CQI-FRM028

Assessment Coversheet Version 16 as at 03.04.19

Student
Student Name:
Number:
Unit code/s & name/s: SITXMGT002 Establish and Conduct Business Relationships
Trainer/Assessor’s Name: ☐ Janey Kyle-Scott ☐ Charlie Jensen

Assessment Type: ☐ Task 1 Quiz Task 2 Short Answers ☐ Task 3 Project

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(when submitting assessment)

(Assessor completes the below)

Attempt number: 1 ☐
Assessor feedback:

☐ Student provided with feedback

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Individual Assessment Task: Satisfactory ☐ Not satisfactory ☐ Date:

Attempt number: 2 ☐
Assessor feedback:

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Individual Assessment Task: Satisfactory ☐ Not satisfactory ☐ Date:

Final Unit Result: N/A ☐ Competent ☐ Not competent ☐ Date:
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Assessment Guidelines
What will be assessed
The purpose of this assessment is to assess your underpinning knowledge to complete the tasks
outlined in the elements and performance criteria for this unit of competency and relating to the
following aspects:

 commercial context for business relationships in the relevant industry sector and related
 opportunities to maintain regular contact with customers and suppliers
 principles of negotiation, stages in the negotiating process, and different negotiation techniques that can
be applied
 nature of agreements and contracts in the relevant industry sector and their key role, features and
inclusions
 key components of contract law at an overview level
 other legal requirements that impact negotiations and agreements in the relevant industry.
Place/Location where assessment will be conducted
Submitted to Trainer via email

Resource Requirements
Computer, email and internet access

Instructions for assessment including WHS requirements

You are required to address all questions to achieve competence.
Your trainer will provide you with instructions for time frames and dates to complete this assessment.
Once completed, carefully read the responses you have provided and check for completeness.
Your trainer will provide you with feedback and the result you have achieved.

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Your task: Answer the following 30 questions. Each question must be completed.

Question 1
List 3 key groups of people you may build business relationships with in the TH&E Industry.
1.

2.

3.

Question 2
List 4 reasons business relationships are important.
1.

2.

3.

4.

Question 3
List 2 distribution, marketing or professional networks in your industry that would provide
opportunities to help build business relationships.
1.

2.

Question 4
Why is building trust and respect in a business relationship not always easy?

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Question 5
List 4 traits that can build respect and trust in a business relationship.
1.

2.

3.

4.

Question 6
List 6 ways you can maintain regular contact with customers and suppliers.
1.

2.

3.

4.

5.

6.

Question 7
List 2 methods of Networking. These may be formal or informal.
1.

2.

Question 8
There are several types of negotiations. List 3 different types of negotiations a TH&E manager
might be involved in.
1.

2.

3.

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Question 9
Name 2 cultural differences you may need to consider when negotiating.
1.

2.

Question 10
When going into a negotiation, name 2 things you can do to make a good first impression.
1.

2.

Question 11
What should you do before going into a negotiation to make sure the outcome is in the best interests of your
company?

Question 12
If the negotiation becomes protracted, who should you inform? And how?

Question 13
List 6 techniques to negotiate effectively.
1.

2.

3.

4.

5.

6.

Question 14
How do open questions help a good negotiator gain information?

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Question 15
Give an example of a written contract you may enter into in the TH&E industry.

Question 16
‘Obtaining organisational approvals’ is one of the nine steps of procuring a formal business agreement. Name 3
others:
1.

2.

3.

Question 17
Name 3 types of common clauses which might be included in a contract.
1.

2.

3.

Question 18
What is the name of the clause which is designed to exclude or limit a person’s liability if the breach the
contract?

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Question 19
What is the purpose of a dispute resolution clause?

Question 20
Before formally making an agreement, what approval should you seek?

Question 21
List 4 professional services you might employ to get specialist advice.
1.

2.

3.

4.

Question 22
If you were unsure of how to comply with consumer protection laws, who would you consult to get professional
advice?

Question 23
List 4 specialist services an accountant may be able to assist you with.
1.

2.

3.

4.

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Question 24
Once you have gained the confidence of a new business associate, what can you build on that relationship?

Question 25
If you have signed a contract that stipulates that you will be paying $5,000 property management fees per year
for 5 years, but your business goes broke in its first year, are you still liable to pay the money? Why/Why not?

Question 26
When setting KPIs in business agreements, why should KPIs be quantitative rather than qualitative?

Question 27
When should you review, negotiate and update your contracts?

Question 28
List 4 factors that could change over time which could affect terms and conditions in your contract.
1.

2.

3.

4.

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Question 29
Name 2 legal requirements from your industry that you may impact negotiations or agreements.
1.

2.

Question 30
You are looking at entering a 3 year lease agreement for a commercial property. The contract states the lease
payments will be $5,000 per month for the first year, and then increase by 3.8% every year thereafter.
What will the total annual lease payments be for each year. – Show your calculations.
Year 1?

Year 2?

Year 3?

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