Establish and conduct business relationships
BSBRSK501 Manage risk Unit Assessment Guide Unit details Unit code SITXMGT002 Unit name Establish and conduct business relationships Unit purpose 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. It 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. Elements and performance criteria For further information about this unit go to: https://training.gov.au/Training/Details/SITXMGT002 Unit outcome This unit is not graded. Your result will be recorded as Achieved Competence (AC) or Not Competent (NC) Pre-requisite/ Co-requisite units Nil Assessment plan To demonstrate competence in this unit, you must successfully complete each of the following assessment events: Assessment Events - 5 Tasks There are five (5) assessment tasks for this unit. You must complete all tasks. Assessment conditions Submission instructions Your assessment events must be submitted online via the Studespace website as per the instructions on the course introduction page. Student is required to provide the following materials and equipment To complete this assessment, you will need to provide: · A personal computer with internet access TAFE is required to provide materials and equipment To complete this assessment, your facilitator will provide access to: · Nil Additional resources · Nil Facilitator support and supervision There is no facilitator supervision required for these assessment events. If you are unclear about any aspect of the assessment please contact your facilitator for guidance. Student collaboration Student collaboration is not permitted. Assessment attempts If you do not successfully complete an assessment event you may be given the opportunity to have a second attempt. This must be negotiated with your facilitator. Assessment feedback, review or appeals Teachers will provide feedback within 2 weeks after all assessment activities have been conducted. You may appeal an assessment decision within three weeks of receiving your results. To request a review of your results contact your teacher or head teacher. If they are unavailable, ask Student Administration to assist you. More information about assessment is available in “Every Student’s Guide to Assessment in TAFE NSW” online https://www.tafensw.edu.au/courses/assessment/assets/pdf/assessment_guide.pdf Plagiarism and referencing (Facilitator information only) If students engage in cheating such as copying, colluding with another person, using unauthorised notes, or allowing another person to copy your work, students will be liable for disciplinary action as per Student Discipline Policy TAFE NSW. Whatever the form of assessment, it is essential that the work students are assessed on is their own. Assessment events Task 1: Short answer questions This task requires you to answer the following fifteen (15) short answer questions. Question 1. One area of diversity to be considered when dealing with customers of a different culture can be personal space and touch. True or False? Question 2. Verbal communication is all that is required to have effective communication skills. True or False? Question 3 Identifying your goal is one of the five steps of a Networking Strategy to maintain regular contact with customers and suppliers. True or False? Question 4 Please indicate your answer with a (X): Which style below does not form one of the four generally accepted styles of negotiation? A) Aggressive B) Inclusive C) Persuasive D) Reflective Question 5. A win/win outcome of a negotiation means that the only focus of your organisation was price. True or False? Question 6 The Compromise method of handling conflict in negotiations ensures that both negotiating parties fully maximise benefits in the context of a long term relationship. True or False? Question 7 Please indicate your answer with a (X). One way to ensure your organisation’s goals are met when conducting negotiations is : A) Negotiate on price B) Incorporate feedback and input from colleagues into the negotiation C) Ensure your client gets a positive outcome D) Seek legal advice Question 8 Please indicate your answer with a (X). Once you have completed a negotiation on behalf of your organisation, you should communicate the details to: A) The ACCC B) Dept of Fair Trading C) Colleagues and stakeholders D) Your competitors Question 9 Once you have completed a negotiation on behalf of your organisation you should confirm the agreement in writing, using formal contracts where appropriate and according to organization requirements. True or False? Question 10. Prior to making a formal offer to a customer, it is generally accepted that you should gain the appropriate approval from within your organisation according to organisation procedures. True or False? Question 11 Where standard contracts are not in use, there is never any need to seek professional advice as a precaution to ensure the terms discussed cover the particular requirements of a negotiation. True or False? Question 12. Please indicate your answer with a (X): Developing and maintaining on-going business relationships involves: a)An awareness of the requirements of your organisation b)High standards of professional conduct and integrity, eg maintaining confidentiality c)An awareness of your own needs and expectations as well as the needs and expectations of the others in the relationship d)All of the above Question 13. In the event that the performance of a contract by an organisation results in a breach of contract due to missed KPI’s, the most common remedies include : specific performance, rectification, injunction and restitution. True or False? Question 14. Where you are required to make alterations, adjustments or amendments to any agreement, in all cases the other parties to the agreement don’t need to be consulted if you are confident they won’t object. True or False? Question 15 Successful relationships are built on trust, integrity and respect, tolerance and flexibility, and mutual benefit, tapping into the strengths of each person. True or False? Assessment Task 1: Short Answer Questions Task 2: Build business relationships There are 3 questions. Please answer each question thoroughly. For the purpose of this task, you may choose to base your response on your current workplace or a place where you have worked previously. This could be in a tourism, hospitality or events organisation or a workplace where you have observed or conducted building business relationships.. Question 1. What is required to develop and maintain good