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Sales Executive

Model Curriculum

Sales Executive

SECTOR: Electronics

SUB-SECTOR: Solar & LED

OCCUPATION: Marketing and Sales

REF ID: ELE/Q5601, Version1.0

NSQF LEVEL: 5

Sales Executive

Sales Executive

1. Curriculum 5

2. Trainer Prerequisites 16

3. Annexure: Assessment Criteria 17

TABLE OF CONTENTS

1. Curriculum 01

2. Trainer Prerequisites 05

3. Annexure: Assessment Criteria 06

1

Sales Executive

Sales Executive CURRICULUM / SYLLABUS

This program is aimed at training candidates for the job of a “Sales Executive”, in the “Electronics”

Sector/Industry and aims at building the following key competencies amongst the learner.

Program Name Sales Executive

Qualification Pack Name & Reference ID

ELE/Q5601, VERSION 1.0

Version No. 1.0 Version Update Date 27/03/2019

Prerequisites to Training Graduate / Engineer

Training Outcomes

After completing this programme, the participants will be able to:

Identify how solar power system and its components work

List different solar power products along with their specifications and functionalities

Evaluate the market trend and analyse market requirement

Identify the client requirement

List solutions and suggest them to the customers

Execute the deal by negotiating with client and close the sale

Record proper documents and identify post purchase requirements

Implement the soft skills that are required to carry out work efficiently

2

Sales Executive

This course encompasses 03 out of 03 National Occupational Standards (NOS) of “Sales

Executive” Qualification Pack issued by “Electronics Sector Skills Council of India”.

Sr. No.

Module Key Learning Outcomes Equipment Required

1. Introduction to the Role of a Sales Executive

Theory Duration (hh:mm) 20:00

Practical Duration (hh:mm) 30:00

Corresponding NOS Code ELE/N5601

Identify the work requirement, roles and responsibilities of a sales executive

Identify the knowledge and skills required for a sales executive such as knowledge of product, customer relationship and so on

Apply the knowledge of power electronics and solar power system

Identify the specifications of solar cells, solar panels and inverter regarding their functionalities and cost

List different types of solar power products, their functionalities and specifications

Identify different type of selling and promotional methods

Different types of solar power products such as solar modules, solar arrays, inverter

Power Point Presentation, Laptop, Projector, White Board, Marker, Duster, Attendance Sheet, Internet

2. Understanding the Market Requirement




Identify the policy of the company in terms of company’s code of conduct, organization culture, reporting structure, documentation policy, sales policy

List the various products the company is selling along with their price, promotional features distinctive characteristics, terms and conditions associated with the sale and warranty and after sale service details

Assess the market analyzing the past sales pattern considering the demographics and prospective users, types of customer, market share of different products and competitors

Identify product related details such as price, discount,

Solar power products, solar cell, solar panels, solar inverter

Sample Technical specification sheets of different product

Microsoft Excel,


Company document such as warranty card of a product, sample invoice.

3

Sales Executive

installation assistance, post sales coverage, maintenance activity, warranty to handle any queries from the customer

Execute a market survey to identify the customer expectations, model and brand preference

Identify market requirement by interacting with sales channel partner executive and understand regional problems with respect to product use and installation

Build customer/client base by interacting with different organizations for sales and perform a follow-up by maintaining good customer relationship

Assess the specification and other technical detail requirement of the solar power products and understand the client purchase criteria

Use the internal process system such as ERP to record customer details

3. Selling Product and Maintaining Client Relationship




Demonstrate the unique characteristics of a product to client based on their requirement and suggest customization and alternative products available

Perform the steps to finalize deal and close the sale such as assisting the client in taking buying decision, recording details of purchase, negotiating the packaging and price, mode of payments and so on

Arrange information for channel partners to train them about the products and to run promotional campaign and any seasonal sale

