QUALIFICATIONS PACK - OCCUPATIONAL STANDARDS FOR ELECTRONICS INDUSTRY

Contents
1. Introduction and Contacts.P1
2. Qualifications Pack.........P2
3. OS Units.......P3

What are
Occupational
Standards(OS)?
OS describe what
individuals need
to do, know and
understand in
order to carry out
a particular job
role or function
OS are
performance
standards that
individuals must
achieve when
carrying out
functions in the
workplace,
together with
specifications of
the underpinning
knowledge and
understanding
Contact Us:
ESSCI, New Delhi
Electronics Sector Skills
Council of India
422, Okhla Industrial
Estate, Phase-III,
New Delhi-110020
E-mail:
info@essc-india.org

4. Glossary of Key Terms...P19

5. Nomenclature for QP & OS...P21

Introduction
Qualifications Pack- Business Development Executive
SECTOR: ELECTRONICS
SUB-SECTOR: Semiconductor Design and Active Components
OCCUPATION: Marketing and Sales
REFERENCE ID: ELE/Q1101
ALIGNED TO: NCO-2004/3415.10
Business Development Executive: Also called Marketing Executive, the
Business Executive is responsible for marketing and selling the products
and services of the organisation.
Brief Job Description: The individual at work is responsible for studying
the market, understanding the customer requirement and offering
products and services to satisfy the customer requirement. The individual
at work coordinates and interacts with customers for sale of products and
services.
Personal Attributes: The job requires the individual to be customer
friendly, with good communication skill and target oriented. The
individual must have patience and positive attitude towards work to listen
to diverse customers.

Qualifications Pack For Business Development Executive

Job Details

Qualifications Pack Code

ELE/Q1101

Job Role

Business Development Executive

Credits(NVEQF/NVQF/NSQF)
TBD
[OPTIONAL]
Sector
Electronics
Semiconductor and
Sub-sector
Active components
Occupation

Marketing & Sales

Job Role

Role Description
NVEQF/NVQF level
Minimum Educational Qualifications
Maximum Educational Qualifications
Training
Experience

Applicable National Occupational

Standards (NOS)

Version number

1.0

Drafted on

10/03/14

Last reviewed on

24/03/14

Next review date

24/03/15

Business Development Executive

Also called Marketing Executive
Studying the market, understanding the market and customer
requirement, suggesting solutions to customers, selling the
product and services
5
B.E. (Electronics)
MBA
Not applicable
1 year in sales and marketing of electronics products
Compulsory:
1. ELE/N1101 Analyse the market
2. ELE/N1102 Offer solutions to customer
3. ELE/N9909 Coordinate with colleagues and co-workers
Optional:
Not applicable

Performance Criteria

As described in the relevant OS units

ELE/N1101
Analyse the market
--------------------------------------------------------------------------------------------------------------------

Overview
This unit is about studying market through different types of research, engaging with
customers and understanding their requirement. It also includes finding new customers and
understanding needs of existing clients and offering the service to them.

ELE/N1101

National Occupational Standard

Unit Code
Unit Title
(Task)
Description
Scope

Analyse the market

ELE/N1101
Analyse the Market and customer requirements
This unit is about studying market, engaging with clients and understanding their
requirement.
This unit/ task covers the following:

Understand the work requirement

Understand about the product and service offerings by the company
Study and research about the market
Initiate meeting with the prospective customers
Interact and understand the customer requirement
Record the customer details and document the visit
Achieve productivity targets set by the company

Performance Criteria(PC) w.r.t. the Scope

Element

Performance Criteria

Understanding work
requirement

To be competent, the user/ individual must be able to:

PC1.
receive instructions on work requirement from the top management
PC2.
receive the periodical (e.g., yearly, quarterly) sales target
PC3.
receive instructions on location and area of operation
PC4.
understand the responsibility of marketing and sales w.r.t to product and
service coverage
PC5.
attend training and understand about latest versions of products /
technology and software of the organisation
To be competent, the user/ individual must be able to:
PC6.
understand the capability of the company and specific areas of operation (in
terms of domain, sector, products)
PC7.
understand the service offerings of the organisation, e.g., only design,
design+fab, partial design
PC8.
understand the functionalities and purpose of different IT hardware
equipment such as desktop, laptop, copier, projector, printer
PC9.
understand the different semiconductor product and service coverage
offered by the organisation
PC10. understand the different types of similar semiconductor products and
offerings available in the market
PC11. understand the different types of active components and manufacturing
capacity of the company
PC12. understand the specification and functional aspects of the components
PC13. understand the specification and other details of the competition brands and
products
PC14. handle technical queries on the specific semiconductor design
service/product and should be able to resolve the queries
PC15. understand the distinctive characteristics of the service offering and inform
them to customer

Understanding about
the product and
service offerings

ELE/N1101

Analyse the market

PC16.

Analyse the market

Initiating meeting
with prospective
customers

Interacting and
Understanding the
client requirement

Recording and
Documenting the
client details

understand other product/service related details such as cost, delivery

period, post sales coverage, warranty
To be competent, the user/ individual must be able to:
PC17. collect information on the demographics of the location to know about the
market
PC18. understand the market share of different products in the region
PC19. study the key growth drivers of the product/service in the region by
analysing past sales pattern
PC20. study about different industries, technological advancements in the sector
and requirement for design services in the sector
PC21. identify major players in different sector, their current use of semiconductor
services and their product portfolio
PC22. understand the major prospective users of the product/service in the region
PC23. understand the customer expectation from the product/service by
conducting a market survey
To be competent, the user/ individual must be able to:
PC24. prepare a list of potential customers in the region and shortlist them for
marketing the product
PC25. make telephone calls to prospective customers and convince them for a
meeting
PC26. prepare a presentation about the company, service offerings, areas of
operation and other details
PC27. reach customer place on time and maintain punctuality for all meetings
PC28. interact periodically with existing customers to understand any new
requirement and initiate meeting
PC29. maintain behavioural etiquette while interacting with customer on
telephone / directly
To be competent, the user/ individual must be able to:
PC30. greet the client while meeting them and develop a rapport with them
PC31. make presentation about the service offerings and handle any queries about
the company and services
PC32. understand the broad level customer requirement
PC33. understand the type of design services/product requirement
PC34. ask both open and close ended questions to understand in depth about the
customer requirement
PC35. understand the customer expectation on criteria such as price, delivery
cycle, etc.
PC36. listen to customer without interrupting them and summarise the customer
requirement for mutual understanding
To be competent, the user/ individual must be able to:
PC37. record the customer and call details as per company policy
PC38. document the customer details in the companys ERP software for future
tracking and reference
PC39. make no mistakes in capturing customers details
PC40. rectify incorrect details in existing database to extent allowed by company
policy
PC41. accurately record customer query for future references
5

ELE/N1101

Analyse the market

Knowledge and Understanding (K)

A. Organizational
Context
(Knowledge of the
company /
organization and
its processes)

B. Technical
Knowledge

The individual on the job needs to understand:

KA1.
companys code of conduct
KA2.
organisation culture and typical customer profile
KA3.
companys reporting structure
KA4.
companys documentation policy
KA5.
companys line of business and service offerings
KA6.
companys sales policy
KA7.
companys Human Resource and performance evaluation policy
KA8.
companys areas of operation
KA9.
internal process system such as ERP followed in the organisation
KA10. terms and conditions associated with the sale of company products/services
The individual on the job needs to know and understand:
KB1.
companys products and services
KB2.
semiconductor industry, trends, market and competition
KB3.
sector knowledge, growth, trends and electronic product usage
KB4.
how to communicate with customers in order to put them at ease
KB5.
basic electronics of system hardware
KB6.
behavioural aspects and etiquette to be followed at customers interaction
KB7.
in depth product/service knowledge on the product handled
KB8.
different type of selling and promotional methods
KB9.
relevant reference sheets, manuals and documents to be used at work
KB10. internal process system and their usage
KB11. computer operation and analyse data in Microsoft Excel tool
KB12. different models of after sales support provided by the company
KB13. different types of customer and the after sales support provided to them

