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SITXMGT002 Student Assessment Tasks - 2

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0% found this document useful (4 votes)
1K views50 pages

SITXMGT002 Student Assessment Tasks - 2

Uploaded by

shyam
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Student Assessment Tasks

SITXMGT002 Establish and conduct business


relationships

STUDENT NAME: ……………………………………………………

STUDENT ID: …………………………………………………


Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

This learner resource guide supports SITXMGT002 establish and conduct business
relationships. All rights reserved. No part of this publication may be reproduced or transmitted in
any form or by any means, electronic or mechanical, including photocopying, scanning,
recording, or any information storage and retrieval system, without permission in writing from
the Author.

Teachers, trainers and trainees are directed to the relevant legislation, regulations, and codes of
practice and guidance notes for an authoritative understanding of regulatory requirements. This
learner guide should be read in conjunction with relevant legislation and is not a substitute for it.

Every effort has been made to trace and acknowledge copyrighted material. The author tenders
his/her apologies should any infringement have occurred. Images contained are used under
licence.

This learner resource will help you build the skills required to meet the performance criteria of
this unit:

SITXMGT002 ESTABLISH AND CONDUCT BUSINESS RELATIONSHIPS

It’s important that Learning and Assessment is conducted in a safe environment where your
assessment work demonstrates consistent performance of typical activities experienced in the
management and leadership field of work.

STUDENT INFORMATION

Assessment Information for students

Throughout your training we are committed to your learning by providing a training and
assessment framework that ensures the knowledge gained through training is translated into
practical on the job improvements.

You are going to be assessed for:


 Your skills and knowledge using written and observation activities that apply to the
workplace.

 Your ability to apply your learning.

 Your ability to recognise common principles and actively use these on the job.

All of your assessment and training is provided as a positive learning tool. Your assessor will
guide your learning and provide feedback on your responses to the assessment materials until
you have been deemed competent in this unit.

How You Will Be Assessed


The process we follow is known as competency-based assessment. This means that evidence
of your current skills and knowledge will be measured against national standards of best
practice, not against the learning you have undertaken either recently or in the past. Some of
the assessment will be concerned with how you apply your skills and knowledge in the
workplace, and some in the training room as required by each unit.
Your Trainer will discuss with you whether your current or past workplaces are suitable to use
and a basis for your assessments.
Where you have a workplace that is supportive and resourced the preferred choice is that you
will complete the assessment tasks on their workplace using a similarly sized and similarly
complex project. This may provide better assessment outcomes for you. This choice should be
negotiated with the Trainer.
If you do not have a suitable workplace on which to base your assessment, the Trainer /
Assessor may create a simulated workplace via a case study or sets of instructions based on
your needs or use a standard pre-prepared case study/simulated environment.
Because of variations within organisations and learner access it is permissible to use a
combination of workplace and the simulated business to complete the assessment tasks.
Discuss this with your Trainer.
The assessment tasks have been designed to enable you to demonstrate the required skills and
knowledge and produce the critical evidence to successfully demonstrate competency at the
required standard.
Your assessor will ensure that you are ready for assessment and will explain the assessment
process. Your assessment tasks will outline the evidence to be collected and how it will be
collected, for example; a written activity, case study, or demonstration and observation.
The assessor will also have determined if you have any special needs to be considered during
assessment. Changes can be made to the way assessment is undertaken to account for special
needs and this is called making Reasonable Adjustment.
What happens if your result is ‘Not Yet Competent’ for one or more assessment tasks?
Our assessment process is designed to answer the question “has the desired learning outcome
been achieved yet?” If the answer is “Not yet”, then we work with you to see how we can get
there.
In the case that one or more of your assessments has been marked ‘NYC’, your trainer will
provide you with the necessary feedback and guidance, in order for you to resubmit your
responses.

What if you disagree on the assessment outcome?


You can appeal against a decision made in regard to your assessment. An appeal should only
be made if you have been assessed as ‘Not Yet Competent’ against a specific unit and you feel
you have sufficient grounds to believe that you are entitled to be assessed as competent. You
must be able to adequately demonstrate that you have the skills and experience to be able to
meet the requirements of units you are appealing the assessment of.
Your trainer will outline the appeals process, which is available to the student. You can request
a form to make an appeal and submit it to your trainer, the course coordinator, or the
administration officer. The RTO will examine the appeal and you will be advised of the outcome
within 14 days. Any additional information you wish to provide may be attached to the appeal
form.
What if I believe I am already competent before training?
If you believe you already have the knowledge and skills to be able to demonstrate competence
in this unit, speak with your trainer, as you may be able to apply for Recognition of Prior
Learning (RPL).

Assessor Responsibilities
Assessors need to be aware of their responsibilities and carry them out appropriately. To do this
they need to:
 Ensure that participants are assessed fairly based on the outcome of the language, literacy
and numeracy review completed at enrolment.

