Required skills

communication and interpersonal skills to

build relationships with business customers

consult and negotiate

make presentations

resolve disputes

literacy and numeracy skills to

develop and amend contracts according to business procedures and legal requirements develop guidelines for approving and implementing special deals

document plans and decisions

establish confirm and review trading terms

read and interpret information

undertake financial and budget planning

planning and organising skills to

establish procedures and policies

complete contract reviews

conclude business contracts

monitor contract performance

project and contract management skills

technical skills to design promotional and merchandising activities

Required knowledge

business policy and procedures in relation to

approval processes

dealing with internal and external groups and teams

negotiating contracts and trading terms

quality assurance and control

selling and supplying products and services

using and maintaining standard business technology

competitor activities

configuration of management systems

elements that make a successful business partnership or relationship

features and advantages of a contractual relationship

information sources on product and supply arrangements for customers

internal and external management systems

work health and safety WHS aspects of job

principles and techniques in negotiation

public and private sector purchasing and procurement guidelines and rules

relevant commercial law and legislation including

law of contract

Australian consumer law relating to the retail industry

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

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 retail work 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

Method 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

Guidance information for assessment

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

Business policy and proceduresin relation to:

Promotional and merchandising activities may vary to accommodate variationsin:

Sales and distribution arrangements may include:

Supply arrangements may relate to:

Relevant staff may include:

Negotiationissuesmay include:

Business customers may include:

Expert advicemay be sought from a range of professionals, including:

Contractual arrangements may include: