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Evidence Guide: SITXMGT006A - Establish and conduct business relationships

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

SITXMGT006A - Establish and conduct business relationships

What evidence can you provide to prove your understanding of each of the following citeria?

Build business relationships.

  1. Establish relationships within appropriate cultural context in a manner that promotes goodwill and trust between the organisation, its customers and suppliers.
  2. Build trust and respect in business relationships through use of effective communication skills and techniques.
  3. Identify and take up opportunities to maintain regular contact with customers and suppliers.
Establish relationships within appropriate cultural context in a manner that promotes goodwill and trust between the organisation, its customers and suppliers.

Completed
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Build trust and respect in business relationships through use of effective communication skills and techniques.

Completed
Date:

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Identify and take up opportunities to maintain regular contact with customers and suppliers.

Completed
Date:

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Conduct negotiations.

  1. Conduct negotiations in a professional manner within relevant cultural context.
  2. Conduct negotiations in the context of current organisation marketing focus.
  3. Maximise benefits for all parties in the negotiation through use of established negotiation techniques and in context of establishing long-term relationships.
  4. Incorporate feedback and input from colleagues into the negotiation where appropriate.
  5. Communicate results of negotiations to appropriate colleagues and stakeholders within appropriate timeframes.
Conduct negotiations in a professional manner within relevant cultural context.

Completed
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Conduct negotiations in the context of current organisation marketing focus.

Completed
Date:

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Maximise benefits for all parties in the negotiation through use of established negotiation techniques and in context of establishing long-term relationships.

Completed
Date:

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Incorporate feedback and input from colleagues into the negotiation where appropriate.

Completed
Date:

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Communicate results of negotiations to appropriate colleagues and stakeholders within appropriate timeframes.

Completed
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Make formal business agreements.

  1. Confirm agreements in writing, using formal contracts where appropriate and according to organisation requirements.
  2. Check and gain appropriate approvals for all aspects of formal agreements according to organisation procedures.
  3. Identify the need for and seek specialist advice in the development of contracts where appropriate.
Confirm agreements in writing, using formal contracts where appropriate and according to organisation requirements.

Completed
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Check and gain appropriate approvals for all aspects of formal agreements according to organisation procedures.

Completed
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Identify the need for and seek specialist advice in the development of contracts where appropriate.

Completed
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Foster and maintain business relationships.

  1. Proactively seek, review and act upon information needed to maintain sound business relationships.
  2. Honour agreements within the scope of individual responsibility, complying with agreed terms and meeting key performance indicators (KPIs).
  3. Make adjustments to agreements in consultation with customer or supplier and share information with appropriate colleagues.
  4. Nurture relationships through regular contact and use of effective interpersonal and communication styles.
Proactively seek, review and act upon information needed to maintain sound business relationships.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Honour agreements within the scope of individual responsibility, complying with agreed terms and meeting key performance indicators (KPIs).

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Make adjustments to agreements in consultation with customer or supplier and share information with appropriate colleagues.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Nurture relationships through regular contact and use of effective interpersonal and communication styles.

Completed
Date:

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Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

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.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

project or work activities that show the candidate's ability to successfully establish and maintain business relationships, conduct formal negotiations and make and manage agreements and contracts for a specific business operation

detailed knowledge of KPIs for the industry, industry structure and interrelationships, industry networks, information sources, and distribution and marketing networks

knowledge and understanding of role of contracts within a given business operation

project or work activities conducted over a commercially realistic period of time so that the planning and relationship-building aspects of this unit can be assessed.

Context of and specific resources for assessment

Assessment must ensure:

that the candidate has accessed a fully equipped office environment using appropriate computers, printers, communication technology, information programs and software to facilitate the processes involved in establishing and conducting business relationships

access to an operation for which business relationships would be managed, or access to comprehensive and sufficient information about that operation to allow the candidate to fully establish and maintain business relationships, conduct formal negotiations and make and manage agreements and contracts

use of materials that support the negotiation process such as preparatory facts, statistics, KPIs, product usage rates, request letters, and written confirmation of agreements and contracts

use of plain English contract law information

interaction with individuals or businesses that have a genuine or potential interest in negotiating and relationship-building for a commercial relationship.

Methods of assessment

A range of assessment methods should be used to assess the practical skills and knowledge required to establish and conduct business relationships. The following examples are appropriate for this unit:

direct observation of the candidate participating in verbal negotiations

evaluation of negotiations and business relationships or agreements conducted or made by the candidate

evaluation of reports prepared by the candidate to detail the way in which a negotiation activity was planned and conducted and lessons to be learned for future activities

review of negotiating documents prepared by the candidate, including preparatory facts, statistics, KPIs, product usage rates, request letters and written confirmation of agreements

case studies to assess application of different techniques to different negotiating scenarios

written and oral questioning or interview to test knowledge, such as industry structure and interrelationships, negotiating principles and techniques and legal compliance issues

review of portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate.

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

SITXINV003A Manage and purchase stock

SITXMPR003A Plan and implement sales activities

SITXMPR004A Coordinate marketing activities

SITTPPD001A Research, assess and develop tourism products

SITTPPD003A Source and package tourism products.

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 with other relevant units that make up the skill set or qualification and in the context of the job role.

BSBMGT617A Develop and implement a business plan

Required Skills and Knowledge

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:

high-level negotiation skills and techniques appropriate to negotiations that may be of significant commercial value

high-level interpersonal and communication skills to establish and nurture ongoing relationships

high-level literacy skills to outline specific written requests clearly and succinctly; read complex agreements, conditions and contracts; and confirm formal details in writing

numeracy skills to prepare statistics, KPIs or usage figures that might relate to the negotiation of costs and calculate any costs related to agreements and contracts.

The following knowledge must be assessed as part of this unit:

detailed knowledge of KPIs for the industry, industry structure and interrelationships, industry networks, information sources, sources of supply, and in-depth knowledge of distribution and marketing networks

principles of negotiation, stages in the negotiating process and different techniques that can be applied

legal issues that affect negotiations and contracts in the relevant industry sector

general and working knowledge of contracts and basic understanding of contract law.

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.

Opportunities to maintain regular contact with customers and suppliers may include:

informal social occasions

industry functions

association membership

cooperative promotions

program of regular telephone contact.

Negotiation techniques may include:

identification of KPIs, goals and limits

clarification of needs of all parties

identifying points of agreement and points of difference

preparatory research of facts, statistics, KPIs and product usage rates

active listening and questioning

non-verbal communication techniques

appropriate language

bargaining

developing options

confirming agreements

appropriate cultural behaviour.