Assessment cover sheet

Student Must Fill This Section

Unit Code / Title SITXMGT005 Establish and conduct business relationships
Qualification Code /
SIT50422-Diploma of Hospitality Management
Title:
Due Date:

Student Name:

Student ID: Term: Year:

“I give my permission for my assessment material to be used in the auditing,

Privacy Release Clause:
assessment validation & moderation Process”.
“I declare that:
Authenticity  The material I have submitted is my own work;
Declaration:  I have given references for all sources of information that are not my
own, including the words, ideas and images of others”.
Student Signature: Date:

Assessment Outcome

Assessor Name:

Not Yet
Attempt and Tasks Satisfactory Date Assessor Signature
Satisfactory

Initial attempt  

Re- attempt/Re-
assessment  

Assessment Task 1  

Assessment Task 2  

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Assessor Feedback to Students

Assessment Outcome: Competent Not yet Competent

Assessor Name:

Assessor Signature and date:

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Information for Student:
 This assessment is to be completed according to the instructions given below in this document.
 Should you not answer the tasks correctly, you will be given feedback on the results and gaps in knowledge.
You will be entitled to one (1) resubmit in showing your competence with this unit.
 If you are not sure about any aspect of this assessment, please ask for clarification from your assessor.
 Please refer to the College re-submission and re-sit policy for more information.
 If you have questions and other concerns that may affect your performance in the Assessment, please inform
the assessor immediately.
 This is an Open book assessment which you will do in your own time but complete in the time designated by
your assessor. Remember, that it must be your own work and if you use other sources then you must
reference these appropriately.
 Student must submit the completed Assessments on Moodle

Re-assessment of Result& Academic Appeal procedures:

If a student is not happy with his/ her results, that student may appeal against their grade via a written letter, clearly
stating the grounds of appeal to the Chief Executive Officer. This should be submitted after completion of the subject
and within fourteen days of commencement of the new term.

Re-assessment Process:
 An appeal in writing is made to the Academic Manager providing reasons for re-assessment /appeal.
 Academic Manager will delegate another member to review the assessment.
 The student will be advised of the review result done by another assessor.
 If the student is still not satisfied and further challenges the decision, then a review panel is formed
comprising the lecturer/trainer in charge and the Academic Manager or if need be an external assessor.
 The Institute will advise the student within 14 days from the submission date of the appeal. The decision of
the panel will be deemed to be final.
 If the student is still not satisfied with the result, he / she has the right to seek independent advice or follow
external mediation option with nominated mediation agency.
 Any student who fails a compulsory subject or appeals unsuccessfully will be required to re-enrol in that
subject.

The cost of reassessment will be borne by the Institute. The external assessor will base his/her judgement based on
principles of assessment. These principles require assessment to be reliable, fair, practical and valid.

Academic Appeals:
 If you are dissatisfied with the outcome of the re-evaluation process, you have a right to appeal through
academic appeals handling protocol.
 To appeal a decision, the person is required to complete the ASTRAL - Request for Appeal of a Decision form
with all other supporting documents, if any. This form is available via our website. The completed Request for
Appeal form is to be submitted to the Student Support Officer either in hard copy or electronically via the
following contact details:
 Student Support Officer: ASIA Head Office at Leve 5, Suite 513A, Westfield Parramatta, NSW 2150
Email: info@asia.edu.au
 The notice of appeal should be in writing addressed to the Chief Executive Officer and submitted within seven
days of notification of the outcome of the re-evaluation process.
 If the appeal is not lodged in the specified time, the result will stand, and you must re-enrol in the unit.
 In emergency circumstances, such as in cases of serious illness or injury, you must forward a medical

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 certificate in support of a deferred appeal. The notice of appeal must be made within three working days of
the concluding date shown on the medical certificate.
 The decision of Chief Executive Officer will be final.
 Student would then have the right to pursue the claim through an independent external body as detailed in
the students’ complaint / grievance policy.
Plagiarism:
Plagiarism means to take and use another person's ideas and or manner of expressing them and to pass
them off as your own by failing to give appropriate acknowledgement. This includes material sourced from
the internet, RTO staff, other students, and from published and unpublished work.
Plagiarism occurs when you fail to acknowledge that the ideas or work of others arebeing used, which
includes:
• Paraphrasing and presenting work or ideas without a reference
• Copying work either in whole or in part
• Presenting designs, codes or images as yourown work
• Using phrases and passages verbatim without quotation marks or referencing the author or web
page
• Reproducing lecture notes without proper acknowledgement.

