2 - Sitxmgt 002 Student version PDF

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Description

Student Name: Student ID:

Assessment Summary Unit Details

SITXMGT002 – Establish and conduct business relationships

Assessment Type

This is a summative assessment, which requires each student to have adequate practice prior to undertaking this assessment

Assessment Methods

Version:

Assessment 1

Written Questions

Assessment 2

Project& Role-play

Assessment 3

Project& Role-play

Acumen Education Pty Ltd

Page 1 of 69

Assessment Tool|

Contents Assessment information.................................................................4 Purpose.............................................................................................. 4 Unit description.................................................................................. 4 Key competencies.............................................................................. 4 Foundation skills................................................................................ 4 Performance evidence....................................................................... 5 Knowledge evidence.......................................................................... 5 Assessment Conditions...................................................................... 5 Pre-requisites..................................................................................... 6 Terminology used............................................................................... 6 Completing the assessments/Expectations........................................ 6 Assessment........................................................................................ 6 Summary of assessment methods and tasks..................................... 7 Instructions........................................................................................ 7 Required resources ............................................................................ 7 Reasonable adjustment...................................................................... 7 Plagiarism policy................................................................................ 8 Academic appeals .............................................................................. 8 Reassessment process....................................................................... 8 Assessment records........................................................................... 9 Declaration........................................................................................ 9 Assessment submissions and contact details.................................... 9

Assessment 1 – Written Questions.....................................................................12 Instructions for Students.................................................................. 12

Assessment 2 – Project: Establish and Conduct Business Relationships with Supplier ..................................................................................................................................................... 29 Instructions for Students.................................................................. 29 Performance Checklist and Assessment Outcome – Assessment 2, Task A

32

Role Play Observation Checklist and Assessment Outcome – Assessment 2, Task B 34 Role Play Observation Checklist and Assessment Outcome – Assessment 2, Task C 37 Performance Checklist and Assessment Outcome – Assessment 2, Task D 39 Performance Checklist and Assessment Outcome – Assessment 2, Task E

41

Assessment Tool| Role Play Observation Checklist and Assessment Outcome – Assessment 2, Task F 43 Role Play Observation Checklist and Assessment Outcome – Assessment 2, Task G45

Assessment 3 – Project: Establish and Conduct Business Relationships with Customer ........................................................................................................................... 46 Instructions for Students.................................................................. 46 Performance Checklist and Assessment Outcome – Assessment 3, Task A

49

Role Play Observation Checklist and Assessment Outcome – Assessment 3, Task B 52 Role Play Observation Checklist and Assessment Outcome – Assessment 3, Task C 55 Performance Checklist and Assessment Outcome – Assessment 3, Task D 57 Performance Checklist and Assessment Outcome – Assessment 3, Task E

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Role Play Observation Checklist and Assessment Outcome – Assessment 3, Task F 61 Role Play Observation Checklist and Assessment Outcome – Assessment 3, Task G63

Appendices ........................................................................................................64

Assessment information Purpose

Unit description

This document represents the main assessment instrument for the unit of competency SITXMGT002 – Establish and conduct business relationships 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. No occupational licensing, certification or specific requirements apply to this unit at the time of publication.

Key competencies

1. 2. 3. 4.

legislative

Build business relationships. Conduct negotiations. Make formal business agreements. Foster and maintain business relationships.

Foundationskil Reading skills to: ls

Interpret potentially complex agreements, conditions and contracts.

Writing skills to:

Develop or participate in the development of formal commercial agreements.

Oral communication skills to:

Conduct at times complex negotiations of significant commercial value.

Numeracy skills to:

Evaluate commercial data and cost structures.

Problemsolving skills to:

Evaluate potentially complex internal and external issues that affect professional relationships and business negotiations and identify appropriate options to resolve them. Anticipate and respond negotiation process.

Initiative and enterprise skills to:

to

challenges

in

the

Proactively seek opportunities for building business relationships.

