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

Required skills

ability to communicate with and relate to a range of people from diverse social economic and cultural backgrounds and with varying physical and mental abilities on matters associated with the marketing and sale of industrial commercial and retail properties

analytical skills to interpret documents such as contracts legislation and regulations

application of risk management strategies associated with the marketing and sale of industrial commercial and retail properties

computing skills to access agency databases send and receive emails and complete standard forms online

decision making and problem solving skills to analyse situations and make decisions consistent with legislative and ethical requirements associated with the marketing and sale of industrial commercial and retail properties

literacy skills to access and interpret a variety of texts including legislation regulations and contracts prepare general information papers formal and informal letters reports and applications and complete standard and statutory forms

negotiation skills to assist sellers and buyers to reach agreement on price and conditions of sale of industrial commercial and retail properties

numeracy skills to perform calculations associated with the marketing and sale of industrial commercial and retail properties

planning organising and scheduling skills to make appointments with sellers and buyers in the process of marketing and selling industrial commercial and retail properties

research skills to identify and locate documents and information relating to the sale of industrial commercial and retail properties

Required knowledge and understanding

agency and statutory listing documentation

agency fees and conditions

agency disbursements including

authorisations signatures and identifications that must be obtained prior to disbursement

calculation and protection of agency fees during disbursement activities

documentation for agency disbursements

financial transactions that take place at settlement

contracts for sale of property including

chattels and fixtures

contract requirements for special circumstances

defects in property

defects in title

effect of acceptance of title

implied matters in contracts for sale of property

prescribed or permitted forms

requisitions on title

special conditions

deposit funds

ethical and conduct standards

general legal principles that impact on property law relating to the sale of industrial commercial and retail properties

customer relations policies

insurance

market conditions and forces

marketing aids

marketing activities including

advertising including print and electronic media

agency property guide

brochures

direct marketing

businesstobusiness marketing

inspections

mailouts

networking

signboards

seminars

targeting markets by service type

internet and online advertising including web pages virtual tours and online directories

marketing materials

marketing plan

marketing strategies for

businesses

commercial properties

industrial properties

retail properties

methods of sale including

auction

expression of interest

off the plan

private treaty

reverse auction

set sale

specialised properties

tender

negotiation techniques

property types for

commercial properties

industrial properties

retail properties

specialist business properties such as marinas hotels open space resorts and caravan parks

property appraisal methods

relevant federal and state or territory legislation and local government regulations relating to

antidiscrimination and equal employment opportunity

antimoney laundering

consumer protection

employment

environmental issues

financial services

franchises and business structure

industrial relations

leases

OHS

privacy

property sales and management

trade practices

risks and risk management strategies

settlement of sale of industrial commercial and retail properties

trust accounting in sale of industrial commercial and retail properties

Overview of assessment

This unit of competency could be assessed through practical demonstration of developing and implementing a marketing and sales strategy for the sale of industrial commercial and retail properties Targeted written including alternative formats where necessary or verbal questioning to assess the candidates underpinning knowledge would provide additional supporting evidence of competence The demonstration and questioning would include collecting evidence of the candidates knowledge and application of ethical standards and relevant federal and state or territory legislation and regulations This assessment may be carried out in a simulated or workplace environment

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

A person who demonstrates competency in this unit must be able to provide evidence of

completing standard and statutory documentation associated with the sale of industrial commercial and retail properties

developing a sales and marketing strategy in line with agency practice ethical standards and legislative requirements for the sale of industrial commercial and retail properties

establishing seller requirements with regard to the sale of industrial commercial and retail properties

knowledge of agency practice ethical standards and legislative requirements affecting the sale of industrial commercial and retail properties

maintaining communications with sellers and buyers throughout the marketing and sales process

managing the sale of industrial commercial and retail properties

monitoring the settlement of industrial commercial and retail properties

reviewing and reporting on the sales and marketing strategy for the sale of industrial commercial and retail properties

Context of and specific resources for assessment

Resource implications for assessment include

access to suitable simulated or real opportunities and resources to demonstrate competence

assessment instruments that may include personal planner and assessment record book

access to a registered provider of assessment services

Where applicable physical resources should include equipment modified for people with disabilities

Access must be provided to appropriate learning andor assessment support when required

Assessment processes and techniques must be culturally appropriate and appropriate to the language and literacy capacity of the candidate and the work being performed

Validity and sufficiency of evidence require that

competency will need to be demonstrated over a period of time reflecting the scope of the role and the practical requirements of the workplace

where the assessment is part of a structured learning experience the evidence collected must relate to a number of performances assessed at different points in time and separated by further learning and practice with a decision of competence only taken at the point when the assessor has complete confidence in the persons competence

all assessment that is part of a structured learning experience must include a combination of direct indirect and supplementary evidence

where assessment is for the purpose of recognition RCCRPL the evidence provided will need to be current and show that it represents competency demonstrated over a period of time

assessment can be through simulated projectbased activity and must include evidence relating to each of the elements in this unit

In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions and will reflect the requirements of the competency and the work being performed

Enquiries from sellers may be received through:

Property may include:

Appropriate rapport relates to use of techniques that:

Seller requirements may include:

Appropriate interpersonal communication skills may include:

Informationon property and property market may be collected from a range of sources such as:

Characteristics of potential buyers may include:

Marketing and sales objectives may relate to:

Activities may include:

Legislative requirements may include:

Method of sale may include:

Feedback may be obtained from:

Agency services may include: