02-WE02: Sell automotive parts and accessories to existing and/or prospective clients
under direct guidance and assistance of a Parts Sales Advisor for a minimum period of 2
weeks

Scope of work

The person will be expected to engage in the following work activities

 WA0201Apply the legislative requirements relevant to the parts processes under direct
guidance and assistance of a Parts Sales Advisor

 WA0202 Generate leads and qualify potential customers under direct guidance and assistance
of a Parts Sales Advisor

 WA0203 Sell parts and accessories under direct guidance and assistance of a Parts Sales
Advisor

 WA0204 Finalise the sales transaction under direct guidance and assistance of a Parts Sales
Advisor

 WA0205 Prepare parts and accessories for the client under direct guidance and assistance of
a Parts Sales Advisor

 WA0206 Complete sales administration and documentation under direct guidance and
assistance of a Parts Sales Advisor

 WA0207 Maintain customer relations under direct guidance and assistance of a Parts Sales
Advisor

Supporting evidence

 SE0201 Department/business unit induction register

 SE0202 Sales and stock turn over report

 SE0202 Stock maintenance report

 SE0203 Internal and external customer feedback

 SE0204 Sales and profit targets

522303000 Automotive Sales Advisor Page 82 of 111

WM-02-WE03: Independently sell automotive parts and accessories to existing and/or
prospective clients under supervision of a Parts Sales Advisor for a minimum period of 3
weeks

Scope of work

The person will be expected to engage in the following work activities

 WA0301 Apply the legislative requirements relevant to the parts processes

 WA0302 Generate leads and qualify potential customers

 WA0303 Sell parts and accessories

 WA0304 Finalise the sales transaction

 WA0305 Prepare parts and accessories for the client

 WA0306 Complete sales administration and documentation

 WA0307 Maintain customer relations

Supporting evidence

 SE0301 Department/business unit induction register

 SE0302 Sales and stock turn over report

 SE0302 Stock maintenance report

 SE0303 Internal and external customer feedback

 SE0304 Sales and profit targets

Contextualised Workplace Knowledge

 Organisational policies, guidelines and standards

 Relevant legislation and regulations relating to the sale of automotive vehicles

 Processes for selling automotive vehicles

 Guidelines, specifications and related technical information

 Sales and customer management information systems

 Occupational, health and safety legislation and regulations

522303000 Automotive Sales Advisor Page 83 of 111

Contextualised Workplace Experience

The sale of automotive parts is performed in one of the following contexts:

 Urban

 Peri-urban and

 Rural areas

Criteria for Workplace Approval

Physical Requirements:

 Computer processing unit and tools and equipment such as word processing and spreadsheet
and as specified in the scope of the work experience

 All relevant policies and procedures and the required management information systems

Human Resource Requirements:

 A Parts Sales Advisor with at least two (2) years’ experience

 A Parts Sales Advisor and learner ratio of 1: 5

Legal Requirements:

 Compliance with relevant occupational health, safety and environmental regulations

 A quality management system

 Management information system

 Compliance with the Labour Relations Act, Workmen’s Compensation Act and the Tax and
Payroll Laws

 General liability cover

Additional Assignments to be Assessed Externally

 None

522303000 Automotive Sales Advisor Page 84 of 111

522303000-WM-03 Stock control processes, NQF Level 4, Credits 30

Purpose of the Work Experience Modules

The focus of the work experience is on providing the learner an opportunity to experience the full
range of activities in controlling vehicle stock parts for a minimum period of 12 weeks

The learner will be required to:

 WM-03-WE01: Observe and assist a Parts Sales Advisor control the vehicle stock for a
minimum period of 1 weeks

 WM-03-WE02: Control the vehicle stock under direct guidance and assistance of a Parts Sales
Advisor for a minimum period of 2 weeks

 WM-03-WE03: Independently control the vehicle stock under supervision of a Parts Sales
Advisor for a minimum period of 3 weeks

Guidelines for Work Experience

WM-03-WE01: Observe and assist a Parts Sales Advisor control the vehicle stock for a
minimum period of 1 week

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0101 Analyse stock levels and stock orders

