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.
Marketing strategies may include:
advertising options and frequency
canvassing
e-business listings
media releases
promotional activities
targeting known areas of potential interest in the listed business.
Legislative and agency requirements may relate to:
access and equity policy, principles and practice
business and performance plans, including organisational goals and objectives
industry and agency codes of conduct and practice, and code of ethics
legislative and statutory requirements for provision of business broking services
marketing plans
mission statements and strategic plans
OHS policies, procedures and programs
organisational policy, guidelines and requirements
policies and procedures relating to own role, responsibility and delegation
privacy and confidentiality requirements
quality assurance and procedures manual, including sales and client liaison procedure manuals
records and information systems
reporting and communication structures.
Source documents may include:
financial statements
franchise agreements
asset and property leases
plant and equipment inventories
statutory paperwork, such as incorporation documents.
Potential difficulties may relate to:
allocated budgets relating to marketing and promotion
legislative requirements
levels of interest
market trends and current selling prices
terms and conditions of tenure.
Buyer profile may include:
business skills, experience and knowledge
financial capacity and return expectations
health status
income needs
time constraints
workforce support expectations.
Marketing materials may include:
advertising copy
brochures and pamphlets
portfolio of the business
preparation of displays.
Promotional methods may include:
advertising copy
multi-listing or sole agency
poster and window displays
presentations
web listings.
Networks may include:
branches of own or associated agencies
local community and regional organisations and contacts
local, regional and national media
professional associations.
Progress may relate to:
buyer interest
impact of current marketing strategies.
Information on progress may include:
agency input into marketing the business so far
approaches and enquiries of interest regarding the listed business
costings of marketing activities
perception of levels of interest and worth of current marketing strategies
possible changes in the marketing strategy
strategies used in the marketing and promotion of the business.
Feedback may be collected from:
formal and informal discussions with existing and previous clients
information from potential buyers
information provided by others involved in the appraisal process, both internal and external to the organisation
market share data
sales and completion results.

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 practical demonstration of marketing a listed business within the context of a business brokerage. 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 marketing options and current market trends
communicating and negotiating with relevant parties and monitoring the marketing process to ensure effective marketing of the property
documenting relevant information on the marketing process
knowledge of agency practice, ethical standards and legislative requirements associated with marketing a listed business
preparing and structuring marketing materials and options.
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.