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Elements and Performance Criteria

Work with other businesses to maximise their success.
Develop management systems that support business relationships.
Provide forecast information to other businesses.
- 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.
Improve business and customer outcomes.
Expand business relationships.

Required Skills

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

building relationships with business customers

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

Evidence Required

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 TrainingPackage

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

thirdparty 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

Range Statement


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.