SITXMGT002

Establish and conduct business relationships

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Participant Guide

Trainer Manual

Unit Information about the SITXMGT002 training material in this resource

Application

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.

Unit mapping information

SITXMGT501 Establish and conduct business relationships

Licensing, legislative, regulatory or certification requirements

No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.

Foundation skills

Foundation skills essential to performance are explicit in the performance criteria of this unit of competency.

Unit sector or competency field

Cross-Sector—Management and Leadership

Prerequisite, co-requisite or interdependent assessment of units

Not applicable

Assessment conditions

Skills must be demonstrated in an environment or activity in any industry sector where contracts are negotiated and agreed. This can be:

  • an industry workplace

  • a simulated industry environment

Assessment must ensure access to:

  • other people with whom business relationships can be established; these can be:

    • those in an industry workplace who are assisted by the individual during the assessment process; or

    • individuals who participate in role plays or simulated activities, set up for the purpose of assessment, in a simulated industry environment operated within a training organisation.

  • materials that support the negotiation process:

    • preparatory facts and statistics

    • key performance indicators

    • market information

Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors