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

SIRXCCS407 Mapping and Delivery Guide
Develop business to business relationship

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency SIRXCCS407 - Develop business to business relationship
Description This unit describes the performance outcomes, skills and knowledge required to enhance business relationships that will deliver outcomes to wholesale businesses.This unit covers ways to work with business customers to develop sustainable and beneficial business relationships, including recognising positive opportunities for other businesses, analysing competitor’s activities, implementing systems and strategies that support business partnerships, and integrating business relationships with business and strategic goals.
Employability Skills This unit contains employability skills.
Learning Outcomes and Application This unit applies to senior salespeople and supervisors who analyse competitor’s activities and implement systems and strategic goals to develop sustainable and beneficial business relationships and opportunities.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
Competency Field
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: Work with other businesses to maximise their success.
  • Detail the role of business-to-business relationships in market success.
  • Analyse business opportunities for other businesses.
  • Develop strategies for building business partnerships in line with standard organisational policies and procedures.
  • Measure and report benefits of business relationship to customers and potential customers.
  • Prepare merchandise plans for other businesses to enhance brand and product sales.
       
Element: Develop management systems that support business relationships.
  • Confirm potential to build mutual benefits in short-term and long-term relationships.
  • Implement opportunities for parallel planning between the organisation and the customer’s business.
  • Construct systems that support relationships with business customers to offer an integrated service that promotes mutual benefit.
  • Consider specific needs of business partners when constructing business plans.
  • Secure opportunities to build business partnerships in line with standard organisational policies and procedures.
       
Element: 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.
       
Element: Improve business and customer outcomes.
  • Report and promote a focus on business customers and end consumers through internal management systems and practices.
  • Establish and use quality assurance and compliance procedures to qualify and quantify business customer needs.
  • Use judgement to guide the standards of quality required to meet business customer service needs and expectations.
  • Anticipate future business customer needs and factor into management activities.
       
Element: Expand business relationships.
  • Scan external environment to determine likely trends and changes affecting business relationships and management systems.
  • Evaluate competitor activities and determine significant impact on business relationships.
  • Evaluate information on forecasts and competitor activities likely to affect business relationships.
  • Devise actions in response to significant changes that affect business relationships and management systems in line with organisational policies and procedures.
       


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, 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:

products documentary evidence of consultative and liaison processes with business partners

develops sustainable and beneficial business relationships

integrates business relationships with business and strategic goals and targets

integrates business plans and targets between business partners

develops systems to manage and monitor business relationships

uses feedback and communication systems to source business and customer satisfaction with business partnerships or relationships

anticipates and responds to changes affecting business 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

third-party reports from a supervisor

customer feedback

review of portfolios 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.


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.

Required skills

communication and interpersonal skills to:

communicate information and advice to customers

consult and build relationships with business customers

make presentations

literacy and numeracy skills to:

analyse, evaluate, forecast and model

assist customer businesses to prepare enhanced comparative brand, market and sales positions

develop reports

document plans and decisions

read and interpret information

undertake financial and budget planning

initiative and enterprise skills to apply quality processes

planning skills to:

analyse competitors

develop business systems and processes

evaluate processes

research external environment

time management skills to devise actions in response to significant changes

Required knowledge

business policy and procedures affecting job role or function

competitor activity

configuration of management systems

elements that make a successful business partnership or relationship

features and advantages of a secure business relationship

information sources on product and supply arrangements for customers

internal and external management systems

internal and external operating environment

work health and safety (WHS) aspects of job

planning techniques

procedures for the use and maintenance of standard business technology

quality concepts and practices

relevant legislation relating to developing business-to-business relationships

techniques for communicating with internal and external groups and teams

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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the individuals’ accessibility of the item, and local industry and regional contexts) may also be included.

Development of strategies may include:

approval processes

budget allocation

consultation with key stakeholders

drawing up of contractual arrangements

procurement processes.

Benefits of business relationship for customer may include:

access to associated promotions

access to promotional tie-ins or co-location

competitive pricing

increase in volume of sales

increase in associated sales

increased market share

presentation or merchandising of the product

quality of goods and service.

Merchandise plansmay include provision of:

display point props

interior and exterior signage

invitations and brochures

merchandising manual

news and magazine advertisements

point-of-sale units

posters and banners.

Brand may encompass:

company brands

intellectual property

product brands

registered brands

registered trademarks

supplier brands.

Benefitssold to a business partner may include:

associated promotions

associated sales

market share

presentation or merchandising of the product

price

promotional tie-ins or co-location

quality

volume of sales.

Systems may include:

data sharing and exchange

distribution agreements

information systems

personnel training

strategic relationships

supply chain efficiency

value-add activities.

Needs may include:

functions

philosophies

practices

products

strategies

values and approach.

Business plans may include:

business

contingency

disposal

environmental

human resources

marketing

public relations

purchasing and procurement

risk management

sales

strategic.

Opportunities to build business partnerships may include:

attending workshops

becoming a member of a network

participating in forums

participating in industry training.

Company policy regarding:

client relationship management

information and communications management

quality assurance and compliance procedures

sale of products and services.

Legislative requirements may include:

environmental protection legislation

WHS requirements

pricing procedures, including GST requirements

privacy laws

sale of second-hand goods

Australian consumer law

transport, storage and handling of goods.

Business may include:

consumers

distributors

suppliers.

Business relationships and management systemsmay be influenced by:

continuous improvement

cost and price analysis

due diligence requirements

infrastructural and capital outlay requirements

intellectual property and technology rights

market position

organisational systems integration and compatibility

planning cycles and timing

risk sharing

supply chain management

terms and conditions agreed

value for money

value management.

Information on forecasts and competitor activities may be collected by research using:

database or internet searches

market modelling

mystery shopping

telephone

verbal meetings.

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
Detail the role of business-to-business relationships in market success. 
Analyse business opportunities for other businesses. 
Develop strategies for building business partnerships in line with standard organisational policies and procedures. 
Measure and report benefits of business relationship to customers and potential customers. 
Prepare merchandise plans for other businesses to enhance brand and product sales. 
Confirm potential to build mutual benefits in short-term and long-term relationships. 
Implement opportunities for parallel planning between the organisation and the customer’s business. 
Construct systems that support relationships with business customers to offer an integrated service that promotes mutual benefit. 
Consider specific needs of business partners when constructing business plans. 
Secure opportunities to build business partnerships in line with standard organisational policies and procedures. 
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. 
Report and promote a focus on business customers and end consumers through internal management systems and practices. 
Establish and use quality assurance and compliance procedures to qualify and quantify business customer needs. 
Use judgement to guide the standards of quality required to meet business customer service needs and expectations. 
Anticipate future business customer needs and factor into management activities. 
Scan external environment to determine likely trends and changes affecting business relationships and management systems. 
Evaluate competitor activities and determine significant impact on business relationships. 
Evaluate information on forecasts and competitor activities likely to affect business relationships. 
Devise actions in response to significant changes that affect business relationships and management systems in line with organisational policies and procedures. 

Forms

Assessment Cover Sheet

SIRXCCS407 - Develop business to business relationship
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

SIRXCCS407 - Develop business to business relationship

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: