Negotiate sale and manage sale to completion or settlement

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment. Put student names in the top row and check them off as they demonstrate competenece for each of the unit's elements and performance criteria.
Assessment Matrix
a slightly different format than the assessment template. A spreadsheet with unit names, elements and performance criteria in separate columns. Put assessment names in column headings to track which performance criteria each one covers. Good for ensuring that you've covered every one of the performance criteria with your assessment instrument (all assessement tools together).
Wiki Markup
mark up the unit in a wiki markup codes, ready to copy and paste into a wiki page. The output will work in most wikis but is designed to work particularly well as a Wikiversity learning project.
Evidence Guide
create an evidence guide for workplace assessment and RPL applicants
Competency Mapping Template
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners. A template for developing assessments for a unit, which will help you to create valid, fair and reliable assessments for the unit, ready to give to trainers and students
Observation Checklist
create an observation checklist for workplace assessment and RPL applicants. This is similar to the evidence guide above, but a little shorter and friendlier on your printer. You will also need to create a seperate Assessor Marking Guide for guidelines on gathering evidence and a list of key points for each activity observed using the unit's range statement, required skills and evidence required (see the unit's html page for details)

Self Assessment Survey
A form for students to assess thier current skill levels against each of the unit's performance criteria. Cut and paste into a web document or print and distribute in hard copy.
Moodle Outcomes
Create a csv file of the unit's performance criteria to import into a moodle course as outcomes, ready to associate with each of your assignments. Here's a quick 'how to' for importing these into moodle 2.x
Registered Training Organisations
Trying to find someone to train or assess you? This link lists all the RTOs that are currently registered to deliver CPPDSM4060A, 'Negotiate sale and manage sale to completion or settlement'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Negotiate sale and manage sale to completion or settlement' on This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to for every purchase, so go nuts :)

Elements and Performance Criteria



1Qualify buyer.

1.1 Appropriate rapport is established with buyers and their enquiries are handled promptly to enable high quality service delivery according to agency requirements.

1.2 Buyer requirements are clarified and assessed using appropriate interpersonal communication techniques.

1.3 Potential buyers/lessees are provided with information about available and prospective listings and assisted to find the listing that best matches their requirements.

2Provide information to clients.

2.1 Appropriate rapport is established with sellers/buyers and their enquiries are handled promptly to enable high quality service delivery according to agency requirements.

2.2 Seller/buyer requirements are clarified and assessed using appropriate interpersonal communication techniques.

2.3 Preparation and presentation of documents are discussed with seller to assist in best promoting business for sale.

2.4 Buyers and sellers are encouraged to seek clarification as required and are assisted to make an informed choice.

3Manage negotiation.

3.1 Factors that may affect success of a sale are identified and accounted for in negotiations with sellers and buyers.

3.2 Relationships between the parties are managed according to agency requirements.

3.3 Action plans are implemented to assist in moving negotiations through to successful completion.

3.4 Potential areas of conflict between seller and buyer are managed and resolved to the satisfaction of parties to facilitate sale/lease.

3.5 Documentation for impending sale/lease is completed with due consideration of legislative and industry requirements and seller and buyer requirements.

4Execute contract.

4.1 Seller/landlord is provided with clear information about offer and encouraged to make an informed and positive choice regarding the sale/lease of the business.

4.2 Deposits are secured and appropriate arrangements are made to administer the deposit on subsequent settlement.

4.3 Arrangements for exchange of contracts are completed according to agency and legislative requirements.

4.4 Feedback is collected and provided to personnel and agencies involved in the sale according to legislative requirements.

4.5 Recommendations on future directions of sales processes and completion rates are made based on verifiable evidence.

5Manage contract to settlement.

5.1 Standard and special conditions are completed in line with agency and legislative requirements.

5.2 Progress of contract is monitored in line with agency practice.

5.3 Progress of assisting professionals is monitored in line with agency practice.

Qualifications and Skillsets

CPPDSM4060A appears in the following qualifications:

  • CPP40307 - Certificate IV in Property Services (Real Estate)
  • CPP40507 - Certificate IV in Property Services (Business Broking)
  • CPP50409 - Diploma of Property Services (Business Broking)