SITXMGT005 - Establish and conduct business relationships

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Unit code: SITXMGT005 | Study level: TAFE
Credit points
N/A
Location
Footscray Nicholson
Industry
Prerequisites
N/A
Overview
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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 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):

Advanced Diploma of Hospitality Management
SIT60322 | Advanced diploma | Duration:
Certificate IV in Kitchen Management
SIT40521 | Certificate iv | Duration:
Diploma of Event Management
SIT50322 | Diploma | Duration:
Diploma of Hospitality Management
SIT50422 | Diploma | Duration:
Diploma of Travel and Tourism Management
SIT50122 | Diploma | Duration:

Refer to the course page for information on how to apply for the course. VU takes care to ensure the accuracy of this unit information, but reserves the right to change or withdraw courses offered at any time. Please check that unit information is current with the Student Contact Centre.

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