 WA0102 Observe and assist a Parts Sales Advisor maintain stock levels and stock mix

 WA0103 Observe and assist a Parts Sales Advisor procure stock

 WA0104 Observe and assist a Parts Sales Advisor receive and store stock

 WA0105 Observe and assist a Parts Sales Advisor update the internal stock management
systems

 WA0106 Observe and assist a Parts Sales Advisor allocate stock as per customer priority

 WA0107 Observe and assist a Parts Sales Advisor invoice stock

 WA0108 Observe and assist a Parts Sales Advisor follow through on customer queries and
complaints

 WA0109 Observe and assist a Parts Sales Advisor maintain the part supply account records

 WA0110 Observe and assist a Parts Sales Advisor maintain supplier relationships

 WA0111 Observe and assist a Parts Sales Advisor deal with damaged and returned stock

 WA0112 Observe and assist a Parts Sales Advisor engage with internal and external parts
delivery services

 WA0113 Observe and assist a Parts Sales Advisor apply the legislative requirements relevant
to the parts processes
522303000 Automotive Sales Advisor Page 85 of 111
Supporting evidence

 SE0101Stock control reports

 SE0102 Back order reports

 SE0103 Stock analysis reports

 SE0104 Order control files

 SE0105 Sales documentation such as purchase orders, invoices

WM-03-WE02: Control the vehicle stock under direct guidance and assistance of a Parts
Sales Advisor for a minimum period of 2 weeks

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0201 Analyse stock levels and stock orders under direct guidance and assistance of a
Parts Sales Advisor

 WA0202 Maintain stock levels and stock mix under direct guidance and assistance of a Parts
Sales Advisor

 WA0203 Procure stock under direct guidance and assistance of a Parts Sales Advisor

 WA0204 Receive and store stock under direct guidance and assistance of a Parts Sales
Advisor

 WA0205 Update the internal stock management systems under direct guidance and
assistance of a Parts Sales Advisor

 WA0206 Allocate stock as per customer priority under direct guidance and assistance of a
Parts Sales Advisor

 WA0207 Invoice stock under direct guidance and assistance of a Parts Sales Advisor

 WA0208 Follow through on customer queries and complaints under direct guidance and
assistance of a Parts Sales Advisor

 WA0209 Maintain the part supply account records under direct guidance and assistance of a
Parts Sales Advisor

 WA0210 Maintain supplier relationships under direct guidance and assistance of a Parts Sales
Advisor

 WA0211 Deal with damaged and returned stock under direct guidance and assistance of a
Parts Sales Advisor

 WA0212 Engage with internal and external parts delivery services under direct guidance and
assistance of a Parts Sales Advisor

 WA0213 Apply the legislative requirements relevant to the parts processes under direct
guidance and assistance of a Parts Sales Advisor
522303000 Automotive Sales Advisor Page 86 of 111
Supporting evidence

 SE0201Stock control reports

 SE0202 Back order reports

 SE0203 Stock analysis reports

 SE0204 Order control files

 SE0205 Sales documentation such as purchase orders, invoices

WM-03-WE03: Independently control the vehicle stock under supervision of a Parts Sales
Advisor for a minimum period of 3 weeks

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0301 Analyse stock levels and stock orders

 WA0302 Maintain stock levels and stock mix

 WA0303 Procure stock

 WA0304 Receive and store stock

 WA0305 Update the internal stock management systems

 WA0306 Allocate stock as per customer priority

 WA0307 Invoice stock

 WA0308 Follow through on customer queries and complaints

 WA0309 Maintain the part supply account records

 WA0310 Maintain supplier relationships

 WA0311 Deal with damaged and returned stock

 WA0312 Engage with internal and external parts delivery services

 WA0313 Apply the legislative requirements relevant to the parts processes

Supporting evidence

 SE0301Stock control reports

 SE0302 Back order reports

 SE0303 Stock analysis reports

 SE0304 Order control files

 SE0305 Sales documentation such as purchase orders, invoices

522303000 Automotive Sales Advisor Page 87 of 111

Contextualised Workplace Knowledge

 Organisational policies, guidelines and standards

 Relevant legislation and regulations relating to the sale of automotive vehicles

 Processes for selling automotive vehicles

 Guidelines, specifications and related technical information

 Sales and customer management information systems

 Occupational, health and safety legislation and regulations

Contextualised Workplace Experience

The sale of automotive parts is performed in one of the following contexts:

 Urban

 Peri-urban and

 Rural areas

Criteria for Workplace Approval

Physical Requirements:

 Computer processing unit and tools and equipment such as word processing and spreadsheet
and as specified in the scope of the work experience

 All relevant policies and procedures and the required management information systems

Human Resource Requirements:

 A Parts Sales Advisor with at least two (2) years’ experience

 A Parts Sales Advisor and learner ratio of 1: 5

Legal Requirements:

 Compliance with relevant occupational health, safety and environmental regulations

 A quality management system

 Management information system

 Compliance with the Labour Relations Act, Workmen’s Compensation Act and the Tax and
Payroll Laws

 General liability cover

Additional Assignments to be Assessed Externally

 None

522303000 Automotive Sales Advisor Page 88 of 111

522303000-WM-04 Vehicle service control processes, NQF Level 4, Credits 30

Purpose of the Work Experience Modules

The focus of the work experience is on providing the learner an opportunity to experience the full
range of vehicle service activities for a minimum period of 6 weeks

The learner will be required to:

 WM-04-WE01: Observe and assist a Service Advisor implement and control the service
processes for a minimum period of 1 weeks

 WM-04-WE02: Implement and control the service processes under direct guidance and
assistance of a Service Advisor for a minimum period of 2 weeks

 WM-04-WE03: Independently implement and control the service processes under supervision
of a Service Advisor for a minimum period of 3 weeks

Guidelines for Work Experience

WM-04-WE01: Observe and assist a Service Advisor implement and control the service
processes for a minimum period of 1 week

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0101 Attend induction within the respective department/business unit

 WA0102 Observe and assist a Service Advisor apply the legislative requirements relevant to
the service processes

 WA0103 Observe and assist a Service Advisor check vehicle history

 WA0104 Observe and assist a Service Advisor book and/or finalise vehicle for service

 WA0105 Observe and assist a Service Advisor prepare the job card

 WA0106 Observe and assist a Service Advisor prepare service quotes

 WA0107 Observe and assist a Service Advisor plan service scheduling with the workshop

 WA0108 Observe and assist a Service Advisor liaise with customer on service process

 WA0109 Observe and assist a Service Advisor upsell products and services

 WA0110 Observe and assist a Service Advisor maintain customers and vehicle service
documentation and systems

 WA0111 Observe and assist a Service Advisor control the vehicle service process and
progress

 WA0112 Observe and assist a Service Advisor maintain customer satisfaction

 WA0113 Observe and assist a Service Advisor handle, process and finalise payments

522303000 Automotive Sales Advisor Page 89 of 111

 WA0114 Observe and assist a Service Advisor hand over serviced vehicle

Supporting evidence

 SE0101 Signed off job cards

 SE0102 Customer satisfaction survey

 SE0103 Sales target and customer satisfaction reports

 SE0104 Customer invoices

WM-04-WE02: Implement and control the service processes under direct guidance and
assistance of a Service Advisor for a minimum period of 2 weeks

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0201 Apply the legislative requirements relevant to the service processes under direct
guidance and assistance of a Service Advisor

 WA0202 Check vehicle history under direct guidance and assistance of a Service Advisor

 WA0203 Book and/or finalise vehicle for service under direct guidance and assistance of a
Service Advisor

 WA0204 Prepare the job card under direct guidance and assistance of a Service Advisor

 WA0205 Prepare service quotes under direct guidance and assistance of a Service Advisor

 WA0206 Plan service scheduling with the workshop under direct guidance and assistance of a
Service Advisor

 WA0207 Liaise with customer on service process under direct guidance and assistance of a
Service Advisor

 WA0208 Upsell products and services under direct guidance and assistance of a Service
Advisor