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SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

 Ensure that all documentation is signed by the student, trainer, workplace supervisor and
assessor when units and certificates are complete, to ensure that there is no follow-up
required from an administration perspective.
 Ensure that their own qualifications are current.
 When required, request the manager or supervisor to determine that the student is
‘satisfactorily’ demonstrating the requirements for each unit. ‘Satisfactorily’ means
consistently meeting the standard expected from an experienced operator.
 When required, ensure supervisors and students sign off on third party assessment forms
or third-party report.
 Follow the recommendations from moderation and validation meetings.
How should I format my assessments?
Preferably, your assessments should be typed in a 11 or 12 size font for ease of reading or
printed neatly on provided assessment. You must include a footer on each page with the
student name, unit code and date. Your assessment needs to be submitted as a hardcopy or
electronic copy as requested by your trainer. If you have issues with word processed
submissions, please discuss with your trainer.
How long should my answers be?
The length of your answers will be guided by the description in each assessment, for example:
Type of Answer Answer Guidelines

Short Answer 4 typed lines = 50 words, or


5 lines of handwritten text
Long Answer 8 typed lines = 100 words, or

10 lines of handwritten text = 1⁄3of a foolscap page

Brief Report 500 words = 1 page typed report, or

50 lines of handwritten text = 11⁄2foolscap handwritten pages

Mid Report 1,000 words = 2 page typed report


100 lines of handwritten text = 3 foolscap handwritten pages
Long Report 2,000 words = 4 page typed report
200 lines of handwritten text = 6 foolscap handwritten pages
How should I reference the sources of information I use in my assessments?
Include a reference list at the end of your work on a separate page. You should reference the
sources you have used in your assessments in the Harvard Style. For example:
Website Name – Page or Document Name, Retrieved insert the date. Webpage link.
For a book: Author surname, author initial Year of publication, Title of book, Publisher, City,
State
Assessment Guide

The following table shows you how to achieve a satisfactory result against the criteria for each
type of assessment task. The following is a list of general assessment methods that can be
used in assessing a unit of competency. Check your assessment tasks to identify the ones used
in this unit of competency.
Assessment Method Satisfactory Result Non-Satisfactory Result

You will receive an overall result of Competent or Not Yet Competent for the unit. The assessment process is made up of a
number of assessment methods. You are required to achieve a satisfactory result in each of these to be deemed competent
overall. Your assessment may include the following assessment types.
Questions All questions answered correctly Incorrect answers for one or more questions

Answers address the question in full; referring to Answers do not address the question in full.
appropriate sources from your workbook and/or Does not refer to appropriate or correct
workplace sources.

Third Party Report Supervisor or manager observes work Could not demonstrate consistency. Could
performance and confirms that you consistently not demonstrate the ability to achieve the
meet the standards expected from an experienced required standard
operator
Written Activity The assessor will mark the activity against the Does not follow guidelines/instructions
detailed guidelines/instructions

Attachments if requested are attached Requested supplementary items are not


attached
All requirements of the written activity are Response does not address the
addressed/covered. requirements in full; is missing a response for
one or more areas.

Responses must refer to appropriate sources from One or more of the requirements are
your workbook and/or workplace answered incorrectly.
Does not refer to or utilise appropriate or
correct sources of information

Observation All elements, criteria, knowledge and performance Could not demonstrate elements, criteria,
/Demonstration evidence and critical aspects of evidence, are knowledge and performance evidence and/or
demonstrated at the appropriate AQF level critical aspects of evidence, at the
appropriate AQF level
Case Study All comprehension questions answered correctly; Lack of demonstrated comprehension of the
demonstrating an application of knowledge of the underpinning knowledge (remove) required
topic case study. to complete the case study questions
correctly. One or more questions are
answered incorrectly.
Answers address the question in full; referring to Answers do not address the question in full;
appropriate sources from your workbook and/or do not refer to appropriate sources.
workplace
Practical Activity All tasks in the practical activity must be competed Tasks have not been completed effectively
and evidence of completion must be provided to and evidence of completion has not been
your trainer/assessor. provided.
All tasks have been completed accurately and
evidence provided for each stated task.
Attachments if requested are attached Requested supplementary items are not
attached

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SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

STUDENT ASSESSMENT AGREEMENT

Make sure you read through the assessments in this booklet before you fill out and sign the
agreement below.

If there is anything that you are unsure of, consult your assessor prior to signing this agreement.

Have you read the assessment requirements for this unit?  Yes  No
Do you understand the requirements of the assessments for this unit?  Yes  No
Do you agree to the way in which you are being assessed?  Yes  No
Do you have any specific needs that should be considered?  No  Yes
If so, explain these in the space below.

Do you understand your rights to re-assessment?  Yes  No


Do you understand your right to appeal the decisions made in an assessment?
 Yes  No

Student name

Student number

Student signature

Start date

Assessor name
ASSESSMENT TASK 1 COVER SHEET

Student Declaration

To be filled out and submitted with assessment responses

 I declare that this task is all my own work and I have not cheated or plagiarised the work or
colluded with any other student(s).
 I understand that if I am found to have plagiarised, cheated or colluded, action will be taken
against me according to the process explained to me.
 I have correctly referenced all resources and reference texts throughout these assessment
tasks.