Collusion:
Collusion means unauthorised collaboration on assessable work (written, oral or practical) with other
people. This occurs when a student presents group work as their own or as the work of someone else.
Collusion may be with another RTO student or with individuals or student’s external to the RTO. This applies
to work assessed by any educational and training body in Australia or overseas.
Collusion occurs when youwork without the authorisation of the teaching staff to:
• Work with one or more people to prepare and produce work
• Allow others to copy your work or share your answer to an assessment task
• Allow someone else to write or edit yourwork (without rto approval)
• Write or edit work for another student
• Offer to complete work or seek payment for completing academic work for other students.

Both collusion and plagiarism can occur in group work. For examples of plagiarism, collusion and academic
misconduct in group work please refer to the RTO’s policy on Academic integrity, plagiarism and collusion.
Plagiarism and collusion constitute cheating. Disciplinary action will be taken against students who engage
in plagiarism and collusion as outlined in RTO’s policy.
Proven involvement in plagiarism or collusion may be recorded on students’ academic file and could lead to
disciplinary actions.

Assessment Requirements

You are required to complete and pass every task in the assessment in order to be deemed competent.

Assessment Schedule

Task Due Date Student Signature Trainer Signature Comments

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Task 1-2 Week

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Introduction
Welcome to the Student Assessment Tasks for SITXMGT005 Establish and conduct business relationships.
These tasks have been designed to help you demonstrate the skills and knowledge that you have learnt
during your course.
Please ensure that you read the instructions provided with these tasks carefully. You should also follow the
advice provided in the Hospitality Works Student User Guide. The Student User Guide provides important
information for you relating to completing assessment successfully.

Assessment for this unit

For you to be assessed as competent, you must successfully complete one assessment task:

 Assessment Task 1: Project – You must complete a project and capture evidence in a project portfolio
relating to a range of role play tasks.

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Assessment Task 1: Project
Tasks required for this unit
This unit of competency requires that you:

 establish and maintain business relationships with at least two of the following:

o cooperative partner with organisation o network

o contractor o supplier.

o customer

 conduct formal negotiations, and make and manage agreements and contracts in relation to
the two relationships established above, relevant to the specific business context

 use high level communication and relationship building techniques when conducting formal
negotiations and making commercially significant business-to-business agreements in the
above business relationships.

Instructions for how you will complete these requirements are included below.

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Activities
Complete the following activities.

1. Carefully read the following information.

This project requires you to work collaboratively with your student group to build
and foster business relationships and identify and develop opportunities by way of
collaboration, negotiation and setting in place formal agreements.
You will need to work in groups of three for this project. Each student will select one
of the case study businesses below and assume they are the business owner or
manager of this business. This is a very collaborative and creative project that will
take place in the classroom with your assessor observing you as you complete the
steps below. You will also record details of your meetings and agreements which
will be assessed along with the observations your assessor makes.
You are to assume that the case study businesses below are located in your local
area. You may use any similar local business in your area where you can access
information about them on their websites for the specifics of the services they
provide which must include products/services and prices.

Important note: You must all select your businesses prior to completing any of the
next steps and have your assessor approve these choices to ensure that they are
suitable for this project.

Business 1: Wedding supplier

You run a wedding supply business that supplies crockery, furniture, and
decorations for wedding events across the local region.
Business 2: Catering
You run a catering company that supplies the food and wait staff for weddings in
your local area.
Business 3: Cake maker
You are a local cake maker who supplies to weddings in the local area

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Once approved, ensure that you become familiar with the business, the
products/services they offer and pricing. Keep some notes so that you have a
record of this information, as well as anything else that you may think will be useful.
Assume that you have all heard about each other’s businesses at a local event or
through mutual clients and have decided to meet together to discuss opportunities
for collaboration in relation to purchasing and marketing.

What do I need to demonstrate?

During this task, you will be required to demonstrate a range of the skills and
knowledge that you have developed during your course. These include:

 Build business relationships

o Create relationships in line with organisational requirements and

practices.
o Use effective communication techniques

o Identify and take up opportunities to maintain regular contact with

customers and suppliers.