 WA0209 Maintain customers and vehicle service documentation and systems under direct
guidance and assistance of a Service Advisor

 WA0210 Control the vehicle service process and progress under direct guidance and
assistance of a Service Advisor

 WA0211 Maintain customer satisfaction under direct guidance and assistance of a Service
Advisor

 WA0212 Handle, process and finalise payments under direct guidance and assistance of a
Service Advisor

 WA0213 Hand over serviced vehicle under direct guidance and assistance of a Service
Advisor

522303000 Automotive Sales Advisor Page 90 of 111

Supporting evidence

 SE0201 Signed off job cards

 SE0202 Customer satisfaction survey

 SE0203 Sales target and customer satisfaction reports

 SE0204 Customer invoices

WM-04-WE03: Independently implement and control the service processes under

supervision of a Service Advisor for a minimum period of 3 weeks

Scope of Work Experience

The person will be expected to engage in the following work activities

 WA0301 Apply the legislative requirements relevant to the service processes

 WA0302 Check vehicle history

 WA0303 Book and/or finalise vehicle for service

 WA0304 Prepare the job card

 WA0305 Prepare service quotes

 WA0306 Plan service scheduling with the workshop

 WA0307 Liaise with customer on service process

 WA0308 Upsell products and services

 WA0309 Maintain customers and vehicle service documentation and systems

 WA0310 Control the vehicle service process and progress

 WA0311 Maintain customer satisfaction

 WA0312 Handle, process and finalise payments

 WA0313 Hand over serviced vehicle

Supporting evidence

 SE0301 Signed off job cards

 SE0302 Customer satisfaction survey

 SE0303 Sales target and customer satisfaction reports

 SE0304 Customer invoices

522303000 Automotive Sales Advisor Page 91 of 111

Contextualised Workplace Knowledge

 Organisational policies, guidelines and standards

 Relevant legislation and regulations relating to the sale of automotive vehicles

 Processes for selling automotive vehicles

 Guidelines, specifications and related technical information

 Sales and customer management information systems

 Occupational, health and safety legislation and regulations

Contextualised Workplace Experience

The automotive vehicle services are performed in one of the following contexts:

 Urban

 Peri-urban and

 Rural areas

Criteria for Workplace Approval

Physical Requirements:

 Computer processing unit and tools and equipment such as word processing and spreadsheet
and as specified in the scope of the work experience

 All relevant policies and procedures and the required management information systems

Human Resource Requirements:

 A Service Advisor with at least two (2) years’ experience

 A Service Advisor and learner ratio of 1: 5

Legal Requirements:

 Compliance with relevant occupational health, safety and environmental regulations

 A quality management system

 Management information system

 Compliance with the Labour Relations Act, Workmen’s Compensation Act and the Tax and
Payroll Laws

 General liability cover

Additional Assignments to be Assessed Externally

 None

522303000 Automotive Sales Advisor Page 92 of 111

SECTION 4: STATEMENT OF WORK EXPERIENCE

Curriculum Number: 522303000

Curriculum Title: Automotive Sales Advisor

Learner Details

Name:

ID Number:

Employer Details

Company Name:

Address:

Supervisor Name:

Work Telephone:

E-Mail:

522303000 Automotive Sales Advisor Page 93 of 111

522303000-WM-01 New and used car sales processes, NQF Level 4 Credits 55

WM-01-WE01 Observe and assist a Vehicle Sales Advisor sell

automotive vehicles to existing and/or
prospective clients for a minimum period of 1
weeks

