Elements and Performance Criteria

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 individual, accessibility of the item, and local industry and regional contexts) may also be included.
Business policy and proceduresin relation to:
approval processes
interaction with clients and customers
negotiating contracts and trading terms
quality assurance and control
sale and supply of products and services.
Promotional and merchandising activities may vary to accommodate variationsin:
competition
demographics
economics
legal factors
natural factors
political influences
social and cultural factors
technology.
Sales and distribution arrangements may include:
delivery of products
leasing agreements and consultancies
maintenance and support agreements
provision of services
research and development.
Supply arrangements may relate to:
cost
coverage and content
quality
quantity
time schedules.
Relevant staff may include:
employees
internal or external contacts
relevant managers
supervisors.
Negotiationissuesmay include:
contract variations, including ability to vary or modify targets, processes and clauses
innovations
modification and amendment rights
scope.
Business customers may include:
commercial enterprises
community and not-for-profit organisations
governments
internal business units and divisions
public agencies or organisations.
Expert advicemay be sought from a range of professionals, including:
accountants and auditors
industry association advisory services
in-house or external lawyers
senior in-house staff.
Contractual arrangements may include:
common-use arrangements or standing offers
consequences
contracts, including:
contracts as detailed under Australian consumer law
external contracts
in-house service level agreements
letters of appointment or intent
memorandums of understanding or memorandums of agreement
noncompliance
petty cash
purchase order
trade partners
verbal and written orders.

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:
actively negotiates and finalises legally binding contractual agreements with a range of business customers according to company policy
identifies and understands business targets and strategic goals
manages business contacts and trading terms to achieve agreed business targets and strategic outcomes
demonstrates a high level of ethical and personal integrity in conduct of negotiations and management of contractual 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 portfolio 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.