 Negotiate

o Use negotiation techniques in line with professional and organisational

practices
o Maximise benefits of relationship for all parties.

o Include feedback and input from colleagues into negotiation where

appropriate.
o Communicate results of negotiations to relevant parties within suitable
timeframes.

 Create formal business agreements

o Confirm agreements in writing

o Follow organisational requirements

o Use formal contracts where appropriate.

o Obtain approvals for all aspects of formal agreements

o Evaluate and act on the need for specialist advice as required.

 Foster and maintain business relationships

o Seek, review, and act upon information needed to maintain sound

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 business relationships.
o Honour agreements within scope of individual responsibility

o Complying with agreed terms

o Include agreed performance indicators

o Make adjustments to agreements in consultation with customers or

suppliers
o Share information with relevant parties

o Nurture relationships through regular contact

o Use of effective interpersonal and communication styles

How will I provide evidence?

Your assessor will provide you with templates to complete each task. You will find
some detailed information about providing evidence; this will include;

 a completed Portfolio of Evidence document

 two formal contracts or agreements

 two emails

 two amended formal contracts or agreements.

You will need to complete each activity and submit the required task at the end of
each step completed.

Tips for completing your activities

 Read through this assessment and each task before you get started and make
sure you understand what you need to do. If you are unsure, speak to your
assessor and/or supervisor.

 Stay up to date!

 Stay in touch with your assessor. Ask questions, raise issues, check in,
communicate.
Most importantly, ask for help if you are having trouble!

2. Preparation

Once you have all selected and become familiar with your own case study
business, you will each individually complete your own background research on the
other businesses and prepare some ideas to take to your initial meeting with them.
Refer directly to your Project Portfolio to see the research you will undertake to

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 answer the questions within it.
The Assessor will let you know what the businesses are once these have been
approved.
Complete Section 1 of your Project Portfolio template.
You will use this document to record the information you have researched about
your selected case study business as well as the two businesses that you will meet
with. This will help you to negotiate business opportunities in the next task.
You are required to submit the completed Section 1 of the Project Portfolio
document as part of your evidence for completing this task.

3. Establish relationships and brainstorm opportunities

Now that you have completed your research, you are to meet with the other two
business owners/managers to form relationships and discuss opportunities. These
opportunities need to be in the areas of purchasing and marketing and you have
the freedom and opportunity here to brainstorm and share a range of possible
ideas with each other.
Prior to the meeting, refer to the organisational policy Communication Protocols to
help you with establishing the business relationships.
Speak with each of these networks and find out what they can do for you as either
suppliers or contractors. Discuss how you might form a partnership, or how you
could link your businesses to provide further business opportunities to identify and
reach more customers on a more regular basis.
During your discussions, build relationships and create networks using high-level
and effective interpersonal and communication styles, skills and techniques.
By the end of the discussions, you must broadly agree on at least two ways that
you can each benefit from forming a business relationship together. This must be
related to marketing or purchasing activities.
After your discussions, reflect and record the outcomes from the networking event
by completing Section 2 of the Project Portfolio template.
The Assessor will observe this discussion (either in person, or by way of video
conferencing software or a recording of it). They will be observing the way in which
you conducted yourself, using the Communication Protocol Policy guidelines.
You are required to submit the completed Section 2 of the Portfolio of Evidence
document as part of your evidence for completing this task.

4. Research contracts.

You now need to research a contract or agreement that you can use to enter into
an agreement with the businesses you have met with. This may be a memorandum
of understanding (MOU), partnership or supplier contract, referral agreement or

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 other such document that can be used to formally record the agreements that will
be made with the other two businesses.
The contract or agreement can be a template that you have sourced or one that you
have adapted to suit the organisation and industry. You may use the following
information and templates to help you develop a relevant agreement:
https://www.hloom.com/resources/templates/more/agreement
After you have sourced suitable forms of contracts you will need to work out the key
components that should be included for each relationship and this must include
agreed performance indicators.
Complete Section 3 of the Portfolio of Evidence document.
Now develop the contract or agreement that can be used for each business.
You are required to submit the completed Section 3 of the Project Portfolio
template as part of your evidence for completing this task as well as the contract for
each business.