Student name

Student ID number

Student signature

Assessor declaration

 I hereby certify that this student has been assessed by me and that the assessment has
been carried out according to the required assessment procedures.

Assessor name

Assessor signature

Assessment outcome S NS DNS Resubmission Y N

Feedback (If required)

A copy of this page must be supplied to the office and kept in the student’s file with the
evidence.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

ASSESSMENT 1 – SHORT ANSWER

INSTRUCTIONS
You are to answer all questions.
Read each question carefully. Ensure you have provided all required information.
On completion, submit your assessment to your assessor.

SECTION 1: BUILD BUSINESS RELATIONSHIPS

Question.1:You’re a senior sales representative of a tour operation. You’re about to visit China
to meet a travel agent to promote your holiday package. You don’t know anything about
China. Explain how you would go about establishing an ongoing professional relationship.

Question.2: Business relationships happen in a commercial context and vary depending on


industry structure and interrelationships. List two external customers you would form
relationships within each category.
 Essential service suppliers

 Hospitality suppliers

 Communication suppliers

 Distribution

 Marketing

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Question.3: List six interpersonal and communication styles you can use to build trust and
respect to nurture ongoing business relationships.

Question.4: You need to plan activities and organise initiatives that support your professional
relationships. Identify six ways you could maintain regular contact with suppliers and
customers to communicate better and foster stronger business relationships.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

2: CONDUCT NEGOTIATIONS

Question.5: List the four stages of negotiation.

Question.6: You’re the general manager of a five-star hotel in the inner city. You normally wear
a suit and tie and conduct business quite formally. The chef and food and beverage
manager have asked you to accompany them to a rural farm to negotiate with a produce
supplier who can deliver fresher vegetables directly to the kitchen.
Do you need to change your approach in this situation? If not, explain why not. If so,
explain why and describe how you might change.

Question.7: Before entering into negotiations with the produce supplier in question 6, what are
five things that your team should be clear on? Of these, which is the most important?

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Question.8: Your team has decided the roles each person will play in the negotiation with the
supplier in question 6. Briefly describe what each person will do.
 Chef (good guy)

 Food and beverage manager (bad guy)

 You (leader and sweeper)

Question.9: You’re the manager of a travel agency about to enter into negotiations with a resort
which could be of significant commercial value to you both. You believe a long-term
relationship would be in your best interests.
Which of these three negotiating styles is the best one to use? Describe the
communication skills that go along with it.
 Integrative approach
 Distributive approach
 Mixed approach

Question.10: When negotiating, your aim is usually to maximise the benefits for all parties
involved and establish long-term relationships. List six negotiating techniques you can
apply in order to obtain a successful result for your travel agency and the resort in
question 9.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Question.11: You’re an operator of a small restaurant that you currently lease. You’d like to
make minor renovations to the premises. You’re about to negotiate with the real estate
agent who’s infamous for being difficult to deal with. State five ploys the agent might use
against you.

Question.12: The real estate agent in question 11 keeps you waiting for nearly an hour and then
keeps taking phone calls during your negotiations. Describe how you would respond.

Question.13: Identify three signs that show the other party is ready to close negotiations.

Question.14: List three types of input you can get from colleagues prior to and during
negotiations to incorporate into talks.

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Question.15: List six appropriate colleagues and stakeholders you might need to communicate
results of negotiations to.

Question.16: It’s important to evaluate commercial data and cost structures prior to negotiation.
List four common financial matters to consider before undertaking a negotiation.

SECTION 3: MAKE FORMAL BUSINESS AGREEMENTS

Question.17: Why are contracts entered into?

Question.18: What exactly is a contract and how do you enter into one?
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Question.19: What happens if one party doesn’t meet their contractual obligations?

Question.20: Explain when you might need to draw up a contract.

Question.21: List five external customers you might enter into contracts with.

Question.22: Identify three types of contracts you might enter into.

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Question.23: Look at the definitions of the key elements you should include in any contract you
develop. Label each one.
 Both parties understand they’re creating legal relations, and are going to abide by the
contract which is legally enforceable.

 One party makes an offer and the other accepts it.

 One party gives something (usually money) in exchange for something from the other
party (usually a product or service).

 Both parties are mentally capable of understanding a contract.

 Both parties agree to the contract of their own free will.

 All parts of the contract are legal.

Question.24: Prior to developing or participating in the development of a formal commercial


agreement, you should consult legislation. What two documents contain legal
requirements that impact negotiations and agreements, including contracts and consumer
protection?

Question.25: You need to understand the key components of contract law at a basic level to
develop a legally binding contract. Define the following terms.
 Terms and conditions
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

 Exclusion clause

 Dispute resolution clause

Question.26: List and describe three ways contracts can be terminated.

Question.27: Identify five people or groups who may need to approve all aspects of the formal
agreement.

Question.28: Which procedures should you follow when obtaining approval for formal
agreements?

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Question.29: When developing a business contract, under what circumstances would you need
to consult a specialist for advice?