Scope Work Experience Date Signature

WA0101 Attend induction within the respective

department/business unit

WA0102 Observe and assist a Vehicle Sales Advisor

apply the legislative requirements as part of the
sales process

WA0103 Observe and assist a Vehicle Sales Advisor

generate leads and qualify potential customers

WA0104 Observe and assist a Vehicle Sales Advisor sell

the vehicle

WA0105 Observe and assist a Vehicle Sales Advisor

complete the dynamic demonstration

WA0106 Observe and assist a Vehicle Sales Advisor offer

and/or complete the static demonstration

WA0107 Observe and assist a Vehicle Sales Advisor

appraise a used vehicle

WA0108 Observe and assist a Vehicle Sales Advisor

close the sale

WA0109 Observe and assist a Vehicle Sales Advisor

finalise the sales transaction

WA0110 Observe and assist a Vehicle Sales Advisor

prepare vehicle and hand over

522303000 Automotive Sales Advisor Page 94 of 111

WA0111 Observe and assist a Vehicle Sales Advisor
compile the deal file

WA0102 Observe and assist a Vehicle Sales Advisor

complete sales administration and
documentation

WA0113 Observe and assist a Vehicle Sales Advisor

maintain customer relations

Supporting Evidence Date Signature

SE0101 Department/business unit induction register

SE0102 Deal file

SE0103 Customer feedback report

SE0104 Unit and profit targets

WM-01-WE02 Sell automotive vehicles to existing and/or

prospective clients under direct guidance and
assistance of a Vehicle Sales Advisor for a
minimum period of 2 weeks

Scope Work Experience Date Signature

WA0201 Apply the legislative requirements as part of the

sales process under direct guidance and
assistance of a Vehicle Sales Advisor

WA0202 Generate leads and qualify potential customers

under direct guidance and assistance of a
Vehicle Sales Advisor

WA0203 Sell the vehicle under direct guidance and

assistance of a S Vehicle ales Advisor

522303000 Automotive Sales Advisor Page 95 of 111

WA0204 Complete the dynamic demonstration under
direct guidance and assistance of a Vehicle
Sales Advisor

WA0205 Offer and/or complete the static demonstration

under direct guidance and assistance of a
Vehicle Sales Advisor

WA0206 Appraise a used vehicle under direct guidance

and assistance of a Vehicle Sales Advisor

WA0207 Close the sale under direct guidance and

assistance of a Vehicle Sales Advisor

WA0208 Finalise the sales transaction under direct

guidance and assistance of a Vehicle Sales
Advisor

WA0209 Prepare vehicle and hand over under direct

guidance and assistance of a Vehicle Sales
Advisor

WA0210 Compile the deal file under direct guidance and

assistance of a Vehicle Sales Advisor

WA0211 Complete sales administration and

documentation under direct guidance and
assistance of a Vehicle Sales Advisor

WA0212 Maintain customer relations under direct

guidance and assistance of a Vehicle Sales
Advisor

Supporting Evidence Date Signature

SE0201 Department/business unit induction register

SE0202 Deal file

522303000 Automotive Sales Advisor Page 96 of 111

SE0203 Customer feedback

SE0204 Unit and profit targets

WM-01-WE03 Independently sell automotive vehicles to

existing and/or prospective clients under
supervision of a Vehicle Sales Advisor for a
minimum period of 3 weeks

Scope Work Experience Date Signature

WA101 Apply the legislative requirements as part of the

sales process under direct guidance and
assistance of a Vehicle Sales Advisor

WA0302 Generate leads and qualify potential customers

under direct guidance and assistance of a
Vehicle Sales Advisor

WA0303 Sell the vehicle under direct guidance and

assistance of a S Vehicle ales Advisor

WA0304 Complete the dynamic demonstration under

direct guidance and assistance of a Vehicle
Sales Advisor

WA0305 Offer and/or complete the static demonstration

under direct guidance and assistance of a
Vehicle Sales Advisor

WA0306 Appraise a used vehicle under direct guidance

and assistance of a Vehicle Sales Advisor

WA0307 Close the sale under direct guidance and

assistance of a Vehicle Sales Advisor

WA0308 Finalise the sales transaction under direct

guidance and assistance of a Vehicle Sales
Advisor

522303000 Automotive Sales Advisor Page 97 of 111

WA0309 Prepare vehicle and hand over under direct
guidance and assistance of a Vehicle Sales
Advisor

