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:
Merchandise guides may include
Plan-o-grams
Layout guides
Merchandise guides
Site plans

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

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

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

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
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

Meetings may be
Single location - Face to face
Multi-locational (eg. Videoconferencing or virtual means, Internet)
Minuted or informal

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:
Build sustainable business relationships that deliver agreed business outcomes
Documentary evidence of key contact personnel for businesses with a given territory/ customer account and their specific needs
Documentary evidence of businesses customer's specific needs
Confirmation of trading terms for customers

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
Business policy and procedures for building relationships with business customers
Pricing policies
Trading terms
Information sources on product and supply arrangements for customers
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:
Identify and maintain key contact personnel at customer businesses
Contribute to team service to specific customers
Confirm trading terms, pricing policies and other relevant procedures to customers
Process business forecasts for implementation
Interpersonal skills
Review business needs and basic forecasts
Collect and organise information
Effectively use of technology
Literacy skills to carry out tasks required by performance criteria
Flexibility when communicating within teams, and responding to customers

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.