- Home
- /
- Accredited
- /
- QCTO Occupational Certificates
- /
- National Occupational Certificate: Sales Representative (SAQA I.D. 121792; NQF Level 4; Credits: 155)
National Occupational Certificate: Sales Representative (SAQA I.D. 121792; NQF Level 4; Credits: 155)
Sales representatives who find customers, run promotions, position your brand and close sales – and earn a national NQF Level 4 qualification on your own products and targets.
In wholesale and retail, sales volumes depend on a close working link between the manufacturers and suppliers of goods and the retail businesses that sell them to consumers. The Sales Representative is that link: the person who builds customer relationships, implements brand promotions and handles product sales and service in a competitive market. The National Occupational Certificate: Sales Representative (SAQA ID 121792, NQF Level 4, 155 credits) is the sales representative qualification built for people who represent a brand to wholesale and retail outlets or individual businesses – not for in-store sales advisors.
It is a full occupational qualification registered on the Occupational Qualifications Sub-framework (curriculum 332203-000-00-00), with the W&RSETA as Development and Assessment Quality Partner. BOTI delivers the knowledge modules (25 credits) and practical skill modules (45 credits) in 15 contact days of facilitated training, using case scenarios and role-plays of customer visits. The work experience modules (85 credits) are completed in the learner's workplace under a mentor, where the learner prospects for customers, runs promotions and closes sales, building the evidence that goes to the external assessment.
Enrolment is open: the last date for enrolment is 30 January 2030, and the last date for achievement is 30 January 2033.
Why this course
For your organisation
- Representatives who find new customers, resolve queries, escalate what falls outside their authority and grow existing accounts
- Promotions and merchandising that are planned, applied and measured against sales volumes
- Sales calls that are prepared, presented and closed, with orders followed up
- Stronger brand positioning at your customers' premises, based on target-market profiling, competitor comparison, product life cycle, stock availability and product mix
- A full NQF Level 4 qualification in which 85 of the 155 credits are built on your own products, customers and sales targets
For your delegates
- A full NQF Level 4 qualification certified by the QCTO
- Practice in role-plays of real customer visits before going live
- Evidence built from their own customers, promotions and sales
- A recognised career step for employed sales staff
What delegates will be able to do
- Identify potential customers, make contact and investigate their needs and queries
- Resolve customer queries, escalate them through the right channels and protect customer information under the POPI Act
- Plan and implement promotions using the promotional mix, and measure their impact on sales
- Prepare and run a sales call: pitch, handle objections, read buying signals and close
- Plan an effective schedule and turn monthly sales targets into weekly and daily targets
- Profile the target market and match products to customer types, needs and areas
- Compare competitors, check product life cycle and stock availability, and recommend a product mix
Who should attend
Sales representatives who sell on behalf of a brand to wholesale and retail outlets or individual businesses, including product demonstrators, beauty sales consultants and representatives in categories such as detergents, cosmetics and skincare, and jewellery and watches. It also suits employed sales staff who want to advance as Sales Representatives, new entrants who meet the entry requirements, and manufacturers and suppliers building a qualified sales team. Entry requirement: an NQF Level 3 qualification, or at least three years' sales experience in wholesale and retail; recognition of prior learning (RPL) is available under the QCTO RPL Policy. There are no additional legal or physical requirements and no professional body registration. The work experience must be done in a workplace that meets the curriculum's approval criteria, including a mentor-to-learner ratio of no more than 1:3, with mentors who hold the relevant qualification one level higher and have at least three years' relevant industry experience.
Course outline
Days 1-15 – Facilitated training: knowledge modules (25 credits) and practical skill modules (45 credits)
KM-01 Customer Relationship Management (NQF 4, 10 credits)
- How mission, vision and values define the brand and its customer service standards
- Professional communication with customers: listening, open questions, verbal, non-verbal and written communication
- Interpersonal, analytical, problem-solving, decision-making and negotiation skills for building relationships
- Resolving queries and complaints, and escalation and referral procedures
- Ethics, professionalism, codes of conduct and protecting customer information under the POPI Act
KM-02 Marketing, Promotions and Sales (NQF 4, 10 credits)
- The sales process: prospecting, preparing, approaching customers and questioning
- Sales demonstrations, handling questions and objections, closing and after-sale service
- The 5 Ps of marketing, the Sales Representative's marketing tools and the promotional mix
- Seasonal promotions, clearance sales, introductory offers and new store openings, and how merchandising affects sales
- Scheduling, handling and following up orders, managing monthly, weekly and daily targets, and reporting
KM-03 Competitors and Positioning Strategies (NQF 4, 5 credits)
- Competitors, market share and competitor strategies
- Staying competitive and the impact of competition on sales
- Product life cycle phases, product mix and the target market
- Monitoring stock levels in retail or customers' premises
- Product positioning strategies and their effect on sales
PM-01 Manage Customer Relationships within the Scope of a Sales Representative in the Wholesale and Retail Industry (NQF 4, 15 credits)
- Identifying potential customers and making contact in writing
- Investigating needs and queries such as incomplete orders, new store openings and products to be uplifted, and proposing solutions
- Spotting opportunities to expand business with existing customers
- Escalating customer queries through the right channels
- Recognising poor service and its impact on the brand, and recommending improvements
PM-02 Market, Promote and Sell Products (NQF 4, 20 credits)
- Preparing a marketing campaign and an action plan for promotions
- Applying the promotional mix and measuring the impact of merchandising