WA0310 Compile the deal file under direct guidance and

assistance of a Vehicle Sales Advisor

WA0311 Complete sales administration and

documentation under direct guidance and
assistance of a Vehicle Sales Advisor

WA0312 Maintain customer relations under direct

guidance and assistance of a Vehicle Sales
Advisor

Supporting Evidence Date Signature

SE0301 Department/business unit induction register

SE0302 Deal file

SE0303 Customer feedback

SE0304 Unit and profit targets

522303000-WM-02 Vehicle parts sales processes, NQF Level 4 Credits 60

WM-02-WE01 Independently sell automotive vehicles to

existing and/or prospective clients under
supervision of a Vehicle Sales Advisor for a
minimum period of 3 weeks

Scope Work Experience Date Signature

WA101 Attend induction within the respective

department/business unit

522303000 Automotive Sales Advisor Page 98 of 111

WA0102 Observe and assist a Parts Sales Advisor apply
the legislative requirements relevant to the parts
processes

WA0103 Observe and assist a Parts Sales Advisor

generate leads and qualify potential customers

WA0104 Observe and assist a Parts Sales Advisor sell

parts and accessories

WA0105 Observe and assist a Parts Sales Advisor finalise

the sales transaction

WA0106 Observe and assist a Parts Sales Advisor

prepare parts and accessories for the client

WA0107 Observe and assist a Parts Sales Advisor

complete sales administration and
documentation

WA0108 Observe and assist a Parts Sales Advisor

maintain customer relations

Supporting Evidence Date Signature

SE0101 Department/business unit induction register

SE0102 Sales and stock turn over report

SE0103 Stock maintenance report

SE0104 Internal and external customer feedback

SE0105 Sales and profit targets

WM-02-WE02 Sell automotive parts and accessories to existing

and/or prospective clients under direct guidance
and assistance of a Parts Sales Advisor for a

522303000 Automotive Sales Advisor Page 99 of 111

 minimum period of 2 weeks

Scope Work Experience Date Signature

WA201 Apply the legislative requirements relevant to the

parts processes under direct guidance and
assistance of a Parts Sales Advisor

WA0202 Generate leads and qualify potential customers

under direct guidance and assistance of a Parts
Sales Advisor

WA0203 Sell parts and accessories under direct guidance

and assistance of a Parts Sales Advisor

WA0204 Finalise the sales transaction under direct

guidance and assistance of a Parts Sales
Advisor

WA0205 Prepare parts and accessories for the client

under direct guidance and assistance of a Parts
Sales Advisor

WA0206 Complete sales administration and

documentation under direct guidance and
assistance of a Parts Sales Advisor

WA0207 Maintain customer relations under direct

guidance and assistance of a Parts Sales
Advisor

Supporting Evidence Date Signature

SE0201 Department/business unit induction register

SE0202 Sales and stock turn over report

522303000 Automotive Sales Advisor Page 100 of 111

SE0203 Stock maintenance report

SE0204 Internal and external customer feedback

SE0205 Sales and profit targets

WM-02-WE03 Independently sell automotive parts and

accessories to existing and/or prospective clients
under supervision of a Parts Sales Advisor for a
minimum period of 3 weeks

Scope Work Experience Date Signature

WA0301 Apply the legislative requirements relevant to the

parts processes

WA0302 Generate leads and qualify potential customers

WA0303 Sell parts and accessories

WA0304 Finalise the sales transaction

WA0305 Prepare parts and accessories for the client

WA0306 Complete sales administration and

documentation

WA0307 Maintain customer relations

Supporting Evidence Date Signature

SE0301 Department/business unit induction register

522303000 Automotive Sales Advisor Page 101 of 111

SE0302 Sales and stock turn over report

SE0303 Internal and external customer feedback

SE0304 Sales and profit targets

522303000-WM-03 Stock control processes, NQF Level 4 Credits 60

WM-03-WE01 Observe and assist a Parts Sales Advisor control

the vehicle stock for a minimum period of 1
weeks

Scope Work Experience Date Signature

WA101 Sales and profit targets

WA0102 Observe and assist a Parts Sales Advisor

maintain stock levels and stock mix

WA0103 Observe and assist a Parts Sales Advisor

procure stock

WA0104 Observe and assist a Parts Sales Advisor receive

and store stock

WA0105 Observe and assist a Parts Sales Advisor update

the internal stock management systems

WA0106 Observe and assist a Parts Sales Advisor

allocate stock as per customer priority

WA0107 Observe and assist a Parts Sales Advisor invoice

stock

WA0108 Observe and assist a Parts Sales Advisor follow

through on customer queries and complaints

522303000 Automotive Sales Advisor Page 102 of 111

WA0109 Observe and assist a Parts Sales Advisor
maintain the part supply account records