5. Contract negotiations.

Before meeting with the suppliers again you must ensure that you are familiar with
the formal negotiation process that you will follow.
The negotiation process should follow the guidance provided in the following
website:
https://www.business.qld.gov.au/running-business/marketing-sales/managing-
relationships/negotiating/process.
Read through the guidelines and write an outline that you will follow to conduct
formal negotiations. It must include:

 Principles of negotiation

 Negotiation techniques that you can apply

 Effective communication skills to use when conducting formal negotiations

 High-level communication and relationship building skills

 Clear stages to follow in the negotiation process

Complete Section 4 of your Project Portfolio template prior to the meeting.

Now you are to meet with the suppliers and negotiate the terms of agreement using
the formal process you identified. You will all have various ideas about how the
agreements should be reached so you will need to compromise where necessary,
but stand your ground on specifics you feel strongly about – or those you have
identified as your non-negotiables.
During the meeting, read through the contract that you have been given by each
business.

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Think about and discuss: Are you happy with the contract? What changes do you
think are required? Did they miss anything out or include anything that doesn’t look
correct?
Make some notes and discuss this with each business representative.
During the meeting you are to negotiate and come to an agreement using high-level
relationship building skills, negotiation techniques and effective communication
skills.
The Assessor will observe this discussion (either in person, or by way of video
conferencing software or a recording of it).
Record the outcomes from the negotiations by completing Section 5 of the Project
Portfolio template.
Amend the contract to reflect any agreed and approved changes made. Send an
email to the businesses, confirming the terms of agreement with the amended
contracts attached.

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6. Maintaining relationships and agreements.

A client had booked services that were linked to all three of your businesses and
has now had to cancel their wedding with a week to go. It has become apparent
that the existing agreements that you have developed are not clear enough in
relation to cancellations and refunds.
You are to discuss and agree on amendments to the agreements to cover this
situation and further situations like this in the future.
Ensure that you use this as an opportunity to maintain and nurture the business
relationship by using effective communication skills during discussions and when
agreeing on changes that you will all approve with each other.
After the meeting, make a copy of the original contracts and include approved
changes to the contracts as amended versions and compose an email to each of
the business representatives.

7. Submit documents to your assessor.

Finalise the following documents and submit to your assessor for marking:

 Project Portfolio with all sections completed: Sections 1-5.

 Two contracts/agreements that have been completed with the two businesses
that demonstrate the agreed marketing or purchasing activity agreements.

 2 emails to each of the businesses proposing the contract changes.

 Two amended contracts.

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Assessment Task 1: Checklist

Student’s name:

Completed
successfully?

Has the following been completed? Yes No Comments

The student has established and

maintained a relationship with two
different businesses in the context
relevant to the wedding hospitality
industry.

The student has followed the

communication policy protocols when
establishing and maintaining business
relationships.

The student has demonstrated high-level

communication skills and techniques
when building business relationships and
conducting the negotiations with the
other parties.

The student has demonstrated an

understanding of the industry structure,
supply sources, distribution, marketing
and professional networks of at least two
businesses relevant to their sector.

The student has identified and acted on

opportunities to maintain regular contact
with the business relationships.

The student has outlined principles of

negotiation, different negotiation
techniques and stages in the negotiation
process.

The student has followed the negotiation

protocols and principles and techniques
outlined in the communication policy
protocol to benefit business

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relationships.

The student has used feedback and

input to support the negotiation process.

The student has communicated the

outcomes from the negotiations to the
appropriate people in a timely manner.

The student has developed formal

contract agreements and confirm
approval for these agreements with the
two other parties.

The student has evaluated and acted on

the need for specialist advice as
required.

The student has used information

gathered to maintain sound business
relationships.

The student has honoured business

agreements within the agreed terms.

The student has considered agreed

performance indicators.

The student has consulted with the

appropriate people to modify
agreements and communicate the
changes to the relevant people.

Task outcome:  Satisfactory  Not satisfactory

Assessor signature:

Assessor name:

Date:

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Final results record

Student name:

Assessor name:

Date:

Unit name: SITXMGT005 Establish and conduct business relationships

Qualification name:

Final assessment results

Result

Task Type Satisfactory Unsatisfactory Did not submit

Assessment Task 1 Project S U DNS

Overall unit results C NYC

Feedback

 My performance in this unit has been discussed and explained to me.

 I would like to appeal this assessment decision.

Student signature: _________________________________________ Date: _________________

 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 signature: _______________________________________ Date: _________________

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