Question.30: You’ve just received a contract from your linen supplier but you’re not sure it’s
legally binding. What would you do?

SECTION 4: foster and maintain business relationships


Question.31: What professional networks can you use to foster and maintain business
relationships? List at least three.

Question.32: What type of information is useful to help you maintain sound business
relationships?

Question.33: How can you act ethically and responsibly to foster and maintain business
relationships?
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Question.34: Define key performance indicators (KPIs).

Question.35: List four contractual KPIs you may be expected to meet to honour agreements and
comply with agreed terms.

Question.36: Explain why you might adjust an agreement.

Question.37: Describe how to make adjustments to agreements.

Question.38: Who do you consult and share information with when making adjustments?

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ASSESSMENT TASK 1 CHECKLIST

Student’s name:

Satisfactory
Did the student provide a sufficient performance Comments (if resubmission required)
and clear answer that addresses the
Yes No
suggested answer for the following?
Section.1. Questions 1-4

Section.2. Questions 5-16

Section.3. Questions 17-30

Section.4. Questions 31-38

Task Outcome: Satisfactory  Not Satisfactory 

Assessor signature

Assessor name
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

ASSESSMENT TASK 2 COVER SHEET

Student Declaration
To be filled out and submitted with assessment responses
 I declare that this task is all my own work and I have not cheated or plagiarised the work or
colluded with any other student(s).
 I understand that if I am found to have plagiarised, cheated or colluded, action will be taken
against me according to the process explained to me.
 I have correctly referenced all resources and reference texts throughout these assessment
tasks.

Student name

Student ID number

Student signature

Assessor declaration
 I hereby certify that this student has been assessed by me and that the assessment has
been carried out according to the required assessment procedures.

Assessor name

Assessor signature

Assessment outcome S NS DNS Resubmission Y N

Feedback (If required)

A copy of this page must be supplied to the office and kept in the student’s file with the evidence.

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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ASSESSMENT 2 – CASE STUDY

n industry standard software package such as Microsoft Word, Excel, PowerPoint, etc. Alternatively populate the space below in blue o
number and then save your file.
it code and title, the assessment task number and the name of the assessment at the top of the page. Alternatively, you may place thi
he header or footer on every page.
to your assessor.

This assessment requires you to prepare for negotiations based on the case-study scenario.

Case study

You are the purchasing manager for a hotel complex. The hotel has a number of outlets.

 An upmarket bistro seating 200 and open Tuesday to Sunday (Friday and Saturday nights
average 300 covers, Sunday lunch and dinner usually average 150 to 200 covers).
 A public sports bar for up to 250 patrons.
 An informal lounge bar with seating for 60.
 A two-lane drive-through bottle shop.
 A gaming room with 70 poker machines.
 A small coffee shop seating 20, attached to the gaming room.

All stock required for the outlets must be requisitioned through your department. You’re
responsible for dealing with suppliers, placing orders, receiving deliveries, storing and
distributing stock, contacting maintenance and repair specialists as required, and managing the
cleaning contractor.

You have the authority to negotiate contracts with suppliers to the value of $150,000 per annum
on your own. Above this amount, the assistant manager must negotiate with the general
manager to obtain final approval for all contracts.

The hotel’s owners have received approval to extend a section of the bistro into an outdoor
garden dining area which will seat an extra 100 guests. They’re demolishing a wall and
replacing it with large glass panels and doors. The outdoor area requires appropriate furniture,
umbrellas, awnings, and additional cutlery, crockery, glassware and service equipment.

They’re building a small bar in one corner of the garden area for use during busy periods or to
service the area if it’s booked for a private function. They’re covering one-third of the area
closest to the doorways leading from the internal bistro area with a permanent roof. For the
cooler months, they’re considering either attaching outdoor gas heaters to the roof area or
purchasing freestanding heaters.

The renovations will take three months. An opening date has been set for the first Thursday in
December. Promotion of the new area commences in one month. Customers can make
bookings six weeks prior to opening. It has been forecasted that the new seating area will lead
to a 40 per cent increase in business in the bistro over the summer months.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

You’ve been given the job of sourcing all furniture, large and small equipment, and food and
beverage service equipment required for the new dining area. You may decide to use current
suppliers or locate new sources. Price and the ability to supply the products and services within
required timeframes will be important considerations. Any contracts for equipment must include
delivery and installation deadlines.

The bistro in its current format has been open for seven years. The food and beverage manager
has indicated that the current service equipment (especially the crockery) is showing stains and
signs of long-term use. Management will consider investing in new crockery and possibly cutlery
for the whole bistro if the price is within budgeted range. Otherwise, amounts required to
increase current supplies will be purchased. However, it must match or be similar to the current
service equipment.

Choose two of the following areas, products or services to focus on for the purpose of your
negotiations.

 Service equipment: glassware, cutlery, crockery, etc.


 Furniture: tables, chairs, service stations
 Large or small bar equipment for the external bar
 Décor: umbrellas, shade awnings, table centrepieces, decorative pots, water features or
other decorative items
 Outdoor heating systems
 Linen
 Garden supplies and/or ongoing maintenance

Question.1: What two areas have you chosen to use as the basis for your negotiations?

Question.2: What information must you research before you make initial enquiries with potential
suppliers?

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Question.3: Once you’ve contacted suppliers to negotiate with, research the people and the
organisation. Describe the results of your research and the cultural factors you’ll need to
consider during negotiations with the two different suppliers.
 Supplier 1

 Supplier 2

Question.4: List and prioritise your objectives, negotiable and non-negotiable requirements and
BATNA (best alternative to a negotiated agreement).
Supplier 1 Supplier 2

Objectives of
negotiation

Negotiable
requirements

Non-
negotiable
requirements

BATNA
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Question.5: What concessions (if any) are you prepared to make during negotiations to achieve
your objectives?
 Negotiations with Supplier 1

 Negotiations with Supplier 2

Question.6: Decide what roles team members will play during the negotiations.
 Negotiations with Supplier 1

 Negotiations with Supplier 2

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Question.7: List the internal and external issues that could affect this business negotiation as
well as any challenges you foresee occurring during the negotiation process. Describe
how you would deal with each one.
Supplier 1 Supplier 2

Internal
issues

External
issues

Challenges

Question.8: Who will you communicate the results of negotiations to?


SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Question. 9: In Assessment 3, you are required to role-play negotiations with the two suppliers
you have researched. Write a meeting agenda for the negotiations in the space provided.
 Agenda for Supplier 1 negotiations

 Agenda for Supplier 2 negotiations

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ASSESSMENT TASK 2 CHECKLIST

Student’s name:

Completed
Did the student provide a sufficient and successfully
Comments (If required)
clear answer that addresses the
suggested answer for the following? Yes No

Question.1.

Question.2.

Question.3.

Question.4.

Question.5.

Question.6.

Question.7.

Question.8.

Question.9.

Task Outcome: Satisfactory  Not Satisfactory 

Assessor signature

Assessor name
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

ASSESSMENT TASK 3 COVER SHEET

Student Declaration
To be filled out and submitted with assessment responses

 I declare that this task is all my own work and I have not cheated or plagiarised the work or
colluded with any other student(s).
 I understand that if I am found to have plagiarised, cheated or colluded, action will be taken
against me according to the process explained to me.
 I have correctly referenced all resources and reference texts throughout these assessment
tasks.

Student name

Student ID number

Student signature

Assessor declaration
 I hereby certify that this student has been assessed by me and that the assessment has
been carried out according to the required assessment procedures.

Assessor name

Assessor signature

Assessment outcome S NS DNS Resubmission Y N

Feedback (If required)

A copy of this page must be supplied to the office and kept in the student’s file with the
evidence.

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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ASSESSMENT 3 – ROLE-PLAY

bedded)
nt must be written using an industry standard software package such as Microsoft Word, Excel, PowerPoint, etc.
number and then save your file.
it code and title, the assessment task number and the name of the assessment at the top of the page. Alternatively, you may place thi
he header or footer on every page.
to your assessor.

Learner assessment guide and evidence

This assessment requires you to undertake a series of role-plays to demonstrate your ability to
negotiate with suppliers from Assessment 3. You are required to do the following.

 Role-plays are to be conducted in an actual or simulated workplace environment.


 All participants must be briefed on their roles and the desired outcomes of the role-play prior
to commencing the activity.
 Role-plays can be recorded for further analysis and discussion with the consent of all
participants.
 Assessment 2 must be completed prior to undertaking this assessment task.
 Complete the two role-plays.

Role-play 1

 The following resources are required to complete the role-play.


 Learner’s agenda from Assessment 3, Question 9 – Supplier 1.
 Roleplay instructions from your assessor.

Learner instructions
 During the role-play, you are required to demonstrate the following skills and knowledge.
 Establish relationships and open negotiations within organisational protocols using
effective communication skills and techniques.
 Build trust and respect in business relationships through use of effective communication
skills and techniques.
 Conduct negotiations in a professional manner to maximise benefits of both parties.
 Incorporate feedback and input from colleagues into negotiations where appropriate.
 Demonstrate the communication skills necessary to conduct and close negotiations that
may be of significant commercial value.
 Incorporate knowledge of principles of negotiation.
 Demonstrate understanding of stages in the negotiation process.
 Conduct the role-play.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Role-play assessor instructions


 You can perform the role-play with the learner or ask other individuals to undertake
participant roles.
 The role-play setting should relate to the case-study scenario outlined in Assessment 2.
 Provide copies of participant role-play instructions to all participants.
 Discuss each participant’s role and the desired outcomes of the activity (roles will depend on
the suppliers and research conducted by the learner in Assessment 2).
 Ensure the learner has their completed agenda available from Assessment 2.
 Ensure you are familiar with the learner’s response to Assessment 2 prior to commencing
the role-play. This ensures you are familiar with the suppliers and research the learner
conducted, which will form the basis of their interaction in the role-play.
 Conduct a debriefing session with the learner at the conclusion of the role-play to discuss
skills and knowledge displayed in the role-play and make suggestions for improvement, if
necessary.

Role of Supplier 1
The learner wants to negotiate a supply arrangement with you.
They will outline their objectives and discuss any additional requirements.
Your prices are higher than what the learner wants to pay but you are confident that your
business is a leading supplier in the industry. You have a good reputation for providing
high- quality customer service and products.

Instructions
 Discuss and negotiate arrangements with Supplier 1 from Assessment
2. Refer to your agenda during negotiations

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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Role-play 2

 The following resources are required to complete the role-play.


 Learner’s agenda from Assessment 2, Question 9 – Supplier 2.
 Roleplay instructions from your assessor.

Learner instructions
 During the role-play, you are required to demonstrate the following skills and knowledge.
 Establish relationships and open negotiations within organisational protocols using
effective communication skills and techniques.
 Build trust and respect in business relationships through use of effective communication
skills and techniques.
 Conduct negotiations in a professional manner to maximise benefits of both parties.
 Incorporate feedback and input from colleagues into negotiations where appropriate.
 Demonstrate the communication skills necessary to conduct and close negotiations that
may be of significant commercial value.
 Incorporate knowledge of principles of negotiation.
 Demonstrate understanding of stages in the negotiation process.
 Conduct the role-play.

Role-play assessor instructions


 You can perform the role-play with the learner or ask other individuals to undertake
participant roles.
 The role-play setting should relate to the case-study scenario outlined in Assessment 2.
 Provide copies of participant role-play instructions to all participants.
 Discuss each participant’s role and the desired outcomes of the activity (roles will depend on
the suppliers and research conducted by the learner in Assessment 2).
 Ensure the learner has their completed agenda available from Assessment 2, Question 9.
 Ensure you are familiar with the learner’s response to Assessment 2 prior to commencing
the role-play. This ensures you are familiar with the suppliers and research the learner
conducted, which will form the basis of their interaction in the role-play.
 Conduct a debriefing session with the learner at the conclusion of the role-play to discuss
skills and knowledge displayed in the role-play and make suggestions for improvement, if
necessary.

Role of Supplier 2
The learner wants to negotiate a supply arrangement with you.
They will outline their objectives and discuss any additional requirements.
You can meet the learner’s budget requirements but not their deadlines. You might be able to
meet part of their order, however supply or delivery of stock/service delivery will be delayed.
You can offer the leaner’s organisation an additional discount if they’re prepared to schedule
a later delivery/service date.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

ASSESSMENT TASK 3 CHECKLIST

Student’s name:

Completed
Did the student provide a sufficient and successfully
Comments (required)
clear answer that addresses the
suggested answer for the following? Yes No

Role-play 1

Established relationships and opened


negotiations within organisational
protocols using effective communication
skills and techniques.

Built trust and respect in business


relationships through use of effective
communication skills and
techniques.

Conducted negotiations in a professional


manner to maximise benefits of both
parties.

Incorporated feedback and input from


colleagues into negotiation where
appropriate.

Demonstrated the communication skills


necessary to conduct and close
negotiations that may be of significant
commercial value.

Incorporated knowledge of principles of


negotiation.

Demonstrated understanding of
stages in the negotiation process

Role-play 2

Established relationships and opened


negotiations within organisational
protocols using effective communication
skills and techniques.

Built trust and respect in business


relationships through use of effective
communication skills and
techniques.

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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Student’s name:

Completed
Did the student provide a sufficient and successfully
Comments (required)
clear answer that addresses the
suggested answer for the following? Yes No

Conducted negotiations in a professional


manner to maximise benefits of both
parties.

Incorporated feedback and input


from colleagues into negotiation
where appropriate.

Demonstrated the communication skills


necessary to conduct and close
negotiations that may be of significant
commercial value.

Incorporated knowledge of principles


of negotiation.

Demonstrated understanding of
stages in the negotiation process.

Task Outcome: Satisfactory  Not Satisfactory 

Assessor signature

Assessor name
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

ASSESSMENT TASK 4 COVER SHEET

Student Declaration
To be filled out and submitted with assessment responses

 I declare that this task is all my own work and I have not cheated or plagiarised the work or
colluded with any other student(s).
 I understand that if I am found to have plagiarised, cheated or colluded, action will be taken
against me according to the process explained to me.
 I have correctly referenced all resources and reference texts throughout these assessment
tasks.

Student name

Student ID number

Student signature

Assessor declaration
 I hereby certify that this student has been assessed by me and that the assessment has
been carried out according to the required assessment procedures.

Assessor name

Assessor signature

Assessment outcome S NS DNS Resubmission Y N

Feedback (If required)

A copy of this page must be supplied to the office and kept in the student’s file with the
evidence.

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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ASSESSMENT 4 – CASE STUDY

n industry standard software package such as Microsoft Word, Excel, PowerPoint, etc. Alternatively populate the space below in blue o
number and then save your file.
it code and title, the assessment task number and the name of the assessment at the top of the page. Alternatively, you may place thi
he header or footer on every page.
to your assessor.

