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

Campus

Career

School

Learning Mode

Teaching Period(s)

BUSM6417C

Brunswick Campus

TAFE

320T Design (TAFE)

Face-to-Face or Internet


Course Contact: Garry Amy

Course Contact Phone: +61 3 9925 4819

Course Contact Email: design.tafe@rmit.edu.au


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

None



National Competency Codes and Titles

National Element Code & Title:

SIRXCCS006A Maintain business to business relationships

Elements:

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