SITXMGT005 - Establish and conduct business relationships

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Unit code: SITXMGT005 | Study level: TAFE
Footscray Nicholson


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.


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.

Required reading

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

As part of a course

This unit is studied as part of the following course(s):

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