Certificate IV In Business Sales 



This qualification reflects the role of individuals who use well-developed business sales skills and a broad knowledge base in a wide variety of business sales contexts. They apply solutions to a defined range of unpredictable problems, and analyse and evaluate information from a variety of sources. They may provide leadership and guidance to others and have limited responsibility for the output of others, however they typically report to a more senior business sales practitioner.


Job roles 


Job roles and titles vary across different industry sectors. Possible job titles relevant to this qualification include:


sales account assistant

sales agent

sales representative.

Pathways Information

Pathways into the qualification 


Preferred pathways for candidates considering this qualification include:


BSB30112 Certificate III in Business or other relevant qualification


with vocational experience in assisting sales team leaders, supervisors or managers to conduct sales activities but without a formal sales qualification.


Pathways from the qualification 


BSB51207 Diploma of Marketing or a range of other Diploma qualifications.

Licensing/Regulatory Information

There is no direct link between this qualification and licensing, legislative or regulatory requirements. However, where required, a unit of competency will specify relevant licensing, legislative or regulatory requirements that impact on the unit.

Entry Requirements

There are no entry requirements for this qualification.

Employability Skills Summary

The following table contains a summary of the employability skills required by industry for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options.


Employability skill Industry or enterprise requirements for this qualification include: 


  • being appropriately assertive with clients and client representatives
  • establishing and using appropriate formal or informal business networks
  • establishing rapport and relationships with client and client representatives
  • using gestures, posture, body language, facial expressions and voice to create a supportive selling environment


  • identifying and using the strengths of other sales team members to promote the attainment of sales objectives
  • working as an individual or as part of a sales team to conduct sales activities and to support other team members in achieving sales targets and objectives


  • identifying and addressing reasons for potential buyer reluctance to purchase
  • refining the system of recording prospect information based on an evaluation

Initiative and enterprise

  • identifying and presenting options for cross-selling or up-selling
  • using initiative to develop sales prospects and lists of potential buyers

Planning and organising

  • collecting the names of potential buyers likely to be interested in purchasing a product or service
  • pipelining and planning sales activities to identify sales solutions and prospects
  • securing sales prospects and supporting post-sale activities


  • establishing an individualised sales plan
  • managing stress, time and sales-related paperwork effectively


  • acquiring knowledge of products or services
  • obtaining feedback on the sales process and product or service satisfaction from customers


  • using business technology to process orders
  • using the internet to obtain product information


Packaging Rules

Total number of units = 10 

4 core units plus 

6 elective units 


4 elective units  must be selected from the elective units listed below.


2 elective units  may be selected from the elective units listed below, from this Training Package or from any current accredited course or endorsed Training Package at this qualification level or Certificate III or Diploma level.


Elective units must be relevant to the work outcome, local industry requirements and the qualification level.


Core units

BSBPRO401A Develop product knowledge

BSBREL402A Build client relationships and business networks

BSBSLS407A Identify and plan sales prospects

BSBSLS408A Present, secure and support sales solutions


Elective units 

Customer service 

BSBCUS401B Coordinate implementation of customer service strategies

BSBCUS402B Address customer needs

Financial administration 

BSBFIA402A Report on financial activity

General administration 

BSBADM405B Organise meetings

BSBADM406B Organise business travel

BSBADM409A Coordinate business resources

International business 

BSBINT401B Research international business opportunities

Interpersonal communication 

BSBCMM401A Make a presentation

IT use 

BSBITU301A Create and use databases

BSBITU402A Develop and use complex spreadsheets


BSBMKG401B Profile the market

BSBMKG402B Analyse consumer behaviour for specific markets

BSBMKG408B Conduct market research

BSBMKG413A Promote products and services

BSBMKG414B Undertake marketing activities

BSBMKG415A Research international markets

BSBMKG416A Market goods and services internationally

Work health and safety 

BSBWHS401A Implement and monitor WHS policies, procedures and programs to meet legislative requirements

Relationship management 

BSBREL401A Establish networks

BSBREL403A Implement international client relationship strategies


BSBRES401A Analyse and present research information


BSBSLS501A Develop a sales plan

BSBSLS502A Lead and manage a sales team


BSBSUS301A Implement and monitor environmentally sustainable work practices

Workplace effectiveness 

BSBWOR401A Establish effective workplace relationships

BSBWOR402A Promote team effectiveness

Imported units 

FNSSAM402A Implement a sales plan