Skills (S)
A. Core Skills/
Generic Skills

Reading and writing

The individual on the job needs to know and understand how to:
SA1. read the customer information from the database
SA2. read text manuals regarding the design services, semiconductor devices and
their specification
SA3. to record the customer details in the query log

B. Professional Skills

Interpersonal skills
The individual on the job needs to know and understand how to:
SB1.
develop a rapport with customers
SB2.
listen carefully and interpret their requirement
SB3.
suggest customer on possible solutions
Communication skills
The individual on the job needs to know and understand how to:
SB4.
seek inputs to assess the queries
SB5.
put the customer at ease and suggest solutions
SB6.
communicate in English and local language
6

ELE/N1101

Analyse the market

Telephone etiquette
The individual on the job needs to know and understand:
SB7.
significance of following telephone etiquettes while interacting with
customers
SB8.
importance of being patient and courteous with all types of customers
SB9.
being polite and courteous under all circumstances
System operation skills
The individual on the job needs to know and understand how to:
SB10.
operate computer and internet
SB11.
use and understand Microsoft package
SB12.
operate companys internal process software such as ERP for recording and
documenting the customer call

ELE/N1101

Analyse the market

NOS Version Control

NOS Code
Credits(NVEQF/NVQF/NSQF)
TBD
[OPTIONAL]
Industry
Electronics
Semiconductor and
Industry Sub-sector
Active components

ELE/N1101
Version number

1.0

Drafted on

10/03/14

Last reviewed on

24/03/14

Next review date

24/03/15

ELE/N1102
Offer solutions to customer
--------------------------------------------------------------------------------------------------------------------

This unit is about offering products and service solution to customer. This includes
coordinating with technical team, closing the sales transaction, maintaining good relations
with the client and achieving customer satisfaction.

ELE/N1102

National Occupational Standard

Unit Code
Unit Title
(Task)
Description
Scope

Offer solutions to customer

ELE /N1102
Offer solutions to customer requirement
This unit is about offering product solutions to client, closing the sales transaction,
maintaining good relations and achieving customer satisfaction.
This unit/ task covers the following:

Offer possible solutions to client

Coordinate with production and design team for communicating customer
requirement
Close the sales
Offer proper documentation and understand post purchase requirements
Assist customer with post sales service
Maintain relationship with client
Achieve productivity targets set by the company

Performance Criteria(PC) w.r.t. the Scope

Element

Performance Criteria

Offering possible
solution

To be competent, the user/ individual must be able to:

PC1.
decide whether the client requirement could be met by companys product
or services
PC2.
suggest possible multiple product and service offered by the company which
could meet client requirement
PC3.
assist client in finalising the product/service which could best suit the
requirement
PC4.
suggest some product/service options in the market which could fit the
customer requirement if the product is not offered by the own company
PC5.
inform the customers about unique characteristics of the product/service
which could help in taking decision
PC6.
suggest a tailor made product/service to suit customer requirement
To be competent, the user/ individual must be able to:
PC7.
inform the production/design team about the all aspects of customer
requirement
PC8.
understand whether the customer requirement can be met from the existing
resources of the company
PC9.
coordinate and arrange for a meeting between customer and technical team
for further understanding and project finalisation
PC10. inform technical team about the cost, delivery time of the product/service
suggested by the customer
To be competent, the user/ individual must be able to:
PC11. assist the customer in taking a buying decision
PC12. detail the customer about the buying decision on how it could fulfil their
requirement and make them feel happy about the purchase
PC13. take the details of the purchase once the buying decision is made

Coordinating with
production and
design teams

Closing the sales

10

ELE/N1102

Offer solutions to customer

PC14.
PC15.
PC16.

