Certificate III in Wholesale

This qualification provides the skills and knowledge for an individual to be competent in wholesale operations with the need to apply discretion and judgement. Work would be undertaken in various wholesale settings, such as trade, building, furniture, parts and equipment suppliers. Individuals may have some responsibility for others and provide or hold specific coordination or support responsibilities within a team.

This qualification is suitable for an Australian Apprenticeship pathway.

Job roles

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

providing face-to-face and telephone product and service advice in a wholesale setting

working as an inside salesperson in a variety of wholesale settings

working 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

processing purchases.

Possible job titles include:

sales counter assistant

telephone salesperson

sales representative

customer service officer.



To achieve a Certificate III in Wholesale, 10 units must be completed:

all 3 core units

7 elective units:

A minimum of 5 elective units must be selected from the Elective Units listed below.

A maximum of 2 elective units may be selected from another endorsed Training Package or accredited course. These must be units which are packaged within a Certificate III or IV qualification in the parent Training Package.

Elective units must be additional to those already counted towards a lower level qualification within this Training Package.

In all cases selection of electives must be guided by the job outcome, local industry requirements and the characteristics of this qualification (as per the AQF descriptors).


add topic SIRWSLS003A

Optimise customer and territory coverage

add topic SIRXCCS006A

Maintain business to business relationships

add topic SIRXSLS004A

Build relationships with customers


Client and Customer Service

add topic SIRXCCS003A

Coordinate interaction with customers

Computer Operations and ICT Management

add topic ICTCC320A

Use multiple information systems

add topic ICTCC341A

Provide sales solutions to customers


add topic BSBPUR301B

Purchase goods and services

add topic SIRWINV002A

Administer supply into a business

add topic SIRWINV003A

Monitor inventory capacity to meet demand

Human Resources Management

add topic TAAASS301A

Contribute to assessment

add topic TAADEL301A

Provide training through instruction and demonstration of work skills


add topic SIRWFIN002A

Manage debtor processes


add topic SIRXMER002A

Coordinate merchandise presentation

Management and Leadership

add topic SIRXMGT001A

Coordinate work teams

add topic SIRXMGT002A

Maintain employee relations

Marketing and Public Relations

add topic SIRXMPR008A

Implement advertising and promotional activities

Occupational Health and Safety

add topic SIRXOHS002A

Maintain store safety

Risk Management and Security

add topic SIRXRSK002A

Maintain store security

add topic SIRXRSK003A

Apply store security systems and procedures



add topic SIRWSLS002A

Build sales relationships

add topic SIRWSLS004A

Process product and service data

add topic SIRWSLS005A

Analyse and achieve sales targets

add topic SIRWSLS006A

Build sales of branded products


    Not applicable.

Entry Requirements

Entry requirements

There are two alternative pathways for entry into the Certificate III in Wholesale. The candidate must either:

1. Be recognised as competent, through a recognised training program or recognition process, against the following units of competency:


Confirm wholesale business practices


Sell products and services to business customers


Organise and maintain work areas


Communicate in the workplace


Use computers as part of business and e-commerce processes


Work effectively in a retail environment


Perform stock control procedures


Apply safe working practices


Access product and service performance data


2. Have sufficient relevant wholesale or retail employment experience. A current or previous job role that involves or has involved the application of the above competencies, would be a satisfactory indicator for entry. A determination need not involve a formal process of measuring, evaluating or recording performance against the units of competency. Examples of evidence to support a determination could include:

job descriptions and references from current or past employers

an entry interview to determine what competencies have been applied in the wholesale or retail environment in a paid or voluntary capacity.

Licensing Information

Not applicable.

Employability Skills


SIR30307 Certificate III in Wholesale

The following table contains a summary of the employability skills required by the wholesale industry for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options.

Employability skill

Industry/enterprise requirements for this qualification include:


Use questioning and active listening to ascertain and respond to customer needs to ensure customers enjoy a positive sales experience that reflects business values. Persuade customers to purchase goods by communicating their features and benefits. Regularly give verbal instructions and carry out verbal instructions from other team members and supervisors, read and interpret simple workplace documents, complete written workplace forms and share work related information with other team members.


Effectively participate in wholesale operations teams; working independently to complete own tasks and also supporting other team members where appropriate. Lead small teams where required in the context of the job role; mentoring and supporting other team members.

Problem solving

Demonstrate sensitivity to customer needs and concerns; anticipating problems and acting to avoid them where possible. Solve a range of operational problems individually or in the context of a team structure where after clarification existing policies and infrastructure may be applied to source information and resources and develop practical and sustainable solutions.

Initiative and enterprise

Look for opportunities to do things better and suggest ideas to other team members and supervisors in the context of the job role. Translate ideas into action by positively accepting and adapting to changes in operational procedures or arrangements.

Planning and organising

Establish and communicate clear goals and deliverables for self and team members within the context of organisation objectives and the current business situation; and coordinate resources to ensure that work is carried out according to timelines and priorities. Coordinate and or implement changes arising from continuous improvement processes.


Understand how a personal job role fits into the context of the wider business values and directions. Work within the business culture by practising inclusive behaviour, effective management of personal presentation, hygiene, and time; and efficiently prioritise and complete delegated tasks. Maintain own knowledge of the job role, review own performance and actively seek and act upon advice and guidance.


Identify personal strengths and weaknesses in the context of the job role and to recognise how to personally learn best at work. Seek opportunities for formal education in the context of a current role or future wholesale job opportunities. Accept opportunities to learn new ways of doing things and share knowledge and skills with other business team members.


Use computers and/or select and use a range of other technology applications; in the context of available equipment and business procedures. Recognise and report faulty equipment and follow business occupational health and safety procedures.

Due to the high proportion of electives required by this qualification, the industry/enterprise requirements described above for each employability skill are representative of the wholesale industry in general and may not reflect specific job roles. Learning and assessment strategies for this qualification should be based on the requirements of the units of competency for this qualification.