Course Title: Build client relationships and business networks
Part B: Course Detail
Teaching Period: Term1 2019
Course Code: MKTG5828C
Course Title: Build client relationships and business networks
School: 650T Vocational Business Education
Campus: City Campus
Program: C6144 - Advanced Diploma of International Business
Course Contact: Suzanne Maugeri
Course Contact Phone: +61 3 9925 1466
Course Contact Email: suzanne.maugeri@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
Wayne Beasy
Tel: 99251550
Email: Wayne.Beasy@rmit.edu.au
Nominal Hours: 50
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.
Pre-requisites and Co-requisites
None
Course Description
This unit describes the performance outcomes, skills and knowledge required to establish, maintain and improve client relationships, and to actively participate in networks to support attainment of key business outcomes.
This unit applies to individuals in a variety of roles who are required to establish, maintain and improve client relationships to facilitate organisational objectives.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
BSBREL402A Build client relationships and business networks |
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Element: |
1. Initiate interpersonal communication with clients |
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Performance Criteria: |
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Element: |
2. Establish client relationship management strategies |
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Performance Criteria: |
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Element: |
3. Maintain and improve ongoing relationships with clients |
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Performance Criteria: |
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Element: |
4. Build and maintain networks |
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Performance Criteria: |
4.1 Allocate time to establish and maintain business contacts 4.2 Participate in business associations and/or professional development activities to establish and maintain a network of support for the business and to enhance personal knowledge of the market 4.3 Establish communication channels to exchange information and ideas 4.4 Provide, seek and verify information to the network |
Learning Outcomes
This course is structured to provide students with the optimum learning experience in order to demonstrate the skills and knowledge required to plan and implement business-to-business (B2B) marketing.
Details of Learning Activities
A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.
The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment.
We expect you to participate and contribute in all scheduled learning activities.
Teaching Schedule
This course is co-delivered and co-assessed with MKTG7898C Plan & Implement Business to Business Marketing
The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete this course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.
Week |
Week Commencing |
Topics |
Assessment |
1 |
11th Feb |
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2 |
18th Feb |
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Brief Assessment one |
3 |
25th Feb |
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4 |
4th March |
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5 |
11th March (Labour Day 11th March) |
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Assessment One due |
6 |
18th March |
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Brief Assessment two |
7 |
25th March |
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8 |
1st April |
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9 |
8th April |
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10 |
15th April |
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Assessment Two due.
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MID SEMESTER BREAK ( 19TH APRIL -26TH APRIL) | |||
11 |
29TH April |
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Brief Assessment three |
12 |
6th May |
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13 |
13th May |
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14 |
20th May |
Workshop Assessment Three |
Assessment 3 |
15 |
27th May |
Interactive activities focusing on B2B networking and review of learning to date |
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16 |
3rd June |
Feedback and resubmissions |
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17 |
10th June |
Final resubmissions | |
Learning Resources
Prescribed Texts
References
Other Resources
Overview of Assessment
Assessment Methods
Assessment methods have been designed to measure achievement of the requirements in a flexible manner over a range of assessment tasks, for example:
- direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
- review of final printed documents
- demonstration of techniques
- observation of presentations
- oral or written questioning to assess knowledge of software applications
You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.
Performance Evidence
Evidence of the following is essential:
- establishing and maintaining relationships with a range of clients related to the candidate’s business
- participating in and providing, an active contribution to a business related network.
- communication skills to determine client needs and preferences through active listening and presenting ideas clearly and precisely
- culturally appropriate communication skills to relate to people from diverse backgrounds and people with diverse abilities
- interpersonal skills to establish rapport, and to build and maintain relationships with clients.
Knowledge Evidence
To complete the unit requirements effectively, you must:
- key provisions of relevant legislation from all forms of government, codes of practice and national standards that may affect aspects business operations, such as:
- anti-discrimination legislation
- consumer laws including appropriate state/territory legislation
- ethical principles
- marketing code of practice
- privacy laws
- Trade Practices Act - Marketing communications concepts and processes and principles and techniques for effective communication and networking
- sources of business related networks.
Feedback
Feedback will be provided throughout the semester in class and/or online discussions. You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.
You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course.
Assessment Tasks
Assessment Instructions
This course is co-delivered and co-assessed with MKTG789C Plan & Implement Business to Business Marketing
You are required to complete three tasks. You must successfully complete all three tasks to be deemed competent in this course.
Assessment Task 1 – Analysis
Date handed out: Week Two
Date and time due: Week Five
Group or Individual: Teams of two.
Purpose:
The purpose of this assessment is to demonstrate the skills and insight needed to analyse a target market and identify the opportunities and threats there are in that market.
A case study will be used as the subject of all three assessments, and this will be detailed in class.
Assessment Task 2 – Plan a strategy
Date handed out: Week Six
Date and time due: Week Ten
Group or Individual: Same teams as Assessment One.
Purpose:
To demonstrate the skills and knowledge to develop relevant marketing strategies that will be effective in the situation described in the case study.
Assessment Task 3 – Create a local connection.
Date handed out: Week Eleven
Date and time due: Week Fourteen
Group or Individual: Same teams as Assessment One.
Purpose:
To demonstrate an understanding of the ways to develop business networks in another country, and also ways to maintain client relationships in the same market.
Assessment Matrix
The assessment matrix that maps all the assessment is available on CANVAS B2B and Relationship Marketing
Submission Requirements
You should:
- Ensure that you submit assessments on or before the due date.
- Always retain a copy of your assessment tasks. (hard copy and soft copy)
- When you submit work for assessment at RMIT University you need to use the Assessment task document that includes a declaration and statement of authorship.
- Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers.
Late Submission Procedures
You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.
If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.
More Information: https://www.rmit.edu.au/students/student-essentials/assessment-and-exams/assessment/extensions-of-time-for-submission-of-assessable-work
Where an extension of greater than seven days is needed, you must apply for Special Consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.
More Information:https://www.rmit.edu.au/students/student-essentials/assessment-and-exams/assessment/special-consideration
Resubmissions (VE Programs):
If you are found to be unsuccessful in a particular Course Assessment Task (or you do not submit/attend) you will be allowed one resubmission. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission
If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.
Grading & re-submissions
Successful re-submissions will contribute a CAG only (Competency Achieved Grading) result to your overall grade for the course.
Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
Marking Guide (Competency):
You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.
You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.
Marking Guide (Grading)
After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:
CHD |
Competent with High Distinction |
CDI |
Competent with Distinction |
CC |
Competent with Credit |
CAG |
Competency Achieved – Graded |
CA |
Competency Achieved – Not Graded |
NYC |
Not Yet Competent |
DNS |
Did Not Submit for assessment |
Further information regarding the application of the grading criteria will be provided by your teacher
Other Information
Course Overview: Access Course Overview