BTEC International Level 3 Business

Unit 28: Sales Techniques and Processes — assessment criteria

Learners develop skills relating to all stages of the sales process for Business-to-Business (B2B) sales. (This unit is not designed for retail selling.)

Internal60 GLH14 criteria3 learning aims

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Assessment criteria

Reproduced verbatim from the Pearson specification — the same grid the assignment brief carries. A unit grade is the highest band where all criteria in that band (and every band below it) are met.

Pass

6 criteria

A.P1Produce pre-sales customer information.

A.P2Explain the professional behaviour, ethical sales practices, and preparation required for a sales meeting.

B.P3Produce accurate quotation and post-sales customer information.

B.P4Explain the post-sales processes required following a customer meeting agreeing a sale.

C.P5Demonstrate appropriate customer-facing sales skills that meet customer needs.

C.P6Explain the effectiveness of own appropriate customer-facing sales skills, and techniques used, making suggestions for future improvements.

Merit

5 criteria

A.M1Produce detailed pre-sales customer information.

A.M2Analyse the importance of professional behaviour, ethical sales practices, and preparation for a sales meeting.

B.M3Produce accurate, detailed quotation and post-sales customer information.

B.M4Analyse the importance of the post-sales processes required following a customer meeting agreeing a sale

C.M3Analyse the effectiveness of own competent customer-facing sales skills, and the techniques used, including suggestions for future improvements to meet the needs of the customer and the sales organisation.

Distinction

3 criteria

A.D1Evaluate the importance of professional behaviour, ethical sales practices, and preparation for a sales meeting, referencing own comprehensive pre-sales customer information.

B.D2Evaluate the importance of post-sales processes required following a customer

C.D3Evaluate the effectiveness of own competent customer-facing sales skills, and techniques used, including suggestions for future improvements to meet the needs of the customer and the sales organisation.

Command verbs in this unit

The verb decides the depth expected — that is what separates Pass from Merit and Distinction work on the same learning aim.

ProduceExplainDemonstrateAnalyseEvaluate

Pearson's ladder runs Identify → Describe → Explain → Compare / Analyse → Evaluate / Justify / Assess. A Merit or Distinction criterion on the same aim always implies the Pass beneath it: an “evaluate” answer that never first “explains” fails, however polished it reads. Hover a verb for what it demands.

Learning aims

How checkb.tech checks this unit

Upload a learner's submission and checkb.tech reads it against exactly these criteria, reporting each one as met, partly met, or not met — with the evidence that informed the verdict cited, so every call is auditable.

The check runs against the official Pearson documents for this unit, and identical evidence always produces an identical result — the same script gets the same verdict every time.

It never awards a grade. You stay the assessor: confirm, dismiss, or act on every criterion before your assessment decision is final.

Verification & Quality Tools for Unit 28

Free Lead IV and assessor utilities configured for Pearson BTEC International specifications.

Authenticity CheckerAudit Unit 28 Evidence with Free Authenticity Checker

Screen submissions for generic AI filler, inspect slide presentations, and generate oral viva questions.

Lead IV UtilityCalculate IV Sample Size

Generate a JCQ-compliant square-root sampling plan with assessor risk tiers and P/M/D grade distribution.

Compliance CalculatorCheck Resubmission Window

Compute the exact 15th working day deadline excluding term holidays and audit Pearson conditions.

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Evidence standards, internal verification protocols, and marking guidance for Unit 28.

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Criteria and aim text reproduced for teacher reference from the official Pearson qualification documentation (Pearson BTEC International Level 3 Qualifications in Business). BTEC is a registered trademark of Pearson Education Limited. checkb.tech is an independent tool — not affiliated with, endorsed by, or sponsored by Pearson. It never awards a grade; the teacher stays the assessor.