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Elements and Performance Criteria

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

interpersonal communication skills including

building relationships with business customers

dispute resolution

analytical and research skills

project and contract management skills

determine appropriate support for promotional and merchandising activities

create guidelines for approving and implementing special deals

time management

literacy and numerical skills in regard to

documenting plans and decisions

reading and interpreting information

financial and budget planning

establishing confirming and reviewing trading terms

developing and amending contracts according to business procedures and legal requirements

The following knowledge must be assessed as part of this unit

use and maintenance of standard business technology

configuration of management systems

public and private sector purchasing and procurement guidelines and rules

relevant commercial law and legislation including

law of contract

trade practice law

business policy and procedures in relation to

sale and supply of products and services

quality assurance and control

approval processes

negotiating contracts and trading terms

dealing with internal and external groups and teams

principles and techniques in negotiation

features and advantages of a contractual relationship

elements that make a successful business partnership or relationship

internal and external management systems

competitor activities

information sources on product and supply arrangements for customers

OHS aspects of job

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

actively negotiates and finalises legally binding contractual agreements with a range of business customers according to company policy

identifies and understands business targets and strategic goals

manages business contacts and trading terms to achieve agreed business targets and strategic outcomes

demonstrates a high level of ethical and personal integrity in conduct of negotiations and management of contractual 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 portfolio 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.

Business policy and procedures in relation to:	sale and supply of products and services quality assurance and control interaction with clients and customers approval processes negotiating contracts and trading terms.

Promotional and merchandising activities may vary to accommodate variations in:	demographics economics competition social and cultural factors political influences legal factors natural factors technology.

Sales and distribution arrangements may include:	delivery of products provision of services maintenance and support agreements leasing agreements and consultancies research and development.

Supply arrangements may relate to:	quality quantity coverage and content time schedules cost.

Relevant staff may include:	internal or external contacts employees supervisors relevant managers.

Negotiation issues may include:	contract variations, including ability to vary or modify targets, processes and clauses innovations modification and amendment rights scope.

Business customers may include:	commercial enterprises public agencies or organisations governments community and not-for-profit organisations internal business units and divisions.

Contractual arrangements may include:	letters of appointment or intent external contracts trade partners verbal and written orders purchase order petty cash memorandums of understanding or memorandums of agreement in-house service level agreements contracts common-use arrangements or standing offers contracts as detailed under the Trade Practices Act non-compliance consequences.