1. H-CARE: “Launching of Sector Skills Alliance for Training & Apprenticeship of Health Care and Food Supplements Salespersons” 540170-LLP-1-2013-1-TR-LEONARDO-LMP TITLE: OCCUPATIONAL PROFILE Presented by: NAVET, Bulgaria

2. National Agency for Vocational Education and Training BULGARIA a partner in the project

3. OCCUPATIONAL PROFILE OF SALESPERSONS, WITH SPECIALITIES:  “TRADE WITH ASSISTIVE TECHNOLOGIES” AND  “TRADE WITH FOOD SUPPLEMENTS”

4. 1. Level in the National Qualification Framework (NQF), European Qualification Framework (EQF) EQF levelsNQF levels - Level 0 – Preparatory level; Preschool education Level 1 Level 1 – Initial stage primary education Level 2 Level 2 – Primary education; First degree of vocational qualification Level 3 Level 3 – Second degree of vocational qualification Level 4 Level 4 – Secondary education; Third degree of vocational qualification Speciality „Trade with assistive technologies“ Speciality „Trade with food supplements“ Level 5 Level 5 – Fourth degree of vocational qualification Level 6 Level 6А – Higher education: educational and qualification degree “Professional Bachelor" Level 6B – Higher education: educational and qualification degree “Bachelor" Level 7 Level 7 – Higher education: educational and qualification degree “Master" Leve l8 Level 8 – Higher education: educational and qualification degree “PhD”

5. secondary education 2. Minimum entrance educational and qualification requirements

6. Occupations (professions), which refer to the groups of:  5223-2001 Salesperson  5223-2002 Sales Assistant  5221-3001 Sales Manager  5221-3003 Small Shop Owner  others 3. Professional development

7.  The „Salesperson of assistive technologies and food supplements“ is a qualified specialist who intermediates between companies and clients in caring out the process of sale, he also cooperates for building up merchant business connections including internet connections.  The basic work activities are:  Work with clients, including people with diverse disabilities;  Work with merchant documentation (financial and accounting documents, guidelines for use and storage and etc.);  Work with information and communications technologies.  The sales person (consultant) has to be able to organize and manage his workplace according to his basic work activities, to carry out sales and do individual consultation regarding to the needs of his clients.  In relation with the specifics of the products that he offers, he has to know and recognize the different types of disabilities. The sales person (consultant) implements effective communication with the clients including people with different disabilities.  He offers products and assistive technologies in accordance with the needs of the clients and presents to the client current information for safe exploitation and use of the assistive technologies, consistent with the relevant disabilities 4. Basic work activities

8.  The sales person (consultant) specialized in food supplements has to know the variety of food supplements, to recognize the risk situations in the process of implementing his work activities and to follow the rules of healthy and safe working conditions and the requirements for environmental protection.  The sales person (consultant) knows and stores the merchandise in order to preserve its characteristics and qualities. He fills in financial-accounting documents in connection with the flow of documents in the company.  The sales person (consultant) who carries out e-sales, has to know the basic requirements for internet sales. He profiles the clients based on criteria for distribution and organizing deliveries and deliverers, rationally uses the online payment systems and is capable to use devices and programs from the particular computer system.  The sales person (consultant) works in close cooperation with other departments and teams like accounting, marketing.

9. The basic responsibilities of the sales person (consultant) include: o identifying and meeting clients’ needs o presenting current information for the offered products o ability to apply different techniques for sales o offering individual service to the clients o developing and maintaining clients’ trust o working with documentation related to the sales o regularly updates his knowledge for the offered products, and improves and develops his personal competences o deal with clients’ orders under the preliminary developed schedule 5. Responsibilities in caring out work activities

10.  He has to be precise and achieve quality work. As part of working team, must set up good relationships; be correct and loyal with the company and clients. It is necessary to refresh his knowledge for the products, to improve and develop the techniques for sales of assistive technologies and food supplements.  The sales person (consultant) takes preliminary measures for health prevention of the client keeping in mind the specifics of the assistive technical devices for the people with disabilities.

11.  The sales person (consultant) works in accordance with the labor legislation. If necessary he consults the client out of the company’s premises.  He can practice his profession as employee or self-employed person. As his work is also with clients with different disabilities, it is necessary to passes excellent interpersonal skills, skills for dealing with problems, for solving problems in due time, to prevent conflicts. When working he has to build trust in the clients, must communicate effectively, and present clearly and precisely the required information for the product. 6. Features of the working conditions

12.  The sales person (consultant) works in enclosed spaces, mainly in premises – commercial outlets, purposed for sales of assistive technologies and commerce with food supplements.  All the necessary materials assuring quality sale service should be available – current information from catalogues from companies manufacturers and importers of the products, reference literature, computer with internet, cash machine, commercial documentation - financial-accounting documents and etc. The respective programs from the computer system in use are required for e- commerce. 7. Equipment, materials and instruments

13.  In accordance with the specifics of the work, consulting clients and achieving effective sales, it is better if the sales person (consultant) does not passes any speech and language, visual and hearing impairments. 8. Requirements for the occupational profile, defined in lows and regulations (health, aptitude and etc.) 9. Knowledge, skills and competences  Application 1 – Table with learning outcomes in the 9 modules: http://healthcaresales.eu/elearning/upload_/files/knowledge%2Cskills%2Ccompetences. docx

14.  1. Health Care Introduction & Health prevention recommendations  2. EU and National legislative framework  3. Trading with medical devices and assistive technologies  4. Trading with food supplements  5. Communication & Work with disabled customers  6. Sales management skills  7. Entrepreneurship skills  8. E-commerce  9. Internship Training Modules

15. The proposal for adding the two new specialities in the List of Professions for Vocational Education and Training (NAVET) in Bulgaria is sent to National Agency for Vocational Education and Training by the Ministry of Economy. The specialities will be in the profession 341 “Vendor Consultant”:  Trade with assistive technologies  Trade with food supplements Adding the two new specialities in the LPVET The proposal is supported both by the Expert Commission "Healthcare and sport" and the Managing Board in NAVET. The proposal is waiting to be approved by the Minister of Education and Science. After that NAVET will undertake the development of State Educational Requirement (standard) for the specialities.

16. THANK YOU FOR YOUR ATTENTION!