Prepare the various documents such as invoice, warranty

Microsoft Excel,


Telephone



4

Sales Executive

certificate and other relevant documents to client

Record details such as expected date of delivery, transportation mode used, delivery address

Evaluate the installation and support requirement, system maintenance requirement and after sales support requirement

Maintain customer relationship by interacting with them on regular basis

Identify the measures to achieve productivity and quality

4. Interaction with Colleagues and Supervisors




Demonstrate how to interact with supervisor and escalate problems/customer queries that cannot be handled

Apply the feedbacks and training on latest technologies received from the supervisor

Apply team building skills to achieve a smooth workflow

Identify correct behavior to be followed at workplace and at site such as being punctual, completing tasks as per given time and standards, not gossiping and wasting time, eliminating waste properly and so on

Projector, PPT

Total Duration 240:00

Theory Duration 96:00

Practical Duration 144:00

Unique Equipment Required:


Telephone



Grand Total Course Duration: 240 Hours 0 Minutes (This syllabus/ curriculum has been approved by Electronics Sector Skills Council of India)

5

Sales Executive

Trainer Prerequisites for Job role: “Sales Executive” mapped to Qualification Pack: “ELE/Q5601” Version 1.0

Sr.

No.

Area Details

1 Job Description To deliver accredited training service, mapping to the curriculum

detailed above, in accordance with the Qualification Pack

“ELE/Q5601, version 1.0”

2 Personal Attributes A Trainer should be free from socio-economic preferences and

prejudice. He/ she should be safety conscious and proficient in

handling and use security/ safety equipment. Besides being

knowledgeable, he/ she should be energetic, motivating,

innovative and good at communication. The trainer should be

able to establish rapport with the trainees and employ innovative

methods to impart instructions.

3 Minimum Educational Qualifications

Graduate

4a Domain Certification Certified for Job Role: “Sales Executive” mapped to QP:

“ELE/Q5601, version1.0”. Minimum accepted score is 80%

4b Platform Certification Recommended that the Trainer is certified for the Job Role: “Trainer”, mapped to the Qualification Pack: “MEP/Q0102” with scoring of minimum 80%

5 Experience The individual should have 2 years of experience in the same

domain along with 1 year Training Delivery experience

6

Sales Executive

Assessment Criteria for “Sales Executive”

Job Role Sales Executive

Qualification Pack ELE/Q5601, Version1.0

Sector Skill Council Electronics Sector Skills Council of India

Guidelines for Assessment

1. Criteria for assessment for each Qualification Pack will be created by the Sector Skill Council.

Each Performance Criteria (PC) will be assigned marks proportional to its importance in NOS.

SSC will also lay down proportion of marks for Theory and Skills Practical for each PC.

2. Each NOS will have assessed both for theoretical knowledge and practical

3. The assessment will be based on knowledge bank of questions created by the SSC.

4. Individual assessment agencies will create unique question papers for theory and skill practical

part for each candidate at each examination/training center

5. To pass the Qualification Pack, every trainee should score a minimum of 70% in every NOS

6. In case of successfully passing only certain number of NOS's, the trainee is eligible to take

subsequent assessment on the balance NOS's to pass the Qualification Pack.

7. In case of unsuccessful completion, the trainee may seek reassessment on the Qualification Pack.

Marks Allocation

Element Performance Criteria Total Marks

Out Of

Theory Skills

Practical

ELE/N5601 Develop product and market understanding

Understanding work

requirement

PC1. receive work instructions from superior

100

3 1 2

PC2. receive the monthly, quarterly and yearly sales target

3 1 2

PC3. receive instructions on location and area of operation

3 1 2

PC4. understand the responsibility of marketing and sales w.r.t to product and service coverage

3 1 2

PC5. collect information about suppliers, contractors and existing customers

3 1 2

7

Sales Executive

PC6. attend training and understand about latest versions of products / technology and services

3 1 2

Understanding about the

product

PC7. understand the functionalities and purpose of solar power system

3 1 2

PC8. understand the different components of solar power system such as panels, inverters, etc.