WA0110 Observe and assist a Parts Sales Advisor

maintain the part supply account records

WA0111 Observe and assist a Parts Sales Advisor deal

with damaged and returned stock

WA0112 Observe and assist a Parts Sales Advisor

engage with internal and external parts delivery
services

WA0113 Observe and assist a Parts Sales Advisor apply

the legislative requirements relevant to the parts
processes

Supporting Evidence Date Signature

SE0101 Stock control reports

SE0102 Back order reports

SE0103 Stock analysis reports

SE0104 Order control files

SE0105 Sales documentation such as purchase orders,

invoices

WM-03-WE02 Control the vehicle stock under direct guidance

and assistance of a Parts Sales Advisor for a
minimum period of 2 weeks

Scope Work Experience Date Signature

WA201 Analyse stock levels and stock orders under

direct guidance and assistance of a Parts Sales

522303000 Automotive Sales Advisor Page 103 of 111

 Advisor

WA0202 Maintain stock levels and stock mix under direct

guidance and assistance of a Parts Sales
Advisor

WA0203 Procure stock under direct guidance and

assistance of a Parts Sales Advisor

WA0204 Receive and store stock under direct guidance

and assistance of a Parts Sales Advisor

WA0205 Update the internal stock management systems

under direct guidance and assistance of a Parts
Sales Advisor

WA0206 Allocate stock as per customer priority under

direct guidance and assistance of a Parts Sales
Advisor

WA0207 Invoice stock under direct guidance and

assistance of a Parts Sales Advisor

WA0208 Follow through on customer queries and

complaints under direct guidance and assistance
of a Parts Sales Advisor

WA0209 Maintain the part supply account records under

direct guidance and assistance of a Parts Sales
Advisor

WA0210 Maintain supplier relationships under direct

guidance and assistance of a Parts Sales
Advisor

WA0211 Deal with damaged and returned stock under

direct guidance and assistance of a Parts Sales
Advisor

522303000 Automotive Sales Advisor Page 104 of 111

WA0212 Engage with internal and external parts delivery
services under direct guidance and assistance of
a Parts Sales Advisor

