PCFCT Ver.1.0 1/14

Annexure 1

SALES CONSULTANT LEVEL 4

SYLLABUS

Submitted by

PREMIER CENTER FOR COMPETENCY

TRAINING (PCFCT)

PCFCT Ver.1.0 2/14

Contents 1. Introduction to the Course ......................................................................................3

2. Synopsis of Course Duration ..................................................................................9

3. Detailed Syllabus ....................................................................................................9

4. Minimum General Requirements to conduct practical .........................................12

5. Internship ..............................................................................................................12

6. Qualification and Experience of Skill Development Executive (Trainer) ..........13

7. Training Calendars(Not Applicable now) ............................................................13

PCFCT Ver.1.0 3/14

1. Introduction to the Course

Course Specifications

Name of Course Sales Consultant Qualification Pack & NOSASC /

Q1005

Sector / Industry- Automotive Sales TSP : PCFCT

On completion of the course the candidates will have skills and competencies to work as

Sales Consultant in Automotive industry.

The course lays foundation for diverse kinds of skills and competencies relevant for the

specific job-role. The course is designed as per standards set by industry National Skill

Development Corporation (NSDC) / Sector Skill Council / ASAP (Tick as applicable).

Key Objectives of the Course:

M1 : Introduction to Automobiles

To know about each other and to understand the objective

of the programme

M2 : TECHNICAL KNOWLEDGE

& ENGINE FUNCTIONS

To Know Introduction to Automobile Technology

M3 : Field Visit to Showroom

To carry out field Visit of Cars & record data

M4 : Automotive Standard Selling

Process

To Know Preparation and Opening

PCFCT Ver.1.0 4/14

M5: Assessment

To Know Internal Assessment

M6: Value Added Services

To Know Brief on VAS -Finance & Benefits to Customers

M7: Sales

To Know What is sales

M8: Competitive Knowledge

To Know Automotive Manufacturers

M9:Telephone Etiquette

To Know What is Telephone Etiquette

M10:Team Work

To Know Functions of High Performance Team

M11: SOPs & Forms

To Know Preliminary Information Sheet

M12:Safety & Security To Know Safety & Security : What are Accidents

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M13: Dealer Sales Function

To Know Organisation Chart

M14: Career Definition & Interview

To Know Interview Questions for sales

Key competencies to be developed:

To trainees will know about each other and understand the objective of the programme

The trainees will get to know Introduction to Automobile Technology

The trainees will get to know Field Visit Cars

The trainees will get to know Preparation and Opening

The trainees will get to know Internal Assessment

The trainees will get to know Brief on VAS -Finance & Benefits to Customers

The trainees will get to know What is sales

The trainees will get to know Automotive Manufacturers

The trainees will get to know What is Telephone Etiquette

The trainees will get to know Impact in a Team & Team Work Effectiveness

The trainees will get to know Preliminary Information Sheet

The trainees will get to know Safety & Security : What are Accidents

The trainees will get to know Organisation Chart

The trainees will get to know Interview- Steps in Job Interview Process

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Particulars Description

Course name as assigned by

ASAP

SALES CONSULTANT

Code of course assigned by

ASAP

ASC / N1001

Duration of the course

160 Hrs..

QP reference

ASC / Q1005

Level of the Course

4

Job role after training

Handle potential customer leads, present value

proposition for vehicles retail sales

Job role defines a unique set of function that

together from a unique employment opportunity in

an organization

Eligibility criteria for

admission

1.Minimum Educational Qualification: Graduate

degree/diploma in any discipline

2.Minimum age: Above 16+

3.Experience [0 years if ASDC Sales Consultant

Level 4 or Post graduate degree/diploma in

business administration]

Training delivery model

1. Desirable for ASDC Sales Consultants level

4 certificate or post graduate degree/ diploma

in business administration

2. Compulsory for all other qualifications

Assessment of trainees

[to be in conformity with

quality framework of ASAP]