3 1 2

PC9. understand the different types of solar module and inverter products and offerings available in the market

2 1 1

PC10. understand the specification, cost and functional aspects of the solar module and services offered

2 1 1

PC11. understand the specification and other details of the competition brands and products

2 1 1

PC12. calculate the power output based on the solar cell array (number of cells in the module) as per standard specification

2 1 1

PC13. handle technical queries on the specific solar cells and modules and should resolve the queries

2 1 1

PC14. explain about assortment of product offering by the company with the

2 1 1

PC15. understand the distinctive characteristics of the solar module offered by the company and inform them to customer

2 1 1

PC16. understand other product related details such as price, discount, installation assistance, post sales coverage, maintenance activity, warranty

2 1 1

Understanding the market

PC17. collect information on the demographics of the location to know about the market

2 1 1

8

Sales Executive

PC18. understand the market share of different products in the region

2 1 1

PC19. study the key growth drivers of the product in the region by analysing past sales pattern

2 1 1

PC20. analyse and arrive about the peak and off sales season in the market

2 1 1

PC21. understand the major prospective users of the product in the region

2 1 1

PC22. conduct a market survey to understand the customer expectation on product and post sale services

2 1 1

PC23. understand the customer expectation from the product by conducting a market survey

2 1 1

Coordinating with channel

partners

PC24. understand the market requirement by analysing sales data from channel sales partners

2 1 1

PC25. interact with sales channel partner executive to understand the customer preference and expectation

2 1 1

PC26. understand the model and brand preference of customers from the channel partners

2 1 1

PC27. negotiate with channel partners on price, discounts and credit period

2 1 1

PC28. assist with sales partners to promote and display the best products

2 1 1

Initiating meeting with prospective

customer

PC29. prepare a list of potential clients in the region and shortlist them for marketing the product

2 2

PC30. make telephone calls to prospective customers and convince them for a meeting

2 2

9

Sales Executive

PC31. reach customer place on time and maintain punctuality for all meetings

2 2

PC32. interact periodically with existing customers to understand any new requirement and initiate meeting

2 2

PC33. interact with organisations such as colleges, schools, factory, shopping complex for institutional sales

2 2

PC34. maintain behavioural etiquette while interacting with client on telephone / directly

2 2

Interacting and

Understanding the

customer requirement

PC35. greet the client while meeting them and develop a rapport with them

2 1 1

PC36. understand the broad level customer requirement

2 1 1

PC37. understand the power requirement and expectation of customer

2 1 1

PC38. ask both open and close ended questions to understand in depth about the customer requirement

2 1 1

PC39. understand the specification (power output expectation, space for installation, budget) and other technical detail requirement of solar power system from customer

2 1 1

PC40. understand the customer purchase criteria such as price, discount, installation, after sales service expectation

2 1 1

PC41. listen to customer without interrupting them and summarise the customer requirement for mutual understanding

2 1 1

Recording and

PC42. record the customer and call details as per company policy

2 1 1

10

Sales Executive

Documenting the client

details

PC43. document the client details in the company’s ERP software for future tracking and reference

2 1 1

PC44. make no mistakes in capturing customer’s details

2 1 1

PC45. rectify incorrect details in existing database to extent allowed by company policy

2 1 1

PC46. accurately record customer query for future references

2 1 1

TOTAL 100 40 60

ELE/N5602 Sell the products and services

Suggesting possible solution

PC1. decide whether the customer requirement could be met by company’s product or services

100

4 2 2

PC2. suggest possible multiple product and service offered by the company which could meet client requirement

4 2 2

PC3. assist customer in finalising the product which could best suit the power requirement

4 2 2

PC4. suggest some product options in the market which could fit the customer requirement if the product is not offered by the own company

4 2 2

PC5. inform the customers about unique characteristics of the product which could help in buying decision

4 2 2

PC6. suggest a tailor made product to suit customer requirement

4 2 2

Closing the sales

PC7. assist the client in taking a buying decision

4 1 3

PC8. detail the customer about the buying decision on how it could fulfil their power requirement and make them feel happy about the purchase

4 1 3

PC9. take the details of the purchase once the buying decision is made

4 1 3

11

Sales Executive

PC10. negotiate the pricing decision with customer appropriately

4 1 3

PC11. ensure that the sale transaction results in profit for the organisation

4 1 3

PC12. understand the details such as power output requirement, inverter and other requirements from the client

3 1 2

PC13. inform the customers about final price after deducting discounts, preferred mode of payment

3 1 2

Coordinating with channel

partners

PC14. inform channel partners about new product offerings, power output, compatibility with other equipment in the system, their functionality and

3 1 2

PC15. train the channel partner executive on product and sales technique

3 1 2

PC16. coordinate with channel partner to run promotional campaign and any seasonal sale

3 1 2

Offering documents

and understandi

ng post purchase

requirement

PC17. provide documents such as invoice, warranty certificate and other relevant documents to customer

3 1 2

PC18. inform client on terms and conditions, warranty coverage as per component in the equipment and other related detail

3 1 2

PC19. arrange for transport and delivery of products to the customer location

3 1 2

PC20. inform the details such as expected date of delivery, transportation mode used, delivery address

3 1 2

12

Sales Executive

PC21. understand post purchase requirement of client such as installation requirement

3 1 2

Assisting customer

with installation

service

PC22. coordinate with installation engineer for installation of power system in the customer premises

2 1 1

PC23. assist for site visit and other installation prerequisites

2 1 1

PC24. ensure installation service meets the customer expectation

2 1 1

PC25. understand any integrated system maintenance technician allocation requirement for institutional sales and arrange accordingly

2 1 1

PC26. coordinate with after sales support team and ensure proper service delivery for client

2 1 1

Maintaining relationship

with customers

PC27. interact periodically with existing customers and understand for any requirement

2 1 1

PC28. seek new business opportunity with existing customers

2 1 1

PC29. get new reference for sales from existing customers

2 1 1

PC30. gauge customer on satisfaction 2 1 1

Achieving Productivity

PC31. achieve the target set for number of calls / visits to attend in a period of time

2 1 1

PC32. achieve the target set on number of calls to be closed successfully

2 1 1

PC33. achieve the monthly, quarterly and yearly sales target

2 1 1

PC34. satisfy the customer with the service and maintain continuous relationship

2 1 1

TOTAL 100 40 60

ELE/N9952 Coordinate with colleagues at work

13

Sales Executive

Interacting with

supervisor

PC1. understand and assess work requirements

100

7 3 4

PC2. understand the targets and incentives 7 3 4

PC3. understand new operating procedures and constraints

7 3 4

PC4. report problems in the field 7 3 4

PC5. resolve personnel issues 6 2 4

PC6. receive feedback on work standards and customer satisfaction

6 3 3

PC7. communicate any potential hazards at a particular location

6 2 4

PC8. meet given targets 6 2 4

PC9. deliver work of expected quality despite constraints

6 2 4

PC10. get trained on latest technologies and updates

6 2 4

PC11. receive positive feedback on behaviour and attitude shown during interaction

6 3 3

Coordinating with

colleagues

PC12. interact with colleagues from different functions and understand the nature of their work

5 2 3

PC13. receive materials from tool room or stores; deposit faulty modules and tools to stores

5 2 3

PC14. pass on work allocation to colleagues in a respective geographical area

5 2 3

PC15. share work according to competency and capability

5 2 3

PC16. assist colleagues with resolving field problems resolve conflicts and achieve smooth workflow

5 2 3

PC17. follow the company policy during cross functional interaction

5 2 3

TOTAL 100 40 60

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