This standard covers the skills and knowledge required to sell wood fuel products to customers. It involves relaying the benefits of products to customers, negotiating terms and preparing and agreeing supply contracts. It also covers seeking out tendering opportunities and preparing tenders.
It can be used to sell wood chips, wood pellets, wood briquettes, firewood or charcoal to end users or retailers.
Outcomes
Performance Criteria
You must be able to:
1. comply with health and safety requirements and procedures at all times
2. decide if wood fuel products should be sold by weight volume or energy value
3. identify customers’ requirements, needs and interests in your wood fuel products
4. make proposals regarding wood fuel products and pricing that meet customer and your organisation’s requirements
5. present accurate information about products and services, and any relevant promotional materials, in a way that generates further interest
6. explain features and benefits of your wood fuel products that match customers’ requirements clearly and accurately the
7. explain the quality standards, assurance and recognition marks associated with wood fuel products
8. include details of quality standards, assurance and recognition marks on sales paperwork
9. give customers the opportunity to seek clarification on features and value of your wood fuel products
10. interpret and act on buying signals given by customers to progress sales
11. reach agreement on the terms of sale that meets both customers’ and your organisation’s requirements
12. complete all necessary documentation, including formal quotations where required
13. give customers advice on transportation, storage and use of wood fuel products relevant to them
14. pass information about successful sales to the right people
15. make sales in line with business, legal and ethical requirements
16. use customers feedback, reaction and objections to adapt future marketing and sales practice
Knowledge & Understanding
You need to know and understand:
1. legal duties for health and safety in the workplace and legislation covering your job role
2. comparative features, and benefits of wood fuel products you are selling and those you are not selling
3. promotional and sales activity of other organisations selling similar or competing wood fuel products
4. your organisation's sales targets, target market, key customers and their requirements from your wood fuel products
5. current and future availability of wood fuel products in your organisation
6. fuels sustainability credentials and the benefit of using sustainably produced wood fuel and how this benefits woodland management
7. carbon saving of wood fuel product in comparison to gas, oil coal or electricity
8. how buying from a local supply helps the local economy and supports local jobs
9. benefits of using recycled or reclaimed wood
10. how to tie sales activities in with the seasonal demand for wood fuel products
11. difference between reactive and proactive selling
12. how to get sales leads including tendering opportunities
13. available literature and materials to support the selling process
14. how to present information clearly and in a way that engages potential customers
15. how selling to a business differs from selling to individuals
16. how to structure and progress sales and recognise buying signals
17. typical objections that can arise to wood fuel products and how to respond to them
18. how to question, listen and respond sensitively and constructively
19. previous needs and interests expressed by customers in particular types of wood fuel
20. sales paperwork, records and systems for recording and processing sales
21. legal and business procedures or constraints on sales
22. how to interpret customers' feedback and reaction to wood fuel products
PROWFP8 - Sell wood fuel products
Overview
This standard covers the skills and knowledge required to sell wood fuel products to customers. It involves relaying the benefits of products to customers, negotiating terms and preparing and agreeing supply contracts. It also covers seeking out tendering opportunities and preparing tenders.
It can be used to sell wood chips, wood pellets, wood briquettes, firewood or charcoal to end users or retailers.
Outcomes
Performance Criteria
You must be able to:
1. comply with health and safety requirements and procedures at all times
2. decide if wood fuel products should be sold by weight volume or energy value
3. identify customers’ requirements, needs and interests in your wood fuel products
4. make proposals regarding wood fuel products and pricing that meet customer and your organisation’s requirements
5. present accurate information about products and services, and any relevant promotional materials, in a way that generates further interest
6. explain features and benefits of your wood fuel products that match customers’ requirements clearly and accurately the
7. explain the quality standards, assurance and recognition marks associated with wood fuel products
8. include details of quality standards, assurance and recognition marks on sales paperwork
9. give customers the opportunity to seek clarification on features and value of your wood fuel products
10. interpret and act on buying signals given by customers to progress sales
11. reach agreement on the terms of sale that meets both customers’ and your organisation’s requirements
12. complete all necessary documentation, including formal quotations where required
13. give customers advice on transportation, storage and use of wood fuel products relevant to them
14. pass information about successful sales to the right people
15. make sales in line with business, legal and ethical requirements
16. use customers feedback, reaction and objections to adapt future marketing and sales practice
Knowledge & Understanding
You need to know and understand:
1. legal duties for health and safety in the workplace and legislation covering your job role
2. comparative features, and benefits of wood fuel products you are selling and those you are not selling
3. promotional and sales activity of other organisations selling similar or competing wood fuel products
4. your organisation's sales targets, target market, key customers and their requirements from your wood fuel products
5. current and future availability of wood fuel products in your organisation
6. fuels sustainability credentials and the benefit of using sustainably produced wood fuel and how this benefits woodland management
7. carbon saving of wood fuel product in comparison to gas, oil coal or electricity
8. how buying from a local supply helps the local economy and supports local jobs
9. benefits of using recycled or reclaimed wood
10. how to tie sales activities in with the seasonal demand for wood fuel products
11. difference between reactive and proactive selling
12. how to get sales leads including tendering opportunities
13. available literature and materials to support the selling process
14. how to present information clearly and in a way that engages potential customers
15. how selling to a business differs from selling to individuals
16. how to structure and progress sales and recognise buying signals
17. typical objections that can arise to wood fuel products and how to respond to them
18. how to question, listen and respond sensitively and constructively
19. previous needs and interests expressed by customers in particular types of wood fuel
20. sales paperwork, records and systems for recording and processing sales
21. legal and business procedures or constraints on sales
22. how to interpret customers' feedback and reaction to wood fuel products