Elements and Performance Criteria

RANGE STATEMENT
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording in the performance criteria is detailed below. Add any essential operating conditions that may be present with training and assessment depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts.
Targeted groups may include:
business sectors or groupings identified as fitting within the agency's focus and expertise
local community networks
new emerging areas of business opportunity for the agency
professional associations
specific business sectors and industries.
Agency practice may be outlined within:
access and equity policy, principles and practice
business and performance plans
ethical standards
goals, objectives, plans, systems and processes
legal and organisational policies and guidelines
marketing plans
mission statements and strategic plans
OHS policies, procedures and programs
privacy and confidentiality requirements
quality and continuous improvement processes and standards
quality assurance and procedures manuals, including sales and client liaison procedure manuals.
Potential clients may include:
new business types identified by the agency
specific business types identified as fitting within the agency's brief and focus.
Marketing strategies may include:
advertisements
client functions
literature and materials that explain and promote agency's services
media announcements
presentations and displays
promotion of the agency's services
sales pitch that suits agency's philosophy and target audience
service launches
web pages.
Appropriate interpersonal communication skills may include:
active listening
providing opportunities for potential clients to clarify their understanding of services offered
soft questioning and seeking feedback from potential clients to confirm own understanding of their needs
summarising and paraphrasing to check understanding of potential client's message
using appropriate body language.
Appropriate rapport relates to use of techniques that:
establish and build confidence and trust in the agency and its representatives
make the seller or buyer feel valued
promote and maintain an effective relationship with the seller or buyer.
Client needs, motivation and expectations may relate to:
expectations of market
expectations of agency
motivation for selling
need to consider exit strategy or succession planning
need to sell within a specified timeframe.
Options may include:
auction
closure of business
employee or family buy out
employee share option plan (ESOP)
liquidation
open market sale
operating under a deed of agreement
partial or progressive sale
receivership
sale of business out of company
sales of shares of company
strategic acquirer sale
tender.
Benefits may include:
accreditation, certification and qualifications
associations and networks
market knowledge
range of services, such as marketing and backup
reputation and market position.
Points of agreement need to be identified by:
agency
clients and/or those acting as their agents.
Rights and obligations relate to those of:
the agency
the client.
Legislative, industry and agency requirements may relate to:
access and equity policy, principles and practice
business and performance plans, including organisational goals and objectives
client service policies
industry and agency codes of conduct and practice, code of ethics
legislative and statutory requirements for the provision of business broking services
OHS policies, procedures and programs
organisational policy, guidelines and requirements

policies and procedures relating to own role, responsibility and delegation
privacy and confidentiality requirements
records and information systems
reporting and communication structures
terms and conditions of employment.
Suitable arrangements may include arrangements for:
conducting an appraisal
listing the business.

EVIDENCE GUIDE
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.
Overview of assessment
This unit of competency could be assessed through a practical demonstration of obtaining and securing the listing of a business. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence. The demonstration and questioning would include collecting evidence of the candidate's knowledge and application of ethical standards and relevant federal, and state or territory legislation and regulations. This assessment may be carried out in a simulated or workplace environment.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
A person who demonstrates competency in this unit must be able to provide evidence of:
analysing market trends as they relate to business broking opportunities and threats
clarifying concerns and explaining listing procedures to clients
engaging potential clients and providing the best opportunity to secure their business
knowledge of agency practice, ethical standards and legislative requirements associated with listing a business
preparing and structuring advice on services provided by the agency.
Context of and specific resources for assessment
Resource implications for assessment include:
access to suitable resources and simulated or real opportunities to demonstrate competence
assessment instruments that may include personal planner and assessment record book
access to a registered provider of assessment services.
Where applicable, physical resources should include equipment modified for people with disabilities.
Access must be provided to appropriate learning and/or assessment support when required.
Assessment processes and techniques must be culturally appropriate, and appropriate to the language and literacy capacity of the candidate and the work being performed.
Validity and sufficiency of evidence require that:
competency will need to be demonstrated over a period of time reflecting the scope of the role and the practical requirements of the workplace
where the assessment is part of a structured learning experience the evidence collected must relate to a number of performances assessed at different points in time and separated by further learning and practice with a decision of competence only taken at the point when the assessor has complete confidence in the person's competence
all assessment that is part of a structured learning experience must include a combination of direct, indirect and supplementary evidence
where assessment is for the purpose of recognition (RCC/RPL), the evidence provided will need to be current and show that it represents competency demonstrated over a period of time
assessment can be through simulated project-based activity and must include evidence relating to each of the elements in this unit.

In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge. Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions, and will reflect the requirements of the competency and the work being performed.