Elements and Performance Criteria

The Range of Variables statement provides details of the scope of the Elements and Performance Criteria to allow for differences within enterprises and workplaces, including practices, knowledge and requirements. The Range of Variables also provides a focus for assessment and relates to the unit as a whole. The variables listed should be considered indicative rather than exhaustive and should be used as applicable to the job role or function.

General Contexts may include but are not limited to
Type of products and services provided
Business policy and procedures with regard to the acquisition and sale of products and services
Size, type and location of business
Business merchandise range
Strategic measurement and evaluation systems and processes
Characteristics of the specific product(s) or service(s)
Management structure and communication relationships
Business service range
Customers including other businesses or end consumers serviced through business customers or directly
Varying levels of staff training
Worksite specific context, variations and environments

Workplace Contexts may include but are not limited to
Workplace-specific guidelines, policies and practices
Conditions of service, legislation and industrial agreements
Consultative processes may involve
Staff members
Teams
Management
Union representatives
Industrial relations, Occupational Health & Safety specialists
Other professional or technical staff
Relevant personnel may vary with context, level of employment, ascribed duties, nature of enquiry or response required.

Applicable State/ Territory/ Commonwealth regulations and legislation may include but are not limited to
Occupational Health and Safety
Workplace relations
Workers compensation
Industry codes of practice
License, patent or copyright arrangements
Environmental protection legislation
Equal Employment Opportunity and anti-discrimination law
Emergency procedures
Transport, storage and handling of goods
Goods and Services Tax
Australian Competition and Consumer Commission provisions
Trade Practices Act

Sources of information may include but are not limited to
Legislation and regulations
Work procedures and internal manuals
Company operating procedures and instructions
Manufacturer's specifications
Supplier and/ or customer instructions
Manifests
Codes of practice
Quality assurance systems, procedures and policies
Awards, workplace agreements, and other industrial arrangements
Oral/ verbal communication including face to face, telephone, Internet, radio, and such like
Written instructions and communication such as data exchange, letters, e-mails
Non-verbal communication
Feedback
Safety instructions and workplace signage
Direct or indirect
Electronic or hard copy
Policy and protocols

Work site environment factors may include but are not limited to
Different business needs may include
Functions
Products
Philosophies
Practices
Strategies
Values and approach

Benefits sold to a business partner may include
Market share
Price
Quality
Volume of sales
Presentation or merchandising of the product
Associated sales
Associated promotions
Promotional 'tie ins' or co-location

Support systems may include
Strategic relationships
Value add activities
Supply chain efficiency
Distribution agreements
Information systems
Data sharing and exchange
Personnel training

Types of plans may include but not be limited to
Sales
Marketing
Strategic
Business
Purchasing/ procurement
Disposal
Human resource
Public relations
Contingency
Risk management
Environmental

Key elements of a commercial strategy may include
Consultation with key stakeholder
Expenditure budget meets organisational requirements for probity
Procurement process agreed by users, documented, and meets legal and probity requirements
Approvals obtained
Contractual arrangements that capture and address identified risks, protection of all parties, and include performance indicators which provide the basis for due performance

Forecast and competitor activity information collection may be by
Data base or Internet searches
Modelling
Telephone
Facsimile
Mail
Verbal meetings

Territory reports may include information on
Competitor activities
Recalls
Product problems
Display disputes
Business customer requests
End consumer complaints

Supply arrangements may include
Delivery of products
Provision of services
Maintenance and support agreements
Leasing agreements/ consultancies
Research and development

Types of standards, performance benchmarks or specifications may include
Australian Standards
International Standards
Professional standard
Industry standards
Performance indicators
Quality measures and criteria
Planning milestones and timeframes
Design brief
Manufacturers' and suppliers' standards

Business relationships and trading terms may be influenced by
Due diligence requirements
Value or money
Risk sharing
Market position
Planning cycles and the time of the year
Cost/ Price analysis
Terms and conditions agreed
Intellectual property and technology rights
Value management
Continuous improvement
Supply chain management
Infrastructural and capital outlay requirements
Organisational systems integration and compatibility

The following components of the Evidence Guide relate directly to the Performance Criteria and the Range of Variables for the unit of competency and will inform and provide guidance for assessment of the unit in the workplace and/or training program. This Evidence Guide must be read in conjunction with the Assessment Guidelines for the National Wholesale Training Package.

Critical aspects of evidence
Assessment requires evidence of the following be collected:
Documentary evidence of consultative and liaison processes with business partners
Development of sustainable and beneficial business relationships
Integration of business relationships with business and strategic goals/ targets
Integration of business plans and targets across both business partners
Systems developed to manage and monitor business relationships
Feedback and communication systems used to source business and customer satisfaction with business partnerships/ relationships
Anticipation and responsiveness to changes impacting business relationships

Interdependent assessment of units
This unit may be assessed in conjunction with other units that form part of a job role or function.

Underpinning knowledge and skills
Display knowledge in terms of job role or function:
Prioritising work schedule
Use and maintenance of standard business technology
Configuration of management systems
Planning techniques
Features and advantages of a secure business relationship
Elements that make a successful business partnership/ relationship
Internal and external management systems
Quality concepts and practices
Quality measurement
Determining competitor activities
Flexibility in attitude towards learning for self-improvement
Dealing with external and internal groups and teams, and the response to this in reviewing
Information sources on product and supply arrangements for customers
Business policy and procedures impacting job role or function
Occupational health and safety aspects of job
Relevant consumer law, commercial law and legislation

Display skills in terms of job role or function, including the ability to:
Analytical and decision making skills
Seek out and strategise shared business opportunities
Forecast shared opportunities and mutual outcomes
Assist customer businesses prepare enhanced comparative brand, market and sales positions
Build systems relationships with business customers
Secure business partnerships
Implement quality assurance and compliance procedures
Anticipate future customer needs
Evaluate information on forecasts and trends which could assist building business relationships
Devise actions to improve business relationships

Resource Implications
Access to required assessment evidence, time spent with assessee in assessment, competency outcomes and appropriate assessment facilities.

Consistency in performance
The assessment method should be conducted over time to cover all elements and performance criteria, across a range of variables.
Work practices should be completed in accordance with safe operating procedures to minimise the risk of injury to self or others or damage to goods, equipment or products.

Context for assessment
Assessment may occur on the job, or off-the-job.