Unit of competency Outline
Date retreived
22/07/2026 4:29 PM AWST
22/07/2026 4:29 PM AWST
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Develop business to business relationship
Develop business to business relationship
Unit of competency
National Code
SIRXCCS407
SIRXCCS407
State Code
WD953
WD953
TGA Status
Deleted
Deleted
DTWD Status
Deleted
Deleted
State Implementation and Classification
Approved Date
10/08/2012
Field of Education
080301 - Business Management
Original Release Date
10/08/2012
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to enhance business relationships that will deliver outcomes to wholesale businesses.This unit covers ways to work with business customers to develop sustainable and beneficial business relationships, including recognising positive opportunities for other businesses, analysing competitor’s activities, implementing systems and strategies that support business partnerships, and integrating business relationships with business and strategic goals.
Notes
Elements and Performance Criteria
1. Work with other businesses to maximise their success.
- 1.1.Detail the role of business-to-business relationships in market success.
- 1.2.Analyse business opportunities for other businesses.
- 1.3.Develop strategies for building business partnerships in line with standard organisational policies and procedures.
- 1.4.Measure and report benefits of business relationship to customers and potential customers.
- 1.5.Prepare merchandise plans for other businesses to enhance brand and product sales.
2. Develop management systems that support business relationships.
- 2.1.Confirm potential to build mutual benefits in short-term and long-term relationships.
- 2.2.Implement opportunities for parallel planning between the organisation and the customer’s business.
- 2.3.Construct systems that support relationships with business customers to offer an integrated service that promotes mutual benefit.
- 2.4.Consider specific needs of business partners when constructing business plans.
- 2.5.Secure opportunities to build business partnerships in line with standard organisational policies and procedures.
3. Provide forecast information to other businesses.
- 3.1.Provide information to business customers to assist in building mutual business outcomes.
- 3.2.Provide forecasts affecting business customer outcomes to partners in a timely manner according to company policy and legislative requirements.
4. Improve business and customer outcomes.
- 4.1.Report and promote a focus on business customers and end consumers through internal management systems and practices.
- 4.2.Establish and use quality assurance and compliance procedures to qualify and quantify business customer needs.
- 4.3.Use judgement to guide the standards of quality required to meet business customer service needs and expectations.
- 4.4.Anticipate future business customer needs and factor into management activities.
5. Expand business relationships.
- 5.1.Scan external environment to determine likely trends and changes affecting business relationships and management systems.
- 5.2.Evaluate competitor activities and determine significant impact on business relationships.
- 5.3.Evaluate information on forecasts and competitor activities likely to affect business relationships.
- 5.4.Devise actions in response to significant changes that affect business relationships and management systems in line with organisational policies and procedures.
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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the individuals’ accessibility of the item, and local industry and regional contexts) may also be included.
Development of strategies may include:
approval processes
budget allocation
consultation with key stakeholders
drawing up of contractual arrangements
procurement processes.
Benefits of business relationship for customer may include:
access to associated promotions
access to promotional tie-ins or co-location
competitive pricing
increase in volume of sales
increase in associated sales
increased market share
presentation or merchandising of the product
quality of goods and service.
Merchandise plansmay include provision of:
display point props
interior and exterior signage
invitations and brochures
merchandising manual
news and magazine advertisements
point-of-sale units
posters and banners.
Brand may encompass:
company brands
intellectual property
product brands
registered brands
registered trademarks
supplier brands.
Benefitssold to a business partner may include:
associated promotions
associated sales
market share
presentation or merchandising of the product
price
promotional tie-ins or co-location
quality
volume of sales.
Systems may include:
data sharing and exchange
distribution agreements
information systems
personnel training
strategic relationships
supply chain efficiency
value-add activities.
Needs may include:
functions
philosophies
practices
products
strategies
values and approach.
Business plans may include:
business
contingency
disposal
environmental
human resources
marketing
public relations
purchasing and procurement
risk management
sales
strategic.
Opportunities to build business partnerships may include:
attending workshops
becoming a member of a network
participating in forums
participating in industry training.
Company policy regarding:
client relationship management
information and communications management
quality assurance and compliance procedures
sale of products and services.
