Assessor Resource

SIRXCCS004A
Develop business to business relationships

Assessment tool

Version 1.0
Issue Date: March 2024


This unit reinforces ways to work with business customers to develop sustainable and beneficial business relationships, including recognising positive opportunities for other businesses, analysing competitors activities, implementing systems and strategies that support business partnerships, and integrating business relationships with business and strategic goals.

This unit describes the performance outcomes, skills and knowledge required to enhance business relationships that will deliver wholesale businesses outcomes.

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)

Prerequisites

Nil


Employability Skills

The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements.




Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

documentary evidence of consultative and liaison processes with business partners

development of sustainable and beneficial business relationships

integration of business relationships with business and strategic goals and targets

integration of business plans and targets between business partners

systems developed to manage and monitor business relationships

feedback and communication systems used to source business and customer satisfaction with business partnerships or relationships

anticipation of and responsiveness to changes affecting business relationships.

Context of and specific resources for assessment

Assessment must ensure access to:

a workplace sales environment

relevant documentation, such as:

business policy and procedures

information on the internal and external operating environment

a range of business customers with different requirements.

Methods of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

observation of performance in the workplace

third-party reports from a supervisor

customer feedback

review of portfolios of evidence

written or verbal questioning to assess knowledge and understanding.

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Assessing employability skills

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.


Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)


Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

This section describes the essential skills and knowledge and their level, required for this unit.

The following skills must be assessed as part of this unit:

analysing, evaluating, forecasting and modelling

time management

interpersonal communication skills, including:

consultation

building relationships with business customers

presentation

literacy and numerical skills in regard to:

documenting plans and decisions

reading and interpreting information

assisting customer businesses to prepare enhanced comparative brand, market and sales positions

financial and budget planning.

The following knowledge must be assessed as part of this unit:

use and maintenance of standard business technology

configuration of management systems

planning techniques

features and advantages of a secure business relationship

elements that make a successful business partnership or relationship

internal and external management systems

quality concepts and practices

internal and external operating environment

dealing with internal and external groups and teams

information sources on product and supply arrangements for customers

business policy and procedures affecting job role or function

competitor activity

OHS aspects of job

relevant legislation.

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording in the performance criteria is detailed below.

Development of strategies may include:

consultation with key stakeholders

budget allocation

procurement processes

approval processes

drawing up of contractual arrangements.

Merchandise plans may include provision of:

posters and banners

invitations and brochures

news and magazine advertisements

point-of-sale units

interior and exterior signage

display point props

merchandising manual.

Brand may encompass:

product brands

company brands

supplier brands

registered trade marks

registered brands

intellectual property.

Benefits sold to a business partner may include:

market share

price

quality

volume of sales

presentation or merchandising of the product

associated sales

associated promotions

promotional tie-ins or co-location.

Systems may include:

strategic relationships

value-add activities

supply chain efficiency

distribution agreements

information systems

data sharing and exchange

personnel training.

Needs may include

functions

products

philosophies

practices

strategies

values and approach.

Business plans may include:

sales

marketing

strategic

business

purchasing and procurement

disposal

human resources

public relations

contingency

risk management

environmental.

Opportunities to build business partnerships may include:

participating in forums

participating in industry training

attending workshops

becoming a member of a network.

Company policy regarding:

sale of products and services

information and communications management

client relationship management

quality assurance and compliance procedures.

Legislative requirements may include:

Trade Practices Act

environmental protection legislation

OHS requirements

transport, storage and handling of goods

pricing procedures, including GST requirements

privacy laws

sale of second-hand goods.

Business relationships and management systems may be influenced by:

due diligence requirements

value for money

risk sharing

market position

planning cycles and timing

cost and price analysis

terms and conditions agreed

intellectual property and technology rights

value management

continuous improvement

supply chain management

infrastructural and capital outlay requirements

organisational systems integration and compatibility.

Information on forecasts and competitor activities may collected by:

database or internet searches

modelling

telephone

fax

mail

verbal meetings.

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Detail the role of business to business relationships in market success. 
Analyse business opportunities for other businesses. 
Develop strategies for building business partnerships. 
Measure and report success of business customers within working relationships (e.g. sales increase, market share). 
Prepare merchandise plans for other businesses to enhance brand and product sales. 
Confirm potential to build mutual benefits in short-term and long-term relationships. 
Implement opportunities for parallel planning. 
Construct systems that support relationships with business customers to offer an integrated service that promotes mutual benefit. 
Consider specific needs of business partners when constructing wholesale business plans. 
Secure opportunities to build business partnerships. 
Provide information to business customers to assist in building mutual business outcomes. 
Provide forecasts affecting business customer outcomes to partners in a timely manner according to company policy and legislative requirements. 
Promote a focus on business customers and end consumers through internal management systems and practices. 
Establish quality assurance and compliance procedures to qualify and quantify business customer needs (businesses that may be suppliers, distributors, consumers, etc.). 
Guide standards of quality by judgements on business customer service needs and expectations. 
Anticipate future business customer needs and factor into management activities. 
Scan external environment to determine likely trends and changes affecting business relationships and management systems. 
Evaluate competitor activities and determine significant impact on business relationships. 
Evaluate information on forecasts and competitor activities likely to affect business relationships. 
Devise actions in response to significant changes that affect business relationships and management systems. 

Forms

Assessment Cover Sheet

SIRXCCS004A - Develop business to business relationships
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

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Assessment Record Sheet

SIRXCCS004A - Develop business to business relationships

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: