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.
Performance criteria
You must be able to:
comply with health and safety requirements and procedures at all
times
- decide if wood fuel products should be sold by weight volume or
energy value to meet customers requirements
- identify customers' requirements, needs and interests in your
wood fuel products following standard operating procedures
- make proposals regarding wood fuel products and pricing that
meet customer and organisational requirements
- present accurate information about products and services, and
any relevant promotional materials, in a way that generates
further interest
- determine features and benefits of your wood fuel products that
match customers' requirements clearly and accurately
- identify quality standards, assurance and recognition marks
associated with wood fuel products
- include details of quality standards, assurance and recognition
marks on sales paperwork following standard operating
procedures
- give customers opportunity to seek clarification on features and
value of your wood fuel products
- interpret and act on buying signals given by customers to
progress sales
- reach agreement on terms of sale that meets both customers' and
your organisation's requirements
- complete all necessary documentation, including formal
quotations following standard operating procedures
- give customers advice on transportation, storage and use of wood
fuel products relevant to them
- pass information about successful sales to relevant people
following standard operating procedures
make sales in line with business, legal and ethical requirements
use customers feedback, reaction and objections to adapt future
marketing and sales practice following standard operating
procedures
Knowledge and Understanding
You need to know and understand:
legal duties for health and safety in the workplace and legislation
covering your job role
relevant legislation and requirements relating to clean wood fuels
comparative features, and benefits of wood fuel products you are
selling and those you are not
- promotional and sales activity of other organisations selling similar
or competing wood fuel products
- your organisation's sales targets, target market, key customers
and their requirements
- current and future availability of wood fuel products in your
organisation
- wood fuel's sustainability credentials and the benefit of using
sustainably produced wood fuel and how this benefits woodland
management
- carbon saving of wood fuel product in comparison to gas, oil coal
or electricity
wood fuel considered appropriate for cooking and its benefits
how buying from a local quality assured supply helps the local
economy and supports local jobs
benefits of using recycled or reclaimed wood
how to tie sales activities in with seasonal demand for wood fuel
products
difference between reactive and proactive selling
how to get sales leads including tendering opportunities
available literature and materials to support the selling process
how to present information clearly and in a way that engages
potential customers
how selling to a business differs from selling to individuals
how to structure and progress sales and recognise buying signals
typical objections that can arise to wood fuel products and how to
respond to them
how to question, listen and respond sensitively and constructively
previous needs and interests expressed by customers in
particular types of wood fuel
- sales paperwork, records and systems for recording and
processing sales
legal and business procedures or constraints on sales
how to interpret customers' feedback and reaction to wood fuel
products