Documentation

Assisting client with

after sales service

Maintaining
relationship with
clients

Achieving
Productivity

negotiate the pricing of product/service with customer appropriately

ensure that the sale transaction results in profit for the organisation
understand the details such as number of product and other requirements
from the client
PC17. inform the customers about final price after deducting discounts, preferred
mode of payment
To be competent, the user/ individual must be able to:
PC18. provide documents such as invoice, agreement, warranty certificate and
other relevant documents to client
PC19. inform customers on terms and conditions, warranty coverage as per
component in the equipment and other related detail
PC20. prepare relevant documents as per company standards
To be competent, the user/ individual must be able to:
PC21. understand the service support requirement from client
PC22. understand any service maintenance technician allocation requirement for
corporate/institutional sales and arrange accordingly
To be competent, the user/ individual must be able to:
PC23. interact periodically with existing customers and understand for any
requirement
PC24. seek new business opportunity with existing customers
PC25. get new reference for sales from existing customers
PC26. gauge customer on satisfaction
To be competent, the user/ individual must be able to:
PC27. achieve the target set for number of calls / visits to attend in a period of time
PC28. achieve the target set on number of calls to be closed successfully
PC29. achieve the monthly, quarterly and yearly sales target
PC30. satisfy the customer with the service and maintain continuous relationship

Knowledge and Understanding (K)

B. Organizational
Context
(Knowledge of the
company /
organization and
its processes)

B. Technical
Knowledge

The individual on the job needs to understand:

KA1.
companys code of conduct
KA2.
organisation culture and typical customer profile
KA3.
companys reporting structure
KA4.
companys documentation policy
KA5.
companys line of business and product offerings
KA6.
companys sales policy
KA7.
companys Human Resource and performance evaluation policy
KA8.
internal process system such as ERP followed in the organisation
KA9.
Product/service pricing policy
KA10. terms and conditions associated with the sale of company products
The individual on the job needs to know and understand:
KB1.
semiconductor design, products, functionalities and specifications
KB2.
companys products/service offerings
KB3.
how to communicate with customers in order to put them at ease
KB4.
basic electronics of system hardware
KB5.
behavioural aspects and etiquette to be followed at customers interaction
KB6.
in depth product knowledge on the semiconductor design service/products
11

ELE/N1102

Offer solutions to customer

KB7.
KB8.
KB9.
KB10.
KB11.
KB12.
KB13.
KB14.
KB15.

handled
price, delivery time, after sales service details of semiconductor device
Semiconductor industry, trends
semiconductor product value chain
different type of selling and promotional methods
relevant reference sheets, manuals and documents to be used at work
internal process system and their usage
computer operation and analyse data in Microsoft Excel tool
different models of after sales support provided by the company
different types of customer and the after sales support provided to them

Skills (S)
A. Core Skills/
Generic Skills

Reading and writing skills

The individual on the job needs to know and understand how to:
SA1.
read the customer information from the database
SA2.
read text manuals regarding the hardware equipment issues
SA3.
record the customer query details in the query log
Teamwork and multitasking
The user/individual on the job needs to know and understand how:
SA4.
to share work load as required
SA5.
to achieve the targets given on number of calls and closure

B. Professional Skills

Interpersonal skills
The individual on the job needs to know and understand how to:
SB1.
develop a rapport with customers
SB2.
listen carefully and interpret their requirement
SB3.
suggest customer on possible solutions
Communication skills
The individual on the job needs to know and understand how to:
SB4.
seek inputs at assess the problems
SB5.
put the customer at ease and suggest solutions
SB6.
communicate in English and local language
Telephone conversation skills
The individual on the job needs to know and understand:
SB7.
significance of following telephone etiquette while interacting with
customers
SB8.
importance of being patient and courteous with all types of customers
SB9.
being polite and courteous under all circumstances
Selling skills
The user/individual on the job needs to know and understand how:
SB10. to negotiate with client and ensure profit on each transaction
SB11. to satisfy the customer on their purchase decision
12