Learner assessment guide and evidence

This assessment requires you to develop contracts based on the negotiations you role-played in
Assessment 3.

You are required to do the following.

 Refer to the research you conducted in Assessment 2 and the negotiations you conducted in
Assessment 3.
 Document and submit a written contract for two suppliers/contractors.
 Respond to all questions.

Question.Q1:
 Refer to the research you conducted in Assessment 2 and the negotiations you conducted in
Assessment 3.
 Prepare two written contracts – one for each supplier/contractor.
 A sample template Assessment 4_Contract will be emailed to you by your assessor
(recommended) if you request it..
 Ensure the contract includes the key elements, components and inclusions to ensure it is
legally binding.
 Ensure you follow legal requirements that impact agreements in your sector, including
consumer protection where applicable.
 Decide whether you need any specialist advice to help you develop the contract. If you do,
seek advice as required.
 Save the contracts as Assessment 4_Contract 1 and Assessment 4_Contract 2. (unless
submitting paper based below.
 Submit the two completed contracts to your assessor either as a Word file or complete the
following by hand.
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

AGREEMENT (Assessment 4 Contract 1)


This agreement is made this [insert day] day of [insert month] 20[insert year]

BETWEEN
[insert full name of contractor/business] of [insert address]

ABN [insert number]


(the supplier)

AND

[insert full name of contractor/business] of [insert address]

ABN [insert number]


(the agent)

IT IS HEREBY AGREED THAT

Intention
 Both parties intend to create legal relations.
 Both parties intend to abide by the contract.
 Both parties understand and intend that the agreement be enforced by law.

Agreement
[State agreed terms]

Offer
[Clearly state offer]

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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Terms
[The terms of contract are the points of the agreement between the parties involved.
The terms identify how and under what conditions the agreement is to be fulfilled.]

Conditions
[The conditions of a contract are the major terms which go to the heart of the agreement and
spell out what is absolutely fundamental to it. If conditions aren’t fulfilled, the agreement is
breached.

It’s essential that you decide what the conditions of the contract will be, ensure the other party
agrees with these conditions and check that the contract makes clear what these conditions
are.]

Warranties
[Warranties are terms of lesser importance.]

Termination clause
[State under what conditions the contract will be terminated – discharge by performance, mutual
rescission, contract modification, discharge by breach.]
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Default clauses
[A default clause says what happens when one party breaches their part of the agreement.
It usually lets the other party (who didn’t breach the contract) request damages, end the contract
or take another specified course of action.

Usually, this clause comes into effect when a deadline such as payment of interest, works
completed or some other stipulation is missed.]

Indemnity clauses
[The contract may provide an indemnity clause which effectively seeks to protect the other party
from outside claims which may arise against you.]

Exclusion clauses
[Exclusions and exemption clauses seek to exclude, limit or cap liability for breach of contract.
Commonwealth and state legislation overrules some excluding terms.]

Director’s guarantee
[A supplier or lender to the business may require that a director personally guarantee any debt
incurred by their business.
If the business is unable to meet its obligation, the director will be personally liable.]

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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Negotiable terms
[A contract can always be amended by agreement. Something may happen during the life of the
contract which affects the ability of one or more parties to carry out the contract.

To provide for this possibility, the contract should specify the conditions under which
renegotiation is permissible.]

Dispute resolution clauses, mediation and arbitration processes


[Describe how disputes arising during the life of a contract may be settled by the parties.

Some contracts now have terms which require the parties to first use a mediator or an
arbitration process before going to court, as a less expensive way of settling a dispute.]

Bonus and penalty provisions


[A contractor or an employee may receive an extra payment or share of profits from a project if
a contract is completed at a higher than stipulated quality, or before a maximum time set in a
contract.
A penalty may apply in the case of late or incomplete performance.]
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Supplier acceptance
The above prices/specifications and conditions of work are hereby accepted by
[name of person/business], authorised representative/owner of [name of business].
This agreement shall become effective from [date date/immediately].

SIGNATURE

DATE

WITNESS NAME

SIGNATURE

DATE

Agent acceptance
The above prices/specifications and conditions of work are hereby accepted by
[name of person/business], authorised representative/owner of [name of business].
This agreement shall become effective from [date date/immediately].

SIGNATURE

DATE

WITNESS NAME

SIGNATURE

DATE

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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AGREEMENT (Assessment 4 Contract 2)
This agreement is made this [insert day] day of [insert month] 20[insert year]

BETWEEN
[insert full name of contractor/business] of [insert address]

ABN [insert number]


(the supplier)

AND

[insert full name of contractor/business] of [insert address]

ABN [insert number]


(the agent)

IT IS HEREBY AGREED THAT

Intention
 Both parties intend to create legal relations.
 Both parties intend to abide by the contract.
 Both parties understand and intend that the agreement be enforced by law.