Performan ce evidence

Knowledg e evidence

Assessment Conditions

Evidence of the ability to:  establish and maintain business relationships with at least two of the following: o cooperative partner with organisation o contractor o customer o networks o supplier  conduct formal negotiations, or make and manage agreements and contracts in relation to the two relationships established above, relevant to the specific business context  demonstrate the use of high-level communication and relationship building skills when conducting formal negotiations and making commercially significant business-to-business agreements in the above business relationships  commercial context for business relationships in the relevant industry sector and related: o industry structure and interrelationships o sources of supply o distribution and marketing networks o professional networks  opportunities to maintain regular contact with customers and suppliers: o association membership o cooperative promotions o industry functions o informal social occasions o program of regular telephone contact o 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: o terms and obligations of contract o methods of contractual agreement o exclusion clauses o dispute resolution clause o termination of contracts o other legal requirements that impact negotiations and agreements in the relevant industry Skills must be demonstrated in the workplace. 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: o those in an industry workplace who are assisted by the individual during the assessment process; or o 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: o preparatory facts and statistics o key performance indicators o market information Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors. NIL The following terms are used in each assessment task to guide the student and assessor as to what is expected from each assessment task: 1. Instructions: Provides a brief description about the assessment task and broadly indicates what the Student is required to do. 2. Conditions of assessment: Outlines the conditions in which the assessment must be undertaken. In some cases, it will give options for the student about what to base the assessment task on and whether it is practical demonstration or project. 3. Description of task/decision making rules: Advises the student and the assessor of the task description and the criteria that the assessment must meet in order for a satisfactory result to be awarded. 4. Due Date - the date on which assessment falls due. Assessors must ensure that students completely understand the assessment process and various assessment tasks before undertaking the assessments. This assessment tool is structured in a way that each assessment task clearly outlines the:  Instructions for completing the assessment task;  Conditions in which the assessment must be conducted;  Evidence that must be presented by the student; and  Decision-making rules by which the evidence will be judged. Every assessment task will require satisfactory completion in order for students to be deemed Competent. The students will need to adhere to any guidelines on length of answers required where stipulated. Please note, a paragraph is three or more sentences. Each assessment task has a section for the assessor recording the assessment outcome as either ‘Satisfactory’ (S) or ‘Not Satisfactory’ (NS). Once the student satisfactorily completes all assessment tasks, the assessor will complete the assessment summary cover sheet and record either a “Competent” (C) or “Not Competent” (NC) outcome. When awarding any assessment result, assessors must ensure that feedback 

Pre-requisites Terminolog y used

Completing the assessments /Ex pectations

Assessment

Summary of assessmen t methods and tasks

Instruction s:

Required resources

Reasonabl e adjustment

for the student is recorded in the spaces provided after each assessment task and on the record of assessment outcome. methods that are ed in this assessment tool are: The us assessment Method of Description Assessme Assessment nt Task # 1 Questions You are required to answer 10 short answer questions related to this unit. 2 Project 3 Project  You can seek clarification regarding the assessment required to be done.  You can ask for reasonable time from Assessor for preparation of project or Assessment.  You can seek information on additional reading material and reference for completion of the assessments.  If you have any special needs, you can seek assistance from Assessors depending upon the nature of the need.  You can seek assistance from assessor while using special diagnostic equipment  Review the observation checklist/decision making rules to know what is expected of you. You may refer to the observation checklist for observation based assessments at any stage prior to the commencement of your assessment. You must not refer to this checklist whilst you are being assessed.  Your assessor will also explain to you the observation process prior to the assessment. Each assessment task in this assessment tool outlines specific resources that the student must have access to as part of the assessment process. Assessors must ensure that students have appropriate access to these resources before any assessment is conducted. Acumen Education enables reasonable adjustments to be made to assessment procedures for students with special needs, such as people with disabilities or with language or literacy difficulties. Assessing knowledge is usually assessed through written or oral, short-answer tests where assessors seek to determine the extent of the student’s knowledge. Following are some of the examples of adjustments that can be made for the students:  Ask questions orally instead of in a written format  Provide equipment such as text enlargers, image enhancers, and voice recorders.  Give the student more time to complete the assessment; allocate a different time for completion of the assessment;  Offer a separate, quiet room.

Modifying or providing equipment Adapting delivery strategies Ensuring that course activities are sufficiently flexible, providing additional support to student where necessary  Customising resources and activities within the training package or accredited course  Monitoring the adjustments to ensure student needs continue to be met Acumen education takes a systemic approach to the treatment of plagiarism in academic work. The policy is intended to promote honesty in learning and assessment and respect for the work of others. Contravention of this policy will result in students being penalized.   