Legislative requirements may include:
environmental protection legislation
WHS requirements
pricing procedures, including GST requirements
privacy laws
sale of second-hand goods
Australian consumer law
transport, storage and handling of goods.
Business may include:
consumers
distributors
suppliers.
Business relationships and management systemsmay be influenced by:
continuous improvement
cost and price analysis
due diligence requirements
infrastructural and capital outlay requirements
intellectual property and technology rights
market position
organisational systems integration and compatibility
planning cycles and timing
risk sharing
supply chain management
terms and conditions agreed
value for money
value management.
Information on forecasts and competitor activities may be collected by research using:
database or internet searches
market modelling
mystery shopping
telephone
verbal meetings.
Development of strategies may include:
approval processes
budget allocation
consultation with key stakeholders
drawing up of contractual arrangements
procurement processes.
Benefits of business relationship for customer may include:
access to associated promotions
access to promotional tie-ins or co-location
competitive pricing
increase in volume of sales
increase in associated sales
increased market share
presentation or merchandising of the product
quality of goods and service.
Merchandise plansmay include provision of:
display point props
interior and exterior signage
invitations and brochures
merchandising manual
news and magazine advertisements
point-of-sale units
posters and banners.
Brand may encompass:
company brands
intellectual property
product brands
registered brands
registered trademarks
supplier brands.
Benefitssold to a business partner may include:
associated promotions
associated sales
market share
presentation or merchandising of the product
price
promotional tie-ins or co-location
quality
volume of sales.
Systems may include:
data sharing and exchange
distribution agreements
information systems
personnel training
strategic relationships
supply chain efficiency
value-add activities.
Needs may include:
functions
philosophies
practices
products
strategies
values and approach.
Business plans may include:
business
contingency
disposal
environmental
human resources
marketing
public relations
purchasing and procurement
risk management
sales
strategic.
Opportunities to build business partnerships may include:
attending workshops
becoming a member of a network
participating in forums
participating in industry training.
Company policy regarding:
client relationship management
information and communications management
quality assurance and compliance procedures
sale of products and services.
Legislative requirements may include:
environmental protection legislation
WHS requirements
pricing procedures, including GST requirements
privacy laws
sale of second-hand goods
Australian consumer law
transport, storage and handling of goods.
Business may include:
consumers
distributors
suppliers.
Business relationships and management systemsmay be influenced by:
continuous improvement
cost and price analysis
due diligence requirements
infrastructural and capital outlay requirements
intellectual property and technology rights
market position
organisational systems integration and compatibility
planning cycles and timing
risk sharing
supply chain management
terms and conditions agreed
value for money
value management.
Information on forecasts and competitor activities may be collected by research using:
database or internet searches
market modelling
mystery shopping
telephone
verbal meetings.
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
products documentary evidence of consultative and liaison processes with business partners
develops sustainable and beneficial business relationships
integrates business relationships with business and strategic goals and targets
integrates business plans and targets between business partners
develops systems to manage and monitor business relationships
uses feedback and communication systems to source business and customer satisfaction with business partnerships or relationships
anticipates and responds to changes affecting business relationships.
Context of and specific resources for assessment
Assessment must ensure access to:
a retail work environment
relevant documentation, such as:
business policy and procedures
information on the internal and external operating environment
a range of business customers with different requirements.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of performance in the workplace
third-party reports from a supervisor
customer feedback
review of portfolios of evidence
written or verbal questioning to assess knowledge and understanding.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
products documentary evidence of consultative and liaison processes with business partners
develops sustainable and beneficial business relationships
integrates business relationships with business and strategic goals and targets
integrates business plans and targets between business partners
develops systems to manage and monitor business relationships
uses feedback and communication systems to source business and customer satisfaction with business partnerships or relationships
anticipates and responds to changes affecting business relationships.
Context of and specific resources for assessment
Assessment must ensure access to:
a retail work environment
relevant documentation, such as:
business policy and procedures
information on the internal and external operating environment
a range of business customers with different requirements.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of performance in the workplace
third-party reports from a supervisor
customer feedback
review of portfolios of evidence
written or verbal questioning to assess knowledge and understanding.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
No information
| State Code | National Code | Title | Type |
|---|---|---|---|
| J150 | SIR40212 | Certificate IV in Retail Management | Qualification |