Welcome to your Student Assessment Workbook for BSBPRO401 Develop Product Knowledge.
This Student Assessment Workbook is where you will write all your responses for the knowledge questions and simulation tasks. Please refer to the Student Assessment Guide for more information.
This assessment has the following two events:
| Assessment Event 1 – Knowledge Questions |
| There are four questions that will provide us with evidence of your general knowledge of the importance of features and benefits, understanding competitor information, and the application of the relevant regulatory context associated with the sales process. |
| Assessment Event 2 – Simulation: My RTO |
| You will complete a number of tasks in preparing and delivering an information session on a course offered by your College, My RTO. These tasks will be based on your role as the Product Specialist for your training provider. |
To complete the Simulation, you will need to refer to the following resources:
| Policy and Procedures for the sales process | A policy and procedures document that specifies the procedures for the steps involved with the sales process. This resource is to be used in Question 4 (Assessment 1) and in Tasks 3.1 to 3.3 (Assessment 2) where you will prepare for the sales session. |
| Competitive Edge Analysis Template | This template is used in Task 2.3 where you will identify the competitive strengths of the product used in the simulation. |
Please note that your responses for both assessment events can (where appropriate) use dot point format. See below an example of a dot point response and a full sentence response.
| Dot point format | Presentation Plan includes the following: · outcomes · needs of the audience · context. |
| Full sentence format | When you are preparing for a presentation, there are a number of tasks that must be carried out. These are listing the outcomes that you want to achieve, followed by the identification of the needs of your audience. When you have completed these two tasks you then check on the room that you will be conducting the presentation in. |
To Achieve Competence
To be deemed competent for this unit, you will need to meet the following requirements:
· complete all of the questions and tasks listed in this Student Assessment Workbook
· meet all the requirements listed in the Student Assessment Guide
· your responses to the questions and tasks must be relevant, accurate and specific
· submit your completed Student Assessment Workbook to your Assessor within the set timeframes
· your work must be in your own words
· where you use an external source of information, you must provide citation.
Pre-assessment Checklist
Your assessor will go through the assessment for this unit, BSBPRO401 Develop Product Knowledge. It is important that you understand this assessment before taking on the questions and tasks. To confirm that you have been given this overview, we ask you to complete the following Pre-Assessment Checklist.
You are required to carefully read each checklist item provided below and tick either ‘Y’ to confirm your understanding or ‘N’ if you disagree. In case you disagree with an item, please provide your reason under the ‘Comments’ column.
When you have done this, we ask you to sign this Pre-Assessment Checklist. This acknowledges that your Trainer/Assessor has discussed all of the information with you prior to undertaking this assessment.
| Pre – assessment Checklist | Comments | ||
| Y ¨ | ¨ N | I, the student, understand the purpose of the assessment. | |
| Y ¨ | ¨ N | I understand when and where the assessment will occur, who will assess and in what format the assessment will be submitted. | |
| Y ¨ | ¨ N | I understand the methods of assessment. | |
| Y ¨ | ¨ N | I understand what resources are required to complete this assessment. | |
| Y ¨ | ¨ N | I understand the performance level required for each assessment event. | |
| Y ¨ | ¨ N | I understand that it must be my own work. I have been explained and understand the serious consequences in case this work is found plagiarised. | |
| Y ¨ | ¨ N | I understand the process if I am deemed not yet competent. | |
| Y ¨ | ¨ N | I understand the feedback process and the appeals process. | |
| Y ¨ | ¨ N | The assessor has discussed with me if I have any special needs and if so what arrangements have been made. | |
| Student Full Name | Student ID | Student Signature | Date |
Assessment Event 1 – Knowledge Questions
The information contained in this section lists the questions that you will need to develop a written response. These questions are theoretical and provide evidence of your understanding of the information required to be used in a sales interaction. Each question includes the requirements which indicate what you have to do and the depth of your response to achieve a satisfactory result.
Note you must answer these questions in your own words. Remember, you must get a satisfactory result with each question to be deemed satisfactory for the whole of Assessment Event 1.
Question 1
Using the table below, outline sources of information that can be used as a vehicle to find information about one’s own organisation’s products and collect information about a competitor’s products.
Write your response into the tables:
| Own organisation | Rationale |
| Competitor | Rationale |
Question 2
In the table below, explain why it is important to discuss features, benefits, strengths, and weaknesses when describing products.
Write your response into the table:
| Features | Benefits | Strengths | Weaknesses |
Question 3
Using the table below, outline the key provisions of legislation, standard and codes of practice that are relevant to the sales process.
Write your response into the table:
| My industry is: Key provisions for my industry are:
|
Question 4
Read and outline the attached organisational policies and procedures relevant to the sales process.
Write your response here:
Assessment Event 2 – My RTO Simulation
In this assessment, you will undertake a number of tasks associated with preparing and delivering a product information session. The focus is on planning product information on a course then delivering a product information session to a potential customer.
Task 1: Acquire Knowledge of Products
In this task, you will review the College’s courses and select one of your choice. You will then analyse the features, strengths, limitations and benefits of both your College and its competitors, in preparation for an interaction with a customer.
1.1 Identify and evaluate information sources for your product
Insert your response here and attach two sources of this information:
1.2 Identify product purpose and uses
Insert your response here:
1.3 Identify features of the product
Insert your response here:
1.4 Identify guarantees and/or warranties
Insert your response here:
1.5 Identify product strengths and weaknesses
Insert your response here:
Task 2: Evaluate Competitors’ Products
In this task, you will demonstrate your ability in identifying the competitors’ product and make comparisons with your College’s product.
2.1 Use a range of information sources to identify competitor’s products
Insert your response here:
2.2 Compare features, benefits, strengths and weaknesses with competitors
Insert your responses into the tables below:
| Features and weaknesses | Our product | Competitor 1 | Competitor 2 | Competitor 3 |
| Features: | ||||
| Weaknesses: | ||||
| Strengths and benefits | Our product | Competitor 1 | Competitor 2 | Competitor 3 |
| Strengths: | ||||
| Benefits: | ||||
2.3 Establish competitive position
Insert your responses into the Competitive Edge Analysis template which is a separate document provided to you by your Assessor. Attach a copy of it to this Student Assessment Workbook.
Write your summary here:
Task 3: Convert Product Knowledge into Benefits
In this task, you will demonstrate your skills in product knowledge in an information session with a potential customer.
Identify features, present benefits and the products competitive advantage
N/A. Your Assessor will observe you using the Check Sheet in the Appendix B.
See your Student Assessment Guide for specific instructions.