Please refer annexure no. II

for quality framework of

ASAP

1. Methodology: Group discussion, Seminar, Class

room,

2. Tools: PPT Projector, laptop, LCD

3.Weightages

The total weightage assigned to various modules or

units should conform to the following distribution

and the same to be specified in the questionnaires

by mentioning A/B/C against the questions:

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Particulars Description

A. Vital [very important]modules / units

:70%

B. Essential [important] modules / units

:20%

C. Desirable [nice to know] modules /

units:10%

The total weight age assigned to various modules

or units should conform to the following

distribution and the same to be specified in the

questionnaires by mentioning A/B/C against the

questions:

A. Vital [very important]modules / units

:70%

B. Essential [important] modules / units

:20%

C. Desirable [nice to know] modules /

units:10%

Internal Assessment (please

refer annexure V)

The final theory test to be conducted by an

independent Assessment Agency empanelled by

NSDC/SSC; the agency can be fixed in

consultation with ASAP and requirement of test

parameters may be intimated to Assessment agency

in advance. Online/Offline tests or Paper-Pencil

tests can be used for the final assessment]

External (please refer

annexure v)

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Further learning opportunities

List of courses which the students may be able to join after successful completion

of the present training:

1. SALES CONSULTANT,

2. CRE,

3. SPARE PARTS SALES,

4. AUTOMOBILE SALES BUSINESS,

5. TYRE SALES,

6. AUTOMOBILE ACCESORIES SALES

Further Job opportunities / Occupations

List the existing and emerging job opportunities / occupations which students will

be able to join:

SALES CONSULTANT,

CRE,

SPARE PARTS SALES,

AUTOMOBILE SALES BUSINESS,

TYRE SALES,

AUTOMOBILE ACCESORIES SALES,

ANY SALES RELATED JOB,

SALES ADVISOR,

TRAINER,

SALES MANAGER,

SALES HEAD,

MARKETING MANAGER,

CEO,

ENTERPRENEUR

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2. Synopsis of Course Duration

Particulars Duration ( Hrs.)

Institution-based training:

1. Theory Sessions 70

2. Practical Sessions 90

Industry-based training:

3. Internship 150

Total 310

3. Detailed Syllabus

The syllabus is to be provided in detail in the table given below.

Sl.

No.

Module and Units Theory /

Practical

Content in terms

of Key Learning

Outcomes*

Theory [

Hrs.]

Practi

cal [

Hrs.]

Total

duratio

n [ Hrs.]

NOS

code

1 M1 : Introduction to

Automobiles

M1/U1 : Introduction

to Automobiles

Theory /

Practical

Knowledge &

IDEA ABOUT

ASAP & PCFCT

1 HRS. 1 HR ASC /

N1001

2 M2 : TECHNICAL

KNOWLEDGE

&ENGINE

FUNCTIONS

M2/U1 : Basics of Auto

Technology

Theory /

Practical

Best practices

which is a winning

formula for

interview success

3 HRS. 8

HRS. 11 HRS.

ASC /

N1001

3 M3 : Field Visit to

Showroom

M3/U1 : Field Visit

Module 1

Theory /

Practical

Trainees will learn

the Competitive

benefits, features,

Advantages

3 HRS. 6

HRS.

9 HRS. ASC /

N1001

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4 M4 : Automotive

Standard Selling

Process

M4/U1 : Introduction

to Automotive Standard

Selling Process (ASSP)

Theory /

Practical

Emphasizing the

importance of

attitude not only

professional life

also in personal life

5 HRS. 8

HRS. 13 HRS.

ASC /

N1001

5 M5: Assessment

M5/U1 : 1st Internal

Test

Theory /

Practical

The complete

understanding of

who is a customer

5 HRS. 5

HRS.

10 HRS. ASC /

N1001

6 M6: Value Added

Services

M6/U1 : Finance

Theory /

Practical

Trainees will

understand the

actual consumer

behaviour in the

automotive

segment

7 HRS. 8

HRS. 15 HRS.

