Sell fresh produce on the wholesale market
Overview
This standard is about the skills and knowledge needed for you to sell fresh produce on the wholesale market. You will need the skills and knowledge to establish customer requirements, select the products and offer alternatives where original customer requirements cannot be met. You will need the skills and knowledge to demonstrate that you can negotiate and finish the sale of products. This standard is for you if you work in food and drink manufacture and/or supply operations and are involved in production operations.
Performance criteria
You must be able to:
Establish wholesale display of produce
comply with health, safety and hygiene requirements
obtain a representative selection of stock from storage following
stock rotation procedures
merchandise stock to promote produce
identify and take account of factors that may influence price
Establish customer needs
comply with health, safety and hygiene requirements
greet customers politely and courteously
talk to customers to determine their needs
confirm the availability of product to meet identify needs
offer suitable alternatives when required produce is unavailable or
your customer is undecided
show customers a sample of their selected products to confirm
purchase and describe their characteristics
Process sale
comply with health, safety and hygiene requirements
conduct the sale courteously, and at a pace which meets the
needs of the customer and the trading conditions
negotiate and agree sale terms with customer in accordance with
organisational sales targets
seek advice when negotiation goes beyond own limits of authority
finish the sale and transfer order to the next stage in the process
according to organisational procedures
organise the supply of purchased items from stock
maintain communication throughout
complete all records
Knowledge and Understanding
You need to know and understand:
what the legal or regulatory requirements, the organisational
health and safety, hygiene and environmental standards and
instructions are and what may happen if they are not followed
how to identify the full range of produce on sale
how to identify and describe produce characteristics including
quality, ripeness and condition
how to merchandise produce on the wholesale market
why it is important to follow stock rotation when merchandising
stock
- communication skills including the importance of being polite and
courteous
the implications of not communicating
how to use different sales techniques to sell fresh produce
how and why it is important to establish a rapport with customers
how and why it is important to determine the exact needs of your
customer
why it is essential to accurately describe the products on sale
why it is important to confirm needs in respect of quantities, type
and quality
- how and why suitable alternatives are offered when your
customer's first choice cannot be met and what alternatives can
be offered
how to use different negotiation skills to sell fresh produce
organisational sales targets
the organisational sales process including how to take, record and
process customer orders
why it is important not to cause conflict during sales activities
the methods used to keep stock safe
the legal requirements that protect both the customer and the
trader
the importance of good standards of customer service
what the limits of your own authority are and the consequences of
operating outside these limits
- the factors that can influence produce availability and price
including weather, seasons, economic conditions
- the mechanisms used to supply customers with purchased stock