SELLING NEW HOMES VQ

The new homes industry has an enviable record of success in terms of style and innovation in all of its key activities. It also has a long history of using 'vocational qualifications' to ensure the quality of its product, principally through apprenticeship schemes for those engaged in construction activities such as bricklayers, plasterers, electricians etc. The CITB (Construction Industry Training Board) has funded the training and subsequent achievement of qualifications for thousands of building workers.

The sales people who promote and sell new homes, however, have had little help or recognition for their vital skills and abilities, without which the 'product' would not be sold. There have been no formal qualifications available to sales staff - UNTIL NOW!

The National New Homes Association, with the active support and encouragement of the New Homes Marketing Board, has developed the Vocational Qualification entitled 'Selling New Homes' which is awarded jointly by the NNHA and the NHMB.

THE QUALIFICATION

This qualification is based on Occupational Standards that are specifically relevant to new homes sales negotiators. It is competency based and is concerned as much with what they do as it is with what they know. As a 'vocational' qualification it is linked to the ability to do a job well; it is not a test of knowledge and there is no formal examination to sit. Ability, 'competence', is assessed over a period of time against set Standards and the qualification is achieved by demonstrating that the Standards are met consistently in day to day work.

OCCUPATIONAL STANDARDS

Occupational Standards define a person's job in terms of 'best practice'. They detail every aspect of a work role including the knowledge and understanding that is needed to perform well.

THE 'SELLING NEW HOMES' STANDARDS

The Standards have been developed in consultation with groups of 'hands on' sales staff including managers and negotiators from leading new homes developers and specialist agents by analysing 'what good looks like' in terms of what an effective and well organised negotiator does. The programme of work which resulted has been broken down into its smallest components and expressed in 'doing' statements. The structure and terms used in the Standards are the same as those used in NVQs (National Vocational Qualifications) and SVQs (Scottish Vocational Qualifications).