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Establish and conduct business relationships

Document: ASSESSMENT 1 SITXMGT002 Establish and conduct business relationships
RTO # 41380 | CRICOS # 03632K |Version: 1.1 | Page
1 of 5
ASSESSMENT 1 – Questioning

This cover sheet is to be completed by the assessor and used as a record of student competency in this assessment task.

Student Name:

Student ID No:

Unit Code:

Unit Title:
Establish and conduct business relationships

Date of Assessment:

Student Declaration I declare that:

These tasks are my own work, and none of this
work has been completed by any other person.
These tasks are not plagiarised or colluded with
any other student/s.
I have correctly referenced all resources and
reference texts throughout these assessment

I have read and understood the policy on
Plagiarism, cheating and collusion and understand
that if I am found to be in breach of this policy,
disciplinary action may be taken against me.
I have a copy of my assessment work with me,
which I can produce if the original is lost.

Student name: _______________________________________ Signature: _______________________________
Date: ____/_____/_____

Assessment Criteria
If Not Satisfactory,
please comment

Commercial context for business relationships in the relevant industry sector
and related:
Industry structure and interrelationships
Sources of supply
Distribution and marketing networks
Professional networks
Yes No

Opportunities to maintain regular contact with customers and suppliers:
Association membership
Cooperative promotions
Industry functions
Informal social occasions
Program of regular telephone contact
Social media
Yes No

Principles of negotiation, stages in the negotiating process, and different
negotiation techniques that can be applied.

Yes No

Nature of agreements and contracts in the relevant industry sector and their
key role, features and inclusions.

Yes No

Document: ASSESSMENT 1 SITXMGT002 Establish and conduct business relationships
RTO # 41380 | CRICOS # 03632K |Version: 1.1 | Page
2 of 5

Key components of contract law at an overview level:
Terms and obligations of contract
Methods of contractual agreement
Exclusion clauses
Dispute resolution clause
Termination of contracts
Yes No

Other legal requirements that impact negotiations and agreements in the
relevant industry.

Yes No

Satisfactory Not Yet Satisfactory
(Please tick the assessment result for this task)

If Not Yet Satisfactory – Please identify the re-assessment

Comments/ Feedback (If the student is deemed Not Satisfactory the Assessor MUST state the circumstances and
reasons why this judgment has been made):

Assessor Declaration:
I declare that I have conducted a fair, valid, reliable, and flexible assessment with this student, and I have provided
appropriate feedback.
Assessor Name: ___________________________________ Signature: ________________________________
Date: ____/_____/_____

Document: ASSESSMENT 1 SITXMGT002 Establish and conduct business relationships
RTO # 41380 | CRICOS # 03632K |Version: 1.1 | Page
3 of 5
Assessment Guidelines for Student:
Conditions of assessment
This assessment requires you to answer all the listed questions in your own words.
This assessment will be conducted in Glen Institute’s classroom.
On completion, submit the knowledge test to your assessor.
You are required to answer all the questions that are outlined in this Assessment and submit your
evidence to your Assessor so that you can be graded as either
S – Satisfactory or NS – Not Satisfactory
for this assessment. Your Assessor will provide you with feedback.
Only when all your answers have been assessed as satisfactory will you be deemed S – Satisfactory for
this assessment.
If the evidence is graded as NS – Not Satisfactory you will be required to re-submit the evidence. In this
case you will be provided with clear and constructive feedback based on the assessment decision so
that you can improve your skills / knowledge prior to reassessment.
If you require an allowable adjustment to this assessment procedure you should discuss this with your
If you are dissatisfied with an assessment decision you should make an appeal to Glen Institute in
writing no longer than 10 days following advice of the assessment decision.
Context of and specific resources for assessment
During the assessment tasks, you will be provided with:
Printed copy of the written assessment.
Your assessor will be assessing you on the criteria listed in the Assessment cover
Evidence to be provided by the student for this assessment:
Printed copy of responses to all the questions
Document: ASSESSMENT 1 SITXMGT002 Establish and conduct business relationships
RTO # 41380 | CRICOS # 03632K |Version: 1.1 | Page
4 of 5
ASSESSMENT 1 – Questioning
Answer the following questions
Question 1
: List 3 key groups of people you may build business relationships with in the TH&E Industry.
Question 2: List 4 reasons business relationships are important.
Question 3: List 2 distribution, marketing or professional networks in your industry that would provide
opportunities to help build business relationships.
Question 4: Why is building trust and respect in a business relationship not always easy?
Question 5 List 4 traits that can build respect and trust in a business relationship
Question 6: List 6 ways you can maintain regular contact with customers and suppliers.
Question 7: List 2 methods of Networking. These may be formal or informal.
Question 8: There are several types of negotiations. List 3 different types of negotiations a TH&E manager
might be involved in.
Question 9: Name 2 cultural differences you may need to consider when negotiating.
Question 10: When going into a negotiation, name 2 things you can do to make a good first impression
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.
Question 14: How do open questions help a good negotiator gain information?
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
Question 17: Name 3 types of common clauses which might be included in a contract.
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?
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.
Question 22: If you were unsure of how to comply with consumer protection laws, who would you consult to
get professional advice?

Document: ASSESSMENT 1 SITXMGT002 Establish and conduct business relationships
RTO # 41380 | CRICOS # 03632K |Version: 1.1 | Page
5 of 5
Question 23: List 4 specialist services an accountant may be able to assist you with.
Question 24: Once you have gained the confidence of a new business associate, what can you build on that
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
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
Question 29: Name 2 legal requirements from your industry that you may impact negotiations or
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:

Year 1:

Year 2:

Year 3:



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