Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

CPPDSM4078A Mapping and Delivery Guide
Sell rural property by tender

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency CPPDSM4078A - Sell rural property by tender
Description This unit of competency specifies the outcomes required to conduct the sale of rural property by tender. It includes preparing for the sale of rural property by tender, receiving tenders, completing the sale of property and negotiating with tenderers if received tenders are unacceptable to the seller.The unit may form part of the licensing requirements for persons engaged in stock and station agency activities in those States and Territories where these are regulated activities.
Employability Skills The required outcomes described in this unit of competency contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit of competency is packaged, will assist in identifying employability skills requirements.
Learning Outcomes and Application This unit of competency supports the work of licensed stock and station agents and stock and station representatives or certificate holders involved in preparing and conducting sales of rural property by tender.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
Competency Field Stock and station agency
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities 		Slides
PPT 		Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Prepare for sale by tender.
  • Agreement to sell rural property by tender is obtained from seller in line with agency practice and legislative requirements.
  • Tender details are established to enable preparation of tender documentation in line with agency practice and legislative requirements.
  • Assisting professionals are instructed to prepare tender documentation in line with agency practice and legislative requirements.
  • Assisting professionals are followed up in a timely manner to ensure prompt delivery of tender documentation.
  • Property promotion and advertising are implemented consistent with seller instructions, agreed marketing plan and agency practice.
  • Advertising schedule and advertisement copy are prepared in line with agreed budget, marketing plan, agency practice and legislative requirements.
  • Advertising schedule, advertisement copy and promotional material are reviewed for accuracy, quality, cost effectiveness and impact.
  • Placement of advertising and development of promotional material are coordinated to ensure maximum impact.
       
Element: Receive tenders and complete sale of rural property.
  • Tenders are received and placed in a locked container to maintain confidentiality until closing date in line with agency practice.
  • Progress on receipt of tenders is advised to seller on a regular basis.
  • Tenders are made available to seller after closing date so that a decision can be taken on success or otherwise of the process.
  • Successful tenderer is promptly advised so that contract can be signed.
  • Negotiations are conducted in a professional manner with tenderers in line with seller instructions, agency practice and legislative requirements.
  • Sales documentation is completed and deposit taken at conclusion of process to evidence seller's and buyer's respective obligations.
  • Successful outcome of process is advised to assisting professionals by sending exchanged contracts in a timely manner.
  • Deposit is processed promptly in line with contract, legislative requirements and agency practice.
  • Special contract conditions are followed up to facilitate settlement within contract parameters.
       
Element: Negotiate with tenderers if tenders received are unacceptable to seller.
  • Negotiations with all or selected tenderers are commenced if tenders are unacceptable to seller in line with seller instructions, agency practice and legislative requirements.
  • Effective negotiation techniques are used to persuade and reach agreement between seller and buyer.
  • Alternative offers are discussed and their viability assessed.
  • Effective techniquesare used for dealing with conflict and breaking deadlocks, where required, in line with agency practice, ethical standards and legislative requirements.
  • Effective techniques are used for closing sale in line with agency practice, ethical standards and legislative 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.

Overview of assessment

This unit of competency could be assessed through practical demonstration of preparing and conducting a sale of rural property by tender. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence. The demonstration and questioning would include collecting evidence of the candidate's 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:

arranging and conducting property inspections for potential buyers

completing standard and statutory documentation associated with the sale by tender of rural property in line with legislative requirements and agency practice

knowledge of agency practice, ethical standards and legislative requirements affecting the tendering of rural property

knowledge of consumer protection principles that impact on the sale of rural property by tender

maintaining agency records associated with the sale of rural property by tender

maintaining communications with sellers throughout the tender process

negotiating the sale of rural property if tenders are unacceptable to the seller, in line with seller instructions, agency practice and legislative requirements.

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 and/or 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 person's 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 (RCC/RPL), 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 project-based 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.

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, 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.

Required skills:

ability to communicate with and relate to people from a range of social, economic and cultural backgrounds and with varying physical and mental abilities

analytical skills to interpret documents such as legislation, regulations, contracts and requests for tender

application of risk management strategies associated with selling rural property by tender

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

literacy skills to access and interpret a variety of texts, including legislation, regulations and tender documentation; prepare general information, papers, formal and informal letters, advertisements, reports and applications; and complete standard tender forms

negotiation skills to assist sellers and buyers reach agreement on selling price of rural property

numeracy skills to calculate and interpret data such as commissions and entitlements

planning, organising and scheduling skills to undertake work-related tasks such as scheduling tender dates

research skills to identify and source documents and information related to sale of rural property by tender.

