Course Title: Maintain business to business relationships

Part A: Course Overview

Program: C5287

Course Title: Maintain business to business relationships

Portfolio: DSC

Nominal Hours: 35.0

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Course Code




Learning Mode

Teaching Period(s)


Brunswick Campus


320T Design (TAFE)

Face-to-Face or Internet

Course Contact: Garry Amy

Course Contact Phone: +61 3 9925 4819

Course Contact Email:

Course Description

This unit describes the performance outcomes, skills and knowledge required to develop and maintain enduring relationships with business customers, focusing on identification of customer needs.

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

SIRXCCS006A Maintain business to business relationships


1.  Develop techniques to maintain close contact with business customers

2.  Identify business customer needs

Learning Outcomes

This unit requires sales team members to identify key customer contacts, and service-specific customer needs and confirm trading terms with customer contacts to build and maintain sustainable relationships with business customers.

Overview of Assessment

Evidence of the following is essential:
• builds sustainable relationships with business customers that deliver agreed business outcomes
• identifies key contact personnel for businesses with a given territory or customer account
• describes and utilises a range of means to accurately identify specific needs of business customers
• confirms trading terms for customers according to business policy and procedures