SITXMGT005 - Establish and conduct business relationships

Unit code:SITXMGT005Study level:TAFE

Nominal hours

Location

Footscray Nicholson
Industry

Prerequisites

(Or equivalent to be determined by unit coordinator)
Co-requisites
(Corequisite units must be studied concurrently with this unit)

Overview

This unit describes the performance outcomes, skills and knowledge required to establish and manage positive business relationships. It requires the ability to use high level communication and relationship building skills to conduct formal negotiations and make commercially significant business-to-business agreements.The unit applies to all industry sectors, and to individuals who take responsibility for making decisions about purchasing or marketing activities. They also oversee the maintenance of contracts or agreements. This could include senior operational personnel, sales and marketing personnel, managers or owner-operators of small businesses. Agreements may relate to corporate accounts, service contracts, agency agreements, venue contracts, rate negotiations, preferred product agreements, supply agreements and marketing agreements.

Assessment

For Melbourne campuses

Assessment tasks will be designed to reinforce & extend knowledge and skill competence within set & controlled parameters in accordance with each units learning outcomes & performance criteria requirements, including the setting of work based practical application tasks designed to provide evidence of competence outcomes, within periodic and scheduled timelines.

Students will be expected to demonstrate the following required skills:

establish and maintain business relationships with at least two of the following:

cooperative partner with organisation
contractor
customer
network
supplier

conduct formal negotiations, and make and manage agreements and contracts in relation to the two relationships established above, relevant to the specific business context
use high level communication and relationship building techniques when conducting formal negotiations and making commercially significant business-to-business agreements in the above business relationships.

Students will also be expected to demonstrate the following knowledge:

commercial context for business relationships in the relevant industry sector and related:

industry structure and interrelationships
sources of supply
distribution and marketing networks
professional networks

opportunities to maintain regular contact with customers and suppliers:

association membership
cooperative promotions
industry functions
program of regular contact
social media

principles of negotiation, stages in the negotiating process, and different negotiation techniques that can be applied
nature of agreements and contracts in the relevant industry sector and their key role, features and inclusions
key components of contract law at an overview level:

terms and obligations of contract
methods of contractual agreement
exclusion clauses
dispute resolution clause
termination of contracts

other legal requirements that impact negotiations and agreements in the relevant industry.

Required reading

The qualified trainer and assessor will provide teaching and learning materials as required in the form of workbooks produced by Victoria University and/or via the Victoria University e-learning system.