This qualification provides the skills and knowledge for an individual to be competent in the selling of products to other businesses and the building of strong business-to-business relationships. The qualification covers the need to operate effectively and manage sales within a territory. Customer relationship management and effective coordination of the provision of service to the customer are essential for success. The demonstration of communication and administration skills to deliver efficient service is required.

Job roles 

Individuals with this qualification are able to perform roles, such as:

• Provide face-to-face and telephone product and service advice in a wholesale or business-to-business sales setting
• Work as an inside salesperson in a variety of business-to-business settings
• Work as a sales representative calling on established customers and cold calling to build new business
• Use computers as part of business and e-commerce processes
• Process purchases.

Possible job titles 

• Business-to-business sales officer
• Sales representative
• Customer service officer
• Customer sales executive
• Sales counter assistant
• Telephone salesperson

Pathways information

This qualification is suitable for an Australian Apprenticeship pathway but not appropriate  for VET in Schools (VETiS) delivery.

Pathways from the qualification 

After achieving SIR30412 Certificate III in Business-to-Business Sales, individuals may undertake:

• SIR40212 Certificate IV in Retail Management
• SIR50112 Diploma of Retail Management.