Course Title: Manage business customers

Part A: Course Overview

Program: C5287

Course Title: Manage business customers

Portfolio: DSC

Nominal Hours: 40.0

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 manage contracts, reinforce trading terms and negotiate deals with business customers.

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

SIRXCCS005A Manage business customers


1.  Negotiate deals

2.  Verify trading terms

3.  Manage business contracts

Learning Outcomes

This unit reinforces ways to negotiate and finalise legally binding contractual agreements with a range of business customers, according to company policy and legislative requirements, to meet business targets and strategic outcomes. Senior sales personnel perform this function.

Overview of Assessment

Evidence of the following is essential:
• actively negotiates and finalises legally binding contractual agreements with a range of business customers according to company policy
• identifies and understands business targets and strategic goals
• manages business contacts and trading terms to achieve agreed business targets and strategic outcomes
• demonstrates a high level of ethical and personal integrity in conduct of negotiations and management of contractual relationships.