Certificate III in Business to Business Sales

This qualification provides the skills and knowledge for an individual to be competent in the selling of products to other businesses and the building of strong business-to-business relationships. The qualification covers the need to operate effectively and manage sales within a territory. Customer relationship management and effective coordination of the provision of service to the customer are essential for success. The demonstration of communication and administration skills to deliver efficient service is required.

Job roles

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

provide face-to-face and telephone product and service advice in a wholesale or business-to-business sales setting

work as an inside salesperson in a variety of business-to-business settings

work 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

process purchases.

Possible job titles

business-to-business sales officer

sales representative

customer service officer

customer sales executive

sales counter assistant

telephone salesperson


10 units must be completed:

5 core units

5 elective units:

a minimum of 3 units must be selected from the elective unit list below

a maximum of 2 units may be selected from any relevant Training Package or accredited course first packaged at AQF level 2, 3 or 4.

The choice of elective units must be guided by the core function or role of the current or intended work environment, local industry requirements, and the characteristics of the AQF level of this qualification.

Units chosen from other Training Packages must not duplicate units selected from or available in SIR07 V3 Retail Services Training Package.

Core units


Optimise customer and territory coverage


Maintain business-to-business relationships


Work effectively in a customer service environment


Build relationships with customers


Apply safe work practices

Elective units

Client and Customer Service


Coordinate interaction with customers



Communicate with customers using technologies

Computer Operations and ICT Management

add topic BSBCCO301A

Use multiple information systems

add topic BSBCCO304B

Provide sales solutions to customers


add topic SIRWFIN001A

Complete debtor processes

add topic SIRWFIN002A

Manage debtor processes



Administer supply to a business


Monitor inventory capacity to meet demand

Management and Leadership

add topic SIRXMGT001A

Coordinate work teams

add topic SIRXMGT002A

Maintain employee relations

Marketing and Public Relations

add topic SIRXMPR001A

Profile a retail market

add topic SIRXMPR008A

Implement advertising and promotional activities



Coordinate merchandise presentation

Risk Management and Security

add topic SIRXRSK002A

Maintain store security

add topic SIRXRSK003A

Apply store security systems and procedures



Build sales relationships


Process product and service data


Analyse and achieve sales targets


Build sales of branded products


Sell products and services


Coordinate sales performance

Training and Education

add topic TAEASS301B

Contribute to assessment

add topic TAEDEL301A

Provide work skill instruction

Work Health and Safety


Maintain store safety


    This qualification is suitable for an Australian Apprenticeship pathway but not appropriate for VET in Schools (VETiS) delivery.

    Pathways from the qualification

    After achieving SIR30412 Certificate III in Business-to-Business Sales, individuals may undertake:

    SIR40212 Certificate IV in Retail Management

    SIR50112 Diploma of Retail Management.

Entry Requirements

To undertake this qualification, individuals will have retail operational or business-business experience in roles such as:

providing face-to-face and telephone product and service advice

selling products and services in variety of business settings

using computers as part of business and e-commerce processes

processing purchases

performing stock control procedures

picking and processing orders.

Examples of evidence of business-to-business sales experience may include:

job descriptions and references from current or past employers

an entry interview to determine retail operational experience.

Licensing Information

No licensing, legislative, regulatory or certification requirements apply to this qualification at the time of endorsement.

Employability Skills


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

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 business-to-business 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.

Employability skill

Industry/enterprise requirements for this qualification include:


use questioning and active listening to determine 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


participate in business-to-business operation 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


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 in the context of organisational objectives and the current business situation

coordinate resources to ensure that work is carried out according to timelines and priorities

coordinate and 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

manage personal presentation, hygiene and time

prioritise and complete delegated tasks

maintain own knowledge of the job role, review own performance and actively seek and act on advice and guidance


identify personal strengths and weaknesses in the context of the job role and recognise how to personally learn best

seek opportunities for formal education in the context of a current role or future business-to-business job opportunities

accept opportunities to learn new ways of doing things and share knowledge and skills with other business team members


select and use computers and a range of other technology applications according to available equipment and business procedures

recognise and report faulty equipment and follow workplace health and safety procedures