Plagiaris m policy

Please read the plagiarism policy available in your student handbook and to be aware of the consequences and to understand your rights and responsibilities. Academic appeals

Where a student wishes to appeal an assessment, they are required to notify their assessor in the first instance. Where appropriate the assessor may decide to re-assess the student to ensure a fair and equitable decision is gained. The assessor shall complete a written report regarding the re-assessment outlining the reasons why assessment was or was not granted.  If this is still not to the student’s satisfaction the student shall formally lodge an appeal by submitting a written letter within one week of receiving the results using the form 10.1 for Complaints and appeals outlining the reasons for the appeal. They shall lodge this with student administrations department and the appeal shall be entered into the ‘complaints and appeals register’.  The Course coordinator shall be notified and shall seek details from the assessor involved and any other relevant parties. A decision shall be made regarding the appeal either indicating the assessment decision stands or details of a possible re-assessment by another assessor appointed by Acumen. The student shall be notified in writing of the outcome with reasons for the decision. The student shall also be provided the option of activating the external appeals process if they are not satisfied with the outcome. The student is required to notify Acumen if they wish to proceed with the external appeals process.

Reassessm ent process

1. Student will be assessed as being competent only upon satisfactory completion of all the assessments in a unit. 2. If a student is not able to demonstrate satisfactory completion of all of the required assessments of the unit, the result for that unit will be recorded as Not Competent. 3. If a student has submitted all the tasks and successfully completed more than 50%* of the assessment tasks for a unit, they will be provided



with specific feedback and invited to re-submit their assessment. 4. If a student has submitted and not successfully completed more than 50%* of the assessment tasks for a unit, they will be required to undertake the unit again. 5. In the case of re-submission, the following actions shall occur:  The student must apply for resubmission within one week of the result is made available to him/her. This means that the student is responsible to acknowledge that he/she has received the result and has been deemed NC for the units of competency undertaken.  Reassessment may need to be arranged every weekend on Saturday evenings in order to minimize disruption. 6. If a student is assessed as “Not Competent’ after the resubmission, he or she will be identified as a student-at-risk and an Academic Performance Improvement (API) Plan will be created during an Intervention Strategy Meeting between the Acumen’s Operations Manager, Trainer & Assessor and student. The date for a third assessment will be nominated by the student in consultation with Trainer & Assessor, but should be no longer than 1 month from the previous re- submission date. 7. One re-submission is allowable per unit per student free of cost. Additional re-submissions will be charged at $200. If the student remains ‘Not Competent’ after a third re-submission, he or she will be notified that this result is final and he or she will be unable to successfully complete the course in which they are enrolled at this point. * Due to the variance in the amount of work completed for each assessment task in a unit, 50% will be determined by the number of assessment tasks submitted as opposed to the amount of evidence submitted. Assessment records Declaration

Assessment submissions and contact details

We are required to retain a copy of your assessment and all other evidentiary records. If you require a copy of this assessment submission please be sure to copy it prior to submitting it to us. You must sign the student declaration confirming the authenticity of your submitted work, understanding the requirements to complete the assessment tasks and that the assessment process including the provisions for re-submitting and academic appeals were explained to you and that you understand these processes on the assessment summary cover sheet. Acumen Education cannot assess any submitted work until the declaration is received. You must submit this completed assessment tool to your trainer on the due date. Please feel free to contact us if you have any questions regarding the assessment process: Phone: 03 9044 6402/03 84151244

For Assessor Only -ASSESSMENT COVER SHEET This form is to be completed by the assessor and used as a final record of student competency. All student submissions including any associated checklists (outlined below) are to be attached to this cover sheet before placing on the students file. Student results are not to be entered onto the Student Database unless all relevant paperwork is completed and attached to this form.

Studen t ID No: Contact number :

Student Name: Email: Unit Code & Title

  SITXMGT002 – Establish and conduct business relationships

First Submission

Subsequent submission Result S = Satisfactory NS = Not Satisfactory

Please attach the following documentation to this form   Written Task

S | NS

Assessment 2

Project

S | NS

Assessment 3

Project

Assessment 1 