ASC /

N1001

7 M7: Sales

M7/U1 : Sales

Theory /

Practical

Trainees will learn

the engine

functions in a car

8 HRS. 5

HRS.

13 HRS. ASC /

N1001

8 M8: Competitive

Knowledge

M8/U1 : Competitive

Knowledge

Theory /

Practical

Trainees will

understand &

explain the

required charges

before service

4 HRS. 5

HRS. 9 HRS.

ASC /

N1001

9 M9:Telephone

Etiquette

M9/U1:Telephone

Etiquette

Theory /

Practical

Complete structure

of the business

operations

5 HRS. 5

HRS. 9 HRS.

ASC /

N1001

10 M10:Team Work

M10/U1 :Team Work

Theory /

Practical

Emphasizing the

importance of

attitude not only

professional life

also in personal life

5 HRS. 6

HRS. 11 HRS.

ASC /

N0002

PCFCT Ver.1.0 11/14

Total Each Category

70 90 150

Total Course Duration 310 Hrs.

11 M11: SOPs & Forms

M11/U1:SOPs &

Forms

Theory /

Practical

Participants will

gain confidence in

attending an

interview

confidently & get

the job as early as

possible.

5 HRS. 5

HRS. 10 HRS.

ASC /

N1001

13 M12:Safety & Security

M12/U1:Safety &

Security

Theory /

Practical

Who is who 5 HRS. 7

HRS. 12 HRS.

ASC /

N0003

14 M13: Dealer Sales

Function

M13/U1: Dealer Sales

Function

Theory /

Practical

Best practices

which is a winning

formula for

interview success

5 HRS. 6

HRS. 11 HRS.

ASC /

N0001

15 M14: Career Definition

& Interview

M14/U1: Career

Definition & Interview

Theory /

Practical

How to function in

a dealership &

effectively use the

expertise of other

depts. in a

dealership

6 HRS. 8

HRS. 14

HRS.

ASC /

N0001

PCFCT Ver.1.0 12/14

1. Minimum General Requirements to conduct practical

Category Description

Infrastructure

1. Classroom: ROLE PLAY/EXERCISES

2. Laboratory: Components, Construction models and

Wall Charts

3. Workshop: Factory/ Dealership visit

Equipment

1. Components, Sub-Assemblies, Construction models

2. Demo Car

Teaching-learning

material

Trainer manuals, handbooks for trainees, manuals for

laboratory / practical workshop guide/ worksheets /

exercise sheets / models]

2. Internship

Particulars Description

Duration of internship 30 days/ 150 Hrs.

Prospective

organizations

[with whom

collaborative

arrangements are

made by TSP]

Sn. Organisation Product / Service

Indus Sales

Popular

Marikar Motors

Job roles to be

included

Attend sales meetings, conferences and events

• Handle clients in a professional manner

• Deal with customer issues

• Process customer orders

• Keep up to date with product developments

• Call the client

• Devise new sales or marketing strategies

• Work with other departments

• Schedule appointments, calls, and meetings

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Specific skills to be

focused

Core skills / Generic Skills/Presentation skills/

Communication skills

Mode of placement Full Day / Hourly / Shifts / Any other [please specify]

Time of placement After Course Completion

3. Qualification and Experience of Skill Development Executive (Trainer)

Sl.

No. Qualification

Experience [ years]

Total Industry Teaching /

Training

GRADUATE/DIPLOMA 2 AUTOMOTIVE

SALES

I YEAR/1YEAR

4. Training Calendar (Not Applicable now)

Illustrative formats for the calendars are provided below. The TSP may modify the

same as required.

Format for Training Calendar:

Day Module / Unit Theory / Practical Time [From – To]

1

2

Rows to be added as required

Format for Calendar of Internship: (Not Applicable now)

Dates / Month

[From - To]

Industry Tasks assigned by the industry

Rows to be added as required

Format for Calendar of Tests / Examination (Not Applicable now)

PCFCT Ver.1.0 14/14

Day Modules Theory /

Practical

Time

[From – To]

1

2

3

4

5

Rows to be added as required