3002-205 Logbook Optional v1

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Promote products and services to clients in a salon Unit 205 1

Promote products and services toclients in a salonRetail sales are increasing every year insalons, so the skills youll learn in this unitare crucial to your potential employers.Clients want expert advice on keepingtheir hair in top condition, and recreatingthe salon style. Youll learn about differentcommunication techniques, identifyingselling opportunities and followingthrough by closing sales. Youll gain thecon dence to maintain client satisfaction

and trust, while developing yourunderstanding of all kinds of productsand services.

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Unit 205 Level 3vrq Hairdressing2

Assignment mark sheetUnit 205 Promote products andservices to clients in a salonYour assessor will mark you on each of the practicaltasks in this unit. This page is used to work out your

overall grade for the unit. You must pass all partsof the tasks to be able to claim a grade. For eachcompleted practical task, a pass equals 1 point,a merit equals 2 points and a distinction equals3 points.

What you must know Tick when completeTask 1a: produce an information sheetTask 1b: produce a promotional leafletTask 1c: produce a guideOr tick if covered by an online test

What you must do Grade PointsTask 2a: promote new products/services to clientTask 2b: promote products/services already usedby client

Conversion chartGrade PointsPass 11.5Merit 1.62.5Distinction 2.63

Total points forgraded tasksDivided by

2

= Average gradefor tasksOverall grade(see conversion chart)

Candidate name:

Candidate signature: Date:

Assessor signature: Date:

Quality assurance co-ordinator signature(where applicable):

Date:

External Verifier signature(where applicable):

Date:

I t i s i m po r t an t t o l i s t en

t o wh a t yo u r cl i en t i s

sa yi n g, t o h el p i d en t i f y

t h e pro d u c t s t h e y n e ed .


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What does it mean?Some useful words areexplained below

Equal opportunitiesNo one should be discriminated against on

the grounds of their age, race, sex/genderor disability. There is legislation in place toprevent discrimination.

Open questionsA questioning technique used to obtain moreinformation, for example how would you like yourhair styled the response has to include moredetail than a closed question.

PersonalpresentationThe image you createwith your appearanceand personal hygiene.

Aftercare adviceInformation given to the client on style, hair, colour

maintenance and products.Closed questionsQuestions that lead to yes and no answers, forexample would you like styling spray on your hair.

Client rightsClients have legal rightsto be protected. Forexample, under theThe Sale of Goods Act,The Supply of Goodsand Services Act, itsimportant to knowwhat the clientsrights are, and tocomply with them.

Contractual agreementThis is a verbal or written agreement undertakenby you, the salon and the client, to carry out theagreed standard of service, providing the benefitsdiscussed at the agreed price.

Data Protection ActThe law that controlsthe way in whichinformation is stored.For example, clientshave the right to see theinformation that youhave on your systemabout them, and to

correct anything thatthey feel is inaccurate. I f y o u g o t h e e x t r a m i l e w i t h s al o n pr e s e n t at i o n , y o u l l b e r e w ar d e d w i t h s al e s .

I m a g e c o u r t e s y o

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Revision tip

Features are

descriptions of theproduct or service,including how long itwill last, method ofapplication, and cost.Benefits are how theservice or product willenhance the hair.

Be the next ... Andrew Collinge Andrew Collinge is a hairdressing legend.Twice voted British Hairdresser of the Year, he runs award-winning salons andhairdressing schools, as well as a range of Andrew Collinge products.Follow the bluequote marks for Andrews retail advice!

What you must know You must be able to:

1 Describe the benefits to the salon of promotingservices and products to the client

2 Describe the listening and questioningtechniques used for promotion and selling

3 Describe the different consultation techniquesused to promote products and services

4 Explain the terms features and benefits asapplied to services and products

5 Describe the principles of effectiveface-to-face communication

6 State the importance of effectivepersonal presentation

7 State the importance of good productand service knowledge

8 Outline the stages of the sale process

9 Describe how to interpret buying signals

10 Describe how to secure agreement andclose the sale

11 Explain the legislation that affects the sellingof services and products

12 Describe methods of payment for servicesand products

I f y o u r s al o n s e l l s s t r ai gh t e n e r s , r e c o m m e n d t h e m t o c li e n t s !


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Sm i l i n g an d m ai n t ai n i n g

e y e co n t a c t wi l l m ean yo u

co m e a cro s s a s a p pro a ch abl e

an d t r u s t wo r t h y.


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By giving sound professional advice, you will nd that retailing products

to your clients will be so much easier.

As you style your clients hair, give simple and effective tips on blow-drying or setting techniques, includinthe bene ts of the styling products you are using.

I f yo u can cr ea t e a go o d r a p po r t wi t h

cl i en t s, i t b e co m e s ea si er t o pr o m o t e pr o d u c t s an d s er vi c e s!

Al wa ys explai n t o clien t s h ow t o u s e t he pr o du ct

co r re c tl y t o gain m ax im um b en efi t f rom i t , and gain cl i en t t ru s t.


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Unit 205 Level 3vrq Hairdressing8 If you explain to your client how colourwill enhance the haircut, your clientwill be more likely to book a colouring service on their next visit to the salon.

This page shows what you need to do duringyour practical task. You can look at it beforehand,

but youre not allowed to have it with you whilecarrying out your practical task. You must achieveall the criteria; you can achieve 1 mark, 2 marks or3 marks for the criteria indicated with * .

Promoting activity

1Promote new products/services to client

2Promote products/services already usedby client

1 Establish the clients requirements 1 12 Use suitable communication techniques to

promote products and services *1 2 3 1 2 3

3 Identify services and/or products to meet therequirements of the client *

1 2 3 1 2 3

4 Introduce services and/or products to theclient at the appropriate time

1 1

5 Give accurate and relevant informationto the client *

1 2 3 1 2 3

6 Identify buying signals and interpret theclients intentions correctly

1 1

Totals

Grade

Candidate signatureand date

Assessor signatureand date

What you must doPractical observations

Conversion chartGrade MarksPass 67Merit 810Distinction 1112


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What you must doPractical observationsdescriptors tableThis table shows what you need to do to achieve 1,2 or 3 marks for the criteria indicated with * on the

previous page.

1 mark 2 marks 3 marks

2Use suitablecommunicationtechniques topromote productsand services

Uses basiccommunicationtechniquesExample: uses closedquestions

Uses goodcommunicationtechniquesExamples: uses openand closed questions,uses visual aids, awareof own body language

Uses excellentcommunicationtechniquesExamples: uses openand closed questions,good use of visual aids,effective use of bodylanguage, repeatsinstructions clearly togain confirmation

3Identify servicesand/or products tomeet requirementsof the client

Correctly identifiesthe main feature andbenefit of the productor service

Correctly identifiestwo main features andbenefits of the productor service

Correctly identifies allfeatures and benefits ofthe product or service

5

Give accurate andrelevant informationto the client

Gives basic advice and

informationExample: describesthe main feature andbenefit of the suitableproduct or service

Gives good advice and

informationExamples: describesthe use of products,describes two benefitsand features of thesuitable product orservice

Excellent level of

advice givenExamples: describes allbenefits and featuresof the suitable productor service, makes clearreference to the productor service meeting theclients requirements


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Comment formUnit 205 Promote products andservices to clients in a salonThis form can be used to record comments by you,your client, or your assessor.


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Documents

3002-205 Logbook Optional v1