ELE/N1102

Offer solutions to customer

Interpreting skills
The user/individual on the job needs to know and understand how:
SB12. to ask relevant questions to understand client requirement on hardware
equipment
SB13. interpret the concerns and provide possible solutions to the customer

13

ELE/N1102

Offer solutions to customer

NOS Version Control

NOS Code
Credits(NVEQF/NVQF/NSQF)
TBD
[OPTIONAL]
Industry
Electronics
Semiconductor and
Industry Sub-sector
Active components

ELE/N1102
Version number

1.0

Drafted on

10/03/14

Last reviewed on

24/03/14

Next review date

24/03/15

14

ELE/N9909
Coordinate with colleagues and co-workers
--------------------------------------------------------------------------------------------------------------------

Overview
This unit is about the individuals level of communication with colleagues and other
departments within the organisation. It determines the ability to work as a team member to
achieve the required deliverables on schedule.
15

ELE/N9909

National Occupational Standard

Unit Code
Unit Title
(Task)
Description
Scope

Coordinate with colleagues and co-workers

ELE/N9909
Coordinate with colleagues
This OS unit is about communicating with colleagues and seniors in order to achieve
smooth work flow
This unit/ task covers the following:

Interact with supervisor or superior

Coordinate with colleagues

Performance Criteria(PC) w.r.t. the Scope

Element

Performance Criteria

Interacting with
supervisor

To be competent, the user/ individual must be able to:

PC1.
understand and assess work requirements
PC2.
understand the targets and incentives
PC3.
understand new operating procedures and constraints
PC4.
report problems in the field
PC5.
resolve personnel issues
PC6.
receive feedback on work standards and customer satisfaction
PC7.
communicate any potential hazards at a particular location
PC8.
meet given targets
PC9.
deliver work of expected quality despite constraints
PC10. receive positive feedback on behaviour and attitude shown during
interaction

Coordinating with
colleagues

To be competent, the user/ individual must be able to:

PC11. interact with colleagues from different functions and understand the nature
of their work
PC12. receive spares from tool room or stores; deposit faulty modules and tools to
stores
PC13. pass on customer complaints to colleagues in a respective geographical area
PC14. assist colleagues with resolving field problems
PC15. resolve conflicts and achieve smooth workflow
PC16. follow the company policy during cross functional interaction

Knowledge and Understanding (K)

A. Organizational
Context
(Knowledge of the
company /
organization and
its processes)

The individual on the job needs to know and understand:

KA1.
companys policies on: incentives, delivery standards, and personnel
management
KA2.
importance of the individuals role in the workflow
KA3.
reporting structure

16

ELE/N9909
B. Technical
Knowledge

Coordinate with colleagues and co-workers

The individual on the job needs to know and understand:
KB1.
how to communicate effectively
KB2.
how to build team coordination

Skills (S) [Optional]

A. Core Skills/
Generic Skills
B. Professional Skills

Teamwork and multitasking

The individual on the job needs to know and understand how:
SA1.
to deliver product to next work process on time
Decision making
The individual on the job needs to know and understand:
SB1.
how to report potential areas of disruptions to work process
SB2.
when to report to supervisor and when to deal with a colleague depending
on the type of concern
Reflective thinking
The individual on the job needs to know and understand:
SB3.
how to improve work process
Critical thinking
The individual on the job needs to know and understand:
SB4.
how to spot process disruptions and delays

17

ELE/N9909

Coordinate with colleagues and co-workers

NOS Version Control

NOS Code
Credits(NVEQF/NVQF/NSQF)
TBD
[OPTIONAL]
Industry
Electronics
Industry Sub-sector
IT Hardware

ELE/N9909
Version number

1.0

Drafted on
Last reviewed on

10/03/14
24/03/14

Next review date

24/03/15

18

Qualifications Pack For Business Development Executive

Definitions

Keywords /Terms
Sector

Sub-sector
Occupation
Function

Sub-function
Job role
Occupational Standards
(OS)

Performance Criteria
National Occupational
Standards (OS)
Qualifications Pack (QP)