- Preparing sales calls: products by life cycle, appointments, likely objections and a cost-effective route
- Role-play of the customer visit: one-on-one pitch, buying signals, closing and paperwork
- Turning monthly sales targets into weekly and daily targets
PM-03 Implement Product Positioning Strategies within the Competitive Environment (NQF 4, 10 credits)
- Profiling the target market on variables such as marital status, dependants, lifestyle and occupation
- Matching products to customer types, needs and geographic area
- Comparing competitors that offer similar products
- Determining product life cycle phases and analysing stock availability
- Recommending a product mix to increase sales and keep the brand visible
In your workplace, under a mentor: work experience modules (85 credits)
WM-01 Management of Customer Relationships within the Scope of a Sales Representative in the Wholesale and Retail Industry (NQF 4, 30 credits)
- Prospecting for new customers at least twice a week over a month
- Capturing new customers' information and protecting it in line with the POPI Act
- Gathering customer satisfaction information and resolving dissatisfaction
- Escalating complaints beyond the learner's delegated authority to senior management
- Monitoring competitors to strengthen service and competitive advantage
WM-02 Marketing, Promoting and Selling Products (NQF 4, 30 credits)
- Running marketing or promotion activities with three customers over two months
- Taking part in merchandising discussions and monitoring stock at the customer's store
- Measuring the impact of promotions and merchandising on sales volumes
- One-on-one pitches or group presentations, reading buying signals
- Closing at least three sales over one month and following up the orders
WM-03 Implementation of Product Positioning Strategies within the Competitive Environment (NQF 4, 25 credits)
- Profiling the target market for two of the organisation's products
- Evaluating at least two competitors' footprint: positioning, quantities and pricing
- Checking life cycle phase and stock availability for two products on promotion
- Reviewing how the product mix was used to lift sales of those products
- Recommending better positioning of two products at two different customers
Assessment and certification
Internal assessment and workplace evidence
- Each knowledge and practical skill module assessed against the curriculum's internal assessment criteria, the practical modules through case scenarios and role-plays
- Workplace evidence such as reports, customer lists, promotion records and sales documents, signed off by a mentor or supervisor
- Activities recorded in a logbook and signed off in a Statement of Work Experience
External Integrated Summative Assessment (EISA)
- Conducted through the W&RSETA as the QCTO's Assessment Quality Partner
- A three-hour written assessment (paper or online) at an approved assessment site
- The workplace evidence and logbook assessed by an AQP-registered assessor
- Weighted 40% customer relationships, 40% marketing, promoting and selling, 20% product positioning
- Entry needs all three knowledge and all three practical skill modules plus a signed Statement of Work Experience
- Foundational Learning competence is a separate prerequisite for the award and is not covered in the 15 contact days
How it is delivered
15 contact days of facilitated training, 08:30-16:00, in person at your offices anywhere in South Africa, at BOTI's venue in Sunningdale, Johannesburg, or live online. One learner or a group of up to about 20. The contact days are not the full length of the programme: the work experience modules are completed in the workplace and include activities that run over set periods of one to two months each, such as running promotions with three customers over two months. Learner material is included.
What our clients say
★★★★★ 4.8 on Google from 790+ reviews · word-for-word quotes from signed letters of reference, from clients on this and/or related BOTI courses
“Throughout both interventions, BOTI demonstrated a high level of professionalism, subject matter expertise, and commitment to quality training delivery. Their ability to effectively manage virtual learning environments and engage participants contributed significantly to the success of the programmes.”
“The training was presented through an interesting and easy-to-use online platform, and we were impressed by its quality.”
“[The organisation] confirms that BOTI delivered the contracted services over the 24-month period, and we have no hesitation in recommending Business Optimization Training Institute (Pty) Ltd to any organisation seeking a similar e-Learning or skills development solution.”
Frequently asked questions
Is this qualification accredited?
Yes. It is a full occupational qualification registered by SAQA (ID 121792, NQF Level 4, 155 credits), and BOTI is accredited by the QCTO to deliver it under accreditation 07-QCTO/SDP070926110733. The QCTO issues the certificate once the learner is found competent in the external assessment.
How long does it take?
BOTI delivers 15 contact days of facilitated training. The work experience modules then run in the workplace, with activities over set periods of one to two months each. Learners can enrol until 30 January 2030 and must achieve the qualification by 30 January 2033.
Who can enrol?
Anyone with an NQF Level 3 qualification, or at least three years' sales experience in wholesale and retail. Recognition of prior learning (RPL) for access is available under the QCTO RPL Policy. Each learner needs a workplace with a mentor that meets the curriculum's approval criteria.
Can you train at our premises?
Yes. The contact days can run at your offices anywhere in South Africa, at BOTI's venue in Sunningdale, Johannesburg, or live online, and the workplace evidence is built on your own products, customers and sales targets.
How many learners can we enrol?
From one learner to a group of about 20 per class; a larger sales team is split into groups. The price per learner drops as the group grows – see the price table, or ask us for a quote.
How does it differ from the Retail Supervisor qualification?
The Sales Representative qualification is for people who sell a brand to outlets and businesses. The National Occupational Certificate: Retail Supervisor (NQF Level 4) is for team leaders who supervise staff and operations inside a store. Both sit in BOTI's wholesale and retail range.
Related courses
Ask a consultant for a written quote
A BOTI consultant emails you a written quote, usually within 15 minutes (Mon–Fri, 08:00–17:00). After hours, we reply on the next working day. To speak to someone now, call 011 882 8853.
Your quote request is for: National Occupational Certificate: Sales Representative (SAQA I.D. 121792; NQF Level 4; Credits: 155)