WA0213 Apply the legislative requirements relevant to the

parts processes under direct guidance and
assistance of a Parts Sales Advisor

Supporting Evidence Date Signature

SE0201 SE0201Stock control reports

SE0202 Back order reports

SE0203 Stock analysis reports

SE0204 Order control files

SE0205 Sales documentation such as purchase orders,

invoices

WM-03-WE03 Independently control the vehicle stock under

supervision of a Parts Sales Advisor for a
minimum period of 3 weeks

Scope Work Experience Date Signature

WA0301 Analyse stock levels and stock orders

WA0302 Maintain stock levels and stock mix

WA0303 Procure stock

522303000 Automotive Sales Advisor Page 105 of 111

WA0304 Receive and store stock

WA0305 Update the internal stock management systems

WA0306 Allocate stock as per customer priority

WA0307 Invoice stock

WA0308 Follow through on customer queries and

complaints

WA0309 Maintain the part supply account records

WA0310 Maintain supplier relationships

WA0311 Deal with damaged and returned stock

WA0312 Engage with internal and external parts delivery

services

WA0313 Apply the legislative requirements relevant to the

parts processes

Supporting Evidence Date Signature

SE0301 Stock control reports

SE0302 Back order reports

SE0303 Stock analysis reports

SE0304 Order control files

522303000 Automotive Sales Advisor Page 106 of 111

SE0305 Sales documentation such as purchase orders,
invoices

522303000-WM-04 Vehicle service control processes, NQF Level 4 Credits 60

WM-04-WE01 Observe and assist a Service Advisor implement

and control the service processes for a minimum
period of 1 weeks

Scope Work Experience Date Signature

WA101 Attend induction within the respective

department/business unit

WA0102 Observe and assist a Service Advisor apply the

legislative requirements relevant to the service
processes

WA0103 Observe and assist a Service Advisor check

vehicle history

WA0104 Observe and assist a Service Advisor book

and/or finalise vehicle for service

WA0105 Observe and assist a Service Advisor prepare

the job card

WA0106 Observe and assist a Service Advisor prepare

service quotes

WA0107 Observe and assist a Service Advisor plan

service scheduling with the workshop

WA0108 Observe and assist a Service Advisor liaise with

customer on service process Observe and assist
a Service Advisor upsell products and services

522303000 Automotive Sales Advisor Page 107 of 111

WA0109 Observe and assist a Service Advisor maintain
customers and vehicle service documentation
and systems

WA0110 Observe and assist a Service Advisor control the

vehicle service process and progress

WA0111 Observe and assist a Service Advisor maintain

customer satisfaction

WA0112 Observe and assist a Service Advisor handle,

process and finalise payments

WA0113 Observe and assist a Service Advisor hand over

serviced vehicle

Supporting Evidence Date Signature

SE0101 Signed off job cards

SE0102 Customer satisfaction survey

SE0103 Sales target and customer satisfaction reports

SE0104 Customer invoices

WM-04-WE02 Implement and control the service processes

under direct guidance and assistance of a
Service Advisor for a minimum period of 2 weeks

Scope Work Experience Date Signature

WA201 Apply the legislative requirements relevant to the

service processes under direct guidance and
assistance of a Service Advisor

WA0202 Check vehicle history under direct guidance and

assistance of a Service Advisor

522303000 Automotive Sales Advisor Page 108 of 111

WA0203 Book and/or finalise vehicle for service under
direct guidance and assistance of a Service
Advisor

WA0204 Prepare the job card under direct guidance and

assistance of a Service Advisor

WA0205 Prepare service quotes under direct guidance

and assistance of a Service Advisor

WA0206 Plan service scheduling with the workshop under

direct guidance and assistance of a Service
Advisor

WA0207 Liaise with customer on service process under

direct guidance and assistance of a Service
Advisor

WA0208 Upsell products and services under direct

guidance and assistance of a Service Advisor

WA0209 Maintain customers and vehicle service

documentation and systems under direct
guidance and assistance of a Service Advisor

WA0210 Control the vehicle service process and progress

under direct guidance and assistance of a
Service Advisor

WA0211 Maintain customer satisfaction under direct

guidance and assistance of a Service Advisor

WA0212 Handle, process and finalise payments under

direct guidance and assistance of a Service
Advisor

WA0213 Hand over serviced vehicle under direct guidance

and assistance of a Service Advisor

522303000 Automotive Sales Advisor Page 109 of 111

 Supporting Evidence Date Signature

SE0201 Signed off job cards

SE0202 Customer satisfaction survey

SE0203 Sales target and customer satisfaction reports

SE0204 Customer invoices

WM-04-WE03 Independently implement and control the service

processes under supervision of a Service
Advisor for a minimum period of 3 weeks

Scope Work Experience Date Signature

WA0301 Apply the legislative requirements relevant to the

service processes

WA0302 Check vehicle history

WA0303 Book and/or finalise vehicle for service

WA0304 Prepare the job card

WA0305 Prepare service quotes

WA0306 Plan service scheduling with the workshop

WA0307 Liaise with customer on service process

WA0308 Upsell products and services

522303000 Automotive Sales Advisor Page 110 of 111

WA0309 Maintain customers and vehicle service
documentation and systems

WA0310 Control the vehicle service process and progress

WA0311 Maintain customer satisfaction

WA0312 Handle, process and finalise payments

WA0313 Hand over serviced vehicle

Supporting Evidence Date Signature

SE0301 Signed off job cards

SE0302 Customer satisfaction survey

SE0303 Sales target and customer satisfaction reports

SE0304 Customer invoices

522303000 Automotive Sales Advisor Page 111 of 111