Agreement

Offer
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Terms

Conditions
[

Warranties

Termination clause

Default clauses

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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Indemnity clauses
[

Exclusion clauses

Director’s guarantee
[

Negotiable terms

Dispute resolution clauses, mediation and arbitration processes


[
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Bonus and penalty provisions

Supplier acceptance
The above prices/specifications and conditions of work are hereby accepted by
[name of person/business], authorised representative/owner of [name of business].
This agreement shall become effective from [date date/immediately].

SIGNATURE

DATE

WITNESS NAME

SIGNATURE

DATE

Agent acceptance
The above prices/specifications and conditions of work are hereby accepted by
[name of person/business], authorised representative/owner of [name of business].
This agreement shall become effective from [date date/immediately].

SIGNATURE

DATE

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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Question.2: According to organisational procedures provided in the case study in Assessment 3,
who would you get to approve the contracts?

Question.3: What information would you seek, review and act upon to maintain a sound business
relationship with both suppliers.

Question.4: Describe how you would comply with agreed terms in the contracts.

Question.5: What KPIs would you take into account to check whether both parties are keeping
up their ends of the bargain?
SITXMGT002 Establish and conduct business relationships Student Assessment Tasks

Question.6: In what circumstances might you need to adjust an agreement?

Question.7: If you had to adjust an agreement, who would you need to consult and share
information with?

Question.8: Describe how you plan to maintain regular contact with the suppliers.

Gamma Education & Training Pty Ltd RTO Code: 41477 CRICOS PROVIDER CODE: 03580F V3.0 0120
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ASSESSMENT TASK 4 CHECKLIST

Student’s name:

Completed
Did the student provide a sufficient and successfully
Comments (If required)
clear answer that addresses the
suggested answer for the following? Yes No

Question.1: Assessment 4 Contract 1

Question.1. Assessment 4 Contract 2

Question.2.

Question.3.

Question.4.

Question.5.

Question.6.

Question.7.

Question.8.

Task Outcome: Satisfactory  Not Satisfactory 

Assessor signature

Assessor name
SITXMGT002 ESTABLISH AND CONDUCT BUSINESS RELATIONSHIPS

ASSESSMENT SUMMARY SHEET


After the assessment, the Assessment Summary Sheet should be signed the Assessor, Student and the Academic
Manager. If a Not Competent, has been achieved then strategies to address the gaps in the performance should be
have been identified and a time for reassessment organised on the attached resubmission / feedback sheet.

Code Title

SITXMGT002 ESTABLISH AND CONDUCT BUSINESS RELATIONSHIPS

Student Name

Student ID
Commencement Date Completion Date

Student Declaration I declare that:


 The Trainer/assessor advised me of the date and time of the assessment
 The Trainer /assessor explained appropriate evidence required to complete assessment
 The Trainer/assessor explained the purpose and the consequence of assessment
 I was provided with any special needs required relating to the assessment process
 The Trainer/assessor explained my rights regarding the appeals process
 This assignment is my own work and that I have correctly acknowledged the work of others
 This assignment is in accordance with Gamma Education & Training guidance on good academic conduct (and how to avoid
plagiarism and other assessment irregularities)

Student Name Student Signature Date

Marking Guide - The principles of assessment of fairness, flexibility, validity and reliability have been met and the learner has been assessed
as competent in the elements for this unit. S – Satisfactory NS – Not Satisfactory

Assessment: Assessment Type: S/NS


Assessment 1 Written questions
Assessment 2 Case study
Assessment 3 Role play 1
Assessment 3 Role play 2
Assessment 4 Case study

Overall Result C – Competent N/C - Not Competent

Authentic Valid Reliable Current Sufficient

Assessor Name Assessor Signature Date

1
Gamma Education & Training Pty Ltd |RTO Code: 41477|CRICOS PROVIDER CODE: 03580F
Address: Level 2, 266 Brunswick Street, Fortitude Valley, QLD 4006 Phone: 07 30757099
Website: www.gammaeducationtraining.edu.au

VERSION 2.0
SITXMGT002 ESTABLISH AND CONDUCT BUSINESS RELATIONSHIPS

ASSESSMENT FEEDBACK SHEET / RESUBMISSION

Comments: Trainers feedback and notes on the assessment of the unit.

Assessments have been discussed with the student and unsatisfactory elements addressed

Overall Result
Competent Not Competent
(After Resubmissions )

If a Not Competent, has been achieved then strategies to address the gaps in the performance should be identified and a time
for reassessment or other assistance organised.

What arrangement have been made:

Special Class Date:

One on One session Date:

Re-sit Date:

I have received feedback and been informed of the assessment result and the reason for the decision
I agree with the assessment result and any resulting actions

Student Name Student Signature Date

Entered VETtrak Yes Date: By:

Academic Manager Name Academic Manager Signature Date

2
Gamma Education & Training Pty Ltd |RTO Code: 41477 |CRICOS PROVIDER CODE: 03580F
Address: Level 2, 266 Brunswick Street, Fortitude Valley, QLD 4006 Phone: 07 30757099
Website: www.gammaeducationtraining.edu.au

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