Sell wood fuel products

URN: prowfp8
Business Sectors (Suites): Wood Fuel
Developed by: Proskills
Approved on: 01 Jan 2019

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:

  1. comply with health and safety requirements and procedures at all

    times

    1. decide if wood fuel products should be sold by weight volume or

    energy value to meet customers requirements

    1. identify customers' requirements, needs and interests in your

    wood fuel products following standard operating procedures

    1. make proposals regarding wood fuel products and pricing that

    meet customer and organisational requirements

    1. present accurate information about products and services, and

    any relevant promotional materials, in a way that generates

    further interest

    1. determine features and benefits of your wood fuel products that

    match customers' requirements clearly and accurately

    1. identify quality standards, assurance and recognition marks

    associated with wood fuel products

    1. include details of quality standards, assurance and recognition

    marks on sales paperwork following standard operating

    procedures

    1. give customers opportunity to seek clarification on features and

    value of your wood fuel products

    1. interpret and act on buying signals given by customers to

    progress sales

    1. reach agreement on terms of sale that meets both customers' and

    your organisation's requirements

    1. complete all necessary documentation, including formal

    quotations following standard operating procedures

    1. give customers advice on transportation, storage and use of wood

    fuel products relevant to them

    1. pass information about successful sales to relevant people

    following standard operating procedures

    1. make sales in line with business, legal and ethical requirements

    2. 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:

  1. legal duties for health and safety in the workplace and legislation

    covering your job role

    1. relevant legislation and requirements relating to clean wood fuels

    2. comparative features, and benefits of wood fuel products you are

    selling and those you are not

    1. promotional and sales activity of other organisations selling similar

    or competing wood fuel products

    1. your organisation's sales targets, target market, key customers

    and their requirements

    1. current and future availability of wood fuel products in your

    organisation

    1. wood fuel's sustainability credentials and the benefit of using

    sustainably produced wood fuel and how this benefits woodland

    management

    1. carbon saving of wood fuel product in comparison to gas, oil coal

    or electricity

    1. wood fuel considered appropriate for cooking and its benefits

    2. how buying from a local quality assured supply helps the local

    economy and supports local jobs

    1. benefits of using recycled or reclaimed wood

    2. how to tie sales activities in with seasonal demand for wood fuel

    products

    1. difference between reactive and proactive selling

    2. how to get sales leads including tendering opportunities

    3. available literature and materials to support the selling process

    4. how to present information clearly and in a way that engages

    potential customers

    1. how selling to a business differs from selling to individuals

    2. how to structure and progress sales and recognise buying signals

    3. typical objections that can arise to wood fuel products and how to

    respond to them

    1. how to question, listen and respond sensitively and constructively

    2. previous needs and interests expressed by customers in

    particular types of wood fuel

    1. sales paperwork, records and systems for recording and

    processing sales

    1. legal and business procedures or constraints on sales

    2. how to interpret customers' feedback and reaction to wood fuel

    products


Scope/range


Scope Performance


Scope Knowledge


Values


Behaviours


Skills


Glossary


Links To Other NOS


External Links


Version Number

2

Indicative Review Date

01 Jan 2023

Validity

Current

Status

Original

Originating Organisation

Proskills

Original URN

prowfp8

Relevant Occupations

Furniture Makers and Other Craft Woodworkers

SOC Code

5442

Keywords

Wood; Fuel; Selling; Products