Unit Code
Unit Title
Description

Scope

Knowledge and
Understanding
Organisational Context

Technical Knowledge

Description
Sector is a conglomeration of different business operations having similar
business and interests. It may also be defined as a distinct subset of the
economy whose components share similar characteristics and interests.
Sub-sector is derived from a further breakdown based on the
characteristics and interests of its components.
Occupation is a set of job roles, which perform similar/ related set of
functions in an industry.
Function is an activity necessary for achieving the key purpose of the
sector, occupation, or an area of work, which can be carried out by a
person or a group of persons. Functions are identified through functional
analysis and form the basis of OS.
Sub-functions are sub-activities essential to fulfil the achieving the
objectives of the function.
Job role defines a unique set of functions that together form a unique
employment opportunity in an organisation.
OS specify the standards of performance an individual must achieve
when carrying out a function in the workplace, together with the
knowledge and understanding they need to meet that standard
consistently. Occupational Standards are applicable both in the Indian
and global contexts.
Performance criteria are statements that together specify the standard of
performance required when carrying out a task.
NOS are occupational standards which apply uniquely in the Indian
context.
QP comprises the set of OS, together with the educational, training and
other criteria required to perform a job role. A QP is assigned a unique
qualifications pack code.
Unit code is a unique identifier for an Occupational Standard, which is
denoted by an N
Unit title gives a clear overall statement about what the incumbent
should be able to do.
Description gives a short summary of the unit content. This would be
helpful to anyone searching on a database to verify that this is the
appropriate OS they are looking for.
Scope is a set of statements specifying the range of variables that an
individual may have to deal with in carrying out the function which have
a critical impact on quality of performance required.
Knowledge and understanding are statements which together specify the
technical, generic, professional and organisational specific knowledge
that an individual needs in order to perform to the required standard.
Organisational context includes the way the organisation is structured
and how it operates, including the extent of operative knowledge
managers have of their relevant areas of responsibility.
Technical knowledge is the specific knowledge needed to accomplish 19
specific designated responsibilities.

Core Skills/ Generic

Skills

Acronyms

Keywords /Terms

Qualifications Pack For Business Development Executive

Core skills or generic skills are a group of skills that are the key to learning
and working in todays world. These skills are typically needed in any
work environment in todays world. These skills are typically needed in
any work environment. In the context of the OS, these include
communication related skills that are applicable to most job roles.
Description

NOS

National Occupational Standard(s)

NVQF

National Vocational Qualifications Framework

NSQF

National Qualifications Framework

NVEQF

National Vocational Education Qualifications Framework

QP

Qualifications Pack

20

Qualifications Pack For Business Development Executive

Annexure
Nomenclature for QP and NOS
Qualifications Pack
9 characters

[ABC]/ Q 0101

[Insert 3 letter codes for SSC]

QP number (2 numbers)

Q denoting Qualifications Pack

Occupation (2 numbers)

Occupational Standard

An example of NOS with N

9 characters

[ABC] /N0101

[Insert 3 letter code for SSC]

OS number (2 numbers)

N denoting National Occupational Standard

Occupation (2 numbers)

Back to top

21

Qualifications Pack For Business Development Executive

The following acronyms/codes have been used in the nomenclature above:
Range of Occupation
numbers

Sub-sector
Passive Components

01 - 10

Semiconductors

11 - 20

PCB Manufacturing

21 - 30

Consumer Electronics

31 - 40

IT Hardware

41 - 50

PCB Assembly

51 - 55

Solar Electronics

56 - 60

Strategic Electronics

61 - 65

Automotive Electronics

66 - 70

Industrial Electronics

71 - 75

Medical Electronics

76 - 80

Communication Electronics

81 - 85

PCB Design

86 - 90

LED

91 - 95

Sequence

Description

Example

Three letters
Slash

Industry name
/

ELE
/

Next letter

Whether QP or NOS

Next two numbers

Occupation code

01

Next two numbers

OS number

01

22