Required knowledge and understanding:

consumer protection principles that impact on the sale of property, including:

false representation and misleading conduct in relation to the sale of land

impact of consumer protection legislation on contracts

insurance provisions

penalties and remedies for breaches

protection offered for consumers

rights and obligations of agents

secret commissions

contracts

ethical and conduct standards

general legal principles that impact on property law relating to the sale of property by tender, including:

adverse possession

contracts

easements

fee simple and life estates

general law system and the Torrens system of title

mortgages

real and personal property

restrictive covenants

types of interest in land

insurance

marketing aids

negotiation techniques

property inspections

property knowledge, including:

cropping properties: yields, seasons, types of crops, soils, facilities such as grain storage and transport, diseases and rotational cropping

dairies: quotas, breeds, lactation, dairy layout and equipment and conversion factors, such as dairy set up, herd, access and distance to market

general: local market conditions, trends in sector and industry, land titles, geophysical and topographical characteristics, carrying capacity and local land characteristics

grazing properties: dry sheep equivalent (DSE)/carrying capacity, pastures, soil types and breeds

irrigated properties: water licence availability, soil types, topography, and types of reticulation, such as flood, drip, direct or row cropping

water

relevant federal and state or territory legislation and local government regulations related to:

animal health

anti-discrimination

aquaculture

consumer protection

crown land

environmental issues

equal employment opportunity (EEO)

financial probity

franchises and business structure

industrial relations

livestock

native title

OHS

privacy

rural property sales

taxation

water rights

sale by tender, including:

advantages and disadvantages

after-sales procedures

agency and statutory documentation

identifying suitable properties for sale by tender

negotiation procedures for when tender is unacceptable

role of stock and station agent in the tender process

techniques for identifying needs and motivations of buyers.

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. Add any essential operating conditions that may be present with training and assessment depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts.

Rural property may refer to:

acreage

commercial

farm, including:

aquaculture

cropping

dairy

grazing

horticulture

mixed uses

olive

orchard

trees

viticulture

hobby farms

residential

specialist property.

Legislative requirements may include:

relevant federal and state or territory legislation and local government regulations related to:

animal health

anti-discrimination

aquaculture

consumer protection

crown land

environmental issues

EEO

financial probity

franchises and business structure

industrial relations

livestock

native title

OHS

pastoral leases

privacy

rural property sales

taxation

water rights.

Tender details may include:

address for lodgement of tender documentation

agency contact details

closing date and time

copy of contract of sale

fees associated with tender

name of agency

specifications of property

tender rules

withdrawal of tenders.

Tender documentation may include:

contracts

contract inclusions, such as pasturing livestock, clearing timber and verifying equipment specifications

lodgement details

property specifications

tender rules.

Assisting professionals may include:

conveyancers

solicitors.

Property promotion and advertising may include:

advertising in all forms of media

brochures

direct mailing to client base and mailing list contacts

interactive displays

internet

networking with contacts

telemarketing

window displays

word of mouth.

Sales documentation may include:

contract inclusions

contract of sale, contract note and contract for the sale of businesses

declaration of selling agent

financial statement to buyer

receipt for deposit

special conditions, including insurance, natural increases, timber, crops, water licences, permissive occupancy, possession prior to completion or depasturing

vendor's statement and trading statement.

Effective negotiation techniques may include:

analytical skills

listening techniques

non-verbal communication skills

personal attributes

presentation techniques

questioning techniques

speaking skills.

Effective techniques for dealing with conflict and breaking deadlocks may include:

calling in a third party

clarifying the positions of both parties

deferring the decision

preparing a compromise

restating the position

summarising the progress to date.

Effective techniques for closing sale may include:

alternate option close

assumption close

competition close

customer close

deal or concession close

direct close

indirect close

summary-of-benefits close

time-driven close.

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
Agreement to sell rural property by tender is obtained from seller in line with agency practice and legislative requirements. 
Tender details are established to enable preparation of tender documentation in line with agency practice and legislative requirements. 
Assisting professionals are instructed to prepare tender documentation in line with agency practice and legislative requirements. 
Assisting professionals are followed up in a timely manner to ensure prompt delivery of tender documentation. 
Property promotion and advertising are implemented consistent with seller instructions, agreed marketing plan and agency practice. 
Advertising schedule and advertisement copy are prepared in line with agreed budget, marketing plan, agency practice and legislative requirements. 
Advertising schedule, advertisement copy and promotional material are reviewed for accuracy, quality, cost effectiveness and impact. 
Placement of advertising and development of promotional material are coordinated to ensure maximum impact. 
Tenders are received and placed in a locked container to maintain confidentiality until closing date in line with agency practice. 
Progress on receipt of tenders is advised to seller on a regular basis. 
Tenders are made available to seller after closing date so that a decision can be taken on success or otherwise of the process. 
Successful tenderer is promptly advised so that contract can be signed. 
Negotiations are conducted in a professional manner with tenderers in line with seller instructions, agency practice and legislative requirements. 
Sales documentation is completed and deposit taken at conclusion of process to evidence seller's and buyer's respective obligations. 
Successful outcome of process is advised to assisting professionals by sending exchanged contracts in a timely manner. 
Deposit is processed promptly in line with contract, legislative requirements and agency practice. 
Special contract conditions are followed up to facilitate settlement within contract parameters. 
Negotiations with all or selected tenderers are commenced if tenders are unacceptable to seller in line with seller instructions, agency practice and legislative requirements. 
Effective negotiation techniques are used to persuade and reach agreement between seller and buyer. 
Alternative offers are discussed and their viability assessed. 
Effective techniquesare used for dealing with conflict and breaking deadlocks, where required, in line with agency practice, ethical standards and legislative requirements. 
Effective techniques are used for closing sale in line with agency practice, ethical standards and legislative requirements. 

Forms

Assessment Cover Sheet

CPPDSM4078A - Sell rural property by tender
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

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

CPPDSM4078A - Sell rural property by tender

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: